Ben Swart is a sales strategist, firefighter, and lead gen expert helping businesses scale with targeted outreach, AI automation, and affiliate partnerships. He is specializing in sales engineering, affiliate marketing, and firefighting tech innovation.

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Guest Resource

Subzero Outreach – Check out Ben’s website and book a free strategy call.

Ben’s LinkedIn – Connect with Ben on LinkedIn.

Ben’s Email – Email Ben with any questions or for sales help.

3 Value Bombs

1) People trust people who actually use what they sell. If you don’t belive in your product , neither will the customer you are trying to sell to.

2) A lot of people waste time trying to sell to the wrong people but instead, you have to focus on qualifying leads up front and focusing on the people who are actually going to care at what you are going to sell.

3) Your next big opportunity can just be one conversation away.

Show Notes

**Click the time stamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: How to Sell Anything: The Art of Timing, AI, and Authentic Sales

[1:12] – Ben shares something that he believes about becoming successful that most people disagree with.

You don’t need to have the best ideas. It is really about execution and action. A lot of people think you have to create something new and revolutionary and different but he believes that selling great products and services and talking to the right people consistently is the real shortcut to success.

[2:19] – Ben tells why he strongly advocate to be a user of what we sell.

People trust people who actually use what they sell. If you don’t belive in your product , neither will the customer you are trying to sell to.
He gave 3 examples. First is him as a volunteer firefighter for 7 years , sells personnel tracking and command software that he use to other firefighters and fire chiefs around the country and the world.
Second is he started using cold email outreach a few years ago and he found great success with it. Now he has an agency and he is selling cold email services to other businesses and agencies that he works with to get their word out about their products. It is important for him to be a power user and be that someone who uses his services to be able to sell that easier to your customers.
The third example is he has a friend in medical sales who wears his products or the medical device that he sells to the doctors. He is able to show them in real time how the product actually works by wearing the device.

[4:07] – Ben talks about how the 80/20 rule apply to sales, and what do most people get wrong.

A lot of people spend a lot of time on a pitch, persuasion and messaging but that is just the 20%. 80% of the sales’ success is going to come from finding the right person at the right time and having the right offer. The person and the timing is most important.
A lot of people waste time trying to sell to the wrong people but instead, you have to focus on qualifying leads up front and focusing on the people who are actually going to care at what you are going to sell.
He targets people very specifically and how with AI tools and other strategies we can see when other exactly other people are looking for specific services and target them directly.

[5:53] – Ben talks about follow up.

He does a lot of work in government sales and follow mup is critical in what he does because especially in fire agencies that works with an annual budget. They may want the product right now but they are tied until they get the budget approved and takes 3 years to close.
Follow up is the key. Just be transparent, set up the mutual success plan with what you are working on with the champion or the agency and keep a cadence with them. You don’t need to follow up every single week. Being upfront with them and keeping cadence. Follow up every 3 months and know what is their cycle.

[8:01] – Ben talks about what it means to be a ‘sales engineer’ in our own business.

He has a traditional background or degree in industrial engineering and it helped him grow as a salesperson.
To be a sales engineer is not just being a sales person. You have to deeply understand the product that you have, the service you provide and relate it to how it can solve real problems to your customers and not just about showing them the demo. Knowing intimately what your product can do and how it can grow.
Being an engineer of your product is critical to be able to sell, to be nimble and to adjust your sales strategy as you need to.

[9:18]– A timeout to thank our sponsors!

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[12:18] – Ben tells if AI is replacing jobs or if it is the ultimate extension tool for entrepreneurs.

AI is not replacing jobs but it is making the best people 10 times effective in what they do.
AI is an extension of your ability as an employee or a business owner. He uses AI daily.
A common misconception is AI is going to do everything for people but its really a tool and not a magic button. You need to prompt it to get the meaningful information out of it.
You can start using AI by automatingone task in your business lihe leads generation or brainstorming ideas into your stategy.

[15:42] – Ben shares why he believes that selling other people’s products is one of the easiest ways to learn sales.

You don’t have to create something ne to make money . You can just sell something that is already valuable and connect the right buyer to that product or services. He made money out of selling any kind of products and services.
Its not about creating a super novel new product. Selling someone’s product is already proven and is great way to start and build sales skills that you can translate down the road.

[17:37] – Ben shares why talking to strangers can completely change your business and gives an example or two.

Your next big opportunity can just be one conversation away. Most people don’t take that step so they will never know.
He landed a 6 figure gran of fire gear for his fire department just by picking the phone and calling the right person in the local government.
The other example is him talking to some stranger in Reddit that he became friends and business partners. If he didn’t reach out he will never know the opportunity and the outcome. Take action and engage with people who are complete strangers.

[19:56] – Ben shares his key take away.

If you want to get more business or sales, reach out to at least 5 people by email, direct message, phonecalls or in person. Meet new peope to elevate your personal life, elevate your business and your revenue.

[29:29] – Call to action.

Subzero Outreach – Check out Ben’s website and book a free strategy call.
Ben’s LinkedIn – Connect with Ben on LinkedIn.
Ben’s Email – Email Ben with any questions or for sales help.

[22:53] – Thank you to our Sponsor!

ThriveTime Show: Attend the world’s highest rated business growth workshop taught personally by Clay Clark and now featuring Football Star, Tim Tebow, and President Trump’s son, Eric Trump, at ThrivetimeShow.com/eofire!

Killer Resources!

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3) Podcasters’ Paradise: The #1 podcasting community in the world!

How to Sell Anything: The Art of Timing, AI, and Authentic Sales with Ben Swart

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