Selling is more than just an occupation. It’s education.

In today’s episode of the I Own It podcast, we welcome Jerry Acuff, a best-
selling author, consulting expert, and sought-after public speaker who has
been tackling marketing and sales for over 30 years and has been named one of the 50 greatest salespeople of all time.

He knows your struggles. In fact, he started out as a frustrated salesperson, picking up the lessons and secrets along the way. He remains steadfast in his philosophy, “Think like a customer,” teaching it to aspiring entrepreneurs and marketers worldwide through his book, Stop Acting Like A Seller And Start Thinking Like A Buyer.

He is a firm advocate for being “other-focused”, cultivating business
relationships, and caring more about the customer. Kill the pressure to sell, sell, sell – he says – and the rewards will come... tenfold!

Tune in to this valuable hour-long episode as Jerry Acuff drops his nuggets of sales wisdom and retells his moments of learning the hardest-hitting sales lessons – and even his recommended books for getting started as an effective salesperson!

Timestamps:
01:45 The definition of selling
06:23 Jerry’s first step in consulting
09:49 Best books for learning sales
15:10 Empathetic selling tips
20:00 Selling is educating
23:23 Break these barriers to be successful
27:27 Jerry’s #1 motivator
29:27 Three important sales beliefs
33:46 Sleazy sales tactics don’t work
39:30 Coaching vs. selling
47:09 Sales incentives are counterintuitive
52:46 The ideal organizational structure
55:34 Jerry’s ways for achieving goals
01:01:28 Jerry’s success stories
01:08:01 The introvert’s advantage
01:10:13 Finding common ground
01:15:30 What would Jerry’s last meal on Earth be?
01:16:35 Jerry’s favorite band

Quotations:

“The less you care about the sale, the more you sell.” - Jerry Acuff

“...and you hit the end goal just a little bit faster by taking the time to care,
build that rapport. And that’s exactly how I feel where success lies.” - Ben
Reinberg

“The way you build trust is to tell people you’re not biased.” - Jerry Acuff

“It’s really not about thinking like trying to understand what the customer
thinks. My bias is you cannot change what someone thinks unless you know what they think. And far too many salespeople are not taught.... What kind of strategies can you use to get the customer and actually want to hear what you want to say?” - Jerry Acuff

“If you have the right mentors and if you have the right people you can lean on to learn from, you can do anything.” - Jerry Acuff

“But what I am driven by is helping people succeed.” - Jerry Acuff

Get in touch:
Website: jerryacuff.com
Twitter: @jerryacuff
Instagram: @jerry.acuff
LinkedIn: linkedin.com/in/jerryacuff/
YouTube:    / @jerryacuff9462  

Forward Academy Inc.
Website: forwardacademy.com
Instagram: @forwardacademyusa

Connect with Ben: benreinberg.com
Instagram, Twitter, and TikTok: @therealbenreinberg
LinkedIn: linkedin.com/in/benreinberg
Facebook: facebook.com/TheRealBenReinberg

Check out Ben's firm here: https://alliancecgc.com/

#selling #salesexpert #scaleyourbusiness