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Benjamin Brown, the sales master.

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Self-proclaimed as of right now, we'll have to explore that.

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So tell me about your vision.

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My vision for my company is that, no, I can't save the world,

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but anywhere between 500 to 1,000 people over the period of time

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helping them get into the skill and the knowledge of learning how to sell,

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which is actually not even an occupation, it is a career,

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that won't be going away in the next 20 years even do the AI.

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You still have human reaction and sales is everywhere.

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So my deal is to actually one of the last vestiges of teaching people

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what that communication and what that language actually looks like.

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Very good.

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And so I heard you mentioned 20 years.

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I was thinking more like 200 years, but I in other words,

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yeah, it's an important skill set.

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There's a lot to learn with it.

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Let's start with this. Where did your vision come from?

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Why not putting roofs over people's heads?

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That's something that's going to be around for at least 20 years.

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So what made you gravitate towards the art of sales?

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Well, I started back in 1996 in the career of sales

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and started a limousine company about 14 years ago.

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And I knew I needed something else.

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And what was my passion was to teach.

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Everybody gets of age where you realize what I really want to do

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besides the job that you have an occupation.

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So we embedded the ability to find out what I really wanted to do

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for the next 10, 15, 20 years of my life was to teach.

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So I invested in the time to figure out what that looked like.

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I didn't want to go back to school and get a master's or a PhD.

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And so epiphany, teach what you already know.

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And so I tested it for about a year.

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My method and what I put together over the years of working

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with different companies and individuals

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and came up with my own steps basically for sales

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and just encompassing that and tested it for about a year

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and found out it worked.

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So most of the people that I work with,

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if you qualify based upon that, I can generate normally

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between 20% to 40% increase based on a number of points.

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Technology, your skill on the phone itself, your sales process,

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and a number of other things businesses and campuses

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that you can improve right away to start improving your sales.

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Very good.

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And you are articulate when it comes to sales.

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I very much appreciate that.

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There's lots of different levels of sales.

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You and I both know that being from the industry,

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enterprise sales or complex sales,

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depending on which background you come from.

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You got hair care product sales or beauty and fashion sales.

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You've got these high ticket program sales and online inbound

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closing sales, junior reps versus senior advisors.

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There's all sorts of levels and realities.

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Which ones, which backgrounds of sales or niches,

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I don't care what you want to call them.

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You can call them whatever you want to.

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But tell me about that.

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What are the areas of sales that you're familiar with

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and have worked in?

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And what are some areas of sales that you haven't actually

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touched or been involved in?

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Well, I can simplify the answer like this.

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Sales is simple, but it's not easy.

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So it takes work.

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Right?

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And it's like you can't, theory doesn't work when it comes

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to sales action item.

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So the main thing when I work with companies,

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they always say, I don't know if you can help us because we

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do this or we sell this.

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And I go, I really don't give a crap what you sell

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or what you provide.

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Keep the process.

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It's all about the process.

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Because you have to reteach that.

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So by complicating or customizing it,

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it makes it complicated.

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So my process works for any product or service

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because sales is simple, but it's not easy.

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So in the 10 steps that I provide,

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not all businesses need 10 steps.

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For example, the gym business that I used to be in,

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you needed five.

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Need, use, affordability, spouse, guest pass.

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Right?

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So you teach those five things as your steps

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in foreclosing for those.

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So if you know all 10 steps, I'm able to customize it based

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upon your product or service.

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And we can use that as a model.

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Because you got, there's a niche there though,

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because you're right.

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It is simple or we should be simplifying things.

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But there's different, again, there's different types

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of sales environments.

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Who would be the ideal type of client?

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Sounds to me like you come in at the stage of still developing

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the sales architecture, the sales engineering.

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I've done that.

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I've come into companies that have been in business for years

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and had no sales people I've hired.

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I've come into, but basically what I work with is entrepreneurs

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and small businesses under 50 employees.

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Basically being able to come in and customize or figure out

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or analyze what they're currently doing to figure it out as well.

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That's what the consultancy comes in.

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And then working with individuals as a mentorship.

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Because the first stage in sales is what the step I call getting

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prepared and most people are not mentally prepared for sales.

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Because it's a combat sport.

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It is.

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I love that.

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In fact, I'm a big fan of what Peyton Welch said about that.

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He talked about how back in the war times when you would go to war

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and you know, sword and shield style, there's no way you wouldn't

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spar in the morning before going out in that battlefield.

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Because it's life or death.

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How many salespeople don't role play?

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You know, don't get in the game and in the action steps before they

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actually get on their first phone call.

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There are some disciplines that are very important because like you

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mentioned, it's a combat sport.

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There's a lot to it.

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So let's shift gears quite a bit.

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Benjamin, what's your why?

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That encompasses, I just went through a stage in my life.

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I just lost my father last month.

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I'm sorry to hear that.

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Ninety-five years old.

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And it was a celebration of life.

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And mainly to take his legacy, which everyone has, or build a legacy,

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and encompass that into my son, which I have children, a girl and a boy.

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To pass that on the best way that I can is my why.

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And then just try to get what I need in between now and then.

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So it's a trans-gational thing.

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Because he was a great man.

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He did a lot of good things.

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He got awards from the governor.

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He helped a lot of people in his life.

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He was loved by all.

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And he was a friend of many and a resource for thousands of people.

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And so just to have that as a role model, because most people nowadays

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don't have father role models.

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And I had a great one.

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And so just to be able to take that and pass it on to other people

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is basically my why.

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Thank you for being here today.

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I'm really happy that you tuned in to Vision Pros Live.

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I'm looking forward to seeing your reactions as these episodes continue

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to move forward.

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This is going to get more and more fun.

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We'll have more and more engagement as well.

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We'll invite people to participate in the show.

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And thank you for giving us your time and attention.

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Have an excellent time building out your vision

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and becoming a Vision Pro yourself.