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Master Sales Class with Robert Rice

In The Sales Arena

Release Date: 10/15/2015

ITSA #075 ... 4 Keys To Bouncing Back From Adversity show art ITSA #075 ... 4 Keys To Bouncing Back From Adversity

In The Sales Arena

What is the #1 core skill all top sales people possess? What separates them from the average and below average? Their ability to bounce back from adversity, setbacks and disappointment!

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ITSA #074 ... When Is It Time To Walk Away From Bad Business? show art ITSA #074 ... When Is It Time To Walk Away From Bad Business?

In The Sales Arena

Welcome – this is another podcast on the mindset top sales pro’s have. Last week we talked about dealing with “NO” and the feedback was awesome so keep it coming!  

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ITSA #073 The 4 Mindsets & Attitudes ALL Top Sales People Have In Common!  show art ITSA #073 The 4 Mindsets & Attitudes ALL Top Sales People Have In Common!

In The Sales Arena

This is a reprise of one of our most popular episodes. We trust you will enjoy it ... 

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ITSA #072 ... 6 Ways Top Sales Pros Deal With No show art ITSA #072 ... 6 Ways Top Sales Pros Deal With No

In The Sales Arena

Today we are going to take a step back from the strategic and tactical and discuss an important mindset! How do we handle the word NO!!! It will dictate how far we can go in our sales careers!!!

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ITSA #071 This Episode Is For Sales Rockstars ONLY! show art ITSA #071 This Episode Is For Sales Rockstars ONLY!

In The Sales Arena

This is a reprise of one of our most popular In the Sales Arena episodes. We trust you will enjoy it ...

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ITSA #070  “4 Things We Can All Learn  from a Learning Experience.”  show art ITSA #070 “4 Things We Can All Learn  from a Learning Experience.” 

In The Sales Arena

Welcome to a reprise of one of our most popular shows from the past! I trust you will enjoy this timeless content ... 

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ITSA #67 ... What are you going to do this year that's BIG?  show art ITSA #67 ... What are you going to do this year that's BIG?

In The Sales Arena

Welcome! Today we are in the fourth week of our Four-Part Series of questions to use individually and collectively, personally and professionally, to make 2016 the BEST YEAR EVER!  Let’s review the Four Questions: What is working in our lives/business, and how can we do more of it? *By “work,” I mean giving you a great ROI for the amount of time you spend. Remember, to know WHAT is working, you have to know WHY it’s working.   What is NOT working, and how do we get rid of it or make it work? *This is the most powerful and most valuable question to consider.   What...

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ITSA #066 ... What New Thing Do You Want to Do this year? show art ITSA #066 ... What New Thing Do You Want to Do this year?

In The Sales Arena

Welcome gang!  We are in the 3rd part of the 4 part series of 4 questions you should ask yourself to make 2016 your best year yet. So far we have asked ourselves: What’s working and how do I do more of it? What’s not working and how do I get rid of it, or make it work?   Today’s question is question number 3: What do I want to do this year that is new? “In times of change, Learners will inherit the earth.  While the learned will find themselves beautifully equipped to deal with a world that does not exist.”   Professionally: Take a training class, be a better...

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ITSA #065 ... What is Not Working for You and How Can You Make It Start Working? show art ITSA #065 ... What is Not Working for You and How Can You Make It Start Working?

In The Sales Arena

Welcome! Today is Part 2 in a series that will run through mid-December. We are discussing the Four Questions to ask ourselves personally and professionally to prepare ourselves for a successful 2016.  Last week’s question was: What is working right now and how do we do more of it? Today’s question is my favorite one, and it has provided more value to me than any other: What is not working, and how do I get rid of it (or make it work)?   What does it mean for something NOT to be working? It may have value, but you may not be getting a great ROI from it.  Jim shares three...

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ITSA #64 ... 4 Questions to Ask Yourself To Make This Your Best Year Ever! show art ITSA #64 ... 4 Questions to Ask Yourself To Make This Your Best Year Ever!

In The Sales Arena

Welcome! As we look toward the end of the year, we will be going through a series of questions over the next few weeks. These questions have been pivotal in our family to help plan for beginning a new year. These questions can be answered personally, professionally, and collectively—in a family or as part of a company. Each question should be addressed in each category. Question #1: What is working RIGHT NOW, and how do I do more of that? This question helps me think about things that are going well, like securing new clients, managing existing clients, selling a specific product, executing...

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Welcome to another Master Sales Series Interview!  My guest is Robert Rice, who is a VP with Buckley Oil, which sells chemicals, solvents, and lubricants.  Rob is a young sales rep who is a friend and co-worker of my son.  I have hunted and fished with Rob and watched him get married and build his family.  I’m excited to have him on the show and share his sales knowledge with us today!

Rob shares the following about his successful career:

  • Rob likes to focus on the small customers and mid-level customers, selling HIMSELF to them, and not just selling another commodity.
  • Early in his career, Rob struggled with realizing that the success  that he desired is a process and takes time.   He admits that he struggles today with multitasking and keeping focused on the task at hand.
  • Rob believes that even as a company VP, he should devote time each day to cold-calling on potential customers to maintain his skills and help grow the business.
  • Rob identifies his biggest strength as his “You” attitude.  He always asks customers, employees, and even vendors, “What can I do for you?”
  • Rob credits his sales attitude from his father, who is also in sales. 
  • Rob keeps his attitude sharp by not letting the word “NO” bother him, and by living according to his faith.
  • Performance-based incentives have given Rob and his family the life they’ve always wanted with security and stability.
  • Rob’s advice is to be in a profession that will give you the life you want.  Find someone who does the job well and duplicate their work.  Be honest and ask a lot of questions.

Rob has great advice for someone who hasn’t even turned 30 yet!  Follow his tips to put more success  in your sales career.  Thanks for joining me for this informative interview with Rob!