1133: Sales that JUST WORK... and the power (and magic!) of UPSELLING w/ Neal Rummler

Wantrepreneur to Entrepreneur | Start and Grow Your Own Business

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24d ago 32:50

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Sales is often the biggest challenge for entrepreneurs—but what if you could bring in elite sales talent to close more deals for you? In this episode, Neal Rummler, founder of Maverick Marketing, reveals how he built a multi-million dollar sales operation that helps home service businesses maximize revenue through upselling. From his door-to-door sales roots to running a scalable sales team, Neal shares invaluable sales strategies, the power of scripts, and why most entrepreneurs struggle with closing deals.

If you've ever wondered how to sell more without feeling pushy, how to hire external sales talent, or how to structure your business for growth, this episode is packed with actionable insights you won’t want to miss.

💡 What You'll Take Away For YOUR Business

🔹 Why sales scripts work—and how to master them without sounding robotic
🔹 How to upsell effectively—the best timing, phrasing, and strategy to increase revenue
🔹 How to bring in top-tier sales talent—why Neal’s model works for home service businesses (and could for yours too!)
🔹 The art of non-confrontational selling—how to get prospects to sell themselves
🔹 How sales reps get into a slump—and Neal’s best strategies to get them out
🔹 Why “mastering monotony” is the key to long-term business success

📝 About Neal Rummler

Neal Rummler is a seasoned sales expert and the founder of Maverick Marketing, a company that has helped home service businesses generate millions in upsells. With over a decade in direct-to-consumer sales, Neal has developed a repeatable sales framework that empowers businesses to convert more leads, increase lifetime customer value, and scale revenue fast.

He started his journey as a Jungle Cruise skipper at Disneyland, transitioned into summer sales, and even went through law school before realizing his true passion was in high-impact sales strategies. Now, he’s bringing elite sales talent to businesses that need it most.

🎯 Neal’s BEST Piece of Advice for Wantrepreneurs and Entrepreneurs

"Become a master of monotony."

Neal’s biggest piece of advice is to get really good at doing the same thing over and over again. Every successful business thrives on repetition, optimization, and mastery of a core process—whether it's sales, marketing, or product delivery.

📢 Memorable Quotes

💬 "Most entrepreneurs are so passionate about their product that they overwhelm prospects. You need to get them to sell themselves instead." – Neal Rummler

💬 "Sales scripts don’t make you sound robotic—bad delivery does. The best salespeople master scripts so well that they sound natural." – Neal Rummler

💬 "If I were 18 again, I wouldn’t go to college. I’d learn a high-value skill, work for someone else, and then start my own business." – Neal Rummler

💡 Actionable Takeaways

✅ Use scripts to close more deals—but deliver them naturally with confidence and practice
✅ Upselling is easiest when trust is built—learn when and how to offer additional services
✅ If you’re struggling with sales, hire someone who loves it—you don’t have to do it all
✅ Sales slumps are mental—take a step back, reset, and return to proven strategies
✅ Don’t overcomplicate business—find what works and repeat it relentlessly

🔗 Links & Resources

Chapters

1. Introduction to Brian LoFermento and Sales Concepts (00:00:00)

2. Insights from Sales Expert Neil Rumler (00:14:41)

3. The Journey from Disney to Sales Success (00:35:08)

4. Exploring the Upsell Strategy in Home Services (00:52:00)

5. The Importance of Sales and How to Approach It (04:00:00)

6. Final Thoughts and Advice for Entrepreneurs (11:20:00)

1158 episodes

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