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." If you enjoyed today’s episode, please subscribe, review, and share with a friend who would benefit from the message. Unlock your business's potential with TTSG! Join forces with us to elevate your brand, streamline your operations, and achieve unparalleled success. With our comprehensive range of services—from IT solutions and cybersecurity to cutting-edge marketing strategies—we empower you to focus on what you do best. Let's create a story worth telling and drive your business forward. Take the first step today. Explore what we have to offer: Experience cutting-edge technology with TTSG: https://www.ttsg.com/ Unlock your potential with GSD Technologies: http://gsdnow.com/ Transform your vision into reality with 20Twenty: https://20twentydesign.com/ Ready to take the next step? Schedule a consultation and let’s start creating success together! Partner with TTSG and experience the difference. Let's get shit done together! 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