#11 Possibilities Jack Rand's 7 Simple Sale Steps

Welcome to the Mike Hartman Show. Mike is a performance coach and former Stanley cup champion with the New York Rangers. Topics on this show are focused around stories, mindset and champions. Mike will also go into details about helping you with your pain points and struggles and finding motivational solutions on how to have the mindset of a champion. Now, here's your host, Mike Hartman.

Welcome to another episode. Today my guest is Jack Ran and we're gonna go back and keep doing that series Possibilities. And Jack has a great story how he got involved with coaching and how he helps people in his passion for what he does. He's a strategic business coach, author, speaker, and he just loves what he does. Jack, great to hear from you today.

Well, thanks, Mike. So good to be here with you. I'm excited about this.

Yeah, me too. We've talked a couple times. We've exchanged emails. I've done my research. Of course, our team has done his research. And you have so much to offer. I'm just going to shut my mouth. I'm going to let you share your story. We call it possibilities and we say, like, anything's possible as long as you have that passion and you put your mind to it and you definitely have it. So let's. We're ready to share your story.

Awesome. The story begins early in life. I, you know, I, I worked in corporate America for years and I've been a sales guy for years. And. And then it came a time when at about age 62, I figured out I don't belong in corporate America. So I didn't know exactly what to do. So I hired a coach and I said, dave, I want you to help me figure out what I'm supposed to be doing when I grow up. He says, fine. So we start working together. And at one point Dave says, jack, I think you'd be a good coach. I said, wait, wait, Dave, wait. I'm paying you a lot of money to tell me when something's a really stupid idea. He said, no, Jack, I think it'd be really good. I didn't trust it. So after a couple more sessions, conversations, he kept bringing it up. So finally I said, okay, okay, Dave, I'm going to give it a shot. So I put some things together. I started walking around town, shaking hands, kissing frogs. I went to every networking meeting I could possibly find to meet people because I was in corporate. I knew no one in town. And I just began to, you know, to talk to people. Honestly, I had all these ideas and I didn't know if they were salient in the real world or were they just, you know, Jack's good ideas in his head? As I started talking to people, I realized that what I had made some sense to people. I gave away a lot of coaching. A lot of coaching. A little bit here, little bit there. Part of it was just testing to see if it made any sense to people. The other part was me learning and building a skill set as I went along. You know, what I found is that is amazing. I got one client, took me three months to get my first client, and I started working with them and I started getting. Gaining more and more clients as I went along. So over the last, know, 13 years, that's how I've built my coaching practice. And I love that.

I love that.

So go back.

So tell people, like, but you're more of a sale. Like, we've had all different types of leadership coaches here. We've had leadership trainers, we had energy coaches. We just had this great energy coach on not too long ago. And we've had a lot of different coaches. But. But you're. You're more in the sales side of things, correct?

That's correct. Honestly, I tried to avoid that. I wanted to be more of a strategic Coach, Big Thinker, etc. What I found out, and when I asked my clients what do they want to. What they get out of work in me is amazing. What they said was clarity. I would say, clarity. They say, yeah. And I say, well, but what about these my brilliant business ideas? And they'd say, and not so much. It's more about clarity and direction. As I evolved my practice, what I realized was that I, and I asked my clients this, hey, you know, what do you think about. I'm. Seems like I'm a really good sales coach. They go, yeah, duh, that's why we hire you. So from that, I evolved it into my program called Transform your sillic.

So that's good.

So you, so you have, so you.

Have these different sales processes. And I'm just going to share everything we talk about. It's like stories and mindset and, and different things. And I remember. So my girlfriend worked with this major corporation, a yogurt company, as their dietitian for nine years. She was one of the original people of the largest yogurt company in the world. And at that time, she had to do all these different things. And then she was in the boardroom with all of these executives and the team. She was an executive, really. I mean, she spoke at the White House. She did all kinds of label reading that Was her job worked with legal on what could be said. I mean, her background, multiple degrees in nutrition. You get the gist. And someone said to her, well, Cheryl, what else are you bringing to this business? And she says, well, I. I'm also, you know, talking to XYZ company and someone says, well, what about sales? And she says, I'm not a salesperson. And right away, the. One of the founders of the company gave her a look. That's all she said, and we'll leave it at that. Everybody's in sale. So I had to throw that story in there. Do you agree? Do you have any good sales stories that you could share with us? Because we're all in sale. Like, I have to sell my podcast. I have to sell our leadership training isn't everything sales.

I agree with you. Everything is sales. And whether you're a leader, you're a, you know, a. In the military, you have to sell people on the mission. Sell people on working with you and trusting your leadership. And sales is a really interesting thing I found is when I do my classes, I ask people, who likes to sell, who loves it, who can't wait to get up in the morning and do it. I only had one person moderately raise their hand in all those courses I've done. As I dug into it, I asked him, say, okay, well, wait a minute. Who here likes to teach? Every hand goes up eagerly. So what I do and what I figured out is like, wait a minute. If I teach people how to educate, which is the best sales process, they become phenomenally successful. They'll turn their business around. So that's the essence of what I do now is basically just transform that experience.

Isn't everything like an experience, though. And. And people are going to say, because we've had this whole possibilities series, we've had some incredible guests on, including yourself, but I thought it was important. So we've covered all these different areas between. Between athletes and corporate executives and a tennis player, just because of the color of his skin, he wasn't allowed to. To do certain things. And it's just this whole thing in life. But I always believe that sales is so important and anything is possible. Anybody could learn sales now. And at the very end, you're going to share with us a little bit about, you know, your books and where people could find you. And that's how I found you, because I did research because I needed help with sales. And here it is. Here comes Jack Rand. I look at, I go, wow, what a background. And for me, it's how how can I sell? Because sometimes I oversell or I, I get excited about it and I leave details out. We need more Jack Rands to help us. So I know you have these different simple sales strategy tips that. Can you give us some of them? Can you give us some of the tips or is that all like part of your course?

It's a secret, Mike. No, I'm kidding.

That you had me like. Okay, well, that's all right if it's a secret. But, but that's what, but that's what it says. You got some really good simple strategies that. Is there any takeaways that we could take with us that we could learn? I.

Absolutely.

I think it's.

I probably have more than we have time for, but let me distill it down and I'll tell you how I found. It's a concept I use. It's called seven simple sales steps. How I found it is when I started talking to people about selling and where they were getting stuck, I realized that they were basically skipping steps in the sales process. So I had to teach them the steps. As I did enough times, I finally found there's seven distinct steps. Now how I found this, what kind of drove me to the whole thing is I started selling life insurance out of college. I didn't like it that much, but I got frustrated because everything's about will you do this, then you do that. I couldn't kind of put it all together in my head as I talked to other people, people especially self employed, they tend to mush the whole process together to learn it. And it gets impossible to learn. So to learn it, I broke it down to seven simple sales steps. If you like, I can, I can tell you the steps and then I can, you know, give you a place to find him if you'd like.

No, I am. That's what I want. I want you. That's why we're here today. Our whole, the whole purpose of this possibility series and the whole purpose of what I do is to help and lead others. And we have a team of people out there. You know, I think I know 90% of the guests from the athletes and some of the people we, you know, who I've worked with in the past and I have, and I. You and I never met, but I heard a lot about you. We've done research on what you have. You keep it very simple. You're nice and calming. I had another guest like that too, was just so calming. And you have to be like that within sales. So I am. I would Love to learn these seven steps and we want to know where to find it. Absolutely.

Okay, let me give you the Cliff Notes version of the steps. There are seven steps and they link together. First step is a lead. At some point someone raises their hand and says, hey, I'm interested in what you do. That's a lead. If they haven't done that, then they're a prospect and they're in your target market. Now here's where the confusion happens. People tend to mush marketing and sales together and that causes problems, especially if you're self employed, generating your own business. So we have to draw a distinction. Distinction is marketing identifies a sales lead, sales closes it. Marketing identifies the lead, sales closes it. What that means is when you're meeting people, all you need to do is determine if they have some interest in what you do. You don't have to sell them anything, just connect with them. There's more to that, but that's basically the concept most people are overselling in the beginning. So the second step is qualify. Once you have a lead now you're going to go through a series of questions to see if they're a fit for your product and service. If not, it's okay. It's not the right time for them, it's not the right business, whatever that is. If they're a fit, you go to the next step. The next step is present. You're going to present what you have, your product or service, according to what they need and want. You never, ever, ever present until you know what the, what the client wants and needs. Major mistake. Then you go to the third step. The third step is commit. They're going to commit to another step. They're going to commit to buying your product or service. When they commit. Now commit, you know, has three flavors to it. At least one is yes, preferable no. And then tell me more. For this example, we're gonna, we're gonna assume they say yes. So once they commit, then what do you do? You deliver your product or service and you don't have to. This is the, this is great, right? Because when you deliver, you don't have to, you know, under promise, over deliver. You just have to do what you say you're going to do. If you said you're going to be there Tuesday at 9, you'll be there Tuesday at 9 and you do the work. Evidence for this. How many times has someone said, oh, I'll call you Thursday and they don't call. Do they clean it up? No. So just keeping your word is huge. For people, it's huge. So once you have a commitment and then you've delivered the product, right, here's the thing that people don't do. They don't follow up. They don't call and say, hey, how's that working for you? Why? I don't know. They're moving on. They're scared, whatever. We had a guy that sold us some cups. We bought some really cool cups for Christmas for my clients. On one side it says yippee. That's my word. Right. The other side it says Jack Rand. You know, associates transform your selling. So once they follow. So when you follow up, the opportunity to be a hero. If something doesn't work, you fix it. If it's working beautifully, it's the opportunity for step seven, which is get referrals. Referrals. Go back and start the process again. Overarching piece to all this. The common thread is connecting. You connect at every step. Wow.

That. You know what? I'm gonna keep this for me and I'm gonna go back and listen to my own. I don't listen to my own podcast. I send it off to our team and they fix it. But. But that's great. That's really informative because a lot of us are lacking in the sales area, like building the relationships and listening and following through. This was some great information. So where can we find this Jack?

If you would like to get a copy of the seven simple sales steps, it's on my website, jackrand.com J-A C-K R A N-D dot com. When you go there, on the right hand side of the page, you'll see my handsome face. Left hand side, you'll see my program transform your selling. It says seven simple sales steps. It says free download. Click on it, you'll get the download. And as a gift, I'll send you my quote of the week that comes out on Tuesday mornings. It's inspirational and I write some action steps to it.

Love it because I just received it myself actually, because I've signed up for your program. Thank you for that. And I think, again, possibilities everybody. So things are only possible if you follow a plan. We say that if it's exercising, if you're an athlete and you have to follow the team playbook or the team's roadmap. Now if it's in sales, Jack has a plan. That's all you need to do is follow it. You follow the details. It's very simply laid out. Jack, it was so great to have you. Thank you so much again. That's jacrad.com and the other thing, what I did was I also added you to our website @hartman academy no.com for all of our listeners that know us and we have a big following all over the world. Jack, thank you so much for doing this today. It means a lot without, you know, keeping the steps of sales. It won't, it's not possible if we're scrambling. And now I'm going to listen to this. I'm going to go back and listen so I can learn. And plus, I'm also taking your program. Thank you so much, Jack.

You're so welcome. Good to be here, Mike.

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