In this episode of The Get Shit Done Experience, John Morris welcomes sales expert Adam San Juan. The discussion covers the vital components of successful sales processes, personal growth, and handling conflict. Adam shares insights from his five books, including strategies on obtaining referrals, the importance of surrounding oneself with the right people, and the significance of understanding customer communication styles. Emphasizing the importance of non-traditional methods and genuine human connections, this episode is packed with actionable advice for sales professionals and leaders looking to elevate their game.

KEY TAKEAWAYS

• Sales Is About Process, Not Just Personality: Adam breaks down how successful sales are built on repeatable, intentional systems—not winging it with charisma.
• Referrals Don’t Just Happen—They’re Earned: Learn practical strategies for consistently generating referrals by delivering value and creating memorable experiences.
• Your Circle Shapes Your Success: Surrounding yourself with driven, growth-minded people directly impacts your mindset and results in business.
• Customize Every Interaction: Understanding and adapting to each customer’s communication style is critical for building trust and closing deals.
• Conflict Is a Catalyst for Growth: Instead of avoiding it, Adam shows how leaning into discomfort can drive personal and professional breakthroughs.
• Go Beyond Traditional Sales Tactics: Genuine human connection beats scripts and sales gimmicks—authenticity wins in today’s evolving sales landscape.
• Insights from Five Books’ Worth of Experience: Adam distills key lessons from his published works, offering practical, battle-tested advice for modern sales professionals.

QUOTES

• "What gets measured gets improved. What gets improved gets results."
• "Conflict and uncomfortable situations—those are where growth happens."
• "You can’t celebrate the second half of life if you didn’t do the right things in the first."
• "This isn’t theory. This is work. You need to get out in the world, scuff your knee, and figure it out."
• "Referrals don’t just show up. You earn them by delivering value and staying memorable."
• "The right people in your circle will push you to grow. The wrong ones will keep you stuck."
• "It’s not about being perfect—it’s about being intentional, consistent, and coachable."

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Timecodes

00:57 Welcome to the Get Shit Done Experience
03:04 Introducing Adam San Juan
04:40 Adam's Books and Publishing Journey
06:02 Sales and Communication Insights
15:41 Generational Differences in the Workforce
44:37 Personalized Communication Wins
45:16 The Power of LinkedIn Connections
45:51 AI's Impact on Perception and Reality
47:41 Decentralization and AI Bias
48:35 Generational Perspectives on AI
50:07 Humanizing Sales and Service
51:36 Effective Sales Strategies and Techniques
59:00 The Importance of Company Culture
01:17:37 Adapting to Generational Shifts in the Workplace
01:26:50 Self-Reflection and Honesty
01:26:57 Passion vs. Skill
01:27:00 Golf and Life Lessons
01:27:51 The Gentleman's Pirate
01:28:23 Be True to Yourself
01:29:11 Shape Shifting Personalities
01:32:10 Sales Strategies and Personality Types
01:42:40 The Importance of Referrals
01:44:23 Building Relationships in Sales
01:58:07 Final Thoughts and Takeaways