How To Make Sales Fit Your Personality w/ Jim Hoogewind

November 19, 2018

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If you want your business to grow, you have to do sales. I don’t care if you don’t like sales. You gotta do it. The good news is, you don’t have to be as sleazy as you might think. In fact, to do it right. you shouldn’t be at all. What you do need to do though, is have a clear process.

My old college friend and roommate Jim Hoogewind is just the guy to help you define that process. Jim is a guru in sales and has given me so many amazing ideas to get me through the struggles I was having in the sales process. If it weren’t for him, I don’t know where my sales process would be today. I’ve relied so much on his wisdom. He’s encouraged me to approach sales in a different way than I would have considered otherwise.

In this interview, we talk about what sales really is. It’s not trying to convince someone to buy something they don’t want. It’s about providing value. Once you’ve defined the value you bring to clients, you’re ready to sell them what you got. We go on to discuss how to set up a successful prospecting process and how that is such a useful way to land great clients. There are tons of juicy nuggets of wisdom here for leveling up your sales game I know you will enjoy!

What part of the sales process have you been struggling with? Leave a comment below!

In this episode:

  • Establishing a sales process that sets you apart from the competition
  • Using your clients as a resource to find out what it is you offer best
  • Having your process and the value you offer well defined and ready to offer prospective clients
  • Prospecting and sales and why it’s so crucial to understand the difference
  • Having your prospecting and sales process well defined so you can hand it over to someone else to free yourself up from having to do it
  • Using your client’s own words in your proposal so they know they’ve been heard and that you’re going to address their needs


“The question becomes how can you differentiate in a different way, in a way that’s going to set you apart from everyone else who’s talking about and showing off their great videos.” [16:50]

“The job of a good salesperson is to determine as quickly as possible if you can help this person. The best way to do that is to be very clear about the value that you can bring to them.” [18:43]

“Prospecting is about intersecting needs. You’re trying to intersect the needs of these prospects with the value you bring. The moment you can bring clarity around those need in terms of how you can intersect with them, the more efficient your prospecting will be.” [42:31]

“If you don’t control the sales process then you are going to let the prospect do that and that’s never going to turn out the way you want it to.” [56:25]


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Find Jim online as the Combustible Company

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