Be An Excellent Salesperson – 3 Simple Changes

Be an Excellent Salesperson - The Slow Pitch Sales Podcast - ep79
Sales Podcast, The Slow Pitch
The Slow Pitch Sales Podcast
Be An Excellent Salesperson - 3 Simple Changes


Be an Excellent Salesperson

In this episode, we unlock the secrets to becoming an excellent salesperson in this captivating episode of The Slow Pitch Sales Podcast. We delve deep into the differentiators that set apart good and truly excellent salespeople. We’ve talked before about what’s different between good salesperson and a great salesperson, but what does it take to be an excellent salesperson? In this episode, we talk with Bryan about how the activities you do as an average salesperson is different than that of an excellent salesperson.

An excellent salesperson is one who focuses on the long-term. Someone not at this level is typically thinking about the next sale or the immediate future. If you’re a salesperson who feels like they’re in the now and need to close, you’re probably not going to make as much as an excellent salesperson.

It’s easy to get caught up in the rush for quick wins and immediate results. However, excellence in sales demands a different perspective—a focus on the long-term game. We explore how the activities and mindset of an average salesperson differ from those of an excellent salesperson.

The episode tackles the myth of the “10,000 hours rule” and why simply putting in the time won’t make you an excellent salesperson. Instead, it’s about identifying your strengths and weaknesses, honing your skills, and perfecting your craft over time. Bryan shares valuable insights on how to fine-tune your approach, refine your techniques, and ultimately emerge as an excellent salesperson.

Whether you’re an aspiring sales professional looking to break into excellence or a seasoned veteran seeking to up your game, this episode offers practical strategies and expert advice to help you reach your full potential. Don’t miss out on this opportunity to gain a competitive edge in the world of sales.


Bryan Charleau - guest on The Slow Pitch Sales PodcastInformation about Bryan:


Buy his book here on Amazon: Pitching Sales Complete

Reach out to Bryan at his website




Short Summary:

  • Sales techniques and continuous learning with a mentor. 0:00
    • Rob and Lane discuss the importance of continuous learning in sales, with a focus on mentorship and improving weaknesses.
  • Transitioning from basic salesperson to sales professional. 1:22
    • Bryan discusses mindset shift from salesperson to sales professional.
    • Bryan: New sales professionals face an uphill battle, with 2/3 failing to make it past the first 6 months.
    • Bryan: With proper training and mindset shift, sales professionals can transition into a professional mindset and see the benefits of the career.
  • Becoming a highly skilled sales professional. 5:42
    • Rob and Bryan discuss the misconception that repetition alone leads to skill improvement in sales, and the importance of asking the right questions and being prepared for various scenarios.
    • To become a professional salesperson, one must go through a cycle of learning and honing their skills, shifting their mindset from short-term to long-term thinking.
  • Sales process, objections, and targeted training. 9:07
    • Rob and Lane discuss the importance of targeted training and honing specific skills, rather than just accumulating hours of practice.
    • They emphasize the need to identify and address specific issues or challenges in order to improve and reach the next level.
    • Bryan emphasizes the importance of understanding the sales process and overcoming objections to achieve consistency in sales.
    • The speaker highlights the need to continually work on improving one’s skills and knowledge to overcome objections and provide a qualified response to customers.
    • Bryan emphasizes the importance of a mentor in sales, citing their own experience and the impact a good mentor can have on one’s success.
    • Rob asks how to find a good mentor, and the speaker advises using intuition and being cautious when selecting a mentor, as a negative mentor can lead one out of the business.
  • Sales mentorship and self-improvement. 16:56
    • Rob and the Bryan discuss the importance of mentorship in sales, with the speaker emphasizing the value of having a mentor who can provide guidance and support.
    • The speaker suggests that a mentor should listen in on sales calls and offer feedback to help the mentee improve their skills.
    • The speaker also highlights the importance of finding a mentor who is invested in your success and is willing to put in the time and effort to help you grow.
    • Bryan suggests regularly assessing strengths and weaknesses during sales calls to identify areas for improvement.
    • Rob agrees, emphasizing the importance of tracking progress and seeking feedback from managers or mentors to address weaknesses and reinforce strengths.
  • Improving sales skills through continuous learning. 22:53
    • Rob asks how to use audio components to improve sales skills, and Bryan suggests being open-minded to different sales processes and incorporating new information into one’s own style.
    • Bryan discusses the importance of finding success in sales by honing in on small details and consistently practicing the craft.
    • Rob asks the Bryan about his book, “Pitching Sales: A Complete Guide to Becoming a Sales Professional,” which provides guidance for those new to the field and a reminder for those already established.




Related Episodes:

What Makes A Great Salesperson? And What Makes a Good Salesperson? (How are they different?)

What Makes A Successful Sales Team? 3 Tips to Nurturing Your Team.



NOTE: Some links may be affiliate links, which means we get paid a commission when you purchase, but it the cost remains the same for you. 

Music: "Clydesdale Funk" by Cast of Characters, written by: Dustin Ransom.

The Episode

Rob  0:00 

All right, today’s show is going to be kind of an interesting show. For anybody out there who’s new? Or who’s experienced, though it sounds weird. How can you have a show that’s targeted to both ends of the spectrum? There’s a reason. Lane, what did you pick up out of this one?

Lane  0:14

I think the biggest thing I took away, Rob is the importance of learning from your experiences, being a salesperson, applying your learning, just just doing the job is not enough, you actually have to really practice find your weaknesses, improve upon those and grow.

Rob  0:30 

Yeah, and I also learned, or I was reminded of something as well, the continuous learning thing is really important as a salesperson. And so this episode kind of hits on that and how you can do some of that. And one of those ways you can do that is with a mentor. And we’ve not really talked about mentors much on the show. We kind of talked about that a little bit in this episode. And really getting to the basics. If you understand what the basics are, you’ll be a success in sales. So let’s not talk anymore about the show. Let’s get into the show.

Rob  1:01 

Welcome back, everybody to The Slow Pitch. And today we have a special guest. His name is Bryan Charleau. And we also have Lane. So before we get to Bryan, let me just say hi, quickly to Lane. Lane, what’s going on over there?

Lane  1:14 

I don’t even know these days. Rob…

Rob  1:16 

I know…you sound so lost. I mean, that’s not so good. But all right. All right. So Bryan, how are you doing today?

Bryan  1:21 

I’m doing great, guys. Thanks for Thanks for having me on here. Looking forward to it.

Rob  1:26 

Great!, and I appreciate you being with us. I think we today are going to be talking a little bit about basically transitioning how you transition from like a sales person to like a sales professional. Like it’s a little different than you think salesperson is one thing, you know, everybody’s a salesperson, technically, but how do you really be a really good salesperson. So let’s get started.

V/O  1:49 

You’re listening to The Slow Pitch Podcast, a podcast about selling less and closing more.

Rob  1:56 

Alright, so today we’re going to talk about transitioning from basic salesperson to a sales professional. Bryan, let’s let’s let’s start on this here a little bit. So I have several questions. But what do you mean by that? Because when we started talking about this before, it intrigued me. So let’s talk a little bit about what that means.

Bryan  2:16 

Well, it’s, it’s a big mindset is the critical thing here. And sometimes I can only talk about this from personal experience. But adding a lot of friends and people within the industry co workers and I I really talked about at length with when I was writing this book, because I thought that was one of the most important things going into it, especially for a new salesperson to hear.

Bryan  2:40 

And what it means is everybody comes in and gets their sales job not knowing it’s going to be their career, they might think it might be they might say if it goes well, then I’ll continue it. But realistically, most people don’t go into it thinking this is going to be what they’re going to be doing for the rest of their life, providing for their family, doing this a decade or two down the road. And to get to that point.

Bryan  3:04 

There’s a lot of factors that go into it. And I think the problem is that most people get hired on their first sales job without the expectation that they’re going to do well. And I think that’s an unfortunate aspect of the sales profession. A lot of companies that take chances on people that hire people without sales experience for their business, bring on 10, 15 people into it hoping 2, 3, 4 of them stick. Yeah.

Bryan  3:31 

And that’s just the reality of it. It’s kind of like cannon fodder for these companies hoping that they’re going to generate some leads in the meantime. And if two or three of them figure it out, then they’re going to put more time and effort into it. And that’s the uphill battle that new sales professionals face entering this career.

Bryan  3:48 

To get over that hump is difficult, because they’re not really looked at as much more than that until they can kind of show that they can cut it they have that thick skin, they can take rejection, they can, you know, pick up the phone the first time to start the day that the same enthusiasm and effort they do you know, the 50th call they made for that day.

Bryan  4:11 

Once you can kind of transition over that hump, it’s up to that sales person to figure out hey, this is something I can see myself doing. They start to see those benefits of being in the sales profession. And then it’s on them to put in the next step and stages of work.

Bryan  4:30 

What I mean by that is, what are they doing on their commute to and from work? Are they listening to music? Are they listening to podcasts? Are they listening to audiobooks? Are they going to seminars? Are they YouTubing or following people on social media that are going to help guide them, mentor them transition them into being a better sales professional now instead of that mindset, like I’m just looking for the next sales so I can pay my bills this month instead of saying I’m building a relationship with a customer so that I can have this, this customer for the next 10 years, that’s gonna pay out.

Bryan  5:07 

So it’s it does. It’s unfortunate because the first six months is really tough for any salesperson. And it can be difficult if they don’t get that extra help, or they don’t get that proper sales training to begin with, because a lot of good salespeople don’t get to that stage. But when you do when you transition into that professional mindset, and you put in that extra time away from the office, and put that extra time in with customers and learn more about them and their business, you really start to see the benefits of what it is like to be a sales professional how amazing the career can be.

Rob  5:42 

Yeah, no, I mean, there’s a lot to that. I mean, you think about I think about when I first got into sales, or let me let me even say it this way. I didn’t think I wasn’t sales, I was doing what I thought I just needed to get people to buy something. And so I had to convince him, I had to try to get him to do some things. Right.

Rob  5:59

And that’s the hard part is is it’s not just as simple as you think it’s, it’s not just picking up the phone and calling people it’s picking up the phone and asking the right questions and doing the right things to make sure that you’re ready for all the different scenarios that can come up.

Rob  6:13 

So what I’m hearing so far is you’re talking a little bit about if you’re a sales person, and you want to change to become really a highly skilled professional, I mean, how does that equate to? Or how does that sound similar to just a concept of 10,000 hours. So if I just keep doing the same thing over and over again, why don’t I just get better when I, when I just improved by doing that,

Bryan  6:37 

it can start that way. But if you’re thinking that doing the same thing for the next 10,000 hours is going to make you a better sales professional overall, you might not be on quite the right track. Because what a salesperson does is they get a job in the summer, or they get a job right out of university.

Bryan  6:55 

And they are looking one sale at a time they are looking to fill their paycheck for the next two weeks out and saying I need to get this sale so that I can get this commission so I can get enough money to do whatever it is you may be looking

Rob  7:08 

And by you know, if you’re in college, it’s just going out to have beers that Friday, right? I mean,

Bryan  7:13

Exactly. And there’s nothing wrong with that getting started because you’re gonna learn a lot of things every sales professional needs to go through. To get to that stature you need to hear know a lot, you need to, again, knock on the door, go to the office of that next person after being told no right to your face, saying any number of things that can be happening, any number of rejections or objections that you hadn’t heard of yet, you need to go through those steps, because you can’t even make it through that you realistically not going to become a sales professional.

Bryan  7:46 

But if you can get out the other side, that’s where that extra time and effort is going to be put in and now you’re honing that 10,000 hours, it’s gonna take you 10,000 hours to become a professional remaster, like you were talking about, but you’re not practicing the same thing, hours one through 100 As you are ours 9000 through 10,000.

Bryan  8:07 

You’re honing it and really becoming understanding the sales process far more in tune than what you were at the beginning of the beginning. You’re like, okay, objections, I’m here and no, it’s it’s all fine and dandy. At the end of that cycle, you’re really looking at that customer and not worried about your paycheck in two weeks, you’re worried about your year, you’re saying, okay, is anything in this customer’s business changing? Have they brought on new people within their company?

Bryan  8:33 

Is there different decision makers in place? Are they adding or decreasing their applications that they did the previous year that I have to make sure I, I kind of work with? And also Okay, well, last year, I got X amount from them, I want to increase my share by about 10% with them, where am I not in their business that I could be based on what we offer as a company. And that’s gonna differ depending on where you are, what what you’re selling.

Bryan  8:57

But once you’re honing in on those things, and your mindset is much different, you’re thinking a year long or two years long instead of the next week. Now you’re in a professional mindset, and it’s gonna be a much different outcome for you long term.

Rob  9:07 

Well, that’s definitely true. I mean, if I think of it is, you know, just the 10,000 hours isn’t gonna get you there, right? It’s not like a repetitiveness. It’s the honing in the in the perfecting and adjusting and changing. It’s the same like you know, at any given time, there’s a different sports that’s, that’s at a certain level, right?

Rob  9:26

So maybe right now it’s hockey or, or basketball or what have you. And you see what’s happening in those sports. Those people that are out there at their A game and nearing the end of the season, where they are literally at the at the end of their road, if you will going to possibly win the entire conference the entire season.

Rob  9:47 

They didn’t get there by just playing for 10,000 hours. They got there by practicing specifically some very specific tasks that they had to do. When this happens. Here’s what we’re going to do. So that sounds to me like what you just watch You’re seeing them too is like, you hear a no for a certain reason.

Rob  10:03 

After a few times of that you, you really should be asking yourself, okay, why am I getting known this all the time? This is one item that I’m getting to know on what is causing that? And what should I do to back it up and get ahead of that? No, to find out if I’m gonna get a no sooner Right? Or earlier? Or why that No, is there and make sure that that No, isn’t a possibility? Because it’s not a real? No.

Rob  10:28

In other words, the reason they’re saying no, is because of what they perceive as the issue versus what the reality of what you’re providing for a service or what have you. Does that make sense? So, to me, it’s, it’s not just the 10,000 hours, it’s the very honed and specific targeted practice that you’re talking about,

Lane  10:45 

kind of expanding on your point of, it’s not just the 10,000 hours, but you know, honing your skills, challenging yourself pushing yourself to the next level. I mean, I can play basketball for five years, that doesn’t mean I’m gonna win, win the NBA championship. Yeah, you know, so 10 hours, 10,000 hours means nothing, if you’re not actually challenging yourself to get to the to, to that next level. And the level beyond that.

Rob  11:08 

Yeah. And I think the first challenge you’re gonna have is your height, you’re never gonna make it close to the basketball basket, when I’m guarding you, you’re never gonna make it. You know, just so we’re so we’re clear anyway. But yeah, you’re right. That’s totally true. It’s just five years doesn’t mean anything. It’s that whole idea of targeted training, how do you identify and start to really hone in on where the issues are? How do you start to identify that?

Bryan  11:33 

Well, I think it’s, it’s understanding the sales process is first and foremost, in terms of going from initial contact with that customer, to finalizing a sale. And then from there on out getting repetitive business and residual business from that customer.

Bryan  11:50 

You can’t think of it like this, you can’t ride a bike before you can walk, you can’t drive a car before you can ride them out. Like there’s just no different steps that you have to go through. And you can’t skip to the end. You might have lightning in a bottle at some point when you’re just starting out and the 10th person you ever call if

Rob  12:08 

I’ve been lucky at this so far? Is that it?

Bryan  12:10 

Yeah, yeah, exactly like this, it’s this. It doesn’t work that way to you, you. You’ve you figure it out yourself, once you realize the sales process. And then it’s Think of it like a video game, you’re getting to checkpoints that you like once I’ve got to that checkpoint, continually, I know how to work that first stage. And then the now I’m working on getting that next checkpoint, all that.

Bryan  12:33 

So again, the first checkpoint for any person is just being able to hear no and pick up the phone again and call someone else without it affecting them in the lease, or getting that rejection. Then, once you figure that in, you know, people think they can handle rejection, until they hear it all day, every day for a week, or month. And then like, Oh, this is this is says now being uncomfortable.

Bryan  12:59 

Now, once that’s fine, and you find that comfort level with that, that’s kind of easy and taken care of now you’re working on those next point, overcoming objections. Because once you get a number of people on the phone or in front of a number of people, because you don’t care about hearing No, now you’re going to start seeing repetitiveness and objections.

Bryan  13:16 

And that can be based on your pitch that can be based on your product that can be where you’re going to start seeing these consistencies. And that will now your training and focuses on how to overcome these objections. And that’s going to be worked on by talking with your managers, by talking with your co workers by talking with colleagues or other people in the industry, bounce, like, hey, because they probably heard it, too. So you’re gonna work with them to overcome those objections.

Bryan  13:41 

And once you can have a good solid answer for these customers when you get it? Well, now you’re getting to those next steps. And as I said, once you are getting to these things, now the objection phase is sure you’re going to be working with it, you’re going to be far more comfortable with it. Now.

Bryan  13:55 

Now you’re going to that next stage. And this just continues on and on and on until you’re getting that consistency with where you’re getting to with customers. And then again, now you’re working on learning their business.

Bryan  14:06 

Asking good questions, knowing which questions are gonna get you the information, you need to give a, you know, a qualified response and, and find out pain points and how your service is going to help them and solve these issues for him and so on. And then that’s where you’re where you’re using those 10,000 hours, beneficially, instead of doing the same thing over and over and over again. Yep.

Rob  14:25 

Yep. I know Lane wanted to ask this question.

Lane  14:29 

Which question was that Rob?

Rob  14:30 

Go ahead Lane…. How important is a mentor? Does that speed up your process?

Lane  14:40 

That’s the exact question I was gonna ask.

Rob  14:42 

Okay. I thought so.

Bryan  14:44 

I cannot state… er, overstate enough. The importance of a mentor. Like I literally have a whole section in my book about finding a proper mentor. It’s It’s crucial. I like I don’t think you can find somebody that has been and successful that didn’t they can’t pinpoint one, two or three people or a book or a media figure.

Bryan  15:07 

Nowadays YouTube, like, everybody has had one. And the reason for that is because sales is hard. Like there’s no sugarcoating it, it’s I think it was Zig Ziglar. That said it is, it’s the easiest low paying job you can have, or the hardest high paying job you can have is sales because of the work that needs to be put into it.

Bryan  15:26 

And what you need to overcome to be successful at it. And having a proper mentor, is what gets you there. Because you’re going to be down, you’re gonna have a rollercoaster of emotion through an eight hour day, through a week through a year, especially on down years after you’ve had a good year.

Bryan  15:44 

Then you have a down year, you’re like, What am I doing wrong? Like, you’re gonna go through all these things and having a proper mentor. It just somebody can bounce ideas off of an objection you haven’t seen before, a scenario you haven’t seen before. They’re there to help you. And funny enough, I talked about being careful with who you choose as a mentor to, especially when you’re new to the industry.

Rob  16:05 

So how do you do that? Yeah, because I, to me, that’s one of those, how do you make sure you get the right ones, there’s a lot of people out there that say they can do that. But like, what does a good mentor do?

Bryan  16:16 

The biggest thing you need to use is your intuition. And I know that can be tough when you’re early on, because there’s going to be a couple of different scenarios. And you have to figure out if this person is looking out for their own interests, or for your best interests.

Bryan  16:34 

Obviously, that’s going to have a big effect on how, because a negative or a negative mentor can have a major effect on you, too, and lead you out of that business. Because some people might be looking to steal your leads, some people might be looking to come in and split a deal with you, even though that’s not how it’s supposed to be working or take that person out from under your

Rob  16:56 

Wait, wait, that’s more. So there’s sneaky, like evil people like that out there. Really? Yeah, salespeople are sneaky?!? What?

Bryan  17:06 

I know…..and, and sometimes you’re gonna get burned. Yeah, that’s just the reality. But you, there are more. And there are better mentors and more of them out there than there are these negative sneaky people. So you cannot go into this with a jaded mindset when finding that because there are people that are going to be out there to help.

Bryan  17:23 

The reason for that is, is being a good mentor makes you a better salesperson in your own career, as well, because they’re gonna refresh to like teaching is the best way to learn something. And if they can be, help you through a scenario that they’ve been through, it’s gonna help them the next time they face it too.

Rob  17:38 

Well, it reinforces what they’ve done before learn to before and go, Oh, yeah, I’ve spent a while since I’ve had that problem. Yeah, and let me tell you what I had to do. And that kind of thing. I also feel like there’s sometimes a good mentor is just somebody that will just say, It’s okay, man, you’re doing fine, you’re doing the right things.

Rob  17:56 

If you keep doing the right things, it’s sales is not an immediate thing, sometimes, right? You what you do today will affect you, either 234 weeks from today, three months from today, six months, depending on your lead time of your project or your sales process. It can affect you a long time in the future. And you don’t even know when you did something totally right.

Rob  18:18 

But it’s not going to see you’re not gonna see the the result of that until when the sale closes or understanding the next steps, whatever that might be along the way. Right? So the sales, the mentor is going to be there to really say, No, you’re you’re, you’re totally fine. You’re the other question I have is should a mentor listen in on some of your sales calls? Could they do that? Should they do that?

Bryan  18:39 

Yeah, I believe they should, if it’s a scenario where it’s It’s capable, and vice versa, you should be asking to listen in on their sales call. And going with them to see customers going with the day and van or however your company works, or they’re going into an important video conference, just sitting off to the side and listen to their interaction.

Bryan  18:57 

I think that’s more important than the men listening in on yours. Even though that is important, you’re going to just being being a fly on the wall, in their conference calls or meetings or, like if you don’t want a day in van, and he’s got a customer that he’s got a great rapport that he’s going to finalize a deal with.

Bryan  19:13 

That person doesn’t care if you sit beside them and just say, Hey, we’re bringing in, you know, Bryan, for this, he’s new to the company, he just wants to hear a conversation. So people don’t care about that. If they’ve got to that point in the sales process. They don’t mind those things.

Bryan  19:27 

You’re gonna learn so much from that interaction, and doing it and then taking what you what you learn from that bringing into your own sales calls, having them sit on it, and giving you feedback after letting you take control of that meeting and giving you feedback. And that’s one way you’re going to find out. If a mentor is really looking out for you is if they’re putting in some time that they don’t have to, to come and make sure that they’re helping you out.

Bryan  19:51 

Like I said, going on a sales call for you with you listening in and giving you this feedback, where again, you can’t really find a reason how that’s going to benefit them. Um, by by being conniving or anything like that, you’ll Yeah, you’ll start to establish that. And that’s how you can weed a good, good one from a bad one out and use those spidey senses of yours.

Rob  20:09 

That’s totally true. from a strategic standpoint, what are some of the things that you can do to identify number on your own weaknesses? Number two, your own strengths? And how do you work your way through improvement in your sales process in your abilities? You know what I mean?

Rob  20:27 

Like if you’re going to try to transition from a salesperson who works for a company, to a real sales professional? How do you see those opportunities, weaknesses, strengths, and so on? Where you can work your way through to get a plan together? And is that something you should recreate yourself? Help have somebody help you with? How do you do that?

Bryan  20:44 

I think going into a sales job, you’re gonna have an idea about what you think your strengths and weaknesses are. Now those might be proven right or wrong. Once you’re in the heat of the battle, in terms of being in the sales calls are facing these objections are finalizing a sale, which is it’s a whole new ballgame, after you’ve done all the work during the process, I think it’s a good idea to constantly check in on that to see if you are seeing improvements.

Bryan  21:10 

Typically, if you are being and again, this goes with being a sales professional, where you’re tracking your progress on a larger sample size of pitches, objection handling, how far you’re getting within these processes. And if you’re consistently getting stuck at a certain point, it’s probably a weakness of yours, whether you want to admit it or not.

Bryan  21:31 

And if you are doing some proper analysis, which you should be doing any, any good sales professional will look back and you don’t have to record it, it helps if you do but whether it’s a good outcome where you get that sale, or you get residual sales, or they say no, flat out like halfway through your your process with them recording as to why where how that came about.

Bryan  21:53 

Then another great thing to discuss with your managers or your mentor, if those are different people, they’re going to, if they’ve been listening in, especially a manager, they should have a decent idea where after six months have a good idea of what you need to keep working on because it’s maybe a weakness or a need for improvement and listening to them and actually working on it and with them, because that should be another thing.

Bryan  22:15 

If someone’s going to point out a weakness, you should be able to say, hey, like, well, how can I improve on that I’d love your help or your insight. Same with a mentor, that does it. And then reinforcing those positives, knowing kind of strengthening because as much as you need to work on your weaknesses, if you know you have a real good strength, try to try to steer sales calls and sales process in that direction into your strengths so that you can emphasize it even more and maybe overcome some of those weaknesses by really having, again, navigating a sales process and the right direction to emphasize those strengths and get you to that that final sale that way.

Rob  22:53 

Definitely. One of the question I have is is that you’re early on in our conversation here today? You said something about kind of like, what are you doing when you’re driving in your car? And are you listening to just music or that’s the kind of hit to me, because a long time quite a while ago now I started listening to certain audio things.

Rob  23:11 

I started reading and I started really digging into, okay, how can I get better? How can I improve? What am I missing? What am I doing better? What What am I doing right? What am I doing wrong? And it’s hard to learn from an audio tape or whatever you want to call it any of the audio components that are out there. Now? How do you use that to get what you need, and be able to improve continuously?

Bryan  23:36 

That’s a good question. Because there’s a lot of information out there. And there’s a lot of books, there’s a lot of podcasts, and a lot of good information. And the biggest thing and again, it comes with his mindset, we’re not thinking your next sale or your next pitch is the be all end all because you’re not worried about it being the beer money into in two weeks at the end of the paycheck.

Bryan  23:56 

You’re worried about building a career in a sustainable career. And that just means applying what you’re hearing to the real world because it might go against what you thought. And if you think that you’ve learned everything in sales, you’re wrong, because there’s enough information out there for 10 lifetimes to do this.

Bryan  24:12 

So one is being open minded about different sales processes and different ways of going about objections or different ways for asking for the sale or different ways of overcoming any number of things you’re going to face. And you might start to see success where you didn’t think you would by applying something you didn’t think would work.

Bryan  24:28 

And if you actually give it the opportunity that you know, essentially people that are coming out with this information have typically been in the field long enough to and they felt it was important enough to write it in a book. Yep. And there’s probably some some meat on the bone then when it comes to this information. So go try it. Go see if it works, see if it fits your stuff, because it might not but it might and you can just slowly incorporate it into your work.

Bryan  24:52 

You don’t have to take it verbatim from what they’re saying, but you can incorporate parts of it. And by collecting all of his data and filtering Get down more and more and more to what you’re comfortable with doing on a consistent basis. Now you’ve developed your own style with 10, 15, 20 different experts or information from your mentor from books, from audio podcasts, into something you are comfortable with doing on a consistent basis.

Bryan  25:18 

That is finding your success. Yeah, now you’re honing in on those minute details, like we talked about. And now you’re cooking in sales, and you feel comfortable doing this day in day out, while just tweaking it.

Bryan  25:31 

It’s like a golfer, Yep, he’s not going out there reminding himself to keep his head down. He’s like a professional. He’s, he’s like, if I just if I can just just, you know, maneuver this slightly this way. Or if I hit it out of the sand, slightly different than this, you’re gonna find that success, that could be only a couple inches to them. But it could be the difference between a stroke or two on the court. Same thing with the sales process, and course, at this stage of the game, once you’re figuring those things out. Yeah.

Rob  25:57 

And you know, one of the things you mentioned too, is like the just try something that you you’ve heard or read there. I can’t tell you how many times I’ve thought, Oh, well, that doesn’t make sense. Why would that even work? And then I try it and you’re like, Oh, I see why it works. Now I understand. Right? So there’s a lot to that.

Rob  26:15 

So, listen, Bryan, I know, you know, we have a limited amount of time here. And I want to make sure that we get a chance to hit on your book real quick. What What is the name of your book? And how would people find it? And and just give us a little quick synopsis for us?

Bryan  26:29 

Yeah, it’s called pitching sales, A Complete Guide to Becoming a sales professional. And you can find it on Amazon. It’s audio, it’s ebook, it’s in paperback. So you can do it. Any which way you’d like to consume your information. But its main focus is exactly what we talked about this is this is to give guidance to somebody that comes into this career.

Bryan  26:49 

And they think about all this information that’s in these books, and like, what good is it listening to an audio book on how to close a sale, if you’re afraid of picking up the phone, you know, you have to do it in these steps. And that’s what this book was is in case you go to a place that’s got bad training, you can’t find a good mentor, you’re in a company that you’re just struggling with, or you just want to know the ins and outs of somebody who’s been through it.

Bryan  27:11 

Much like any other sales professional, this is like a literary mentor for those people to help out. And for the people that are already established, it’s a good reminder, it’s literally foundational information to get you back on track to doing the right things consistently, that made you successful in the first place that maybe you got away from. And that’s the whole idea. And I hope that it hits on that concept for

Rob  27:33 

To me, that’s awesome. Because even the experienced people occasionally go, what is going on? And it’s like, oh, wait, I’ve gotten away from the basics. This is what I need to do.

Bryan  27:41 

100% and it they seem so rudimentary, but they have to be cemented. And in foundational information. Again, it’s like that checkpoint. But if you start, you know, losing your life on the first over and over, you’re like, wow, what am I doing? You got to get back to that. That basic stuff that you might have got away from

Rob  27:58 

Yep, definitely. there’s a lot to that. And so anybody that wants to go out and check it out, we’ll put a link to it in the show notes. So just look for that on our website. It’s on Bryan, I really appreciate you being with us today. Lane. I appreciate you being here today. But lane. I know you’ve been kind of quiet. I know you’re absorbing a lot.

Rob  28:16 

So you know, Bryan, just so you know, the reason we started the podcast was because, you know, Lane wanted to learn more about sales. And as we started to go through all the things that he was doing in sales, he was like, oh, let’s talk about this. And that’s kind of why the whole show started, right. And now it’s just become this listening exercise for for lane where he’s where he’s been able to learn from other people like you and not only just me, but also like go through the experience of what other people have gone through.

Rob  28:43 

He’s learning through osmosis, so to speak, in that respect. But then when he goes out and does it, he gets some results out of that because he’s listening somebody like you who says, These are the basics, and you got to do that. So, Brian, I appreciate you being on.

Bryan  28:56 

I thought he might have just been upset about the basketball comment. He was staying quiet after reflecting on his career choice.

Rob  29:02

Yeah, it might have been he’s he’s a baseball fan. So he doesn’t really you know, not getting I don’t know what Brian I again, I appreciate it. And we wish you luck and success in your sales of your book. But also like, I know you’re working on getting other clients and so on. So, thank you so much for your time. And until next time, don’t forget everybody slow down, and you’ll close more.

V/O  29:27 

Thank you for listening to The Slow Pitch. Do you have a question about sales? Call or text your question at (608) 708-SLOW. That’s (608) 708-7569. Or you can email them to Slow Down and Close More.

Rob  30:06 

Hey thanks as always for listening today if you’d like this podcast please subscribe and leave us a review. We really appreciate it. Follow us on Twitter, Instagram and Facebook at The Slow Pitch. We were mixed today as always by Johnny Polakis and we were produced by High Gravity Studios. Music credits and other notes are in the show notes section on And we’ll be back with another episode soon.

Leave a Comment