Value-Based Selling & How to Implement a Process For Business Success | Jay Eibler

The Small Business Safari

What if you could transform your passion into a thriving business while mastering the art of sales? In this exciting episode, we journey through the world of small business ownership and sales coaching, starting with a captivating story from the automotive industry. Our guest shares their fascinating career path, from a love of cars to a pivotal role at Volkswagen Group, highlighting the importance of strategic planning and methodical preparation. With personal anecdotes and lessons learned, we caution against the pitfalls of impulsive business decisions and emphasize the value of a solid growth strategy.
Listeners are treated to an engaging exploration of sales training and entrepreneurship. Dive into the unconventional yet impactful sales training methods and learn how the Sandler system revolutionized modern selling techniques. Our guest recounts their transition from a structured corporate career to the risky yet rewarding world of entrepreneurship, sharing insights into building a business from scratch. This episode is packed with tales of resilience, the power of masterful communication, and the art of embracing "no" in sales to foster genuine client relationships.
A thrilling narrative wraps up with an exploration of value-based selling and the emotional dynamics of purchasing decisions. The Sandler method's effectiveness is brought to life through stories of setting upfront contracts and managing expectations. We also share a lighthearted Thanksgiving tale involving a bear, a hot tub, and a deep-fried turkey, bringing levity to the conversation. Whether you're a budding entrepreneur or a seasoned sales professional, this episode promises valuable insights and strategies to help you navigate the entrepreneurial landscape and achieve your goals.

Chapter

1. Small Business Safari and Sales Coaching (00:00:00)

2. Career Journey in Automotive Sales (00:08:55)

3. Effective Sales Training and Customer Education (00:15:32)

4. Entrepreneurial Journey in Sales Training (00:23:01)

5. Effective Sales Training Processes (00:27:45)

6. Masterful Communication in Modern Selling (00:36:05)

7. Sales Process and Getting to No (00:47:34)

8. Value-Based Selling With Sandler Method (00:51:41)

9. Motivation for Success in Sports (01:03:27)