{"id":23396220,"date":"2024-03-06T21:04:26","date_gmt":"2024-03-06T21:04:26","guid":{"rendered":"https:\/\/www.vendasta.com\/blog\/?p=23396220"},"modified":"2026-01-21T22:33:36","modified_gmt":"2026-01-21T22:33:36","slug":"exposing-strategies-to-10x-your-sales-growth","status":"publish","type":"post","link":"https:\/\/www.vendasta.com\/blog\/exposing-strategies-to-10x-your-sales-growth\/","title":{"rendered":"707: Exposing Strategies to 10x Your Sales Growth | Joe Ingram"},"content":{"rendered":"<p>[et_pb_section fb_built=&#8221;1&#8243; admin_label=&#8221;section&#8221; _builder_version=&#8221;4.16&#8243; global_colors_info=&#8221;{}&#8221;][et_pb_row admin_label=&#8221;row&#8221; _builder_version=&#8221;4.16&#8243; background_size=&#8221;initial&#8221; background_position=&#8221;top_left&#8221; background_repeat=&#8221;repeat&#8221; global_colors_info=&#8221;{}&#8221;][et_pb_column type=&#8221;4_4&#8243; _builder_version=&#8221;4.16&#8243; custom_padding=&#8221;|||&#8221; global_colors_info=&#8221;{}&#8221; custom_padding__hover=&#8221;|||&#8221;][et_pb_code _builder_version=&#8221;4.27.4&#8243; _module_preset=&#8221;default&#8221; global_colors_info=&#8221;{}&#8221;]<script async defer onload=\"redcircleIframe();\" src=\"https:\/\/api.podcache.net\/embedded-player\/sh\/4f451305-e5b4-4878-b293-63e3057356b8\/ep\/0389a35f-26f8-4258-b1c7-3b7fe46c4efe\"><\/script><!-- [et_pb_line_break_holder] -->    <\/p>\n<div class=\"redcirclePlayer-0389a35f-26f8-4258-b1c7-3b7fe46c4efe\"><\/div>\n<p><!-- [et_pb_line_break_holder] -->    <\/p>\n<style><!-- [et_pb_line_break_holder] -->    .redcircle-link:link {<!-- [et_pb_line_break_holder] -->        color: #ea404d;<!-- [et_pb_line_break_holder] -->        text-decoration: none;<!-- [et_pb_line_break_holder] -->    }<!-- [et_pb_line_break_holder] -->    .redcircle-link:hover {<!-- [et_pb_line_break_holder] -->        color: #ea404d;<!-- [et_pb_line_break_holder] -->    }<!-- [et_pb_line_break_holder] -->    .redcircle-link:active {<!-- [et_pb_line_break_holder] -->        color: #ea404d;<!-- [et_pb_line_break_holder] -->    }<!-- [et_pb_line_break_holder] -->    .redcircle-link:visited {<!-- [et_pb_line_break_holder] -->        color: #ea404d;<!-- [et_pb_line_break_holder] -->    }<!-- [et_pb_line_break_holder] --><\/style>\n<p><!-- [et_pb_line_break_holder] --><pee style=\"margin-top:3px;margin-left:11px;font-family: sans-serif;font-size: 10px; color: gray;\">Powered by <a class=\"redcircle-link\" href=\"https:\/\/redcircle.com?utm_source=rc_embedded_player&#038;utm_medium=web&#038;utm_campaign=embedded_v1\">RedCircle<\/a><\/pee>[\/et_pb_code][et_pb_text _builder_version=&#8221;4.27.4&#8243; _module_preset=&#8221;default&#8221; hover_enabled=&#8221;0&#8243; global_colors_info=&#8221;{}&#8221; sticky_enabled=&#8221;0&#8243;]<\/p>\n<p>Discover the secrets to skyrocketing sales with our latest\u00a0<a href=\"\/blog\/podcasts\/\">Conquer Local podcast<\/a>\u00a0episode featuring\u00a0<a href=\"https:\/\/www.linkedin.com\/in\/joeingram\/\">Joe Ingram<\/a>, the\u00a0<a href=\"https:\/\/thegeniuslinks.com\/\">Sales Genius<\/a>\u00a0himself!<\/p>\n<p>With over 30 years of expertise and a staggering $1.7 billion in sales, Joe has revolutionized sales strategies, earning a reputation for delivering outstanding results across various industries.<\/p>\n<p>Join us as Joe unveils his transformative approach, blending humour and real-life scenarios in an \u201cedutainment\u201d style that simplifies complex ideas. From turning struggling dealerships into #1 performers to extending his prowess beyond the automotive realm, Joe\u2019s insights are a must-hear for sales teams, Business development departments, service teams, and management staff.\u00a0<\/p>\n<p>Don\u2019t miss out on this episode packed with actionable tips to supercharge your sales game!<\/p>\n<p><em>Conquer Local is presented by\u00a0<\/em><a href=\"\/\"><em>Vendasta.<\/em><\/a><em>\u00a0We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about\u00a0<\/em><a href=\"\"><em>Vendasta\u2019s Affiliate Program<\/em><\/a><em>\u00a0and how our listeners (like yourself) make up to $10,000 off referrals.<\/em><\/p>\n<p><em>Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the\u00a0<\/em><a href=\"https:\/\/academy.vendasta.com\/\" target=\"_blank\" rel=\"noopener\"><em>Vendasta Academy.<\/em><\/a><\/p>\n<h2><strong>Exposing Strategies to 10x Your Sales Growth<\/strong> <\/h2>\n<h3><strong>Introduction\u00a0<\/strong> <\/h3>\n<p><strong>Jeff Tomlin:<\/strong>\u00a0Welcome to the Conquer Local Podcast! Our show features successful sales leaders, marketers, thought leaders and entrepreneurs who will inspire you with their success stories. Each episode is packed with practical strategies, as our guests share their secrets to achieving their dreams. Listen in to learn the highlights of their remarkable accomplishments and get tips to revamp, rework, and reimagine your business. Whether you\u2019re a small business owner, marketer, or aspiring entrepreneur, the Conquer Local Podcast is your ultimate guide to dominating your local market. Tune in now to take your business to the next level!\u00a0<\/p>\n<p>I\u2019m Jeff Tomlin and on this episode, we\u2019re pleased to welcome Joe Ingram.\u00a0<\/p>\n<p>Joe is a renowned sales expert and consultant with over 30 years of experience and with over 1.7 billion in sales. He\u2019s revolutionized sales techniques across various industries and excels in simplifying complex strategies, making them accessible to professionals of all levels through his engaging \u201cedutainment\u201d approach. I love it, blending humour and real-life scenarios.<\/p>\n<p>His expertise spans many industries offering comprehensive guidance to sales teams, Business Development teams and service, and management teams. Beyond the automotive realm, Joe\u2019s prowess extends to diverse sectors, including real estate, software sales, moving companies, chiropractors, and automotive, consistently delivering remarkable results.<\/p>\n<p>Get ready Conquerors for Joe Ingram coming up next on this week\u2019s episode of the Conquer Local Podcast.<\/p>\n<h4><strong>Joe Ingram Discusses his Sales Background and Childhood Experience Selling Candy.\u00a0<\/strong> <\/h4>\n<p><strong>Jeff Tomlin: And\u00a0<\/strong>his podcast is Sales Genius, it\u2019s Joe Ingram joining us here on The Conquer Local Podcast. How are you doing, Joe? Welcome.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>I\u2019m doing amazing. Thank you for having me on. Completely honoured to be here.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Well, honoured to have you. How are you doing?<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Things are good. The sun\u2019s out, it\u2019s about 70 degrees so I\u2019m okay with that.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah. Yeah, you would be. I\u2019m in Northern Canada, I\u2019m not 70 degrees. But I won\u2019t complain.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>California, we don\u2019t know what weather is.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah, right. Well, I\u2019m not complaining.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>It\u2019s supposed to change during the year? What happened?<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah, I know. Well, we tell ourselves that the seasons are rejuvenating, that\u2019s the positive spin on the ice-cold winter. Well hey, really it\u2019s awesome to have you here. I love having the sales guys on my podcast and talking about sales stuff. Hey, you\u2019ve got a fantastic background. It started in the automotive space. Tell me a little bit about the path from there to where you\u2019re at now, and what that looked like, and how you got from A to B.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Sure, absolutely. I cut my teeth in sales selling candy bars for little league, but nobody ever counts that.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>No.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>For baseball little league, but you had to do that.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>That\u2019s sales.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>That\u2019s sales.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>It is. It\u2019s hardcore sales, yes. But it teaches you to play your warm market to your advantage.<\/p>\n<p><strong>Jeff Tomlin:\u00a0\u00a0<\/strong>By the way-<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>So I\u2019m an electrical engineer \u2013<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>By the way, did you outsell all the other kids?<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>For some reason, I was always in the number two, number three spot. Somebody always had the leverage to a dad that worked in a corporation that had 1000 employees that they could go get their boxes done.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>No, no.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>I remember doing that when I was a kid. I grew up bowling and we had to sell chocolate covered almonds. I took great pride in selling out my box. Anyway, sorry to interrupt you.<\/p>\n<h2><strong>Electrical Engineer turned Successful Automotive Sales Trainer and Consultant.\u00a0<\/strong> <\/h2>\n<p><strong>Joe Ingram:\u00a0<\/strong>That\u2019s fantastic. No, it\u2019s all good. Electrical engineer that went into sales. I went into sales within a criminal defense law firm first, building inside teams, outside teams, was very successful. Then, transitioned to automotive. When I got into automotive, literally I went to work for a large corporation that had 300 dealerships across the United States. For me, coming from aerospace manufacturing when I was an engineer, I was like, \u201cWow, this red tape over here in automotive is nothing like I had with the government,\u201d and going through all the stuff. It was easier to excel and expect certain things that would happen, and the processes just made more sense to me from where I came from. I excelled really quickly. I took dealerships that were doing five or 600 units a month and took them to 1000 units a month. Took them to become number one, number two, number three in the nation.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Amazing.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Out of 20,000 dealerships. It was one of the things that you want to \u2026 For me, I founded my passion for cars, and then the passion to win and dominate, those came up pretty easy. In that industry, it was good. I did it several times, throughout my years in the automotive space, where I ended up taking dealerships, I\u2019ve taken several stores to 1000 units a month. In context, the average dealership across the United States sells 89.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Wow.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>To sit back.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Unbelievable.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>I get to laugh and go, \u201cThat\u2019s more than 10X, Grant.\u201d Yeah.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Big numbers.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>That built me \u2026 Yeah. That built me the brand and the knowledge space that I could help other dealerships. Then, I went into automotive training at a time where one of the owners decided I made it look too easy when I turned around his dealership in less than a year to be profitable. He thought, \u201cGreat. I\u2019ll give this job to one of my best friends who\u2019s never done it because Joe\u2019s got it dialed in.\u201d He gave it to him, and then let me go. At that point I said, okay I\u2019m just going to \u2026 I talked with my bride, she said, \u201cJust go train people, that\u2019s what you love to do. Go and do that.\u201d I was like, \u201cOkay.\u201d Because of my knowledge in the business, because of the turnaround I just did, and to spite the owner that gave away my job, I literally went to all of the competitors around that location, because there was eight of them within 30 miles. I went to all of them and say, \u201cHalf off training, so that we can make sure this guy suffers and doesn\u2019t have the market share that I built for him.\u201d<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Nice.<\/p>\n<h3><strong>Joe Ingram Started his Company in Automotive and Expanded to Different Industries.\u00a0<\/strong> <\/h3>\n<p><strong>Joe Ingram:\u00a0<\/strong>I had five of the eight say yes, so that started my company and off I went in automotive. From there, I had other people reach out and say, \u201cHey, you\u2019re really good at that stuff, the sales stuff.\u201d I was like, \u201cOkay, I\u2019m not arguing.\u201d Then they said, \u201cCan you do it in this arena? Can you do it with this? Can you do it with this?\u201d I was like, I think it\u2019s going to be the same. I think a lot of them are copy-paste. There\u2019s going to be some uniqueness added to it, but let\u2019s go play the game. I ended up in multiple industries, just because sales is about people and since sales is about people, you can swap the product out on a good salesperson and they will run with it. It\u2019s just those best practices, copy-paste into another industry. I did software sales. Video gaming platforms. I worked with video gaming platforms on how to get people to bump within the game, to buy new things.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>And stuff like that. Again, playing the psychology game, personality game, things like that, is what I love to do. That\u2019s how I ended up where I\u2019m at now.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Which is training companies on sales and increasing profitability.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>I love that. I\u2019m just starting to learn this. Tony Robbins talks about patterns in life and the three competencies. Being able to use patterns, being able to implement patterns, and then being able to develop new patterns. Or, recognize, implement and develop new ones on your own. Yeah. I get what you\u2019re saying. In sales, there are patterns to success.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>It\u2019s cool that you were able to replicate that across different industries. In doing sales training, you have an edutainment, you call it, approach.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Yes.<\/p>\n<h4><strong>Joe Ingram uses Humour to Educate and Entertain his Audience.\u00a0<\/strong> <\/h4>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>I love that moniker. By the way, before you tell us what that\u2019s all about, I was having a chat with the crew. I was telling them about this conversation I was having with my son. My son\u2019s name is Jack. I was saying, \u201cJack, I\u2019ve got to create a little bit more humour in the podcast, make it a little more entertaining.\u201d He says, \u201cWell, Dad, you\u2019re not really that funny.\u201d I said, \u201cWhat do you mean? I\u2019m funny.\u201d He goes, \u201cWhat do you mean, Dad? Funny, ha ha, or funny looking?\u201d<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Yeah, it\u2019s not all about looks. Come on. Yeah.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Since when do you know Joe Pesci?<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Right, exactly. Exactly.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Tell us about the edutainment approach.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>It was something that I instinctually do, as I went through life. In my house, you had to be a smart Alec, you had to have humor. I learned from my dad early on, who owned his own business, when people \u2026 My dad owned gas stations. But people would drive three, four miles out of their way in the morning commute to come pull into the driveway. I\u2019ve been pumping gas since I was seven years old, working there. All of a sudden, these people pull up and they pull into the full serve side, honk the horn. I\u2019m like, \u201cYou want gas?\u201d They\u2019re like, \u201cNo, no. I need to talk to Joe Sr.\u201d<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Then he would come out and they\u2019d go, \u201cOkay, I\u2019m running late but give me the joke of the day so that when I get to the office, I can be funny.\u201d<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Love it.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>He would come out, tell them a joke, they\u2019d laugh, and then they\u2019d go another mile or so, and get back on the freeway and head to work. But I also realized all of those people also brought their vehicles to the back shop that we had, the repair shop.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>They always had their car with us. I was like, \u201cWow. Dad is funny, teaches them how they can be funny,\u201d and then all of a sudden, they trust him with their vehicle and their work, where they could go to a dealership or go some place else.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Amazing.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>For me, I was on a livestream with the actor, Glenn Morshower, he was in 24 and a whole bunch of other shows.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>He looked up and he said, \u201cJoe, you are the personification of the word edutainment.\u201d I was like, \u201cWow, thank you.\u201d Then I go, \u201cI have no idea what that means.\u201d I sat down and then I looked at it. It\u2019s education and entertainment put together. Then when he said that, I was like, \u201cWow,\u201d when I look at everything I do. I always start trainings. If I\u2019m going to educate you, we\u2019re going to laugh, we\u2019re going to have fun. Because the second I can get you to laugh, if you laugh with me, or even at me I\u2019m okay with that, but if you laugh, it checks the ego.<\/p>\n<h2><strong>Laughing Breaks Down Barriers and Opens the Mind to New Ideas.\u00a0<\/strong> <\/h2>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>You can\u2019t laugh at something somebody says and still maintain, \u201cI\u2019m better than you.\u201d<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah, yeah.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>In that capacity, I get to break the barrier down. Now I know, once you\u2019re laughing, that I can now input things into your mind that goes in unfiltered.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>That helps me to get that in, so they learn more, they take away more and they can implement it sooner because they\u2019re not going with the preface of, \u201cI don\u2019t like you, you\u2019re not like me, I\u2019m better.\u201d<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>As soon as you take away that block, then all of a sudden, you have access to the unconscious and you get to excel.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>I love that. By the way, I\u2019ve seen that in all sorts of different examples in life. I have been to tons, and tons, and tons of conferences. Someone gets up on stage and starts giving the conference talk, everyone\u2019s heads in their laptops. Someone gets up on stage and says something entertaining, whether it\u2019s something funny or they get the crowd\u2019s attention, and all of a sudden, I get it. You can put stuff into their head and they\u2019re receptive. I love that.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>You\u2019ve got a moniker here, \u201cNever be normal. Normal people get normal paychecks.\u201d<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Absolutely.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>I love that. Before I turn it over to you to talk about that a little bit, I\u2019ve got a story from my background. I got started in the software space, back in 2002, in a real estate software company. Our CEO and my partner here, Brendan King and I, worked at that company together. We started going to conferences. A little software company in Western Canada and we started going to these big real estate shows down in the United States. It\u2019s really hard to break into a new audience, big executives. How do you break the ice?<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Especially when you talk funny.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Exactly! Especially when we can\u2019t say about.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Yes, exactly.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>One thing we did before one conference, and I don\u2019t know, I don\u2019t remember it being conscious or not, but we got these really loud shirts. Everyone else is dressed in suits. The one thing I noticed is that, all of a sudden, in the networking events, we were way more approachable than everybody else. What went from being work, to go and put ourselves out there, and introduce ourselves to people, people would come to us and say, \u201cHey, who are the Canadians over there in the crazy shirts?\u201d<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>That\u2019s my little story around it. I love this saying, \u201cNever be normal. Normal people get normal paychecks.\u201d Tell me a bit about your perspective on that.<\/p>\n<h3><strong>Success comes from Thinking Differently.<\/strong> <\/h3>\n<p><strong>Joe Ingram:\u00a0<\/strong>Perfect. I sat down and I started tracking the successful \u2026 Who\u2019s the top 1% in their industries? I looked at all the things and I said, \u201cOkay, we can all agree that Michael Jordan had a different mindset than everybody else.\u201d It wasn\u2019t just to be good at something, it was to be the best at something. And then I looked and I said, \u201cHis check, compared to everybody else on the same team, was a lot larger.\u201d Then when you look at it \u2026 Again, I\u2019m not a sports freak, I just looked to see where the money was. I go, \u201cBill Gates, not your normal programmer.\u201d If you look at it, when you say regardless of political affiliation, Trump, as a business man, was not normal in the way he looks at things. If you and I, Jeff, we look at an empty lot, we\u2019d go, \u201cOh, that\u2019s an empty lot.\u201d He looks over and sees Trump Tower.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Bill Gates looks at something. You go, \u201cLook at this.\u201d He\u2019s like, \u201cI can probably get that to fit on the head of a pin. That\u2019s what I want to do.\u201d You\u2019re like, \u201cWhat? How do we do this?\u201d<\/p>\n<p>I looked at it and started tracking everything. I said everybody takes an approach, not necessarily is it a disruptive approach. It\u2019s not like they\u2019re going, \u201cI have to destroy an industry to do this.\u201d But you have to be able to see things at a level that is different, and you can\u2019t say, \u201cI\u2019m doing the same thing.\u201d<\/p>\n<p>My story with that was my kids grew up with me telling them that, going through that. They could never come home and say, \u201cDad, can I get this scooter? Because everybody\u2019s got one.\u201d Because as soon as they said that, I said no. I\u2019m like, \u201cThat would make you normal.\u201d<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>They always had to come up, \u201cBecause no one else can afford it,\u201d or because this \u2026 They\u2019d always have to be creative enough to give me an excuse. But I got that phone call from the ex-wife one day after school. She\u2019s driving back with the kids, and she calls me and says, \u201cOh, you want to know what your son did?\u201d I\u2019m like, \u201cWell, let\u2019s see. He took number one in the state for math and English on the test that they give to all the students. I\u2019m assuming you took credit for that and I don\u2019t get credit for that. So what did he do wrong?\u201d She says, \u201cOh my goodness, the teacher told him, \u2018Go sit down, don\u2019t be disruptive in class.\u2019 He said, \u2018Okay, I\u2019ll go sit down.&#8217;\u201d But he was helping other students understand what he had already grasped and they weren\u2019t getting it with the teacher, so he went to go help them. She sat down and said, \u201cGo sit down.\u201d He was like, \u201cOkay,\u201d goes and sits down. They continue to ask him questions from his desk. Then she looks at him and she goes, \u201cMason!\u201d She\u2019s like, \u201cSeriously, sit down and be normal for five minutes.\u201d He looks at her and he goes, \u201cI\u2019m going to sit down and just be quiet, because I think that\u2019s what you want.\u201d This is fifth grade. He says, \u201cBecause I believe that\u2019s what you want, but I can\u2019t be normal.\u201d She\u2019s like, \u201cDon\u2019t talk back.\u201d He\u2019s very well-spoken. He\u2019s like, \u201cI\u2019m not being disrespectful.\u201d He goes, \u201cI will just sit here.\u201d She goes, \u201cBe normal for five minutes!\u201d He goes, \u201cI won\u2019t be normal!\u201d She goes, \u201cDo you want to go to the office?\u201d He goes, \u201cNormal people get normal paychecks, and I can never be normal.\u201d She wrote him up and sent him to the principal\u2019s office. They get this thing back.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Thanks, dad.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>As she said that, I\u2019m sitting there as his mother\u2019s telling me that, I go, \u201cHell yeah!\u201d She goes, \u201cWhat?\u201d He\u2019s sitting next to her and he goes, \u201cTold you he wouldn\u2019t be mad.\u201d I was like, \u201cYou realize why he got sent to the principal\u2019s office?\u201d She goes, \u201cWhy?\u201d I go, \u201cBecause he called out the teacher who\u2019s normal and that made her say, \u2018Ugh, you need to go someplace else.&#8217;\u201d I said, \u201cI am so beyond proud, you have no idea.\u201d<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Ah.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>She was like, \u201cUgh, that\u2019s part of the problem.\u201d I\u2019m like, \u201cSure it is.\u201d<\/p>\n<h4><strong>Misconceptions about Sales Hinder Performance; Focus on Building Relationships First.<\/strong> <\/h4>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Ah. Not to put you on the spot, but can you think of a time when either your team or someone you\u2019ve been working with has challenged the status quo in either their marketing or their business practice and it created an out-sized reward for them?<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Yeah, absolutely. One of my clients right now \u2026 Everybody knows AI, AI, AI. We all talk about robots taking over the world and stuff. But the earlier adapters to something. When I got access to ChatGPT, I jumped right in. I called another guy who\u2019s a sales trainer on the East Coast and we were giving it the same questions to see if we got the same answer. We started embracing it and going through it. Then, I have clients that are like, \u201cI\u2019m not giving my business to AI.\u201d I\u2019m like, \u201cOkay.\u201d Normal is what they\u2019re thinking, \u201cDon\u2019t give it to it,\u201d because they\u2019re afraid of what it\u2019s going to do with nobody checking it. I went and created mini coaches that are all AI-based, so it requires the employee to ask the coach for the question, or to write an email, or to do things and give it to them. It\u2019ll give it to them as if it was me coaching them. I built that out. That\u2019s not the never-be-normal part. It\u2019s the client who goes, \u201cLet me try it. I\u2019ll do that because it has people involvement along with the AI.\u201d Then all of a sudden, he comes back and goes, \u201cWhat just happened to this department?\u201d<\/p>\n<p>We have that department. I love the virtual prospect becoming a sold product or service. The people that are reaching out over the internet, sending you requests or social media, chats, texts, things like that, where you\u2019re not face-to-face, all of a sudden, all of their responses became better because it was almost as if I did all the responses for the hundreds of requests that came in. We saw an increase of three, and on the best side eight percent, closing on lead to a sold product.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Wow.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>To them, they were like, \u201cThat literally changed my entire business because of it.\u201d I told them. I said, \u201cSee? Normal people get normal paychecks because your competitors aren\u2019t doing that.\u201d The fact that the customer whose virtual to you got a better response that kept their perception of you up here meant you don\u2019t have to discount. It means you don\u2019t have to do any of the stuff that is there, that everybody normally has to do. But you\u2019re talking a million plus a year to one person\u2019s business.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>That\u2019s fascinating. People have inceptions or ideas around what sales is like. Tell me, is there a set of misconceptions that you commonly see that people have about sales and the sales process? If they could break through these things, they could drastically increase their performance.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Yeah, absolutely. Well again, here\u2019s one of the things that holds a lot of people back. If you\u2019ve ever given an excuse to somebody and you said, \u201cWell, I just don\u2019t have the time.\u201d And they said, \u201cOkay,\u201d then your brain goes, \u201cHey, that one works.\u201d It keeps those things locked up in your head. Your pre-conceived notion as you walk in, as a salesperson, whatever excuse you\u2019ve ever given to get out of something, you have to respect it from the prospect. When the prospect tells you they don\u2019t have enough money, they don\u2019t have enough time, don\u2019t have whatever, you\u2019re like, \u201cWell, I wouldn\u2019t want anybody to call me on the BS, so I\u2019m going to have to tell them I understand and that\u2019s it.\u201d<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Most people view salespeople as a hurdle to getting a product, which is why the models of Amazon, or eBay, or somebody works better because we took out the fact that you\u2019re being sold to so obviously. To me, the answer is if you view sales as bad, and I\u2019m not one of those people that go, \u201cOh my goodness.\u201d Trust me, I come from automotive. Everybody thinks the used car sales guy is out to just take your head off and their hand\u2019s in your pocket the second you say hi. But it\u2019s not that case. My goal is to transform everybody\u2019s sales process to be more communicative as opposed to being more, \u201cDo you want to buy or not?\u201d I think that\u2019s where we lose a lot of people is that our intentions are wrong, which means they feel it, and they decide they don\u2019t want, \u201cI can\u2019t do anything with you.\u201d I tell people four steps. Like, listen, believe and buy. That works for every friendship you\u2019ve ever had, any relationship you have with a spouse, whether your kids get along with you. All of these things happen, but it\u2019s the same thing in sales. If I don\u2019t like you, we\u2019re not getting to sold.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>We\u2019ll get to sold 23% of the time, and that\u2019s because you\u2019re the only one with the product or you made it cheap enough for me to tolerate you.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>There you go.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>But the rest of the time, you have to. 77% of the time, it\u2019s because you started with the like, made it through the listen, and then, \u201cI believe what you\u2019re saying,\u201d and now I can trust you enough to buy.\u00a0<\/p>\n<h2><strong>Sales Communication: Adapt Language, Focus on Results, and be Relatable.\u00a0<\/strong> <\/h2>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Joe, I love your perspective on things. Entertain, be humorous, be different, don\u2019t be normal.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Your approach, the way that you think about sales and what sales should be. Give the audience three takeaways. If there are two or three things that you want them to think about, leaving the conversation here, what would those things be?<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>I\u2019m going to tell you guys right now, the way you communicate face-to-face does not work on email, text and phone. Most people don\u2019t realize that. I have to change my language in every one of those mediums.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>As looking at that, again, you\u2019re texting somebody, only if you\u2019ve only known them and met them can you get a visualization of that person. I tell people all the time, you need to be in the direct communication with somebody but remember the medium. That\u2019s the first thing I\u2019m going to say, because your language has to change.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>The second thing I\u2019m going to tell everybody is that you are responsible for results. I do not believe sales is a relationship game. I argue with all the bigwigs that go, \u201cIt\u2019s all about relationships.\u201d I go, \u201cIt\u2019s all about results.\u201d My relationships come after I\u2019ve consistently delivered you results. Focus not on being their best friend, focus on being the one that\u2019s getting them better results. Then, the friendship will actually be real. I don\u2019t want to say, \u201cGive me a check because you like me.\u201d<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>I want to say, \u201cGive me a check because of the ROI on what you get from what I do.\u201d<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Yeah.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>That\u2019s what I look at and say you need to be focused on that one. Then, the third thing I\u2019m going to tell everybody is to understand, this is the takeaway, it\u2019s not about who you are, it\u2019s about who you need to be for the prospect to buy from you. We are all cut from the same cloth, there\u2019s four personality types. We all share some part of the same. Utilize the part that matches with the person you\u2019re dealing with. I\u2019m not telling anybody to be fake. I\u2019m saying utilize that part of your personality that that person needs you to be so that they can feel comfortable enough to buy from you. Instead of going, \u201cI\u2019m me, take it or leave it.\u201d Well great, guess what, you sell 20% of the time because you can only relate to 25% of the people and not all of them are ready to buy.<\/p>\n<h3><strong>Joe Ingram\u2019s Links to Training, Social Media, and Resources.\u00a0<\/strong> <\/h3>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>Love it. Words of wisdom from Joe Ingram. Hey, it\u2019s been an absolute pleasure having you on the podcast. If people wanted to reach out to you and continue the conversation, how do they connect with you?<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>The easiest way to find me anywhere on the web is go to\u00a0<a href=\"http:\/\/thegeniuslinks.com\/\">thegeniuslinks.com<\/a>. Genius L-I-N-K-S.com. That\u2019s a Linktree page. It\u2019s got sample training. It\u2019s got a link to every social media site, products, and all kinds of stuff that are there. Then for your listeners, Jeff, if they go to the very bottom, I\u2019ll make it active when we get off of the show, at the very bottom of the page they\u2019ll see a box that doesn\u2019t look like it has anything written on it. But it very lightly says, \u201cSecret Stuff.\u201d If they click on the secret stuff, it\u2019ll take them to a hidden page on my website. They can find eBooks, they can find presentations I\u2019ve done, other videos and things like that, that could help them get to the next sale.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>I love it. It was an absolute pleasure and honour having you on the podcast and I learned a lot from you. Hope that we can do this again in the future. I\u2019d love to have you back and keep picking your brain. And I know that the listeners would as well.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Piece, thank you. I\u2019m completely honoured to be here. I\u2019m glad you made time for me.<\/p>\n<p><strong>Jeff Tomlin:\u00a0<\/strong>That was a great conversation. Joe Ingram, my best to you.<\/p>\n<p><strong>Joe Ingram:\u00a0<\/strong>Thank you, buddy. Appreciate you.<\/p>\n<h4><strong>Conclusion<\/strong> <\/h4>\n<p><strong>Jeff Tomlin:<\/strong>\u00a0Wow, there you have it! Joe\u2019s entrepreneurial journey, starting from an early age and evolving from selling candy bars for Little League to becoming a sales leader, highlights the significance of adapting sales patterns across different industries. I love the edutainment approach, blending humour and educational content as a strategy in engaging and training individuals.\u00a0 The motto, \u2018Never be Normal, Normal People get Normal Pay Checks,\u2019 really resonates with a guy that thinks a shirt can be more than just a shirt.<\/p>\n<p>Another nugget is Joe\u2019s forward-thinking use of AI. As he created mini-coaches for sales departments I think it highlights the transformative power of technology in sales. The proof is in the pudding as his approach showed significant improvements in customer responses and closing rates. Finally, Joe challenges the traditional notion that sales are solely relationship-based as he\u2019s a guy that focuses on results above all else.\u00a0<\/p>\n<p>If you\u2019ve enjoyed\u00a0<strong>Joe Ingram\u2019s<\/strong>\u00a0episode discussing<strong>\u00a0Sales Training,<\/strong>\u00a0keep the conversation going and revisit some of our older episodes from the archives: Check out\u00a0<strong>Episode 633: Transforming Sales Coaching with AI\u00a0<\/strong>with<strong>\u00a0Michael Miranda<\/strong>\u00a0or<strong>\u00a0Episode 623: The PepsiCo Way: Lifelong Learning and Leadership<\/strong>\u00a0with\u00a0<strong>Jorge Alzate<\/strong>\u00a0<\/p>\n<p>Until next time, I\u2019m Jeff Tomlin. Get out there and be awesome!<\/p>\n<p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][\/et_pb_section]<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Discover the secrets to skyrocketing sales with our latest\u00a0Conquer Local podcast\u00a0episode featuring\u00a0Joe Ingram, the\u00a0Sales Genius\u00a0himself! With over 30 years of expertise and a staggering $1.7 billion in sales, Joe has revolutionized sales strategies, earning a reputation for delivering outstanding results across various industries. Join us as Joe unveils his transformative approach, blending humour and real-life [&hellip;]<\/p>\n","protected":false},"author":161,"featured_media":23396223,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_et_pb_use_builder":"on","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"categories":[1864],"tags":[],"class_list":["post-23396220","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-podcasts"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.4 (Yoast SEO v26.4) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>707: Strategies to 10x Your Sales Growth | Joe Ingram<\/title>\n<meta name=\"description\" content=\"Sales expert Joe Ingram (Sales Genius Podcast) joins the Conquer Local Podcast (Ep. 707) to reveal strategies for massive growth, leveraging AI, and adapting your sales persona to close 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