#153 S2 Episode 22 - Knocking On Doors To Level Five Selling Aficionado with John Hoskins

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HIGHLIGHTS

00:54 How John started out knocking on doors at a young age of 11 to a level five aficionado as he is today

07:18 The when and the why John started making his amazing sales books

10:52 The level five selling framework and how it works and why people believe in it

15:45 The reason why level five sales experts are so important for sales companies to have and need to strive for

21:13 Where and how to connect with John and get a chance to be a better version of you in sales

QUOTES

09:58 "The problem with most sales training is not its bad content, but there is no reinforcement, there's no follow up, there's no coaching, there's no practice. And 30 days later, everybody goes back to normal."

10:30 "We really moved from an idea of event training to ongoing development, and more of a SAS model. Where you continue to develop as a salesperson, you never stop, you're leaning in micro bites as to big chunks. And you get lots of coaching and deep reinforcement and practice."

14:19 "So the 3, 2, 1, those levels represent our claim to 60% of all calls you're scrapping waste. So if a company is spending 10 million dollars a year on sales and marketing, 6 million dollars is probably scrap and waste. It's not producing anything, no other functioning area in the company would tolerate that performance, but sales does."

18:25 "Clients or customers will drive you into different levels, so all the customer wants to do is just, 'look, what does this cost?' you're gonna move right down to level two. And you need to think about how to navigate yourself out of that."

20:13 "Because a great coach asks questions versus tells people what to do, it allows you to have that dialogue with that person. Because you have a common understanding of what good looks like."

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