For over three decades, Neil Rogers has built a successful career in sales and marketing, working with clients in a wide range of verticals, including pharmaceutical, biomedical, manufacturing, logistics, financial services, and government defense contractors. He is the
Owner and VP of Marketing & Sales at Rogers Marketing, winner of several Million Dollar Sales awards, the Velocity Award for growth, and Heavy Hitter Awards for large accounts. Neil and his wife Lori are the creators/owners of the Positive Activity 11-Step Process, using scientifically proven activities to increase the quality of life and business through creativity, optimism, and positivity. The two entrepreneurs started the non-profit PASE (Parents Assisting Special Educators) and PASE After 21 for special needs adults. Bar Tips is his first published book, drawing on the lessons learned during his years as a bartender that Neil has applied for success in sales.
SHOW SUMMARY
In this episode of Selling From The Heart, join hosts Larry Levine and Darrell Amy in a captivating conversation with Neil Rogers, the seasoned expert in sales and marketing and author of "Bar Tips." Discover the unspoken parallels between bartending and sales, as Neil shares insights on building relationships, effective communication, and the art of hospitality. Learn how the principles from behind the bar can be the key to success in your sales journey.
KEY TAKEAWAYS
The Golden Rule in Sales: Applying the golden rule - treating others as you want to be treated - is the foundation of building long-term relationships in both bartending and sales.
Importance of a Proper Greeting: Just as a warm welcome sets the tone for a great bar experience, the first impression in sales can make or break a deal. Smile, greet, and be genuinely interested in your prospect.
Listening Skills: Drawing from Dale Carnegie's wisdom, Neil emphasizes the significance of listening to customers. Understanding their needs and preferences without interruptions is crucial for effective sales communication.
Time Management and Punctuality: Neil introduces the concept of "15 minutes is the new on time." Being punctual, managing time efficiently, and staying organized are keys to success both at the bar and in sales.
Taking Ownership of Business Problems: Neil shares a valuable lesson from his mentor about taking ownership when things go wrong. Reflect on your role in a problem and focus on solutions rather than blaming others.
Solving Problems Silently: The best way to handle business issues is to solve them without customers noticing. Neil advocates for proactive problem-solving to enhance customer experience.
QUOTES
"The only difference between a bartender and a person in a selling capacity is that customers come to them; we have to go hunt them."
"Never get a second shot at the first impression. It's the small things that matter in building relationships."
"Solve the problem without the customer ever knowing. It's the art of making things right behind the scenes."
Learn more about Neil Rogers: LinkedIn: https://www.linkedin.com/in/neil-p-rogers-cas-68a4a22/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
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