Every product is objectionable but what’s not objectionable is the result. Today I spoke with Rob Cornilles, the founder and CEO of Game Face Inc, the International Best-Selling Author of The Sales Game Changer, and also the host of Game Face Execs Podcast. With years of experience in sales, he has been the driving force behind the placement of 500 individuals into full-time sports jobs around the industry.
[00:01 – 12:19] Opening Segment
At present, Rob is a successful business owner, best-selling author, and podcast host. Today he shares with us how he feels very blessed with his career and how it was far from being what it is today when he just started.
Like most people who went into Sales, Rob admits he also did not want to go to sales at first. He only started loving it when he realized that selling done right is nothing more than influencing, persuading, motivating, educating, and inspiring people.
Rob’s journey in sales started several years ago, when he got hired to sell Los Angeles Clippers game tickets. He admits finding the job more challenging than he originally thought it would be. First, he realized that no one wants to talk to him and they would rather talk to his competition—the Los Angeles Lakers or Dodgers. Second, it was a commission-only job, and he went on for months without making a single sale. However, all of these changed when he realized that people who were coming to the games weren’t exactly coming just to watch the games. Instead, they were coming for the RESULTS that watching the games gave them.
After having this realization, Rob changed his strategy from selling basketball game tickets to selling outcomes. But what exactly are those outcomes and how exactly does he sell them? Keep on listening to hear Rob’s advice on what he did to earn the success in sales that he has today.
[12:20- 19:34] Different Types of Outcome
Rob says that people don’t really watch their games just for the sake of watching them. Often, they’re after the outcomes more. For example, a family may watch to have more quality time and make memories. Companies may watch to promote camaraderie, team work, productivity, or to give a morale booster to their employees. Non-profits, on the other hand, can use it as a recruitment tool, or to promote community awareness and exposure.
When someone buy tickets to their games, Rob says their team of sales people promises them two things: 1) that they will make sure that they know your objectives before going to the game. If you don’t tell them beforehand, they will also proactively ask you and 2) that they will really help you attain this goal.
For example, if you’re bringing your prospect with you, Rob will personally approach you during the game and give a gift bag to your prospect to help you make a good impression. After all, it’s the fulfillment of this promise that they made that gave Rob’s team their success. They say, they consider their events as not just a sporting event, they also think of it as a business meeting.
[19:35 – 27:16] The Sales Game Changer Mindset
With their very different approach to selling, the success of their team’s system of selling tickets not just invented a new market for the sports industry. Soon enough, their company, Game Face Inc, was also being recommended to a lot of other non-sports clients in a lot of other industries.
How did they do it? Rob says it’s really about the mindset— of selling the outcome instead of selling the product itself. In addition, when it comes to objections, Rob shares that they also changed how they deal with the common objections most sales people face. According to him, objections are clients’ way of saying “you don’t understand me” or “if you listened to me more or asked better questions, you’ll know that that’s not the product for me.” But what’s not objectionable is the results so what you have to do is identify the solution or the answer that your client is looking for and ask them more thoughtful questions. Doing this will surely help you handle objections better and give you a better chance in closing the sale. (Or should I use opening instead of the word closing? Keep on reading to find out why!)
[27:17 – 34:10] Change your Vocabulary in Sales
In order for one to have a truly game-changing mindset, when it comes to sales, Rob has a list of a few other things we need to change. Our vocabulary is one of those things.
While people usually call closing a sale as really a ‘closing,’ Rob’s team call it as an ‘opening’ instead. After all, they think of it as an opening of a relationship with their client. And for the client, it’s the beginning of everything, when they can start to expect all their desired results that they disclosed to Rob’s team to start happening.
Second, they also stopped using the word ‘interested’ and started using ‘consider’ or ‘appreciate’ in its place. After all, saying you’re interested in something already sounds like it requires a commitment. Whereas asking if you know someone who will appreciate something is so much harder to say NO to. Truly, changing little things such as the words one uses when talking to clients can help lessen the objections one is going to receive, and lead you faster to success, in the long run.
[33:10 – 39:32] The FOCUS FIVE Segment
The FOCUS FIVE are five questions I ask every guest on my show. Keep on listening to find out what book Rob gifts most often; who would he talk to if he can get an hour of any person living or dead, from the past or the present, and why; that one thing he believes but most people will disagree with; his morning routine; and lastly, where are the best places we can connect with him online. (See the links below for Rob’s social media links!)
“Every product is objectionable but what’s not objectionable are their results.” – Rob Cornilles
“I don’t believe in who you know, but I believe in what you can do.” – Rob Cornilles
“Asking for a referral is not a self-serving act but it is another way to produce results for your clients.” – Rob Cornilles
“The event is not a sporting event, it is a business meeting.” – Rob Cornilles
Resources mentioned in the episode:
- The Speed of Trust – by Stephen M. R. Covey
- Sales Game Changers Podcast
- The Sales Game Changer Book by Rob Cornilles
- Schedule a call with Hans
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