Welcome back to this week’s episode of the Catapulting Commissions podcast with your host, Anthony Garcia. Today’s show is going to bring to you some seriously high-level sales coaching. Joining us on the show is Bob Lantelme, an expert in all things sales from top to bottom, having more than 25 years of experience in the space. He’s here to break down his philosophy and share some wisdom we can take home with us.

One year out of college, Bob worked as a laborer--it didn’t take long for him to make the switch to sales in the form of time-sharing. He dove into the fire headfirst but ended up getting his real estate license. For Bob, sales was a perfect fit and lead him to explore a plethora of sales positions, from ATM to luxury cars to services and public-private partnerships.

When you’re selling directly to consumers, there are always reasons as to why they say yes or no. Bob tells us that our biggest mistake is that we simply think too much. When Bob was working selling vacuums, the first seven doors he got in he made a sale. When he experienced that success and was contacted by higher-ups, he started to overthink what it was he did to become successful. As soon as that happened, he experienced a drought. The truth is, the product sold itself--he was just demonstrating it. It about connecting with your potential client--talking about what they want to talk about. We can be our own worst enemy if we don’t.

When the product can’t sell itself, the art of salesmanship and influence comes more into play. For example, if a client comes in to purchase a Porche, you have to give them the experience they want. If they ask you about an alloy screw, you need to tell them about the varieties of screws in the vehicle--it doesn’t matter if you’re a car guy or not--you need to cater to the customer. You have to be honest, in that, if there isn’t a good fit or good deal, you have to let them know. In the long run, it’ll pay off in the form of referrals. It’s about trust and being willing to risk losing a short-term sale to invest in the future. You’re not here to make one sale. This is how you build credibility.

So, how do you approach the ‘big whale’ in B2B business? These are sales that can change your financial situation for good. You want to treat them like everybody else. No one wants to be treated as though you’re their fanboy or fangirl. They are people--successful people--just like us. People want to talk about ‘me’ -- let them! Consider looking at things like their charitable giving to find insight into their passions. There is a good chance they have a reason for being passionate enough to give to a cause. This allows you to build rapport in a meaningful way.

When you’re selling something, it has to be a quid-pro-quo transaction. It should be mutually beneficial and no one should feel like they were just played. If you’re trying to increase your commission, this is the number one way to do it. If you sell strictly through persuasion, you allow remorse to set in when the adrenaline wears off. You want to look after their best interests just as much as your own.

Mistakes and pitfalls in sales happen. For Bob, the times where he has let his emotions get to him are the hardest. In the end, you have to own up to foolish mistakes or risk throwing away entire relationships and opportunities. When he thinks too much or worries, it can get in the way of effective sales practices. It’s about staying authentic to yourself and not be the sleazy salesperson people expect. When you lose money, you don’t want to make the mistake twice.

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Bob Lantelme

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Catapulting Commissions Sales Talk with Anthony Garcia

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70 - Mutually Beneficial Sales w/ Bob Lantelme