In this episode, Brock talks with Hal Fischer. Hal is a former recruiter in the Air National Guard, a serial entrepreneur with several exits, and is one hell of a salesman. Expect to hear how his sales expertise helped to build one of the first military career fair expos which ended up being acquired by private equity. You'll get a discussion on when it's time to exit a company and how to suss out salesmen with malicious intent. Hal also breaks down his five steps of a sales process, the relationship between sales and marketing, and why the biggest thing you need to become an effective salesperson is overcoming fear of rejection.
Episode Resources:
Hal on LinkedIn: https://www.linkedin.com/in/halfischer/
Startup Veteran: http://startupveteran.com/
Show Notes:
0:00 Intro to this episode.
1:29 Perfectionism and the ego.
4:41 The importance of selling what you think is good enough.
7:01 How did you get into the field?
9:32 Hal's personal story
15:36 Marketing and Sales relationship.
18:38 What problems are worth working on?
24:34 Creating the first military job fair.
27:06 Private equity buyouts of in person events.
33:03 How self-awareness can help you decide where to insert yourself.
36:02 What is the definition of sales?
42:33 The importance of having a sales process.
45:51 How to ask for the sale
51:14 Why kids are great examples of how to be a salesman.
53:54 What books and resources do you recommend?
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The Scuttlebutt Podcast - The podcast for service members and veterans building a life outside the military.
The Scuttlebutt Podcast - The podcast for veterans starting, buying, and scaling businesses. Show host, Brock Briggs, talks with veteran business owners and operators about the specific tactics used in their business and how to apply them.
Get a free weekly breakdown of the tactics from the discussion at https://www.scuttlebuttpodcast.co/.
Follow along:
• Episode & transcript: https://www.scuttlebuttpodcast.co/91-building-a-repeatable-sales-process-with-hal-fischer/
• Brock: https://www.brockbriggs.com/