Episode 144: Steve Jobs Sales Masterstroke Every Leader Can Master

In this lesson, you will learn how Steve Jobs used emotion and storytelling to drive his master sales process. Welcome to Sales Process Made Easy. The show helping seven to eight figure industry construction and trade. Sales and business leaders finally end the stress of inconsistent sales by simplifying your sales systems so your team can close more deals and grow faster. Hi, I'm your host, Ben Wright, a leader who has been building businesses and sales teams just like you for the last 20 years. In this podcast, we're going to break down the key reason that Steve Jobs was able to take an unknown unthought of and probably unfathomed product into one that now drives the habits of the daily lives of billions of people around this world. Let's get straight into it, because there's a lot we could say about Steve Jobs. Good, bad, perhaps, some would argue ugly. But one thing that I think is beyond reproach is his ability to be celebrated as that revolutionary founder of Apple, right? And very much a pioneer of personal technology. Steve Jobs was without doubt a master of storytelling, a master of branding, and these are skills that I think are often overlooked as being so deeply connected to sales. One thing that Steve was able to do better than most leaders I've seen in my time, in my 43 years on this planet, was convey that vision. And that emotional peel around the iPhone being not just a tool, but that kind of object of desire, that product that you just had to have, that wasn't something that you would use through its features and benefits, but was very much a symbol of who you were and how you acted and look. That certainly started in 2007 when he began creating that experience, that aspiration with the first iPhone. But if we look now into 2025, we have a product that is so ingrained into daily lives, that is so integral to how a lot of us live, that it simply is just not seen as a tool anymore. It is absolutely a way of life. And that all started with a man who is able to convey great storytelling, great emotion, and build that connection to sales, right? He didn't just introduce the product. He painted a vision around what life could be like. So that early 2000 event, without doubt, it redefined the smartphone industry. Before then, it was BlackBerries and phones around it that I don't think had the cut through. Certainly not that the iPhone was able to do. But for me, that key success reason of Steve that I like to look at for sales leaders and salespeople that I work with is that line that people buy emotionally but justify logically and as leaders, as salespeople, when we can be really focused in on how the emotions of our product win our customers to then move into the justification becoming logical, that's where we win. Because as soon as emotions involved, it's generally going to trump logic. As soon as we see that car that has those extra features, as soon as we see the house that has the floor plan that flows, what is just perfect for us, and in our instance, it's that house built around a pool, that's what we craved. As soon as we see the school that we think is going to provide the best experience for our loved ones, for our children to grow up to be the best that they can be. And even at a small level, as soon as we see a food that has a flavour or an ingredient that we think is healthier for us or that allows us to prepare quicker. So instead of 45 minutes or an hour preparing dinner, we're doing it in 25 and giving us 20 more minutes to do something else, right? We move beyond the logical justification and we start to focus on emotions. So Steve Jobs was able to do that through authenticity, through passion. And what came out of that is creating trust and excitement, right? And in the end, I think a cultural movement around Apple that I don't know of, twice too many other brands, in fact, I'm struggling to think of any at the moment that have done a better job of that across their times in this world. So the lesson here for sales professionals and each and every Wednesday we're going to profile a leader like Steve and think about what they did and lessons that we can take as leaders, right? It's a bit of a change from that sales process and sales skills and training driven focus that a lot of podcasts have. We're actually going to take a real life example and try and roll it into what we do as sales leaders. But I think the lesson here is how you can spend more time focused on storytelling and emotional connections. It's very typical that features and benefits dominate spec sheets, that features and benefits dominate sales training, right? That features and benefits dominate just about every conversation we have with our team when deals aren't closing, but where we can move more towards storytelling and an emotional connection. So buying the vision, buying the authenticity, buying what the future life looks like, that's when we start to really succeed. And the best sales teams that I see doing this and the best sales leaders that I see really encouraging this are ones who are able to create an environment where storytelling is easy to master, but also we're very clear on the aspirational drive of our product. Now, we're not going to be able to go through that today, but the good news is we're going to spend some time on storytelling on Friday's podcast episode. It's a great way to end the week. I think storytelling can help so many of us in so many different ways. But the key learning I'm hoping that you're taking or the key perspective that I'd love you to take out of today is that Steve Jobs was a man who was able to build an empire through emotion and connection. Right? And by all means, there are so many other brands out there that have been able to do it. Right? It's not just the football teams that you follow or the type of, you know, products that you like. Like, I'd even argue McDonald's has been able to do it as a shared way for families to go and have meals. Right. There's so many other examples we can give, but Apple is a brand that have done it better than anyone else. So the key outcome for you to take out of today is to start to have a think about all those great outcomes you've given customers over the years and start to write them down. And then on Friday we'll come back and talk through exactly how we can make storytelling really click frequently. Our team. So thank you for joining today. Really grateful that you spend some of your time to listen to, you know, the sales process advice that we have from 25 years of being in this industry. We're dropping episodes every Monday, every Wednesday and every Friday. They should be with you when you get in the car. Although time zones are a little bit different, so they might vary a little bit for you. But get those stories written down. And between now and Friday, please keep thinking about how you and your sales team can be 1% better each and every day because it will make all the difference. Bye for now. Are you struggling to grow your monthly sales numbers? Feel like you've reached a sales ceiling, are involved in every deal, or have no real sales system in place to help you grow? And is that causing a level of worry or stress about how you can get more sales in the future? If that's you, that's exactly why we created the Sold out sales Teams program to help you get month on month sales sales growth with less stress. In just the first week, we will lock down your quoting process to grow sales by 25 to 30%. And that's just week one. And for the first three podcast listeners that we speak to, this week, we'll offer you a bonus one on one strategy session with me to make sure you can pay off your investment even faster. Which by the way, for most businesses is only one or two extra sales. To book in, click click the link in our show notes. It's a direct calendar link so you can instantly confirm your meeting time.