There are salespeople you meet who smell of bravado and ego and even though they are successful, you don’t really want to listen to them. Anthony’s guest today is one of the most successful sales professionals in the world and he’s none of those things. On this episode of In The Arena, Lee Bartlett shares what he believes goes into a successful sales mindset and why cultivating the ability to believe in your ability to work hard and mastering elementary things – like talking to people – is what gets you ahead in sales. If you want to learn lessons from Lee’s experience in the trenches, not theories that may or may not work, you need to hear this conversation.
A burning desire to win is vital to sales success
One of the things Anthony noticed about Lee Bartlett immediately as he read Lee’s new book, “The No. 1 Best Seller,” is that Lee has an insatiable desire to win. It’s not that he’s a cutthroat competitor, though he is competitive, it’s that he simply wants to attain the highest heights possible in whatever he does. And in an arena like sales, that means winning. In this conversation, Anthony and Lee chat about what has made Lee one of the most successful sales professionals in the world, the sales mindset that has fueled him so consistently, and why he’s a proponent of meeting people in the fastest and simplest way possible in order to engage in conversations that bring value to buyers. It’s a refreshing departure from the sales debates making the rounds, so be sure you take the time to listen.
Want a tremendous advantage in sales? Learn to outwork everyone else.
When Lee Bartlett started out his sales career one of the first things his manager showed him was the closing percentages for cold calls he was expected to make and a quota for how many calls he had to make each day. Lee immediately thought that the number of calls required was too low. Within seconds he knew that he’d be making at least triple that number of calls every day and he was on his way to being the top performer in the company. In this conversation, Lee explains why he believes in “waking hours” instead of “working hours,” what it means to outwork everyone else, and most of all – why that kind of person is the true sales professional.
Why your goal needs to be different than your sales quota.
It’s common for salespeople to moan and complain about the quotas handed down to them from management. But the truly funny thing is that if you ask them how much money they want to make during the year, they’ll almost always give you a figure that far outpaces what’s possible by only making their quota. There’s a disconnect. Salespeople don’t understand that the quota is irrelevant if they are going to attain their personal goals. Lee Bartlett shares why quotas mean nothing to him and how he’s built a career as one of the most successful sales professionals in the world, on this episode of In The Arena.
Why cold calling is still the fastest and most effective way to revenue.
The debate about inbound sales and social selling VS outbound sales rages on LinkedIn these days. But both Anthony and his guest on this episode, Lee Bartlett believe that the fastest and most effective way to build relationships that drive sales is to pick up the phone and call someone. Lee simplifies it even further by saying that while others are figuring out a social strategy, he’s simply going to be busy talking to people. And he insists that by doing so, he’ll destroy his competitors every time. Discover the character traits and practical strategies that have made Lee a great salesman, on this episode.
Outline of this great episode
- Anthony’s introduction to his new friend, Lee Bartlett.
- Why Lee has a burning desire to win, and why it’s vital to successful sales.
- How the ability to outwork other people is a tremendous advantage in sales.
- Why is a salesperson’s real goal different than a sales quota?
- The value of studying your buyer’s industry.
- Why it’s essential for salespeople to become peers of their clients.
- Why cold calling is still the fastest and most effective way to revenue.
Resources & Links mentioned in this episode
The theme song “Into the Arena” is written and produced by Chris Sernel. You can find it on Soundcloud