David Rubinstein
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How To Sell Like Hell with David Rubinstein #42

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David Rubinstein WebDavid Rubinstein the creator of the  Sell Like Hell Sales System. David began his selling career in baseball by knocking on 10K doors hawking season tickets.   Over time David became the  top sales guy, then  sales manager and now trains companies world-wide on the importance of having a sales process. When David works with a client his promise is  to “quickly get prospects to I’m not interested”  faster than ever  before. In this episode we’re going to learn what that means.

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Sales Training

David believes in the power of Technique and Process, this is his sales sequence:

  • Sellers determine questions
  • Questions determine Need’ms
  • Need’ms determine Got’ms

Questions – Problems – Solutions is the correct process yet most sellers are tellers. Sales is a race to need. Even if a prospect isn’t  interested,  it’s a great sales call because at the very least you’ve learned that your time will be better served on another buyer.

Sell Like Hell Return On Investment?

When David is asked by prospects “What kind of ROI can I get if I hire you?” he  doesn’t make promises about growing their business.  Instead he responds  with a promise  that if their people use his  techniques,  they will get to “I’m not interested” faster than ever  before. Meaning, they will be more efficient in qualifying prospects, and focusing on  clients that have problems their company can solve.

David is an advocate of measuring the Reach Touch Ratio

  • Reach is an attempt to contact a client: face-to-face, telephone, written word experiences.
  • Touch is an actual contact,  conversation or   interaction (live or virtual).

The key is to maximize reaches. This ratio  is where you should focus  your metric collection.

Resources

David’s website, Sell Like Hell, can be found here

David’s FREE Sales Morsels can be found here 

Reach out to him!  He’d love to help you out.

 

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