In this episode, we’re joined by Joe Graham, a sales coach and host of the 150K podcast. He has been in sales for over 15 years but transitioned into the sales coaching space over the last few years.
Joe grew up in the Midwest where you are expected to get a job and work in it forever. Just like most of us, Joe had no clue about how to navigate sales when he was starting his journey. He was afraid and nervous, especially in public speaking, which could have deterred his success.
What is intriguing and inspiring about Joe is how he worked his way up to build his confidence and become an outstanding salesperson. He started by looking for people who were better and further in what he was doing and mimicked them. Joe also leveraged different podcasts to level up, and through trial and error, he was able to make it to the top.
Tune in!
Key Highlights
[00:01] Introduction to the show
[00:34] Joe’s journey and career background
[01:49] Why Joe transitioned from sales to coaching
[03:06] How to handle rejection and shift your mindset around NOs in sales
[04:17] Mistakes salespeople make when presenting their products
[04:40] The importance of storytelling application in sales
[05:47] How Joe overcame the fear of public speaking
[10:49] Tips on how to pivot back when you go off in sales presentations
[12:31] One-on-one Vs. on-stage sales presentation
[14:35] How Joe is able to talk with the CEO without feeling intimidated
[19:50] How distinguishing yourself from the crowd moves you up
[24:33] Tips on how to create stories that match your audiences
[30:37] Shifting your sales mindset from money to service focused
[36:33] How to balance helping and giving people your product to create value
[36:33] The one message Joe would speak for the rest of his life and why
[37:51] How to reach out, connect or learn more about Joe
Notable Quotes
● You are the secret source to your business, so if you don’t level up, that’s going to be a big opening for a deficiency mindset– Joe Graham.
● No might not be No forever; it just might mean No for now because your product or service might not be right for them, or they are not mentally ready to do it. – Joe Graham
● In sales, listen more; if you're on stage, know your audience and keep it simple so that you can lead them and they can hear the story behind the words- Joe Graham.
● The greatest public speakers don't follow a perfect course; they follow how their audience respond and how they can connect with them. Joe Graham
● People buy the stories behind products, so paint the picture of where they can see themselves at in whatever you’re trying to get them invested in. Joe Graham
Let’s Connect
Joe Graham
Podcast:https://podcasts.apple.com/us/podcast/150k-podcast/id1572564061
Instagram: https://www.instagram.com/150kpodcast/
Facebook: https://www.facebook.com/groups/930751611087923
Philip
Instagram: https://www.instagram.com/iamphilipsessions/?hl=en
Linkedin: https://www.linkedin.com/in/philip-sessions-b2986563/