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