359: When a buyer agrees, it marks the start of benefits that accrue with guest expert Rob Cornilles

Rob Cornilles, author of The Sales Game Changer: How to Become the Salesperson People Love

Bill Ringle and Rob Cornilles discuss how when guided by the correct principles, selling becomes a vehicle for mutual benefit based on trust, not tricks and gimmicks that cause remorse.

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth. My Quest for the Best is a top-rated small business podcast with over 300 episodes of thought-provoking and insightful interviews with today’s top thought leaders and business experts. Host Bill Ringle’s mission with this show is to provide the strategies, insights, and resources that will unlock the growth potential of your business through these powerful conversations.

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Interview Insights

Top 3 Takeaways from this Interview

  • Selling is not about closing but opening a strong, long-lasting, and mutually beneficial relationship of trust.
  • Focus on the result you are looking for, not on the product. Think of what value the product you’re selling can give to a potential client and how it can help them accomplish their objectives.
  • Take time and effort to know what is best for your clients, do not guess or assume.

Read the Show Notes from this Episode

  • Star of the The Tonight Show, Johnny Carson, was a memorable influence on Rob. [01:28]
  • Johnny Carson’s impact on Rob reflects in how he engages someone quickly and gives people his undivided attention. [02:35]
  • What does it mean to be a ‘sales game changer’? [04:31]
  • Rob talks about why and how most salespeople are probably trained the wrong way. [06:16]
  • The first Game Changer principle: Result-centered selling. [06:52]
  • What Rob learned selling premium business packages for the Los Angeles Clippers in the shadow of the LA Lakers. [09:10]
  • Why ‘fake it ’til you make it’ will not advance your selling success and what to do instead. [10:39]
  • Rob and Bill role play an example of a sales call. [11:38]
  • Focus on the results the person or the companies you’re selling to want. [12:50]
  • Rob retells the story of Mike Keiser, a top developer of golf courses, and the dangers of guessing and assumptions. [14:03]
  • Rob talks about meeting Stephen M.R. Covey, Stephen Covey’s son. [16:25]
  • Stephen M.R. Covey’s three keys to building a relationship in sales. [17:07]
  • The importance of developing a relationship of trust. [17:31]
  • A humorous story about bad sales by a well-known hotel. [18:49]
  • Rob describes his experience working with the Portland Trailblazers, and the valuable lessons you can apply in your business. [20:54]
  • My Quest for the Best lightning round begins. [26:49]

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Expert Bio

Rob Cornilles has been transforming the way salespeople around the world sell. The first to provide sales training to the powerful and high-stakes world of sports and entertainment, Rob quickly became known as “the sales coach for sports”, consulting with more than 300 teams, leagues, and entertainment companies.

First launching Game Face Inc., in 1995, with a focus on pro sports and intercollegiate athletics, Rob has gone on to advise, coach, and mentor more than 50,000 executives at over 400 brands worldwide. Rob’s diverse clientele is found not only in sports and entertainment, but also in such sectors as tech, retail, manufacturing, media, and professional and financial services.

In the summer of 2020, The Sales Game Changer: How to Become the Salesperson People Love, became a bestseller on four continents. On his new podcast, GAME FACE EXECS, he has interviewed such prominent business and entertainment personalities as Meg Whitman, Stephen M.R. Covey, “Gold Rush” creator and star Todd Hoffman, as well as the CEOs of Columbia Sportswear, Cotopaxi, the Houston Texans, and AtHome.

Rob has been featured in The Wall Street Journal, LA Times, FOX-TV, Sports Business Journal, FOX News’s Your World with Neil Cavuto, and many other television and radio programs, newspapers, and podcasts.

Contact Info and Social Media for Rob Cornilles

Resources Mentioned During the Interview

Below are key people, places, books, quotes, websites and other resources that we discussed so you can explore further.

Books Authored by Rob Cornilles

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