Get Buyers to Chase You, Not the Other Way Around with Jordan Eisner

Mark McGraw sits down with Jordan Eisner to discuss what makes a top salesperson and why a winning mindset is super important in sales.

Jordan shares how to build strong client relationships, ways to ask the right qualifying questions, and why sales is never about the money but about winning.

To find our handout for this episode, click here.

Tune in to hear why curiosity is a salesperson’s greatest asset, how to approach networking the right way, and ways to get your buyers to convince themselves that they need to buy.

• Jordan starts by describing his journey from consulting to sales.
• Mark and Jordan agree that sales is never about the money. While money is a great reward, it’s not the real reason top salespeople thrive. The true motivator is the thrill of winning and consistently delivering results.
• The key traits to look for when hiring salespeople. Jordan and Mark break down the qualities that separate average salespeople from top performers.
• Jordan reveals how their firm generates half of its annual revenue from existing customers. He explains how focusing on client relationships and continuously providing value makes upsells and cross-sells effortless.
• Every first Monday of the month, Jordan’s account executives are required to bring in an account and discuss why they are reaching out to them. This simple practice ensures that sales teams stay proactive in nurturing client relationships and generating referrals.
• Mark on the most underutilized way to get new business. Referrals are one of the easiest yet most overlooked ways to generate new sales opportunities. Mark shares how leveraging a “referral tree” can help build a steady pipeline of warm leads.
• How to build a strong sales culture. According to Jordan, a high-performing sales team is not built on just numbers and driving sales—it’s built on the environment you create.
• Jordan explains how a strong culture of support, accountability, and shared success can lead to better team performance.
• Why micromanagement never works. Mark and Jordan agree that a "my way or the highway" approach doesn’t work in sales. Setting clear expectations and giving salespeople the freedom to execute in their own way leads to better results.
• The power of asking “why” in sales – Jordan teaches his team to always ask "why" instead of blindly following instructions.
• Learn how curiosity can make you a top salesperson. By asking the right questions and actively listening, sales reps can build stronger relationships and uncover deeper needs.
• Jordan explains that people love talking about themselves, and the best salespeople tap into this by being genuinely interested in their clients.
• What to look for in a sales rep.While money motivation helps, Mark emphasizes that the desire to win is an even stronger predictor of success. He looks for candidates who are competitive, persistent, and eager to improve.
• Jordan shares why networking should never be about immediately trying to sell. Instead, building authentic relationships and providing value first leads to more meaningful business opportunities in the long run.
• Understand that people love to buy but hate being sold to. The best salespeople don’t push—they position themselves as trusted advisors.
• Jordan shares how creating value and guiding the buyer to their own decision makes selling effortless.
• How to get buyers to convince you instead of you convincing them.
• Instead of aggressively pitching, Jordan advises asking strategic questions that get the buyer to justify their own need for the product. When done right, the prospect ends up persuading themselves.
• Mark and Jordan discuss the power of walking away from a deal and why true sales confidence comes from knowing you don’t need every deal.
• When salespeople listen more than they talk, closing deals becomes much easier. Mark explains that the best sales conversations involve asking open-ended questions that prompt the prospect to reveal their needs.
• Jordan explains why the Sandler Training  system works. Sandler Training turns instinctive selling techniques into a repeatable, teachable framework. This makes it easier to onboard new salespeople and ensure consistency in results.
• Uncover the one mistake that wastes the most time in sales.
• Jordan warns that failing to ask tough qualifying questions early in the process leads to wasted time chasing the wrong prospects.

 

 

Mentioned in This Episode:

BuildingYourSalesEngine.com/follow

Sandler.com

BuildingYourSalesEngine.com/sandler

Jordan Eisner on LinkedIn

The Goal: A Process of Ongoing Improvement by Eliyahu M Goldratt and Jeff Cox

CompliancePoint.com

BuildingYourSalesEngine.com/11