School For Startups Radio

Michael Hinkle – Founder of JBI and Author of Treasure Hunt: A Common-Sense Approach To Building A Successful Sales Career If you formulate your sales questions and develop a process where you are making it difficult for potential customers to use the word no, if they do use it, you can step back for a second, and say ‘What is the real objection here. Are they saying no to stop me from talking further or are they saying no, not now?’ Michael Hinkle, author of ‘Treasure Hunt: A Common-Sense Approach To Building A Successful Sales Career,’ is the founder of JBI, a Los Angeles-based sales consulting and coaching business with a specific interest in teaching sales professionals to become sales hunters and create business opportunities from scratch. His three decades in sales have included 20-plus years with a Fortune 500 company, where he rose to become a vice president while continuing to manage a productive sales pipeline and foster client relationships. As a husband and father to three grown children, he lov