Benjamin Brown, the sales master.
Self-proclaimed as of right now, we'll have to explore that.
So tell me about your vision.
My vision for my company is that, no, I can't save the world,
but anywhere between 500 to 1,000 people over the period of time
helping them get into the skill and the knowledge of learning how to sell,
which is actually not even an occupation, it is a career,
that won't be going away in the next 20 years even do the AI.
You still have human reaction and sales is everywhere.
So my deal is to actually one of the last vestiges of teaching people
what that communication and what that language actually looks like.
Very good.
And so I heard you mentioned 20 years.
I was thinking more like 200 years, but I in other words,
yeah, it's an important skill set.
There's a lot to learn with it.
Let's start with this. Where did your vision come from?
Why not putting roofs over people's heads?
That's something that's going to be around for at least 20 years.
So what made you gravitate towards the art of sales?
Well, I started back in 1996 in the career of sales
and started a limousine company about 14 years ago.
And I knew I needed something else.
And what was my passion was to teach.
Everybody gets of age where you realize what I really want to do
besides the job that you have an occupation.
So we embedded the ability to find out what I really wanted to do
for the next 10, 15, 20 years of my life was to teach.
So I invested in the time to figure out what that looked like.
I didn't want to go back to school and get a master's or a PhD.
And so epiphany, teach what you already know.
And so I tested it for about a year.
My method and what I put together over the years of working
with different companies and individuals
and came up with my own steps basically for sales
and just encompassing that and tested it for about a year
and found out it worked.
So most of the people that I work with,
if you qualify based upon that, I can generate normally
between 20% to 40% increase based on a number of points.
Technology, your skill on the phone itself, your sales process,
and a number of other things businesses and campuses
that you can improve right away to start improving your sales.
Very good.
And you are articulate when it comes to sales.
I very much appreciate that.
There's lots of different levels of sales.
You and I both know that being from the industry,
enterprise sales or complex sales,
depending on which background you come from.
You got hair care product sales or beauty and fashion sales.
You've got these high ticket program sales and online inbound
closing sales, junior reps versus senior advisors.
There's all sorts of levels and realities.
Which ones, which backgrounds of sales or niches,
I don't care what you want to call them.
You can call them whatever you want to.
But tell me about that.
What are the areas of sales that you're familiar with
and have worked in?
And what are some areas of sales that you haven't actually
touched or been involved in?
Well, I can simplify the answer like this.
Sales is simple, but it's not easy.
So it takes work.
Right?
And it's like you can't, theory doesn't work when it comes
to sales action item.
So the main thing when I work with companies,
they always say, I don't know if you can help us because we
do this or we sell this.
And I go, I really don't give a crap what you sell
or what you provide.
Keep the process.
It's all about the process.
Because you have to reteach that.
So by complicating or customizing it,
it makes it complicated.
So my process works for any product or service
because sales is simple, but it's not easy.
So in the 10 steps that I provide,
not all businesses need 10 steps.
For example, the gym business that I used to be in,
you needed five.
Need, use, affordability, spouse, guest pass.
Right?
So you teach those five things as your steps
in foreclosing for those.
So if you know all 10 steps, I'm able to customize it based
upon your product or service.
And we can use that as a model.
Because you got, there's a niche there though,
because you're right.
It is simple or we should be simplifying things.
But there's different, again, there's different types
of sales environments.
Who would be the ideal type of client?
Sounds to me like you come in at the stage of still developing
the sales architecture, the sales engineering.
I've done that.
I've come into companies that have been in business for years
and had no sales people I've hired.
I've come into, but basically what I work with is entrepreneurs
and small businesses under 50 employees.
Basically being able to come in and customize or figure out
or analyze what they're currently doing to figure it out as well.
That's what the consultancy comes in.
And then working with individuals as a mentorship.
Because the first stage in sales is what the step I call getting
prepared and most people are not mentally prepared for sales.
Because it's a combat sport.
It is.
I love that.
In fact, I'm a big fan of what Peyton Welch said about that.
He talked about how back in the war times when you would go to war
and you know, sword and shield style, there's no way you wouldn't
spar in the morning before going out in that battlefield.
Because it's life or death.
How many salespeople don't role play?
You know, don't get in the game and in the action steps before they
actually get on their first phone call.
There are some disciplines that are very important because like you
mentioned, it's a combat sport.
There's a lot to it.
So let's shift gears quite a bit.
Benjamin, what's your why?
That encompasses, I just went through a stage in my life.
I just lost my father last month.
I'm sorry to hear that.
Ninety-five years old.
And it was a celebration of life.
And mainly to take his legacy, which everyone has, or build a legacy,
and encompass that into my son, which I have children, a girl and a boy.
To pass that on the best way that I can is my why.
And then just try to get what I need in between now and then.
So it's a trans-gational thing.
Because he was a great man.
He did a lot of good things.
He got awards from the governor.
He helped a lot of people in his life.
He was loved by all.
And he was a friend of many and a resource for thousands of people.
And so just to have that as a role model, because most people nowadays
don't have father role models.
And I had a great one.
And so just to be able to take that and pass it on to other people
is basically my why.
Thank you for being here today.
I'm really happy that you tuned in to Vision Pros Live.
I'm looking forward to seeing your reactions as these episodes continue
to move forward.
This is going to get more and more fun.
We'll have more and more engagement as well.
We'll invite people to participate in the show.
And thank you for giving us your time and attention.
Have an excellent time building out your vision
and becoming a Vision Pro yourself.