263: Using Real Human Connections to Achieve Exceptional Success… Doug Brown of CEO Sales Strategies

Background on Doug Brown of CEO Sales Strategies:

Doug C. Brown is the CEO of CEO Sales Strategies and a Sales Revenue and Profit Growth Expert. He has led client award-winning and high-performance teams as well as pioneered profitable development programs for companies. He has advised companies such as Intuit, CBS Television, Procter & Gamble, Enterprise Rent-A-Car, Nationwide, Embassy Suites, Inc. 500 to 5000 companies, and thousands of other businesses and entrepreneurs.

As an independent division head, Doug created, trained, and presented high-impact, results-oriented web seminars for prospects of Tony Robbins and Chet Holmes. Doug increased their division sales by 864% and close rate by 62% in just six months.

Today, he helps companies and individuals increase their sales by incorporating sales revenue and profit growth strategies used by top 1% performers through the Top 1% Academy, Sales Revenue, and Profit Growth Masterminds. He also specializes in creating commission-only sales teams and advises companies on how to properly prepare for a high-performing sales team so they can attract and retain elite sales producers.

Time-Stamped Show Notes:

• [1:00] Doug Brown, 61 years old and based in New Hampshire, runs a company called CEO Sales Strategies, which works with companies that want to grow their revenues and help their sales people earn more.
• [2:19] More discussions on what CEO Sales Strategies is all about and what they do.
• [4:09] According to Doug, one of the biggest problems of real estate companies is their lack of follow up. Doug and his team helps these companies by introducing better follow up systems in their business.
• [7:40] An example of how Doug transitions his conversation from personal talk to business talk.
• [10:46] Remembering all the details of their conversation from their clients is challenging but they have an internal system called Vibitno, which helps them track all this information.
• [12:29] Connecting with people is a skill that Doug learns from his grandmother.
• [15:08] More tips from Doug on how to connect to people if you are a salesperson.
• [21:00] Doug emphasizes the importance of following up on a person that leads to building a long term relationship.
• [22:08] Contacting 3 people a day through text is something Doug practices to broaden his connections.
• [25:38] Doug talks about having a truthful goal.
• [27:22] The discussion shifts to the topic of the accountability factor.
• [28:53] A big challenge in motivation is that people are doing it all by themselves. They think that if they don’t do it alone, it won’t be meaningful.
• [31:32] There are groups on LinkedIn where someone can find a good accountability partner. Doug gives more advice on finding an accountability partner.
• [35:22] Another thing that would be helpful to people is the issue of incremental progress. Doug talks more about incremental progress, which can make people better.
• [38:54] Doug continues to talk about incremental progress and gives some examples from his personal experiences.
• [43:29] For Doug, achieving success in business is all about knowing how to play the human game.
• [46:15] It is extremely important to create an individual goal plan for yourself. Doug also worked with Tony Robbins and he had a great time.
• [55:45] The start of part 2 of Doug’s story. He talks about his early life, where he grew up, his early education, the US military, and other stuff.
• [58:15] Doug shares his story of serving in the US military.
• [1:02:54] There are lessons he learned in the military on how to connect with people.
• [1:05:42] Hearing Arnold Schwarzenegger in a podcast say that he didn’t want to go to the gym today, Doug connects this story with his advice on momentum and growth.
• [1:07:56] After the military, Doug didn’t exactly know what to do next but he wanted to have a family.
• [1:09:44] Being a nuclear medicine technologist in a hospital, he realized something about himself and his talent for coaching.
• [1:14:15] In his earlier years, Doug was always offering great advice to small companies and business owners. A company called Coach University saw his skill and told him he had a knack for coaching.
• [1:17:10] Realizing he enjoyed selling music equipment rather than working in the hospital, Doug decided to do sales for a living.
• [1:19:18] Doug started his path on consulting and coaching and he eventually did it full time.
• [1:23:34] Part of the success of selling is believing that the product is something that your client should have for their benefit. This is part of the reason why Doug is successful in sales.
• [1:28:16] His marriage fell apart and ended up in a divorce.
• [1:29:10] After leaving the telecommunications company, Doug coached for a company, which became an absolute success. He also worked with Tony Robbins and Chet Holmes during this time.
• [1:31:27] Doug met and worked with Russ Whitney, who owned a brand called Rich Dad, Poor Dad and other billion dollar brands. He learned a process from Russ, which helped him find out what he really wanted to be.
• [1:33:12] Another important lesson that Doug learned during his long and successful entrepreneurial journey.
• [1:35:07] Doug shares more of the lessons he has learned from his personal and business life.
• [1:44:05] Austin says that he really benefits from this conversation with Doug.
• [1:45:54] Doug recalls a conversation with his friend about past wounds and trauma that affects the real truth.
• [1:49:44] For the listeners, Doug suggests getting a pen and paper to write down what they truthfully want in their life.
• [1:53:02] Back in college, Doug was living in an attic and he didn’t have a lot of money but life was fun for him. He continues to talk about life goals and plans.

Doug Brown Interview is Sponsored By:

• [49:09] Jon Ostenson, Founder of FranBridge Consulting and Top 1% US Franchise Consultant is here to help you explore the world of non-food franchising opportunities today. Jon and his team are part of the largest brokerage in the US and have vetted the market thoroughly. FranBridge is hands down the premier source of the best opportunities in the non-food franchising world. You can hear more of Jon’s story and how he started FranBridge Consulting on Episode 250 of our podcast. Sign up for a free consultation call with Jon today at millionaire-interviews.com/franbridgeconsulting and receive a FREE copy of his new book Non-Food Franchising.
• [1:37:40] Franbridge Consulting offers five more non-food franchise opportunities in 2024 that you can explore. FranBridge is hands down the premier source of the best opportunities in the non-food franchising world. You can hear more of Jon’s story and how he started FranBridge Consulting on Episode 250 of our podcast. Sign up for a free consultation call with Jon today at millionaire-interviews.com/franbridgeconsulting and receive a FREE copy of his new book Non-Food Franchising.

The Fabulous 4 Questions:

1. 📖📚 Favorite Books? Inner Voice: Unlock Your Purpose & Passion by Russ Whitney
2. 🙌😎 Favorite Amazon.com Purchase? Blackout Sleep Mask
3. 🌱💸 Favorite Tool that's GROWN your Business? Slack
4. 💭💡 BIGGEST Challenge keeping your Business from GROWING? Organization and Focus

Key Point from Our Episode with Doug Brown:

• “What we do when we’re selling is we must remember that we’re dealing with human beings, and human beings have wants, desires, fears, they value things. The more we understand that human being, the better we can relate to that human being, the better we can relate to that human being, the more rapport that gets built. And rapport will sell more than anything ever, in life.”

Resources Mentioned:

• Email: [email protected] or [email protected]
• LinkedIn: DougBrown123
• Facebook: @DougBrownCEOSS
• Twitter/X: @dougcbrown123
• Ebook – Nonstop One Percent Earner
• Podcast – CEO Sales Strategies
• CEOSalesStrategies.com

Want More? Join Our Membership on Patreon!