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If you’ve ever worked in sales and thought, “I don't know why I couldn't overcome that objection” or “I don't know why that person didn't buy from me,” then this is the episode for you.
Ryan Tuckwood is an engineer turned award-winning sales and business coach. He is the CEO and one of the co-founders of ISR Training. ISR Training is one of the only companies in Australian Shark Tank history to have all three sharks invest in their company.
Check out the show notes and make sure to tune in to the show. We have so much valuable information for you, and you would not want to miss a single second of it!
Starting With Sales (1:50)
- He did not want to learn about sales because of all the misconceptions. When he had no other choice, he realized it is a learned skill.
- His manager challenged him to study all about sales—body language, NLP, emotional intelligence, behavioural science, among others. From 21st place, he moved to 1st on the board of salespeople.
- Always go to bed more educated than when you wake up.
The Beginning of ISR Training (7:00)
- ISR Training was formed in 2014 with the sole mission of changing the perception of sales.
- You can tell the truth, be a good person, and influence and inspire people to take action for the greater good while making money along the way.
- The SWISH method was formed: Selling With Integrity & Selling Honestly.
- They started as a not for profit recruitment agency, where they trained job seekers for free to get them into businesses that are hiring. They only charge the job seeker if s/he is accepted.
- ISR Training entered Shark Tank AU, giving them another level of credibility.
- They eventually stopped recruiting and went all-in with approaching businesses and sales training.
Five Distinctive Moments in a Sales Process (12:23)
- Introduction, Discovery, 3 P’s (Presentation, Packaging, Pricing), Closing, Handling objections
- Ryan’s whole basis for building a sales training company was to remove objections.
- Consult better on the front end to stop objections or getting rejected.
- It all starts with the first conversation, so make it count.
Mistakes People Make (15:34)
- People have the wrong intentions.
- They only aim to make a sale, and they end up trying to find shortcuts.
- Shift your mindset to helping people and finding solutions for them. Then you can naturally move along the sales process.
- ARIO: Appreciate, Relate, Isolate, Overcome
Drive and Motivation (18:49)
- You can use traumatic stages in your life as a reason to hold you back, or you can use it as a catalyst to move you forward.
- In your stressful days, you can use your drivers to keep you moving forward.
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