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Each week Sales Babble host Pat Helmers shares selling secrets for non-sellers Pa t interviews sales guests and experts on the power of persuasion focused on a mindset of helping that ensures non-pushy win-win selling process. Fun yet informative, Sales Babble has helped sellers around the world become comfortable and quickly enjoy the role of sales professional 

Jul 24, 2018

Bill Hart Sales BabbleWhite Collar Warrior with Bill Hart #226

In this episode I interview  Bill Hart, author of the book White Collar Warrior: Lessons for Sales Professionals from America’s Military Elite.   Bill is a real estate expert and business coach who interviewed some of the best and brightest Army Rangers and Navy SEALS.  My son Captain John Helmers is attempting Ranger School for a second time in August 2018.  It’s a great time to look into these elite military schools and see what business professionals can learn from them.

It’s About the Mentality

Ranger school requires amazing physical ability. But it’s not about athletism. It’s about the mentality. You can’t wing Ranger  and Navy Seal schools. Yet so often sellers wing each sales call. Here are the seven characteristics Bill found common among the military elite:

  1. Training – they keep working on their craft and improving their skills.
  2. Discipline – they commit to their goals and responsibilities. They create habits that ensure daily success.
  3. Fear – in sales it’s call reluctance. Fear tells you this is important. Let the results overcome your fear.
  4. Planning – they plan for success and failure. For sellers, business planning is a must, getting organized in a methodical manner
  5. Failure – learn from your failures, “Failure, the greatest teacher is” – Yoda
  6. Motivation – know why you’re doing what you’re doing. WHY ARE YOU DOING THIS?
  7. Team – can’t be a lone wolf. You have others who can help you leverage success.

Remember this Discipline equals freedom!

How To Find Bill Hart

This is Bill’s website

For a leaders guide, reader guide, and book summary go to

His book White Collar Warrior: Lessons for Sales Professionals from America’s Military Elite.

Selling Mindset

We have many past episodes on the selling mindset. Enjoy!

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