The Truth Bombs About Sales Training with John Barrows

Ready to elevate your sales training game with no-nonsense strategies? Look no further!

This episode of The Sales Machine brings you John Barrows, a force recognized as a game-changing sales influencer, a Top Voice on LinkedIn, and Forbes' Top 30 Social Sales People In The World.

As the CEO of JB Sales, John provides top-notch sales training for industry giants like Salesforce, Linkedin, Amazon, and Salesloft. An esteemed advisor, he has collaborated directly with Jack and Suzy Welch on sales and marketing strategies for their start-up online MBA program.

Tune in for a candid conversation that will reshape your approach to sales. Welcome, John Barrows!

Episode Highlights

"I tell people this all the time, that sales is the transfer of enthusiasm. If you do not believe in it, right? If you do not believe in what you sell, then you're a douchebag sales rep who's given us all a bad name. But if you believe in what you sell, if you genuinely believe in what you sell, and it makes the difference for the right person, not for everybody, but for the right person, then sales is just the transfer of enthusiasm." - John Barrows

"You've got to sell yourself on whatever it is you're selling. And if you're not enthusiastic about what you're selling, why would anybody else be enthusiastic about what you have? If you have not yet fallen in love with your value proposition, whether it's a product or service." - John Rankins

"My perception of trainers up until that point was not good because most sales trainers either failed sales professionals or professional presenters. We've all been there where we could see, we were taking training from some guy who's wearing a suit that's three sizes too big and doing a role play that would never happen in the real world. And he probably has never actually sold shit, but he's just really good at telling people what to do. And to me, if you haven't sold, I can't listen to you." - John Barrows

"But let's be honest, the game has changed. People not only want to know what they're buying, but who the company they're buying for is, what do they stand for? What are their core values? What differences are they going to make? Are they long-term, sustainable, scalable? Are they won and done because you can buy and then the warranties, if they went out of business, so it really is personal." - John Rankins

"Nobody cares about you, your product, your service. They care about their problems. They care about what's in it for them. They care about can you make a difference? Is it sustainable, scalable? Right?" - John Rankins

"I'm not gonna sit here and babysit your shit. I'm not gonna do your job for you. I'm a trainer. I come in, I drop fire, I give you all the tools and the resources to be successful and then it's up to you to implement it." - John Barrows

Episode Timestamps

00:00: Intro
02:11: Psychology of Sales
05:01: Door-to-Door Sales: The Purest Form
07:58: Journey from wanting to earn more to becoming an expert in corporate sales
17:25: The secret of sales? Believe in what you're selling.
18:00: The first person you need to sell is yourself.
19:39: What it takes to be a sales trainer
22:53: Resourcefulness in sales
25:53: Importance of branding yourself
29:58: A reminder to salespeople: Nobody cares!
30:44: One of the superpowers of sales is authenticity
31:09: Using training to take on Fortune 500 companies
35:06: Biggest challenge in implementing a sales training system
38:46: Automating sales and training systems
40:27: Price-obsessed customers are not good clients
41:47: Salespeople hate using CRMs
43:00: The 10-60-30 sales training principle
47:20: The Great Resignation & Quiet Quitting
59:24: Outro

Connect with John Barrows

Website: https://www.jbarrows.com/
X:   / johnmbarrows  
LinkedIn:   / johnbarrows  
Instagram:   / johnmbarrows  
YouTube:    / jbarrowssalestraining  

Connect with John Rankins

Website: https://thesalesmachine.com/
Facebook:   / thesalesmachineofficial  
Instagram:  / thesalesmachine_official  
LinkedIn:  / thesalesmachineofficial  
YouTube:   / @johnrankinsofficial