How to Over Promise and Over Deliver with Rick Barrera

The Best Business Podcast With Daryl Urbanski

Customers, above all else, are people. Sadly, many salespeople and marketers forget this. Many businesses need to take a step back and realize that they need to consider a client's values, beliefs, and context when serving them. That’s where collaborative selling comes in.

In this episode, Rick Barrera shares his experiences as a marketing consultant. He talks about his many adventures getting into sales and how he realized the importance of collaboration in business. He also emphasizes that there is still room for community-building and cooperation in a culture that esteems independence. Join us and learn more about the art of collaborative selling.

About Rick

Rick Barrera is a nationally acclaimed speaker and marketing consultant. Fortune 500 companies know him because of his published works that tackle his unique approach to brand building, such as "Non-Manipulative Selling.” He works with companies to redesign their systems and promotes a holistic approach to serving clients.

How to Use Collaboration in Sales and Marketing

Rick’s Beginnings

• He grew up in Derek, Pennsylvania as the youngest of five kids.
• His hometown knows him as the boy who always has something to sell, such as seeds and Christmas cards.
• He applied for a job of selling newspaper subscriptions as early as 16 years old.
• His career officially started in college while making sales.
• He found a sales training franchise and worked on finishing his degree.

Biggest Challenge in Sales

• The biggest problem Rick found in sales was learning how to help people come to a decision without manipulating them.
• He says salespeople tend to sell products without learning about the client’s wants and needs.
• He believes that prescription without diagnosis is malpractice.
• Retail is more than selling products. It entails becoming personal and relationship-focused.

Collaborative Selling as a Solution

• Ask about the issues and context of a company before giving them suggestions on what to sell.
• Collaboration helps build trust and commitment with the clientele.
• Do not start the collaboration process until the client asks for help.
• Collaboration phase: sitting side by side and co-creating a solution.
• Focus on someone willing to undergo collaboration and let go of those who don’t.

Implications on Company Services

• Does collaboration impede the company’s ab

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