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 Coaching
Jacob 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 Growth
Jacob 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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