RideNow Powersports’ Post

Branding is everything. Creating value is everything. Building trust is everything.

96 million dollars. That’s how much Micheal Jordan made playing basketball in his entire career. But to this day, he continues to make over $400 million every year as a salesman selling sneakers. Let that sink in. That's the power of building a brand, of connecting with customers on a level that goes beyond the product itself. Salespeople aren't just order-takers. We're problem-solvers. We’re value-creators. We’re the damn backbone of any successful business. When the market takes a nosedive, who do you think gets you out of the ditch? It's the salespeople hitting the phones, pounding the pavement, and closing deals. We're the ones who create demand, move product, and keep the lights on. That's why I'm proud to be in sales. It's the greatest damn industry in the world. And I wouldn't trade it for anything.

Chapter 3 is up.

And this is how you build an amazing company culture as well. You can’t make customer driving decisions from a desk at the corporate office.

The Fuller Brush Man! The iconic group of salesmen in America opened the way for entrepreneurship and door-to-door salesmanship. I was recently reading the book, To Sell is Human by Daniel H. Pink, where there's a story of The Fuller Brush Man. A man who changed the business dynamics by selling. Alfred Carl Fuller, a young man, started The Fuller Brush Company in 1906 after doing odd jobs to make ends meet. During his job days, he learned that selling products in bulk, even if they were cheap to make, could be successful with the right salesperson and soon enough his company quickly became known for high-quality brushes and great customer service. For almost 50 years, Fuller Brush salesmen knocked on doors all across America, making them a big trend. By 1915, over 1000 Fuller Brush salesmen covered every area in America daily. Alfred Fuller wanted to bring quality products directly to people's homes and this dedication generated employment in bulk by embracing the power of selling. Although door-to-door sales slowed down in 1985 because of new technology, the legacy of the Fuller Brush Man still lives on. They greatly impacted American history and showed how important salesmanship can be. Due to the advancement of technology and AI, the ways of doing sales have changed but the core is still the same and it always will be. #Salesmanship #Sales #Reinvention #development

What about you? Which one inspires you ?

Here are my 6 personal ALL-TIME favourite sales films (plus a new one I'm adding to the list)... 1) The Founder 2) Joy 3) The Pursuit of Happyness 4) Glengarry Glen Ross 5) Jerry Maguire 6) The Wolf of Wall Street I think "The Founder" and "Joy" are my top favourites. Joy is a brilliant film and hugely inspiring story, and I love how hard Ray Kroc worked to build the empire of McDonald's, and how his skills as a salesperson helped him achieve that "Glengarry Glen Ross" is a classic! "The Pursuit of Happyness" is a brilliant example of real hard work and grit and "Jerry Maguire" really highlights competitiveness and the drive needed to succeed I know "Wolf of Wall Street" is a controversial one, but if you can look past the poor choices he made, there are some very powerful sales skills and lessons in there (plus a very entertaining film!) PLUS I'm adding a new one to this list, AIR (the film about the Nike/Michael Jordan story) - It's incredible and full of inspiration around resilience and persistence What are your favourite sales films? What ones would be on your list?

When I was running sales at Cheddar, I made a HUGE mistake... We were down for the quarter and I panicked. For all of the accounts that weren't closing I took matters into my own hands. Instead focusing on rallying the team and coaching them on how we can tackle the problem together, I attempted to close all of the accounts alone. Then I sent a message that I wasn't seeing the "hustle" that was needed to hit our quarter. Needless to say this didn't go over too well. I look back and realize how differently I would have handled this scenario today. I would have: 1. Sat down with the team and cleaned the pipe. Identified our gap to goal and the accounts most likely to close in the given time period. 2. Gotten an honest appraisal of where we were and who we should go after. Met with each seller individually and come up with three ideas I would help them with to close those specific accounts. 3. Sent an encouraging, rallying email to the team letting them know I believe in them and that we would work together to hit our goal. The difference? Understanding that everything is a team sport. And team sports need great leadership to thrive. I needed to support and lead the team to close those accounts and continue to rally for QoQ growth. So I took that lesson to heart. For the future of the company my only job was to lead and their success was my success. In that framework, we ended up getting to $50M in revenue in three years and selling the company for $200M. Teamwork truly makes the dream work.

Bad sales practices make me absolutely irate… Here’s an example: MSPs, how often does Price become your prospect’s objection? How do you deal with it? It’s a trap that many of you fall into just like this sales rep from the Tampa Bay Buccaneers did - but it’s super easy to avoid. First, always address budget early if you are selling anything that could be considered a budget stresser for your prospects. Option 1: “What’s your budget?” Result: Prospect immediately gets defensive. I’m now afraid to give a price because the sales person will use every dollar of it or maybe even come back 5-10% over my budget thinking they can talk me into it. I’m also a little annoyed because if I don’t give them my budget I, the person trying to spend money, have to admit that I don’t know what a fair price is for the service which bruises my ego… but the bigger ego bruise is if I somehow interpret this as asking, “can you even afford this?” None of that is productive. Option 2: “My typical client pays between $xxx and $xxxx for this product or service. If we went through a discovery and I came back to you with a number in that range would it be worth me bringing that to you?” Result: Prospect figures out quickly that I’m here to learn what they need and solve their problem. That solution has a cost and the sales rep values my time (and their own) enough to not waste a bunch of back and forth with me if I am shopping for a Pinto at his BMW dealership. Both options get price out of the way early and get to your no quickly. As a sales person that’s good because now you can move on to the next deal. What isn’t good is finding a no where it didn’t need to exist. I’m going to buy some Bucs tickets. Maybe 1-2 games, maybe season tickets. But I won’t be buying them from the rep who took this approach. ** Names hidden to protect the guilty ** #wordsmatter #makesaleseasy

Story about this airplane toy ✈️ in our sales office… Each company has its own approach to sales and how they deal with their customers. Even by looking at two companies in the same industry, there is a big chance that their sales process doesn’t have anything in common. Inmold’s way is direct and hands-on approach. That means that we try to spend as much time as possible with the customer, either through visits or fairs. And here comes the story about airplane toy… 😀 We got it from our national carrier AirSerbia at the beginning of this year as a small gift for successful cooperation. Immediately, we made a stand for it, placed it in our sales office and made a rule for our sales team: “Who ever sees this airplane more than three days in a row, buys a drink for everyone in the office” 🙂 What do you think about this rule?