Have you ever wondered what makes the best salespeople successful? Why some people can get deals done and create opportunities over and over again? Karl Becker joins us to share his sales strategies and principles from his book 'Iceberg Selling’. It’s a refreshing conversation that will make you rethink your sales approach and your approach to business and life.Time Stamps01:34 - The Impact of Holidays on Business03:37 - Introducing Sales Expert Carl03:43 - Karl's Approach to Sales05:26 - Karl's Background and Journey into Sales08:03 - Applying Iceberg Selling in Different Sales Scenarios09:42 - The Concept of Iceberg Selling12:58 - Doing the Research14:32 - Setting Yourself Up For Success16:29 - Getting Clear On The Person's Iceberg18:05 - Repeat Back What You Said20:13 - Sales Misconceptions23:15 - Head Trash31:26 - The Lifetime-Value & Being-of-Service Mindsets41:06 - The Ownership and Drivership Mindsets44:18 - Challenges in Instilling Mindsets into Your Team48:20 - The Abundance Mindset50:57 - Uncovering The Needs of Your Sales Team52:42 - Challenges in Construction Sales57:35 - Setting Your Sales Team for Success01:03:14 - The Hat Trick01:05:38 - Karl Becker's Books & Contact Info01:08:16 - Episode TakeawaysQuotable Moments from Karl Becker"We only see about 10% of what's going on. You only see about 10% above the waterline. The other 90% is under the iceberg." "Selling is being of service." "Oftentimes I find that selling is really about communicating and helping people understand a new reality or move towards something that they want." "Selling isn't this manipulation thing. Selling is caring and helping people understand and giving them a path forward." "You are your own leader. It's up to you to make it happen."Ready to take your contracting business to the next level? Subscribe to The Cashflow Contractor today and get instant access to the FREE Ultimate Buyer's Guide for Contractors!Don't miss out on essential insights, tips, and strategies to boost your profits and streamline your operations. Subscribe now and download your exclusive guide to securing more clients and maximizing your earnings.ResourcesNeed Marketing Help? We Recommend BenaliWatch On YoutubeFollow On Social: LinkedIn, Facebook, Instagram, X(formerly Twitter)Have Questions? Email usMore from Karl BeckerImproving Sales Performance WebsiteIceberg Selling Website“Iceberg Selling” Book “Set Up to Win” Book“Sales & Marketing Alignment” BookEmail Karl BeckerConnect with Karl on LinkedIn More from Martintheprofitproblem.comannealbc.com   Email MartinMeet With MartinLinkedInFacebookInstagramMore from Khalilbenali.com Email KhalilMeet With KhalilLinkedInFacebookInstagramMore from The Cashflow ContractorAsk Us A QuestionSign Up For A Free Consultationthecashflowcontractor.com Email The Cashflow ContractorLinkedInFacebookInstagram