NJR: How did you two meet and what led to working on the book together?
Deanna: We met at the Glam Fairy premiere party, which was covered by Dan Caruso media, at Teak on the Hudson. Tom and my sister knew each other through work and Tom said he wanted to write a book. I had recently graduated with my bachelor’s degree in Communications and journalism and was looking for work.
Tom: I was in the process of a job transition and so I figured it was the time to take the leap and finally share this successful process.
Deanna: After having a meeting with Tom I knew that he had something extremely special. Once he explained his vision for the book, the company, and how his sales process worked-I was hooked. I wanted to tape that meeting and show it to every business owner and friend in sales, because I knew how valuable and motivating Tom’s process and message is.
NJR: After using your sales process for years in the industry, what made you decide to write a book?
Tom: After working in the corporate world for roughly 20 years I had nailed down a process for selling that was proven successful and teachable. After bringing up so many teams to success with my process I knew I wanted to share it with the world-however it was all about timing. Once I had entered into a transition phase in my career I had decided to finally take the leap and begin my company and inspire greatness in others. Frankly I was getting sick and tired of going though sales trainings that were subpar.
NJR: What are the origins of the book? How did you arrive at your selling process?
Tom: There is a chapter in the book entitled ‘Origins of X Factor Selling’-wherein I describe how during my career I’ve coached different sales teams into high ranking positions over a short time period using my sales process. I have been using this process for years in my career-weeding out what the great sales reps do right, and infusing my natural abilities and instincts. However, it was over the course of those teams that I coached that I organized my process in a way that was teachable and successful in any environment.
NJR: Why would someone who visits NJROCKSTAR.com read this book?
Tom: Actually younger people are probably better suited to read the book-because they are constantly selling-working with student loan companies, buying first their first car, even picking someone up at a bar! You’re always selling- therefore it’s not only for a more tenured professional in corporate sales.
NJR: How did come to your company mission statement-“to inspire greatness”?
Deanna: After having pages and pages of what we wanted to do and what our message should be, Tom just said-slightly frustrated-“Well what is it we’re trying to do? In one sentence-what is it?” So he said “to inspire greatness”.
NJR: As a new company you are working with Glamorous Cosmetics, with spokes-person New Jersey reality TV star Jessica Romano. You’ve also reached a high rank in book sales on Amazon.com. What is your marketing strategy?
Tom: As with the majority of new companies, we have limited funds. Therefore we use guerilla marketing tactics.
Deanna: I’ve been posting flyers in the surrounding areas of our up-coming seminar and the flyers work two-fold, you are speaking to the small business owner about the seminar when posting the flyer and also are engaging directly with the people in the stores or buildings.
Tom: We also do a lot of social media and online marketing-Facebook advertisements, email blasts, contests, twitter messages, blogging etc. We like to keep fans of the book and our target market engaged with us and social media is a great way to do that.
NJR: Your company also offers seminars, when is your first seminar and what is your agenda for it?
Tom: The first seminar is at Crystal Springs Resort, in Vernon, New Jersey on April 25-26th-it is a 2-Day seminar. I will be focusing on further education-expanding heavily on what is in my book, and I will also be focusing strongly on role-play exercises. I believe that practicing my selling process in a learning environment is the best way to achieve greatness.
NJR: Why should someone attend your seminar?
Tom: Attending a seminar is the ultimate way to achieve motivation from X Factor Selling Systems and to learn this new and innovative selling process. This process is living and breathing and can, and should be, applied every day. If you’re financially motivated, it’s a system that teaches you how to be more in-tune to people and why they buy which should yield greater financial and professional success.
NJR: What are some of the positive things that your company brings to the table?
Tom: Well, in a time when the economy is doing poorly and the unemployment rate is high-I have not only started a new company that offers Deanna and myself work but also the ability to help others achieve greatness. Another side of it is that I believe, and I’ve written this in my book, that if companies can increase sales, to new- and existing customers, they can lower the number of layoffs. We also provide job-coaching, and help sales and business professionals by offering them a new process that ultimately increases revenue.
NJR: Deanna, you recently graduated from Ramapo College, what advice would you give to other recent grads looking for an opportunity with a start-up company?
Deanna: The job market is a lot different than when our parents were graduating-therefore much of the advice we receive is just not relevant. So many of us are stuck sitting home all day applying to jobs on Monster.com- because people no longer want to accept applications in person-and it’s so frustrating. That’s why I recommend networking and being extremely open-minded. My degree is in journalism, so I am skilled at writing-so why not write a book? It’s making yourself diverse and really expanding on the skills you’ve acquired through your education. Not to mention using your network for those face-to-face interactions that the web lacks.
NJR: I’ve known Tom for years, and he’s an extremely fast-paced guy-Deanna, how do you keep up?
Tom: [laughs]
Deanna: He is, and that’s actually a great thing. He throws a lot out there and I just always say yes. Instead of saying whoa, whoa, slow down, I write it all down and make sure I check-out everything he’s saying. I feel it’s important to take the way he works as a positive and awesome quality.
Tom: I think we really balance each other out that way-I am more excitable and she is a bit more low-key-so it works.
X Factor Selling Systems is a sales/business training company that provides one-on-one job coaching, partner solutions, seminars and more.
Buy a copy of The X Factor Selling System: The Sales Expert’s Guide to Selling
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