John Chapin’s BIO
An award winning sales speaker, author, trainer, and coach, John has over 26 years of extensive sales, customer service, and sales management experience. In addition to being a number one sales rep for most of his 26+ years in sales, John also authored the 2010 sales book of the year: Sales Encyclopedia. Having started his career as a stockbroker in September of 1987, one month before the crash, and his current business in the Fall of 2008, when the economy took a nosedive, John has had experience successfully building businesses and selling in some of the toughest markets and economies.
John was voted the second best public speaker in Massachusetts and Rhode Island and is a member of the National Speakers Association. He has delivered hundreds of presentations on sales, customer service, and motivation. His audiences have included Corporate Salespeople, Insurance Agents, Realtors, Financial Planners, Entrepreneurs, Small Business Owners, Bank and Credit Union personnel, and Mortgage Brokers, among others. John’s strengths are with intelligent, high-level salespeople who “get it” or newer salespeople who need a roadmap to high-level sales success along with a strong foundation on which to build it. John also writes a monthly sales article for over 100 publications across the country.
Prior to starting his speaking and consulting business, John sold bank equipment for Diebold, Inc. where he became the top salesperson in New England during his first year. John also spoke about his sales success at both semi-annual and annual sales meetings.
Before Diebold, John worked for Micro Arc Welding Company where he took a three year-old, non-profitable branch of the business which was in only two States at the time, and made it profitable within four months. He expanded the business to 48 States and five continents within two years and through expansion of the one branch, more than doubled total company revenues.
John started his sales career as a financial advisor at age of 21, and one month later the stock market fell 22% in one day. John thrived in this tough market and went on to become the youngest branch manager for a national brokerage firm. While still managing his own accounts, he brought the branch from a ranking of 46 out of 52 to number 11. This while still managing his own book of clients. He was also among the top 1% of financial advisors nationally.
As a number one sales rep in three industries, John has sold products, services, tangibles, and intangibles locally, nationally, and internationally. His vast know-how is in both face-to-face and telemarketing sales. His market experience spans both business-to-business and individual consumers. John has sold both established and completely new, first-time-ever products and services for companies both large and small. And he has excelled in all those environments.
IN THE SPOTLIGHT INTERVIEW
1. Please tell us about the inception of the “Sales Encyclopedia”.
John: I created Sales Encyclopedia out of frustration. For years, I had been looking for a sales book that had everything in it, that was basically one-stop shopping for sales training. A resource that would teach you, step by step, how to be successful selling. As I was part of my target market, I asked myself the questions: What would I want to see if I walked into a book store? What would the ultimate resource on selling look like in book form?
2. Take us through a typical day, start to finish.
John: I basically follow the outline in my book…
6:00 a.m. – Get up, make sure the attitude is in check and look forward to the day ahead. Read, listen to, or watch either something positive, something about the industry, or something sales related. Often a combination. Review major goals and brainstorm solutions to biggest roadblocks.
7:00 a.m. – Review the day ahead and mentally rehearse and picture a positive outcome to all upcoming calls and meetings. Use positive affirmations while showering and dressing to further increase enthusiasm to tackle the upcoming day. Eat a well-balanced breakfast—not too heavy—and drink some water.
7:30 to 8:00 a.m. – Off to work, prepare materials, review daily goals, set up for the first calls of the day, and check for any early morning messages.
8:00 a.m. – The selling day begins. For me, this means booking speeches and trainings. If there are any “unpleasant” tasks to be handled, such as breaking bad news to a client, handle these first and get them out of the way. From 8:00 until about 11:45, spend time on time- critical, client-related tasks, such as prospecting, presenting, and closing.
11:45 a.m. – Check for messages, return any calls, e-mails, or other communications that need to be taken care of.
Noon – A light lunch with some protein and a glass of fruit juice or water.
12:30 p.m. – Back to prospect/client time-critical tasks.
4:45 p.m. – Check for messages, return calls, e-mails, or other communications that need to be taken care of. General wrap-up of the client-related, time-sensitive tasks of the day and a positive and objective review of the day’s events.
5:30 p.m. into evening – Exercise, a good dinner, relaxation with the family.
An hour or so before bed, work on non-time-critical tasks such as paperwork and follow up on e-mails, communications, proposals, etc. Read motivational or sales- related material, do some mental exercises such as positive affirmations, plan the following day, and check messages one more time.
3. What was the best advice you received as you began your career in sales?
John: Sales is not a 9-5 job, you have to work really hard and put in a lot of hours. Sales is the easiest, lowest-paying work, or the hardest, highest-paying work. You completely control your success or failure in sales. Treat everyone as if they are a close friend or family member, simply have relaxed conversations with them, and always do what’s best for the other person, it’s all about them.
4. What are your strategies for building awareness of Complete Selling & your book for the short term and the long term?
John: It’s a combination of sales and marketing. You need a good website and presence on the internet and social media, but that is passive so you also need active marketing. Active marketing is going out and talking to people, networking, and calling people on the phone. You have to know how many people you need to talk to in order to get the message out. You can never do enough marketing, there are always more people to reach.
5. What is your proudest achievement?
John: Entering Sales Encyclopedia in two major book contests and getting a Bronze Medal in one contest and Gold in another. To have a book that was virtually unknown receive those major awards when up against many big names and publishers was special.
6. What are Your top 3 book recommendations?
John: Millionaire Real Estate Agent by Gary Keller, The 10X Rule by Grant Cardone, and, of course, Sales Encyclopedia.
7. What other charitable causes are most meaningful to you & why?
John: Alzheimer’s – my mom has the desease.
8. Who has been most influential toward your career success?
John: My dad who was the #1 sales rep in New England for over 30 years for IBM and Diebold Banking Equipment.
9. What is your advice for entrepreneurs who are 1-3 months away from launching their business?
John: You have to go into business at full speed. You cannot be shy or timid. Expect it to take 10 times the time, effort, energy, and money you think it will. You will have sleepless nights, major stress and feel like quitting. Persist through the pain, it will be worth it.