In this episode of the Power Producers Podcast, David Carothers
welcomes Jacob
Hicks, a sales coach with an eclectic background in various industries,
including retail, real estate, and optical sales. Jacob shares his insights on
the evolution of sales and the importance of systems, follow-up, and understanding
of your ideal client profile.
David
and Jacob explore Jacob's journey from selling suits to coaching salespeople,
touching on the principles that drive success in sales across industries. The
conversation delves into effective sales strategies, the importance of
follow-up, and how mindset plays a crucial role in achieving sales success.
Key Highlights:
Jacob’s Sales Journey: From Suits to CoachingJacob
discusses his sales experience, starting from selling suits in retail to his
work in real estate and the optical industry. He shares the unique lessons he's
learned along the way, including his entrepreneurial beginnings selling Osage
Oranges and potholders door-to-door.
The Power of Follow-Up
Both David and Jacob
agree that follow-up is one of the most crucial yet often overlooked aspects of
sales. Jacob emphasizes the importance of having a solid system in place for
follow-up, whether automated or personalized, to stay in front of prospects and
clients consistently.
Avoiding the Trap of "Just Enough"Jacob recalls
a pivotal moment in his career when a mentor told him that the insurance
industry was full of "C players." This insight pushed him to elevate
his own standards and always compete against top-tier professionals. He
encourages listeners to focus on creating a system for success and sticking to
it.
Understanding Your Ideal Client
Jacob and David dive into the concept of an ideal client profile. Jacob talks
about how focusing on the right clients can prevent wasted time and energy on
deals that are unlikely to succeed. He stresses that saying “no” to
distractions and focusing on high-quality prospects is a game-changer.
Sales Mindset and Belief
The duo explores the role of self-belief in sales. Jacob shares how overcoming
limiting beliefs can significantly increase one's potential in sales, with a
special focus on setting higher goals and pushing past comfort zones to achieve
greater success.
Investing in Yourself: The Key to GrowthJacob
discusses how investing in personal growth, whether through coaching, training,
or networking, has played a significant role in his success. He encourages
listeners to prioritize their own development to reap higher returns and better
performance.
The Transition from Inside Sales to Outside Sales
Jacob reflects on his transition from inside sales (selling suits) to outside
sales (in the optical industry), highlighting the key differences and skills
that apply across both settings, including the importance of showing up, asking
the right questions, and building rapport.
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