Frank J Rumbauskas - Sales Badassery: Kick Ass. Take Names. Crush the Competition.

Kick ass.

Take Names.

Crush the Competition.

FRANK J. RUMBAUSKAS

Cover design: Paul McCarthy

Copyright 2019 by Frank J. Rumbauskas. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

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Library of Congress Cataloging-in-Publication Data:
Names: Rumbauskas, Frank J., 1973-2018 author.
Title: Sales badassery : kick ass, take names, crush the competition. / Frank
J. Rumbauskas, Jr.
Description: First Edition. | Hoboken : Wiley, 2019. | Includes index. |
Identifiers: LCCN 2018051261 (print) | LCCN 2019003426 (ebook) | ISBN
9781119546351 (AdobePDF) | ISBN 9781119546375 (ePub) | ISBN 9781119546344
(hardback)
Subjects: LCSH: Sellling. | Marketing. | BISAC: BUSINESS & ECONOMICS /
Motivational. | BUSINESS & ECONOMICS / Marketing / Direct.
Classification: LCC HF5438.25 (ebook) | LCC HF5438.25 .R856 2019 (print) |
DDC 381dc23

LC record available at https://lccn.loc.gov/2018051261

Dedicated to Agnes and Maeve, whom I love more than anything else in this world. And to my wonderful grandmother, Nannie Bea, who has always been like a mother to me. I wouldn't be who I am today without her and her unlimited, unconditional love and encouragement.

Whats your excuse, scumbag?

Gunny Sargent Hartman, Full Metal Jacket

Imagine its your third meeting with a prospect whom some might call a whalesales lingo for a prize prospect who can potentially put a lot of money in your pocket.

You ask for the order, and the objections come flying out of the prospects mouth. You wonder if theyre real or just excuses. Unfortunately, you have no way of knowing. (Yet.)

After handling them as best you can, you ask for the sale again, and during the 20 seconds of silence that feels like 20 hours, your palms are sweaty, your heart is racing, and youre secretly terrified of hearing the word no.

Finally, the silence is broken: The prospect said no. Your fear came true.

You thank the person for their time, put the paperwork back in your briefcase, and head back to the office to make your cold calls for the day and hopefully drum up some business. You put on a happy face as youre leaving but inside youre devastated and feel like a failure. You even feel contempt for that prospect.

Perhaps its contempt for yourself youre feeling.

When you return, your sales manager asks if you got the deal or not. Lacking the courage to say no, you say that theyre very interested but theyre not ready yet and youll get the deal in a few months. Back at your desk you simply move them to a later date on your sales forecast.

Whats wrong is that you had no power, no balls, and never had any to begin with. If you did, youd have gotten the sale. Youre lacking in self-confidence, and you treat prospects as superiors. You beg, chase, and otherwise supplicate to them. You see them the same way as you see your boss: as the person in charge. You even lied to your sales manager to keep his or her approval.

Now reverse the situation:

Its only your second appointment, not third, and you confidently ask for the order. You sit back in your chair perfectly calm and quietly excited to close this sale.

The prospect knows from past experience that you wont tolerate any nonsense so that strategy is avoided; however, he throws out a couple of token objections, but you know theyre not true; after all, youve been trained on how to detect lies. You ask for the order again. Youre relaxed, and the 20 seconds that pass actually feel like only 20 seconds.

The prospect says yes, signs the contract, and submits the request for the check.

He trusts you, likes you, loves the fact that youre a no-B.S. kind of person who doesnt take any shit from anyone, and is excited to start this new business relationship.

In fact, youve been so beneficial, not only in providing an ideal solution to your new customer, but also in guiding him to make a decision and say yes that hes glad to simply know you as a business associate.

You thank each other as you leave and the prospect agrees to meet you for coffee or lunch soon just to talk shop. He sees you as an equal and looks forward to meeting again. You plan on getting high-value referrals and introductions from him and, who knows, perhaps an invitation to a members-only business roundtable group. (Hint: If you can get into one of those, first make sure its legit and not based on a national franchise, then accept!)

You get back to the office and your sales manager, who depends on you to make his numbers while also fearing that youll take his job one day, says, So, did you get the deal?

He asks with a smirk on his face because he knows damn well that you did.

Your co-workers assume the manager just hands you these deals because you make sales look so effortless.

Thats because youre not a loser. Youre a Sales Badass.

Sound too good to be true? Dont worry, because its not, and it wont take a huge amount of effort or time to become one. Im not going to ask you to say certain affirmations daily or do a silly morning routine or any woo-woo crap like that.