The Power of Persistence and Value in Sales, with Sales Coach Jacob Hicks (The Price and Value Journey, Episode 125)
In this episode of The Price and Value Journey, host John Ray sits down with Jacob Hicks, a dynamic sales coach, consultant, and host of the Purpose Driven Progress podcast. Jacob shares his journey from a shy retail worker to a skilled sales professional, emphasizing the importance of mindset, gratitude, and empathy in sales. The discussion delves into effective follow-up strategies, overcoming mindset blocks, and the essential role of daily affirmations and gratitude in maintaining a positive sales mindset. Jacob also introduces his “Delete and Dominate” strategy to handle negative client interactions and underscores the value of retail lessons for professional service providers. This episode is packed with actionable insights for anyone looking to enhance their sales approach and mindset.
The Price and Value Journey is presented by John Ray and produced by the North Fulton affiliate of Business RadioX®.
Jacob Hicks
Jacob Hicks is an exceptional Elite Success Coach dedicated to helping individuals build a satisfied and full life. As a certified Elite Coach, Jacob collaborates with leaders, professionals, and entrepreneurs, guiding them towards clarity and success in both their personal and professional lives. His coaching philosophy centers on empowering his “Coaching Allies” to discover optimal strategies for business and personal fulfillment.
Jacob’s approach involves creating goals, developing actionable plans, and executing those plans effectively. Through weekly one-hour calls and supplementary exercises, Jacob provides ongoing support and accountability to his clients. His passion for coaching is evident in his commitment to helping individuals gain clarity and construct actionable plans to realize their aspirations.
With a background in sales since 2014, Jacob has consistently achieved remarkable results across various industries. His track record includes surpassing goals, setting records, receiving awards, and effectively leading teams. This experience informs his coaching practice, allowing him to offer valuable insights into sales strategies and mindset. Jacob’s expertise in sales and coaching has been recognized in various contexts, making him a trusted advisor for those seeking to enhance their performance.
Beyond his professional pursuits, Jacob is committed to continuous personal growth. He is an avid reader, a self-taught piano player, and an investor. His passion for learning extends to travel, having explored extensively throughout the United States and the world. Jacob’s travels have also led him to engage in mission work in Liberia, demonstrating his commitment to making a positive impact beyond his coaching practice. This blend of professional expertise and personal growth makes Jacob Hicks a standout figure in the field of success coaching.
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Topics Discussed in this Episode
00:00 Introduction and an Overview of Jacob Hicks
01:21 Jacob Hicks’ Sales Journey
03:24 The Importance of Follow-Up in Sales
06:24 Providing Value in Follow-Ups
17:27 Lessons from Retail for Professional Services
20:46 Mindset in Sales
22:21 Morning Affirmations and Gratitude
23:11 Experimenting with Affirmations
24:21 The Power of Gratitude
26:15 Common Mindset Blocks in Sales
28:38 Empathy vs. Sympathy in Sales
29:46 “Delete and Dominate” Strategy
36:54 Effective Follow-Up Strategies
40:40 When to Hire a Sales Coach
42:20 Conclusion and Contact Information
About The Price and Value Journey Podcast
The title of this show describes the journey all professional service providers are on: building a services practice by seeking to convince the world of the value you offer, helping clients achieve the outcomes they desire, and trying to do all that at pricing that reflects the value you deliver.
If you feel like you’re working too hard for too little money in your solo or small firm practice, this show is for you. Even if you’re reasonably happy with your practice, you’ll hear ways to improve both your bottom line and the mindset you bring to your business.
The show is hosted and produced by John Ray and North Fulton Business Radio, LLC, an affiliate of Business RadioX®. The show can also be found on all the major podcast apps. The complete show archive is here.
John Ray, Host of The Price and Value Journey
John Ray is the host of The Price and Value Journey.
John owns Ray Business Advisors, a business advisory practice. John’s services include business coaching and advisory work, as well as advising solopreneurs and small professional services firms on their pricing. John is passionate about the power of pricing for business owners, as changing pricing is the fastest way to change the profitability of a business. His clients are professionals who are selling their expertise, such as attorneys, CPAs, accountants and bookkeepers, consultants, coaches, marketing professionals, and other professional services practitioners.
In his other business, John is a podcast show host, strategist, and the owner of North Fulton Business Radio, LLC, an affiliate of Business RadioX®. John and his team work with B2B professionals to create and conduct their podcast using The Generosity Mindset® Method: building and deepening relationships in a non-salesy way that translates into revenue for their business.
John is also the host of North Fulton Business Radio. With over 850 shows and having featured over 1,300 guests, North Fulton Business Radio is the longest-running podcast in the North Fulton area, covering business in its region like no one else.
John’s book, The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices
John is the #1 national best-selling author of The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices.
If you are a professional services provider, your goal is to do transformative work for clients you love working with and get paid commensurate with the value you deliver to those clients. While negative mindsets can inhibit your growth, adopting a different mindset, The Generosity Mindset™, can replace those self-limiting beliefs. The Generosity Mindset enables you to diagnose and communicate the value you deliver to clients and, in turn, more effectively price to receive a portion of that value.
Whether you’re a consultant, coach, marketing or branding professional, business advisor, attorney, CPA, or work in virtually any other professional services discipline, your content and technical expertise are not proprietary. What’s unique, though, is your experience and how you synthesize and deliver your knowledge. What’s special is your demeanor or the way you deal with your best-fit clients. What’s invaluable is how you deliver great value by guiding people through massive changes in their personal lives and in their businesses that bring them to a place they never thought possible.
The combination of all these elements is quite different for you compared to any other service provider in your industry. Therein lies your value, but it’s not the value you see. It’s the value your best-fit customers see in you.
If pricing your value feels uncomfortable or unfamiliar to you, this book will teach you why putting a price on the value your clients perceive and identify serves both them and you, and you’ll learn the factors involved in getting your price right.
The book is available at all major physical and online book retailers worldwide. Follow this link for further details.
