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  • Jared Yellin

Process versus Outcome


“My number one priority when selling anything is that the process becomes unforgettable regardless of the outcome.” -Jared Yellin


I have always been able to sell…


I mean...I was THAT KID!


THAT KID who always found a way to get what they wanted…

THAT KID who was able to get my parents to see the world through my perspective...

THAT KID who would negotiate with my kindergarten teacher if I wanted more time during recess…

THAT KID who took it upon himself to change a curriculum in 6th grade because I found it boring…

THAT KID who found a way to not take any final exams in his last semester of college…


BUT I was also THAT KID who people were happy to say YES to…


I was THAT KID that people would rally around because they knew my intention was always right…


I was THAT KID who had raving fans who wanted me to win even if they were not impacted…


I was THAT KID who had the universe conspiring for him - even if at points it seemed like the opposite - to ensure I would get what I wanted and learned a TON in the process.


I know I was THAT KID and I have held onto this awareness to this very day…


When you can SELL you have POWER...PERIOD!


You have the POWER to get what you want…

You have the POWER to make money…

You have the POWER to influence an outcome…

You have the POWER to do what most can’t…


And I know I have this POWER and I also know that I never use it unless…


The people involved in the process are WINNING while experiencing this power.


I can’t even begin to explain the number of people I have SOLD something to that would tell me, as they were buying, that what they just learned and experienced on the receiving end of being SOLD was worth the price of admission - even before they got the product, service or experience.


But please read what I am about to boldly state…


This is NOT a unique POWER of mine…


ANYONE can make the process of sales that rich, that rewarding, that special, and THAT VALUABLE for the people in the process.


Here’s my formula to make the process of being SOLD a remarkable experience...


1 - WIN-WIN or NO WIN:


I REFUSE to get a “YES” from someone unless I am certain that they are winning more than I am winning. I fight hard for 51/49 relationships where I am on the 49 side, delivering more than I am receiving.


2 - BECOME AN EMPATHETIC CHALLENGER


Most people find me to be wildly empathetic, but I would call it an empathetic challenger, which means I can feel the pain someone is in and I refuse to let them remain in their pain. I help them see that they must rise up, rise out, and get going, AND when you can do this in your sales process, your sales process becomes unforgettable.


3 - LISTEN MORE THAN YOU SPEAK


I am sure you know this cliche…


You were born with TWO EARS and ONE MOUTH for a reason…


Most people have an agenda when they are selling which is why most people are FORGETTABLE...not UNFORGETTABLE...in their sales process.


I chose to LISTEN and I mean REALLY LISTEN to what people are saying because almost everyone will sell themselves on your solution (if it’s truly a solution), but you will miss the opening if you are following YOUR agenda versus what they are saying!


4 - ASK QUESTIONS AND CARE


I have been on the receiving end of sales processes where the person is asking questions and they deeply don’t care about my response. It makes me FORGET them rather quickly, so here’s the trick…


ASK QUESTIONS and DEEPLY CARE about the response that people have because with the right question, you will get the right answer, and as long as your solution truly is a solution, you will get a YES, BUT you will miss this opportunity completely if you are only asking questions to check the box. People want to feel like you care - so GENUINELY care!


5 - TELL YOUR STORY WITH EXTREME PRECISION


One of my UNFORGETTABLE tricks is my story - which is 100% accurate - and it’s precise. I emphasize key things that matter to the person I am speaking with since I already know about them based on the questions I have asked. When you deliver your story with extreme precision, people will begin to fall in love with the messenger and the message and you will begin to step into the space of UNFORGETTABLE.


6 - MAKE THE OTHER PARTY LAUGH


Laughter is the only UNIVERSAL love language. People might not like to be touched, they might not like to get gifts, they might not live to be served, but NO ONE stands against LAUGHING!


But the only way to make someone LAUGH is if you are listening to what they are saying. Sharing your signature joke is not what I mean - it’s about listening to what someone is sharing and then finding humor in the situation while presenting a solution.


7 - HAVE THE COURAGE TO ASK FOR WHAT YOU WANT, WHEN WHAT YOU WANT IS BEST FOR THE OTHER PARTY


The universal point of failure is ASKING for the sale when it’s time to ask. 98% of people (I am making up this percentage) never ASK because of fear, overwhelm, not knowing how, etc., and what a disservice it is to NOT ask when you know that what you are asking for is what is best for the other party. SOOOO…


Become UNFORGETTABLE by ASKING for what you want when what you want is best for the other party!


8 - NEVER LEAVE THE CONVERSATION WITHOUT A “YES” IF SOMEONE IS BETTER WITH YOU THAN WITHOUT YOU


Another reason I am UNFORGETTABLE in my sales process is because I move people out of their own way. I literally will tell them…


“You are better with me than without me so let’s do this…”


That level of certainty and decisiveness is an extremely attractive and magnetic skill you can develop. BUT...only use it when it’s TRUE!


AND…


Don’t give yourself the permission to back down IF you know they are better with you than without you...PERIOD!


9 - HAVE FREAKIN FUN


WAYYYYYYY too many people HATE sales and if you HATE sales I can assure you that your SALES PROCESS will be FORGETTABLE.


So…


Have FUN!


Sales = Transformation


And I am sure you have FUN transforming things so you should have FUN selling your transformation when the other party is someone who is ready to be transformed by YOU!


But I mean it - make your process FUN, ENJOYABLE, FRIENDLY and most importantly - something you WANT TO DO over and over again.


10 - BE INTENTIONAL EVERY STEP OF THE WAY


I have had many many many people shadow my sales process and when we debrief, I explain the level of intentionality I deployed during each step of the process. EVERYTHING I do is intentional and authentic and filled with integrity. Sales don’t happen because of haphazardness…


Sales happen because of INTENTIONAL thoughts, decisiveness, and action.


My final point for you is this…


The most effective way to follow-up with someone who did not say “YES” yet is to make your sales process unforgettable.


I have people reaching back out to me BEFORE I can even reconnect with them because of the experience we shared when I was selling to them based on the formula from above.


THIS is what I call FOREVER FOLLOWUP which is based on my intentional desire, effort, and action to ensure the process of being sold is truly UNFORGETTABLE!


Live with Intention,



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Dad, Non-Techy Software Founder,
and Even-Playing Field Creator

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