Entrepreneurial Tips you'll learn today on The Sales Podcast... How do you define a win? "I made a sale!" "I closed this guy!" Top salespeople define winning as "I made a difference for the customer." Spend more time in diagnosis to become great Acute listening Ask better questions Stop winging it Lather, rinse, repeat  Rory Vaden Turned Failure Into Sales Success Retired about 18 months ago from the business he founded Can we replicate sales systems? Interviewed 30 sales experts in 20 different industries Real estate, RV sales, insurance sales It's only creative if it sells." People reject the idea of sales because they have been offended or experienced the stereotypical salesperson He's a college flunk-out You need to get comfortable in sales and marketing as an entrepreneur Focus on the long-term potential of your clients to earn referrals and repeat business Know the lifetime value of a customer $5 is the average sale of a Taco Bell customer, but they'll spend $11,000 over their lifetime Most of the people interviewed said this was not their default approach Guys are usually more aggressive and wanting to "win" the sale so they have to grow out of that a bit to be more of a servant Never stop learning Stew Hansen was a top Dodge dealer in the country and they had dinner and he had just turned down a buyout offer and he was the first one in the morning session taking notes Being successful only means you were right once I'd rather wear out than rust out." Hearse driver in New Orleans and said, "Work is like my vitamin." "Halftime" by Bob Bufford, move from success to significance Master negotiation. Your job is to determine who has the power, then act like you have none. Sales Growth Tools Mentioned In The Sales Podcast Get his book, "Servant Selling Book"