In this episode of On a Roll, host Mike Michalowicz opens with sponsor acknowledgments before diving into a brief monologue about two distinct kinds of salespeople. He describes the first type as a "self‑seller" – a charismatic individual who can market himself but fails to generate measurable sales results, making him a poor hiring choice. The second type is a results‑driven salesperson who not only charms prospects but also consistently delivers concrete numbers and references. Michalowicz argues that businesses should hire the latter, as the former will eventually burn out and leave. The point is reinforced through a short, humorous dialogue with a character named Mitchell, where Michalowicz dismisses Mitchell’s focus on presence over performance, emphasizing that numbers matter.
Chapters
Welcome to On a Roll. And now, here's your host, Mike Michalowicz. Welcome, welcome, welcome to On a Roll. You can tell how much I love this little program we film here just by the way I knock stuff around and this other special effect I have when it comes to thanking my sponsors. We want to welcome our newest premier sponsor, nextiva. Thank you for this little bag that I'll use at the beach or something, but cool. Nextiva. I want to thank you for being a sponsor. American Express. I want to thank you for being a sponsor. Dex Digital. I want to thank you for being a sponsor. Skype. Love that you're a sponsor. And Preventus Group. Thank you for being a sponsor. Today we're going to talk about the two types of salespeople. I don't know which camera to look at, so I'm going to look at you because I feel like I got to tell you something. One type of salesperson can only sell himself. That's the salesperson you don't want to hire. The other salesperson is the person that can sell, who's very charming, comes walking, how great he is, but he doesn't have the numbers to. I'm violent today. So who's the salesperson you want to hire? Of course, it's the person that can sell the stuff, ask for references and get the numbers from them. The guy that can sell himself, he'll stick somewhere else for a year or two before he can't hold it out any longer because he's not selling. And then he'll have to go elsewhere. But you don't want him. It's that simple. Nothing fell down that. Okay, Mike Mitchell, as soon as you're ready, give me your best sales pitch. Everything I do is superior, Mike. Yeah, but can this guy sell anything? All right, Mitchell, numbers are hogwash. It's all about your presence, Mitchell. The only thing that matters to me, numbers. When it comes to acquiring, it's about your attiring. I could bang out one, two, three bills like this. Hey. Is not how much you sell, it's how good you smell. Mitchell, you're fired.
