Do you have what it takes to gain the edge and increase sales for your business? Not every sales process is the same and there is a better way of doing business. Jim Padilla is a master of collaboration and works with multi-million dollar businesses to help them scale so they can have an impact and remain profitable. Listen in as Jim shares his Super Powers and gives you the secrets behind selling the right way!
Welcome to another episode of Incorporating SuperPowers. I am your host, Justin Recla, and today we are talking to Jim Padilla and we’re going to be talking about How to Gain the Edge. Just happens to be the name of this business, How to Gain the Edge in Sales in Your Business. Jim, thanks so much for being on the show today.
How you doing Justin? Good to have man. Glad to be here.
I’m excited for this conversation because I think you bring something to the show, to the business world that we all know you have to do sales. For some people it comes super easy. Wolf of Wall Street, right? He could sell anything to everybody. And then there’s people that just struggle at sales, but ultimately at the end of the day it doesn’t matter what you’re doing to help somebody, you have to be selling stuff. Right?
So talk to me a little bit about, and actually real quick, if you’re listening to this and you’re struggling with sales, Jim is in the clear business directory. Go check out his profile. There’s so many people out there that are not operating transparently and just call BS. You can see it a mile away, you can smell him when he’s standing on stage. And I get the honor of sharing the stage with Jim in July of this year. I want you to be paying attention if you’re struggling with sales, listen in to this conversation. So Jim, let’s call out the elephant. What is the big nasty ugliness in the sales industry that you’re seeing today?
Gosh, well there’s so many. Here’s the biggest thing. Stop trying to portray something that you’re not. That’s one of the biggest challenges for people in the marketing and the sales space. It’s kind of like with the politicians and the political climate. I’ve seen politicians in a private setting talk about things that matter. And then you put them in front of a microphone when there’s a bunch of pollsters and all of a sudden they’re speaking to the pollsters. I’m like, “Dude, that wasn’t what you said when I saw you say it over here. Over there it mattered. And over here it just sound like some canned response.” And we’re so busy trying to deliver what we think everybody wants us to say, and what they really want is what you know, what you believe, what you know to be true. Just live on what’s real and what you can actually back up.
You know what? In our world, in our language, we call that authenticity. Just be authentic. I think you’re spot on with that Jim, is that there’s too many people nowadays in business because of social media, because of what people think they might, what somebody might say or not say or what they might think or what they might not think, they come across as is overselling. They come across as saying something that they’re not and really what people are looking for, and it really matter what sector you’re in or what industry you’re in, just show up authentically. We’ve lost so much of that today. What are some things that you share with your folks on how to do that?
The first part is getting crystal clear. You have to have a great relationship with the truth. That’s one of the biggest challenges because when you can speak the truth, then it does two things. It allows you to actually tell what you can do and what you’re capable of and you trust yourself.
Now, anybody listening to this, how many times has this happened to you? You get off of a sales call and you go, “Oh man, if I would’ve just said this or if I would’ve just said that.” It was not because you didn’t think of it, because you did think of it, you were just too afraid to tell them it because you knew if you said it, they might not like you. So you held back the truth and that truth is what was going to move the needle, move them forward, and make the difference. You’ve got to start learning to trust your instincts because they’re there for a reason. You know they need to be doing something different. If somebody is saying something and you’re like, “Boy, I don’t even know if he’s really telling me the truth right there,” but you’re only saying it to yourself, you have failed that potential client.