Sales Mastery - Part 2 - Chris Hamilton
Chris Hamilton is a Partner at Hotchkiss Insurance. He is also one of the best sales consultants I have ever met in the employee benefits (insurance) industry.
Chris, like me, didn't get into sales until his 30's, having spent the bulk of his career before that in investment banking.
His ability to discuss financials, coupled with his experience in Mergers and Acquisitions, helped prepare Chris to have very complex conversations with business owners.
Chris is the antithesis of your stereotypical salesperson. He doesn't speak so fast you can't follow. He doesn't use sales tricks or focus on always closing the deal. He simple brings expertise, along with a deep level of integrity, to his prospects to build rapport and trust.
In short, Chris is a modern benefits consultant, and our entire industry could learn from the example he has set!
Chapters:
0:00 INTRO TO CHRIS
5:05 LIFE LESSONS FROM FOOTBALL
8:15 SALES = COMMUNICATION
10:25 BONDING OVER MUSIC
14:00 HEALTH = WEALTH
17:00 GETTING STARTED IN SALES
24:20 FORMAL SALES TRAINING
28:15 STORYTELLING
36:45 SALES SKILLS
42:30 FAVORITE SALES STORY
51:45 ADVICE TO THE NEXT GENERATION
1:01:17 CLOSING THOUGHTS
