Born To Sell: The Mindset Shift For More Sales, Clients, And Referrals with Benjamin Brown

You’ve got content, followers, and zero clients? Build a simple sales process that moves people step-by-step from click to call to conversion.

📌What’s covered in 5 minutes: 

• The identity shift from “creator” to “closer”
• The real purpose of a sale (hint: it’s not money)
• Referrals over revenue
• The ‘born to sell’ reframe
• Talk beats typing

Benjamin says, "The sales process will set you free."

Benjamin Brown is the CEO of 360 Sales Consulting. He has over 20+ years of sales experience. His mantra is, "If you like it. love it, then SELL it." Benjamin is also a sales coach, author, and speaker.

Benjamin's top pick :
Master The Art Of Closing The Sale: The Game-Changing 10 Step Sales Process For Getting More Clients And Referrals by Benjamin Brown 

Connect with Benjamin on LinkedIn at https://www.linkedin.com/in/360sales/

🎧 Listen to these episodes next:
The Beginners Guide To Selling : Sales Intelligence For The New Entrepreneur

💛 Thank you for listening in! 😀

P.S. Don’t forget to leave a review! Much appreciated.

Transcript

[00:00:00] Don't Forget the Sauce! Five minutes of transformation sharpen your strategy, optimize your mindset, and cook up a more profitable business all in five minutes. Let's not waste a second.

Benjamin, our entrepreneurs really struggle with sales, there's this big bridge of, you see the money, you know what you need to do to earn the money, but how do you get to the money?

You have to change. You need a new identity.

And that's called the what? Mindset. The problem is, is that most people, when you're a child, you have children. How many times do they ask you for things? All the time, right? Do you tell them to stop? Well, I do tell them to stop by. They never do. I can expect they're going to keep asking. So that's an example, Priscilla, let you know that we're born to sell, but we stop because education and everything that we learn and should give us the validation to actually warrant what we want and what we need, but we should not ask.

If you go to third world country, you're in Australia, you've been to United States and you've been to Africa where people always ask. [00:01:00] Third world countries ask, right? Jamaica asks. They're always asking, right? But if you go to first world countries, you just buy. If you go in the store, you don't ask for a better price.

If you can't afford it, don't get it. It's been trained, it's a mindset. In sales, changing the mindset to understand that we always are selling. When you finally become an entrepreneur, you turn that back on. from a child to understand that you need to start asking, just like you did when you was a child, and if you can actually start to do that, you don't need to market or spend a lot of money, especially if you believe in the product, right?

What I teach is, you like or love the product. If you don't like it, love it, leave it. If you believe in it and you believe that you're helping people with that, sales become easy

What I do is teach people how to sell again, right? Because sales is simple, but it's not easy. So, I have to take people and understand that you've been born to sell, whether you're introverted,

the main key is more referrals. Because the end of the sale is referrals, not [00:02:00] the money. Because if you like and love what you have, I might not be able to help you, Priscilla. But in the end, if I ask you, I'm sorry I couldn't help you. But if you know anybody else I can help, and if you give me them, I can sell them and help them, then I keep moving on.

But most people are focused on the money, and it's not about the money. The process of the sales will set you free. The main thing I ask you, and I close with this, do you have a sales process? You have a marketing, you have an accounting, if you run out of money you can't pay bills, do you have a sales process?

And most people do not have a sales process.

You said so much there, Benjamin. A lot of really valuable things. It's all right. Cause naturally we sell, we read a book and because we love the book, which I think was what you said, the key, if you don't love it, don't try and sell it. You love the book. You sell it naturally.

You sell it to your coworkers. You sell it to your friends. Now you said that most people don't have a sales process. I was this person, guilty as charged. I had no idea. I had everything. Okay. I had the social media going, I had the podcast going, and I had zero sales process and [00:03:00] zero idea of why I should have a sales process. A sale is simple, but it's not easy. The purpose of a sale is to get somebody to move. I want you to click on this.

I want you to go to this site. I want you to give me the email here. I want you to call me here. I want you to answer this question. I want you to like me on this. I want you to email me on this. Bunch of tiny steps that you're asking people to move towards, figuring out if you can help them. Right? It doesn't happen in a snap.

It's a process. You know where you're going, and you're confident in what you're doing, and you're listening to understand if you're helping them along that process. That's it. 

It's a skill. Sales is an action. You have to learn it, you have to practice it, and you have to have a good mentor to teach you how to do it. Once you learn how to do it and understand it, you can sell anything.

But most people in entrepreneurship doesn't come from that background, they come from business. Marketing, law firms, whatever they come into to get into entrepreneurship, and they [00:04:00] understand, now I have to sell. You haven't sold since you were a child, right? Because you went to school, you got your master's, you got your bachelor's, you have all of this, you got your money, this and that, you start your own company, and then all of a sudden, now you have to ask.

You haven't asked in years. So you don't know how to ask. Sales is about asking.

When I started in sales, I didn't have any of this. I had a black phone, a notebook and a fax machine that everybody used in a room. That was it. And we did 160 calls a day. And everything I did was. Me painting the picture in your head visually with my voice. And then when we got computers, we were pissed off because it slowed the process.

I don't want to email you. I want to talk to you. Now everybody doesn't know how to talk. So imagine if you were taught the ability to actually do the old school way, how much advantage you would have in doing what you do. Nobody knows how to talk anymore. And so sales is a language. And if you know that language, you could do very well.

[00:05:00] Thank you so much for that, Benjamin. Like you said, if everyone is going this way, go the other way. Everyone's running away from talking. You need to learn to talk the sales language. So thanks so much, Benjamin. It's been a great conversation. Thank you for schooling me. I loved it. Thank you. To our audience, please go to meetwithbenjamin.

com. Get someone to mentor you on your sales. Do not struggle. Do not avoid doing what you need to do is get these businesses cranking in those sales. Thanks so much, Benjamin. Thank you so much. Take care of your family and everybody take care of theirs. And if you like it or love it, sell it. Wise words.

Thank you.