Getting the Last Laugh: Using Comedy Skills to Kill it in Sales

The Modern Selling Podcast

If you're feeling frustrated and stuck in a cycle of repetitive sales approaches that just aren't getting results, then you are not alone! Are you tired of feeling like your sales efforts are falling flat, and you're not making the impact you know you're capable of? It's time to break free from the ineffective methods and unleash your true sales potential!

In this episode of The Modern Selling Podcast, Mario Martinez Jr. interviews Jason Hartz, author of The Hartz Method: A Sales Performance Playbook and Director of Demand Services Development Programs at Oracle.

Jason's unique background, transitioning from stand-up comedy to sales enablement, offers a fresh perspective on sales methodologies. He draws parallels between sales and performance, emphasizing the importance of preparation, rehearsal, and creating engaging experiences for prospects. The conversation explores the intersection between confidence, experience, and performance-based selling, highlighting the need for sellers to exude confidence and continuously evolve their sales approaches. Jason's insights on leveraging technology, understanding audience cues, and embracing innovative solutions provide actionable strategies for enhancing sales productivity and efficiency.

If you're a sales professional looking to elevate your performance and drive meaningful conversations with clients, this episode offers valuable tips and perspectives to help you navigate the evolving sales landscape.,

If you start to treat each and every interaction with a customer as if you're standing on stage and performing, your ratio to hits to wins is going to increase. - Jason Hartz

This week's special guest is Jason Hartz:

Jason Hartz is an accomplished sales professional and the author of "The Hart's Method: A Sales Performance Playbook." With a rich career history encompassing stand-up comedy, fitness franchising, and sales training, Jason has garnered a wealth of diverse experiences. His notable roles at Oracle and within the fintech sector have contributed to his deep understanding of demand services and sales methodologies. Jason's book showcases his expertise in sales performance, offering a comprehensive guide to enhancing productivity and efficiency. Through his practical insights and strategic approach, Jason has established himself as a respected figure in the sales domain, providing valuable perspectives for sales professionals aiming to elevate their performance.

In this episode, you will find:

• Mastering the Sales Performance Playbook and Methodology can revolutionize your approach to selling, leading to increased success and growth.

• Balancing Confidence vs Experience in Sales can uncover powerful insights that transform your selling style and boost results.

• Implementing Performance-Based Selling Strategies can supercharge your sales effectiveness and drive higher revenue.

• Leveraging Technology for Sales Efficiency allows you to streamline your processes and maximize your sales potential.

• Discover how Enhancing Sales Skills with Innovative Tools can give you a competitive edge and elevate your performance in the market.

The key moments in this episode are: 00:00:08 - Introducing FlyMSG.io 00:01:16 - Jason Hartz’s Background 00:09:40 - Defining Performance-Based Selling 00:13:03 - Enhancing Customer Engagement 00:15:40 - Boosting Self-Confidence and Sales Acumen 00:15:48 - The Importance of Confidence and Experience in Sales Success 00:18:20 - Three Major Performance-Based Steps for Sales Preparation 00:22:28 - Setting the Table for Successful Sales Calls 00:25:04 - The Pitfalls of Inadequate Preparation 00:28:48 - Transitioning from Job to Profession in Sales 00:30:44 - Missed Action Item on AI Comparison 00:33:32 - Importance of Understanding the Audience 00:34:18 - Recording Sales Calls 00:41:24 - Leaving Lasting Impressions on Prospects 00:45:07 - Favorite Movie and Personal Connection 00:45:37 - Welcoming Jason Hartz to the Show 00:45:47 - Call to Action for Audience 00:46:19 - Conclusion and Closing Remarks 00:00:00 - Introduction 00:00:00 - Sales Productivity

Timestamped summary of this episode: 00:00:08 - Introducing FlyMSG.io Mario Martinez Jr. introduces FlyMSG, a free personal writing assistant and text expander application. 00:01:16 - Jason Hartz’s Background Jason Hartz shares his background in stand-up comedy, sales training, and working on movies, including "A League of Their Own". 00:09:40 - Defining Performance-Based Selling Jason Hartz defines performance-based selling as treating customer interactions like stage performances, including preparation, rehearsal, and creating home court advantage. 00:13:03 - Enhancing Customer Engagement Jason and Mario discuss using virtual backgrounds to create a personalized and engaging experience for customers, improving engagement and conversation starters. 00:15:40 - Boosting Self-Confidence and Sales Acumen The conversation explores how performance-based selling can boost self-confidence and sales acumen by creating comfort and unity, leading to better customer interactions and outcomes. 00:15:48 - The Importance of Confidence and Experience in Sales Success Jason discusses the debate of whether confidence or experience is more crucial for success in sales. He emphasizes the need for both confidence and experience, and the importance of boosting confidence through cold calls and discovery calls. 00:18:20 - Three Major Performance-Based Steps for Sales Preparation Mario asks Jason for advice on performance-based steps for sellers to prepare for sales calls. Jason highlights the significance of outdressing the room, using scripted questioning strategies, and conducting thorough pre-work prior to customer-facing calls. 00:22:28 - Setting the Table for Successful Sales Calls Jason elaborates on the concept of setting the table for successful sales calls by outdressing the room, using scripted questioning strategies, and conducting thorough pre-work. He emphasizes the need to approach every interaction with thorough preparation and professionalism. 00:25:04 - The Pitfalls of Inadequate Preparation Mario shares a personal experience of a sales call where the seller lacked preparation and failed to understand the prospect's business needs. Jason emphasizes the importance of thorough research and preparation to avoid missed opportunities in sales interactions. 00:28:48 - Transitioning from Job to Profession in Sales Jason discusses the distinction between holding a job and having a profession in sales. He emphasizes the importance of treating sales as a profession with a focus on continuous improvement, craftsmanship, and diligent preparation for every interaction. 00:30:44 - Missed Action Item on AI Comparison Jason shares a story about a salesperson who missed the key action item in a follow-up conversation, focusing on AI comparison instead of addressing the prospect's main concern about startup credits. 00:33:32 - Importance of Understanding the Audience Understanding the audience's needs and priorities is crucial in sales. Jason compares it to a comedian reading the audience's reaction to a joke, emphasizing the importance of reading the prospect's cues. 00:34:18 - Recording Sales Calls Jason discusses the benefits of recording sales calls, highlighting the importance of capturing important details and action items during conversations and using technology to improve follow-up and performance. 00:41:24 - Leaving Lasting Impressions on Prospects Jason emphasizes the importance of leaving a positive impression on prospects by demonstrating organization, process-based approach, and genuine interest in the prospect's success. He also discusses the impact of credibility in sales interactions. 00:45:07 - Favorite Movie and Personal Connection Jason shares his all-time favorite movie, "The Inlaws," and connects it to a personal experience working with the director. This highlights the importance of personal connections and shared interests in building relationships. 00:45:37 - Welcoming Jason Hartz to the Show Mario introduces Jason Hartz as the first-time guest on the modern selling podcast and expresses gratitude for joining the show. 00:45:47 - Call to Action for Audience Mario urges the listeners to give the podcast a five-star rating and review on iTunes. He also promotes the text expander and personal writing assistant, Fly Message, to save time and increase productivity. 00:46:19 - Conclusion and Closing Remarks Mario thanks the audience for listening and encourages them to keep selling. He signs off by expressing appreciation for the support and hints at the next episode. 00:00:00 - Introduction Mario Martinez Jr. and Jason Hartz engage in a conversation about modern selling, discussing strategies, tools, and techniques to enhance sales performance. 00:00:00 - Sales Productivity Mario and Jason delve into the importance of sales productivity and share insights on leveraging tools like FlySG for time-saving and increased efficiency in sales activities.

Sales Performance Playbook and Methodology To increase sales productivity, sales professionals are advised to adopt performance-based sales strategies inspired by stage performances. These strategies, as outlined by Jason Hartz, require careful preparation, interaction rehearsal, and development of a pleasing and engaging experience for clients. The takeaway is that sales isn’t merely a transaction, but a performance that requires constant practice, feedback, and adjustment to deliver a stunning outcome.

Confidence vs Experience in Sales The debate of confidence versus experience in sales success indicates that the two elements are not mutually exclusive. Confidence, which can be innate or nurtured, is crucial in creating an initial impression and fostering trust with customers. Experience, on the other hand, is vital in sales performance as it allows sellers to adapt their approach effectively, recounting real-world examples, and responding to various challenging situations.

Performance-Based Selling Strategies Embracing performance-based selling strategies necessitates an understanding of the audience's preferences, swift action on action items, and utilization of technology for efficiency. The ability to read an audience, act on valuable cues, and adapt to different situations are essential to resonating with your customers. Moreover, regular coaching, timely reviews, and feedback can help sales professionals improve their performance, and create meaningful and lasting relationships with their clients.

The resources mentioned in this episode are:

• Connect with Jason Hartz on LinkedIn by sending a personalized connection request and mentioning that you heard him on the modern selling podcast.

• Visit the website http://www.thehartzmethod.com/ to learn more about Jason Hartz and his sales performance playbook.

• Follow Jason Hartz on Instagram at the handle @thehartzmethod for more insights and updates.

• Download FlyMSG for free to save 20 hours or more in a month and increase your productivity with a text expander and personal writing assistant.

• Give the Modern Selling Podcast a five-star rating and review on iTunes to show your support and help others discover the podcast.