The Art of the Sale with Darrin Schenck and TriageNow

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Summary

Hey everyone. Stay tuned to the end of the interview where I’ll give you some actionable insights that I learned from my guest. These insights are also in the show notes. As always, thanks for listening.

Now on to my guest today, Darrin Schenck of TriageNow.

When the relocation business took a nosedive with the recession of 2008, Darrin started looking for another opportunity. That came when he was invited to join a startup to lead sales for a telephonic triage service for employees injured on the job. When TriageNow formed in 2012, they joined a small market with three other competitors who’d been around for 12 years. They positioned themselves a little differently and Darrin focused on listening and learning about what potential clients needed. The first few years were tough, but once they landed a big client, Darrin says, “it’s all been downstream.” 

Darrin’s approach to sales differs from the conventional “close the deal” approach. He strives to get to know and educate potential clients, to learn about their needs and provide a service. He sees it more as opening a relationship rather than closing a deal. He stresses that by prioritizing building relationships, his clients turn to him for advice and referrals, and in turn help promote his company. New entrepreneurs are advised to start out in a way that will differentiate themselves and to remember that you’re laying the groundwork for future sales and customer relationships. 

Now let’s get better together.

Actionable Insights

Darrin’s advice for aspiring entrepreneurs: 

• Know what you’re getting into and plan for a gap of time between when you start and when you’ll be making money. This means either keeping your day job or ensuring you have enough funding to keep you going for a few years. 
• Plan to spend three times more than you think and to make half of what you hope to. 
• The market will tell you if you have something worthwhile, but the only way to learn that is to put it out there and give it time. 

Links to Explore Further

• Darrin Schenck on LinkedIn
• TriageNow

Closer speech from Glengarry Glen Ross https://www.youtube.com/watch?v=Q4PE2hSqVnk

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