E15: Glenn Poulos: Gap Wireless Founder on Building Customer Relationships & Driving Revenue

Anyone who has spent time in the world of sales knows the importance of fostering strong customer relationships when connecting with clients and the business you work with. The striking “it” factor that so many successful salespeople possess is a combination of product and market mastery paired with an uncanny ability to foster relationships while capturing the attention and respect of clients and companies.

This week's guest is a living embodiment of just such a charismatic and effective salesman. Glenn Poulos is the co-founder, Vice President, and General Manager of Gap Wireless Inc., a leading product and service distributor for the mobile broadband and wireless markets. With over three decades of experience in sales, he has spent thousands of hours in the field or on the phone with customers and working with salespeople to help create several very successful companies.

After entering the sales field in 1985 as a Technical Sales Rep, Glenn founded his first company, MMWAVE Technologies, Inc. in 1991 and simultaneously served as President of Anritsu Electronics Ltd. for 9 years. Using his extensive knowledge and experience in the industry, he lectures groups on sales strategy, consumerism, and what motivates people at a raw emotional level.

In this interview, Roger and Glenn dive into his new book, Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling. The guys delve into the importance of finding that special something that is innately attractive about your product or service. With his signature technique, the "Tony factor," Glenn uncovers the rules and techniques to handle various sales situations, from dealing with discount requests to getting through the front door. These techniques not only capture the attention of potential customers but also leave a lasting impression.

But it doesn't stop there. Glenn also reveals the power of building relationships with customers, going beyond just selling a product. By connecting companies and providing valuable information, you can become an advocate for your customers' profitability, fostering a long-term partnership and generating mutual success. He shares a personal example of connecting two companies, resulting in increased revenue and ongoing collaboration.

Additionally, Glenn shares key insights on making a memorable first impression, navigating through the lobby to gather crucial information, and the art of saying "no" in negotiations to protect your interests and prevent future problems. These simple yet powerful strategies can make all the difference in your sales approach. Don't miss out on this enlightening episode that explores the concept of attraction, sales, and ongoing impressions. Join us as we unpack the secrets behind creating a winning sales presence and delve into the mindset shifts necessary to excel in the fast-paced world of sales.

 

Topics include:

• The Power of Persistence
• Glenn’s Key Factors In Sales
• Why Remembering Faces Matters
• The Myth of First Impressions
• Becoming Your Customer's Best Sales Rep

 

Connect with Glenn:

Website

Book

Podcast

Linkedin

Twitter

 

Glenn’s Book Recommendation: 

The Power of Now: A Guide To Spiritual Enlightenment

 

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Produced By: Social Chameleon