Tracy Brinkmann  00:00

What is the number one thing you should be doing when engaging with your prospects? Today’s guest is going to tell us just that. Okay, here’s the question. How are we dark horses? You know, the ones everyone is betting against the ones they don’t expect to win place or even show on the track. And they’ll even laugh on us when we talk about trying. How do we show the world our greatness and triumph? Come on? Well, that’s the question, and this podcast will give you the answers. This is the Dark Horse entrepreneur. My name is Tracy Brinkmann. Welcome back to your weekly dose of sales and marketing book learning. I’m your dark horse host Tracy Brinkmann and you instantly More importantly, are driven entrepreneur and a business owner or hoping to be one very soon. But either way, you’re ready to start, restart kickstart or just start leveling up with some great marketing, personal and business results to build that beautiful business of yours into the Empire it absolutely deserves to be now to keep getting this valuable information, please go on down and hit the subscribe button. And while you’re down there, drop us a five star rating and a quick review. And of course, don’t keep all this entrepreneurial gold to yourself. Share the podcast with other entrepreneurs and business owners. Big episode today. Today Ken journey shares his story of coming up to the ranks of sales and marketing to eventually write three books on these topics. Plus, gonna let you in on next week’s episode or our next episodes guest who only works with people that she wants to work with. More on that later. So as per usual, the Dark Horse corrals are chock full of personal marketing and business g o LD spilling from every corner of the Dark Horse entrepreneur HQ. So let’s get to the starting gates. And go Alright my fellow dark horses today we have the man the myth, the three time author Kit jarnac. And you know what I didn’t even ask him. I hope I pronounced that right. Kitt was born in Minneapolis, Minnesota, where his father was a plumbing and heating contractor. And he started his career when I say he, I mean can’t in this case started his career at a very, very early age. Wait for it. Eight years old, sweeping out the shop of his father’s of his father’s heating, kind of plumbing and heating contract office on Saturdays. And then, after graduating high school can’t put himself through college at the University of Minnesota, where he earned his great degree in advertising. And as for many folks, my father included, was drafted into the Vietnam War and served as a combat medic and being promoted twice during his 12 month deployment. After his discharge, he took a job as a salesman. And I probably listened to a lot of these tapes to Kant, I know Kent says he listened to a myriad of audio tapes and read books, anything you could find on sales, applying what he learned, which helped him do well. And he was rapidly promoted into management, first as a regional manager. And then as the National Sales and Marketing Manager for two mid sized manufacturers. After corporate life can’t goes on to build two of his own companies as manufacturers, representatives. And then as a broker for the manufacturer of CDs and DVDs. I tried to slow down and say that so my tongue didn’t trip up, can actually built a lot of this up from ground zero to over a million dollars a year, literally, as we all want to do, sitting in his home, answering the phone. And Google AdWords, he says was kind of the secret of his success here. Kitt now works as the chair for the social welfare veterans organization that he founded back in December of 2018. Currently, the membership was about 800. At the time we’re recording this with a pandemic hopefully ending soon he’s thinking that’s going to be ending 2020 to about 2000 members. Wow, Ken has been active active, you’re feeling tired. I know just as I’m going through this bio, right Ken and on top of that, he’s the author of three books, the sales battle, the sales marketing battle, amazing salesman, they’re made not born. And then no one has gotten just about ready to go and be published in the next week or so. Probably probably be out right about the time this this episode airs, the magic of marketing. Let’s give a warm Dark Horse Welcome to ketogenic Kent, welcome to the show.

Kent Jarnig  04:40

Thank you, Tracy. I really appreciate it. What what you’re doing for entrepreneurs is awesome. As I have been a good part of my life, and my wife false, so it’s not for the faint of heart. Amen.

Tracy Brinkmann  04:57

I hear you there. With that in maybe you can Look into that a little bit. I really like I mentioned earlier, it’s want to step back from the microphone and let you tell your story about, you know, where you came from and how you got to where you are, you know, your entrepreneurial ventures, and then you know why you love doing what you do so much. And obviously, speak to those books as well.


Well, if we go back to where I started, I was not the person that you would expect to be a good salesperson. I chose that because I wanted to get into management and, and to be promoted, you have to prove that you have deserved that promotion that you are ready for the position they have open and sales offers that salespeople succeed because they make that extra effort. So that is why I made that choice. Being in sales was kind of weird, because I was an introvert, and still am. And I overcome that. But as any entrepreneur knows, you have to overcome 1000 different things before you succeed. Failure is part of being an entrepreneur, no matter how many different businesses should try or how many different ideas that you put forward in making your business successful, not over gonna work. And I was fortunate enough in my business, corporate life, to learn and test different ideas. So I could zero in and I identify what was it going to be best for any entrepreneurial idea that I had. And I was fortunate enough to have a wife, who both supported that, because you start an entrepreneurial idea, you don’t make any money. And she also, she was a high school teacher, and went into corporate childcare, and then on to large childcare centers. So she took that leap of faith also, which is cool, because then we both could understand we have different strengths. So that kind of is my background. When I chose to write books, it was heavily driven on the fact that I was sitting in my office and a pandemic, and had a whole lot of time, all the things that I planned on doing for our nonprofit veterans group. We couldn’t do, we couldn’t have events we couldn’t get together. And I thought, you know, I’ve had an interesting life, I’ve had a lot of success. I thought that I could write three separate books, one on how sales and marketing needs store together. And that does not always happen, then I talk about ways to make that occur. Then my second book was strictly on sales, the things that I learn. Things like price is virtually never The reason anybody, consumer business makes a choice. And I explained that in great detail. And my third book is on marketing, I go into detail there on the types of marketing the different ways that an intrapreneur can promote themselves, whether it’s a small local business, or they want to go national. There are different ways for achieving those goals. Even if it’s a local small business you can sell nationally and do it within a reasonable budget. So that kind of covers my experience and what my books are about. What other questions do you have Tracy?

Tracy Brinkmann  09:13

I think I think the first one that kind of stuck out to me was I haven’t finished it yet the sales and marketing battle I think one of the things that rung on my head when I was getting ready to chat with you today was the the description of sales versus marketing early on in that particular book. I don’t want to go into it, I will actually would like you to kind of share your your your perspective of what’s sales versus marketing, you know, to kind of give folks that that perspective.


Um, absolutely. When if you work for a large company, the marketing manager in the salesman Manager often are two different people. And when that occurs, the President or CEO sets up a negative conflict where marketing is fighting for bigger budgets, sales is fighting for bigger budget. And marketing is out there, one of their jobs is to bring leads down. And if sales is not part of that conversation, the sales manager just blows them off. And field sales people often look at leads as a waste of time. So they’ll say, oh, that all the leads are bad, they’ve already bought whatever the sales manager then says it is marketing’s fault, that the leads are bad. And my preference and what I did in my corporate life is I handle both of those. And what I would suggest there is when you’re doing both, you obviously have 100% of control how the budgets are allocated. And if marketing needs more money, then you go, Okay, I gotta pull that out of sales. But if the president says, Okay, we’re going into the Canadian market, that requires marketing to research it, sales has to hire people. It has to be a coordinated effort. And sometimes a president of a corporation does not fully think through exactly what the request means. If they all of a sudden say, Hey, we really ought to have someone in Des Moines. Well, you got to find someone, you got to hire them, you got to train them. You know, there’s a lot of time and effort involved there. Now maybe worth it, maybe a key market that no one had ever thought of. But that is part of marketing’s job to understand that they need to do market research, they need to understand who their current customer is. They need to understand who their prospect is. They need to understand where they are, what type of person or business are they, and then try to expand on that try to understand what is the best way to create that while sales is out there implementing that in the field. And the best field salesperson should also be talking to the marketing manager, because the marketing managers out there running ads there, creating collateral material. They are getting hopefully feedback from the sales manager, but it’s the best salesperson that says, oh, that brochure on the new product. It’s crap. I never use it. marketing needs to know that they need to know why. If a particular advertising effort is producing mediocre leads not nearly as good as the other efforts. What marketing needs to know is why they know that it stopped working there, they’re getting the data points. But they need to know why didn’t it work? Why is this new product not clicking? Did we not have enough features or benefits? Is competition outperforming us? Did we price it incorrectly. Because if you have a new product with fewer features and benefits, and you price it a double everyone else, then price actually is a part of that equation. So it’s an opportunity to look how both of these


key managers or key positions are important to the business. And if you’re a small business, if you’re entrepreneurial, you have to do the same things. You can do market research, spending hardly any money at all. If you have a gift shop you can put a business reply card with demographic information and every sale bag. If you’re a small manufacturer, you can reach out through email. You can use MailChimp and they just surveys and it’s all free. You don’t have to be spending a million dollars on this, you just have to make sure that the questions you’re asking are the correct ones. In other words, if you make them too narrow, how big is your business? Is that 1,000,005 million? 10 million? Or what if it’s half a million? What if it’s 15 million? If it’s a consumer, you need to ask them where they live. And you need to ask them what they like in your store what is important. That’s the kind of thing that you need to find out. And you need to find out if your perception of your customer, whether it’s geographic or demographic, if the perception is actually who they really are, is your biggest customer an outlier? In other words, someone you can build on to their demographics. All this information can be found out inexpensively, or expensively, depending on how big your business is.

Tracy Brinkmann  16:09

Now, some great insights in there. I mean, I really like the last two that you kind of zeroed in on was, are you asking the right questions? And I think so many times that we get in our bubble, you know, or we have our our blinders on, right? And you’re like, Hey, I’m marching forth. And for me, and I’ll speak to a number of folks that, you know, I’ve worked with and or worked for, when things are going great. The blinders really go on to say, Okay, I’m making, we’re hitting our goals, we’re exceeding our goals. We’re killing it, ladies and gentlemen, keep doing what’s working, right? Because that’s just that’s usually the mindset, oh, my God, we finally got the right mix, you know, all the gears and buttons and switches are in the right position, and we’re firing on all eight cylinders. Keep don’t change anything. Do not listen to the Dark Horse entrepreneur Podcast, where at the same time, you know, are you asking the right questions? I remember, I’ll do a quick story here. And back in my legendary whitetails day, we started seeing one of our products take off, and we’re like, oh, my God, this is amazing. Don’t change anything. And it was like, there was a couple of us in there. And one of the gentlemen I interview, we’re asking the question, well, who’s buying it? Because we knew who our customer was, in this particular organization. They were niched, down to deer hunters in, you know, in the Midwest, which is a very small, very tight knit group of folks. And also things sort of blowing up. And it’s like, well, why are who’s who’s buying it? And as we turned around, and finally did ask the question, it was not the deer hunters, it was outdoor enthusiasts. So we had actually cracked into an outer layer of the same market. So we had folks that, you know, they may not have been hunters, but they enjoyed the outdoors, and the apparel that was being sold reflected that, you know, with, you know, camouflage imagery, in outdoor scenes with steel with, you know, fog in the background. So it was that, oh, I can really, you know, we were connecting with a different group of folks. So now, they were able to take that marketing in another direction and focus in over there, where, where they were buying, and drive that message, while still staying true to their core niche, which was those, those deer hunters. So if they hadn’t asked that question, they’d be like, Oh, yeah, let’s make four more versions of that product and sell it to the guys and it might not have worked, right. So asking those right questions is definitely a very important, and that really leads right into you know, is your perception of your customer, your reality. So in that same example, right, we had this perception, we knew who our customer was, and had been their customer for a number of years. And if they had stuck with that, they probably wouldn’t have been able to grow in that direction that they did at the pace that they had seen. So those are some great examples. One thing I want to dig back around to and you alluded to, is that price is not the reason the consumer buys. And I think so many entrepreneurs, new or or experienced, might trip on this one. You want to share a little insights here.


Yeah, it’s one of the things I learned early on when I was selling is to ask a lot of questions. If if somebody has given you an appointment, and it doesn’t matter if it’s somebody coming in to pay for a house or it’s a corporate buyer that has given you half an hour to talk. They have you there because they have with They wouldn’t be wasting their own time unless they were interested in what product or service you’re selling. When I would go in and talk to someone, what you need to do is ask questions a good salesperson listens 90% of the time and talks 10 It’s a tough thing to learn, particularly, if you ask a question, and the person who is going to make the decision doesn’t speak right away. And the common response from nervousness is you jump in. And you literally end up changing the question when the buyer was thinking, yeah, you know, how am I answer that? What’s important here? So when you look at it from that standpoint, and you ask the right questions, most of the time to get what somebody says, No, they saw your price is too high. The salesperson believes that they tell their boss, and everybody writes it off, as you know, our price is too high. But that is not the reason. The reason is when you identify, you’re going to find out what it is you say, oh, if I can meet that price with the features that you want, and maybe offer another 10% discount, would you buy. And most of the time, I’m talking 95% of the time, they’ll start telling you what the real issue is. It’s a delivery time that you offered. It said you’re missing a benefit that they need, but they never mentioned. I mean, it sounds weird, but buyers do not always tell you what they actually want, particularly corporate buyers. I’ve never understood why that is, but I know it’s true. So you got to drill down, ask questions, keep asking questions, find out exactly what they want. And, you know, let’s say you’re selling something that is classically painted red, the buyer wants it blue, but never mentioned that. So he said, Well, okay, they only have in red, I can’t buy it. When in reality on the quantities that they’re going to order, it’s no problem painting a bloke. But you have to ask questions. Price is rarely the actual determining factor. I don’t care if you’re buying a new roof on your house, three contract could come in and quote, do you go with the lowest price guy? I personally don’t. And when I’m selling, that’s not what I see. They’re looking for quality, they’re looking for delivery. If everything’s the same, all the features and benefits are identical, then yes, price will come into effect. But otherwise, all these other things make

Tracy Brinkmann  23:02

a difference. And a lot of time to that point, when someone is shopping with you or shopping, and you’re a part of that process. The price is to your point, it isn’t the first thing on their mind, it’s a factor. But to your point there they’re at Okay, does this guy have this company organization or salesman have the experience? are they bringing the confidence that I want in this service. And sometimes the even the lowest price person may may be represented as the lowest price right there. And the person that’s presented to them is stumbling, and they’re on their eye. And they know, they’re just not carrying themselves with the confidence that the organization has the confidence of the product. So that alone could be having an impact. So asking those questions and and you know, and building on that could could peel back that onion. I know a lot of times when I’m I’ll call it a pitch just for just to give it a name. When I’m on a call a pitch call, for example, to a potential clients. I’ll have the I’ll be asking questions to get their response. Generally, I know the answer. And that’s always a good angle to come from. I know what the answer to the question is, but I want them to be able to acknowledge the answer and help build the value inside their head. So I’m not telling them, you know, this particular thing right here? Yeah, it’s worth 500 bucks. But if you present it to them say, gee, if you had to go out and get this, how much do you think you would spend doing this yourself? And then they say, Yeah, probably three to $600. You that’s about right. It’s usually averages about 500. But now they’ve said that to themselves. So now as they’re going as you’re, they’re going through and you’re asking those questions. You’re not instilling those answers in them, they’re giving them to you and it’s reaffirming something They already know. Would you agree with that?

Kent Jarnig  25:03

Absolutely, absolutely.

Tracy Brinkmann  25:06

Go ahead, I was gonna say you have far more years of real salesmen experience than I do. I was, I was usually in the the marketing guy that the sales guy was going to do what you put out there, that not so hot. Here’s what I need. But what we tried to do, and I still try to do today is be that ying and yang of the sales and marketing engine, right, because the sales engine, and this is I think, applies to all sizes of companies, the big corporates, all the way down to the one and two man show. If they’re bucking each other, right. You know, if the sales message doesn’t equal the marketing message, then it that that cohesive falls apart, and the customer is going yeah, that doesn’t make sense to me.


That is absolutely true. And true. Two of my books, I talk about how that brand image and that messaging has to be identical, and of sales and marketing, are not reiterating on the same page and understand what is being said, then the buyer is just going, I don’t know who these people are, but I’m going with the other guy or the other lady.

Tracy Brinkmann  26:22

Absolutely. Yeah, absolutely. That’s perfect. Okay, so I want to I want to tap your wealth of knowledge here for a moment for all my dark horse entrepreneurs that are listening in. So when it comes to sales and marketing, and you can pick either or you could do a tip for each. But if you could give one tip to them, that they could walk away with and say, all right, that was worth listening to, what would that be from you?


I would say I would lean it on the sales side. And I would say always ask for the order. You would be surprised how many people don’t particularly if they’re not trained in sales are not aware of things they should do. They have to ask for the order for the entrepreneur, it doesn’t matter what it is they’re asking for, maybe they’re looking for seed capital, they have to ask for it, you don’t make a presentation of walk out, you ask for if you’re selling something, you ask for the order before you leave. The other thing that I would mention on the sales side, if the person by says okay, this is a deal, I’ll take it, the salesperson has to learn to shut up. Don’t say anything else. Don’t add anything, you’ve already got the order. And if you keep talking, you might say something that you could lose the order. So those are the kind of two tips on the sales side. On the marketing side. I would say be creative. And I don’t mean come up with the most exciting ad anyone’s ever heard of. I’m saying you have a need. Maybe it’s market research. Maybe it’s finding a way to go into a new market. You have to be creative. Because you’re an entrepreneur, you are probably a smaller business, you may be going up against much better funded competition, you need to find that creative way to accomplish your goal never stopped being creative.

Tracy Brinkmann  28:35

I like that. Two very good tips there. So on your three books, and I want to give folks just a quick insight into those so they can go check those out. So if you could just give us you know, the quick blurb on each one’s about so if someone is interested in one of those topics, they can go out and go after it.


Okay, the sales and marketing battle. That is how the two groups should work together need to work together and how they should work together. The second book is amazing sales people they are made not born. This is literally sales tips to help people that are in sales. There is a chapter on what you need to get into management. But not everybody wants that there are options if you want to stay in sales and continue succeeding. And my last book on marketing, the magic of marketing. This is the different ways you can marketing everything from print which is obviously going away through digital and micro targeting. These are all things that everyone should understand and be aware of. And then also understand marketing media are virtually always negotiable. That sounds kind of weird. And you think, well, that’s a price, that’s a rate card, it’s not usually true. That doesn’t mean they’re going to go out and give it to you for a half price. But it does mean, if you buy this, we’ll throw in something else for free. So that’s kind of what the three books are about. And it is my hope that entrepreneurs can learn some of the things that I’ve used for my success and build on that. I’m not the be end to end all, I am one person with a series of ideas that have worked. And when each entrepreneur implements the things that they find important, they will find themselves building on the things that they have done and their successes.

Tracy Brinkmann  31:04

I can’t I cannot do anything but agree with you there. I think one of the one of the coolest things that I was able to learn this early on, and I’m talking about back in my early teens, and it came from a non business book of all things. It was a book by Okay, don’t laugh. Firstly. So it was actually called the towers your condo, right? It was a it was a book he wrote a kind of outlined his, his thoughts and practices and philosophies around martial arts. And one of the things that he put in there and it stuck with me was absorb what’s useful, and discard the rest. And that lesson is followed me throughout my entire career in everything that I find is useful. I tried to absorb. So in the example of your books, and like I said, I’m about halfway through the first one, I’ve already grabbed a handful of tips. And I see the importance of the other ones. But I’m not ready for those yet, right. So again, this comes back to like you were saying, and I’m going to put it in my words, absorb what’s useful for you today, and then discard the rest. And then later on, come back to it, recheck it again, you may find new words, new useful tips that you couldn’t use RAC when you first read it, or listen to it, or took the class or whatever. But now you’re ready for it. Now, you can absorb what’s now useful. That wasn’t before.


Does that make sense? Absolutely. I mean, in my third book on marketing, I actually say that I’d say, Okay, here’s a list of different media, some may not be applicable to you right now. But learn about them, understand them. Because someday, you may need them someday you may go, yeah, I really need to do micro targeting. And so I’m 100% in agreement with you. They’re different use of words, a different method, perhaps to get to the end. But you and I are saying exactly the same thing.

Tracy Brinkmann  33:10

I like it when two great minds come together. All right. So I want to be mindful of your time. And I appreciate the time you’ve been able to spend here. If folks wanted to learn more about kitten Jernigan or Jar Jar, Nick, Jr, and AIG, AIG, everybody, if they want to learn more about your body of work, where can they go to find out more about you?


Okay, go to Amazon Kindle. I’m on Yeah, excuse me, I’m have ebooks. If you want to download those, we have the book and paperback. And I have the first book as an audio book. The second book is in production. And the third book will also have an audio version. So there’s three different ways. The costs are very reasonable. And hopefully, I’ve got ideas that will help people. That was my purpose.

Tracy Brinkmann  34:11

Absolutely. And I’ll be sure to put links. I know I found you on Audible. For I believe it was the sales and marketing battle. And we’ll put that in the show notes for you there. And later on as these other ones become available. If you send those to me. I can add them on later on, so that we keep updated. Sounds good.


That sounds perfect. Tracy, I thank you so much for your time. You have a wonderful day. And thanks to your audience.

Tracy Brinkmann  34:41

I thank you so much, Ken. Alright, so that’s Kent jarnac, sharing some knowledge bombs with us. Here’s some thoughts I walked away with thought number one, failure is a part of being an entrepreneur. Heck, I think failure is a part of life. We all have to overcome hundreds, perhaps even 1000s 1000s of trips, stumbles, face plants and obstacles to see what we might even begin to consider a success. So many times we look at someone successful and think, Wow, he or she is an overnight success. But really, if you peek behind the curtain, you’re gonna find out that they have been grinding away and failing for years to become that overnight success. So learn, test and keep grinding. Thought number two, Kent found himself unable to do many of the things that he was doing previously, due to the current nationwide Heck, even the worldwide impact of the coronavirus pandemic. But rather than sitting in his office and boohoo and thinking woe is me, he looked at what he did have to offer in the way of an interesting life, his skill set and his experiences and chose to, to share those experiences with those that he thought could benefit from that knowledge. Now, I know I’ve asked this question of you before, but I think it bears asking again, what interesting facts, stories or skill sets? Can you share with other folks, right, everyone out there wants to learn. Now, you don’t necessarily have to sit down and do like Kindle and write three books about them. But you could do I don’t know, you could you could create an E book, or an online course, or maybe a video series. whatever medium resonates with you the most, you could transfer your unique knowledge or your unique angle on common knowledge, or whatever your teachings are into that medium, and offer it to the marketplace, it gets so much easier nowadays. And the tools are delicious, a plethora of them out there. And I assure you that you have something that someone wants, or needs to learn. Number three, on the topic of sales and marketing, Kent gave a great example of how big corporations in big corporations, excuse me, the two can be very disconnected. Having spent decades in the medium and large sized companies of corporate America, I know firsthand, that can be so very true. So what can a smaller entrepreneurs glean from this lesson? Well, I think the first question you’d have to ask is, do your sales and marketing pillars align? Right? Are the things you’re doing over here in the sales side? And the things you’re doing over on the marketing side? Are they? Are they in mesh with each other? Right? Do they feather the getter really feather together? Very well. I mean, because if your prospect is going through your marketing, to get warmed up and to become a lead, and what content messages are they hearing as they go through that right? Now, once you turn them into the lead, and they begin the sales process? I mean, they’ve raised their hand via, you know, maybe they sent you an email or they signed up, or they said it will pick me, right, whatever medium you’ve set up for them to raise that hand, now they start going through the sales process, as they’re going through that sales process, are they receiving the same messages, because if they’re not, that could be a cause of your low conversion rate. I mean, because if they’re hearing one message on the marketing side to get them interested, they should be hearing that same aligned message during the sales phase. Otherwise, they might be feeling like they’ve been hooked on a bait and switch, right? I wanted to say that right? Oh, it sounds come sound bad. But it that’s kind of what it is, if they’re going through one message in the marketing, I’ll send the message completely changes on him in the sales, right, they might feel like there’s a bait and switch happening. And that could leave a bad taste in his mouth. And even if it’s not intentional, right, and at the end of the day, this is going to lower your bottom line for your business. So make sure that your left hand and your right hand are shaking appropriately or talking to each other. And while those two hands are talking to each other, make sure that they are engaged in the marketing. keep getting get engaged in the marketing. What I mean by that is make sure that you keep getting input from your consumers and make sure that your perception of that consumer is correct. here’s here’s a great example. Right. A friend of mine, Jake just launched his podcast just last week at the time of this recording was just a few days ago and did a very unique launch phase. And one of the things he did on the day of the launch is he got a lot of the folks that he engaged with him in the marketing phase of the launch to come on to a zoom call together. And you know, there was some questions. There was some dialogue that was going on, but he started getting input from these are potentially His perfect clients. Those are the folks He wants to have listened to his podcast to enter into his business, the people he wanted to serve. So he began, you know, engaging with him asking questions and getting feedback, he walked away from that entire launch phase with lots of data and came away with a brand new product idea, a product idea he hadn’t even thought of at the start of this launch phase. So keep engaging your consumer base, and ask the questions and make sure that the answers you think are right. So make sure you keep asking the right questions, as Kant reminded us, and thought number four. Price is not always the reason the consumer buys, right, this comes back to the previous point, I just kind of hammered home in asking the right questions. Because sometimes your perception of your prospect or your consumer or customer is off, it may be off slightly, or it may be off completely, like 180 degrees off. But the point here is you’ll never know, if you don’t ask the questions that you think you already know the answers to. So make sure that you keep engaging with your prospect in a way that educates you to their needs. So that you can in turn, educate them on your ability to serve those needs. And present that with confidence. Right? That comes to that whole sales people. Right. The last and most certainly most important thing is to ask for this sale. And when you get it shut up. Right. So with that, I asked I asked you what caught your ear, right? What other ideas what nuggets Did you glean from this whatever they were take some time today and put them into action. Go out there and run your race. Get your results. And let me hear about you those those results. email me at Tracy at Dark Horse schooling calm and share those things that caught your ear, how you put them in action, and what results you gained from them. We’re building a prize pool like I’ve mentioned from past guests. And if you email me and I read it on this show, you win. So our next episodes a guest Kelly Howard is going to share with how she went from selling lemonade on the corner to running a company where she says her work is often her play and how a tiger with wing fits into all of this. With that, Emma leave you as I always do, think successfully and take action. Thank you for listening to the Dark Horse entrepreneur podcast. Thanks for tuning in. Check us out at www dot Dark Horse My name is Tracy Brinkmann

EP 009 Kent Jarnig Sale Marketing Surveys & Knowing When to Shut Up!

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