How Johnny Increased His Sales from 7k to Over 50k a Month!
Introduction
Read about Johnny’s journey from a struggling junior sales associate to achieving over 50k a month in sales commissions. Learn how he transitioned from medical device sales to sales training and the crucial skills and mindset shifts he employed to achieve remarkable success.
Johnny’s Journey into Sales
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Started with sales at a young age with a newspaper route and then retail jobs selling shoes
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Transitioned to working in federal lobbying, realizing it required moral flexibility that he didn’t have
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Moved into entry-level medical device sales as a junior sales associate, covering the bottom of the sales totem pole
Transition from Medical Device Sales to Sales Training
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Initially started as a support specialist for surgeons using the product during surgeries, providing expert advice and guidance.
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Evolved to covering cases and freeing up higher level sales professionals to focus on selling.
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Transitioned to ‘selling’ by being dependable and reliable, rather than formal sales training.
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Received implicit encouragement to argue with surgeons during sales, despite recognizing the ineffectiveness of this approach.
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Chose to seek out better sales training due to struggling with performance in a new sales role.
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Found the sales training program after coming across an ad, purchased the 21-day challenge, and quickly started applying the strategies in real sales meetings.
Success in Sales and the Importance of Continuous Learning
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The speaker initially struggled with sales but experienced a breakthrough with a basic level product, leading to increased success.
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By learning more advanced sales skills, the speaker doubled their sales and started making multiple six figures.
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The analogy of Michael Jordan’s relentless practice is used to emphasize the importance of continuous learning in sales.
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The key point emphasized is that learning the right skills is essential for sales success.
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The speaker highlights the need for asking the right questions at the right time to help prospects discover their own problems and develop urgency to solve them.
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The speaker emphasizes that involving prospects in the sales process is crucial, regardless of their background or level of sophistication.
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The comparison to a psychologist just listening to a patient and prescribing solutions is used to illustrate the ineffectiveness of simply telling prospects what to do without involving them in the process.
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Continuous learning is presented as a crucial element for achieving excellence in sales.
Skills and Success in Medical Device Sales
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The importance of practice in achieving perfection in skills, as mentioned by the interviewee.
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The quote ‘practice doesn’t make perfect, perfect practice makes perfect’ is attributed to the interviewee and is applied to soccer coaching at the collegiate level.
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The significance of consistent and high-quality training highlighted by the mentor who was a Navy SEAL, emphasizing that individuals do not rise to an occasion but rather fall to the level of their training.
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The insight provided by a mentor from the NFL, stating that people often fail around the margins of their experience, especially when facing situations at the margin of their experience without adequate preparation.
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The impact of implementing NPQ in medical device sales, leading to accelerated sales growth and the opportunity to become a distributor in the industry.
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The interviewee’s remarkable success in becoming a top distributor nationally for two major companies in the medical device sales industry.
Approaching the Office
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When approaching the office, it is important to consider the number of doctors and partners present.
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It is key to avoid sounding like a typical salesperson and instead focus on identifying potential problems the office may be facing.
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Personalized introductions can help in gaining the attention and interest of the office staff.
Conclusion
Johnny’s journey from entry-level sales to becoming a top distributor showcases the transformative power of continuous learning and strategic skill development in achieving remarkable success in sales. His story is an inspiration for aspiring sales professionals looking to excel in their careers.