Old School Sales Meets New School Strategy with Adrian Talbot

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Episode 26: Old School Sales Meets New School Strategy with Adrian Talbot

Selling today may look very different than it did ten, twenty, or even sixty years ago, but many of the traditional techniques still apply. And even though the buyers, the products, the technology, and the communication have changed significantly, the importance of listening and connecting with clients has not (or not completely).

Today, old school meets new school with our special guest, Adrian Talbot. With over 40 years of sales experience, Adrian combines traditional sales tactics with a modern twist and an emphasis on customer relations. Tune in and learn more in today’s episode of The Pursuit of Badasserie: The Podcast.

In this episode, we discuss:

Adrian’s start in sales (involving cigarettes and whiskey)
Boiler room sales
Selling what the clients want vs the high ticket
Compounding knowledge
Listening to clients and matching the right products
How to get the sale the client wants while also appeasing the quota
Never give up
Be persistent, patient, and polite
Always try to find a different reason why the client should be with you
Keep knowledgeable on your product, but also on the client’s industry
Be someone they want to listen to
Position yourself as the expert
Loving getting the deal
The difficulty with industry ignorance
The fear of face-to-face interactions over the use of email and technology
Email can’t sell
The two-way street of sales
Relationship building
Coming from a position of strength
Speaking to the right person
Body language and cues
The importance of truly listening
People like to talk about themselves, so give them the opportunity
CRM (Customer Relationship Management) systems
Keeping track of the little nuances

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