Market Dominance Guys
The Best Surfer (or Sales Rep) Out There Is The One Having The Most Fun.
A lot goes into building a surfboard. In fact, depending on the expertise and the quality of the board, there can be upwards of 39 steps from start to finish. It’s not a fast process and takes a skilled surfer on the shaper to know what a particular board size or shape will do in the water. Take Dick Brewer, the undisputed 83-year-old grandmaster surfboard shaper from Hawaii. Dick has designed boards surfing legends all over the world…the big guys like Laird Hamilton and Garrett McNamara. He says he has made more than 50,000 boards in his lifetime. McNamara says, "He makes the boards that I can trust my life on." Dick doesn’t take that trust lightly since Garrett regularly hunts waves of 100-feet plus to ride. Today, Dick hand-makes about 200 boards a year, putting his crisp, neat signature on each of them with a pencil and some of his custom wood boards sell for as much as $12,000.Dick’s fundamental innovation was to shape the nose and tail of the board into a teardrop rather than an oval, allowing the board to cut into the water more precisely and help surfers ride inside the tube of the wave…this was revolutionary at the time and is credited with helping explode the skills and confidence of the big wave riders and also help newer folks try their hand at the sport. In the previous episode of the Market Dominance Guys, we compared the surfboard to the words or scripts that are used. And the surfer – the professional salesperson who wields and performs those words with an exacting tone, pace, and delivery. And so in this week’s episode, I ask our own grandmaster and sales-pitch shaper – Chris Beall, about the critical nature of the focusing on the first seven seconds of your call to establish true trust and how that simple revelation was akin to Dick’s innovation of shaping the tail of a board into a teardrop and brought about a very similar revolution into our sales craft. This is the Market Dominance Guys and this week’s episode entitled, “The Best Surfer Out There Is The One Having The Most Fun.” Dick’s fundamental innovation was to shape the nose and tail of the board into a teardrop rather than an oval, allowing the board to cut into the water more precisely and help surfers ride inside the tube of the wave. This was revolutionary at the time and is credited with helping explode the skills and confidence of the big wave riders and also help newer folks try their hand at the sport. ----------------The sponsors for our show are:ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.comUncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com.