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Before. Showtime. Here we go. You

1:03

ever see wraps getting? They're letting their

1:05

ego. That. No way of their income.

1:09

I do. I think sometimes we can to

1:12

get no way and we we sort of

1:14

limit our success in sales mean by your

1:16

side scrubbing. little bit of a double edged

1:18

sword because you have to have some ego

1:20

yep that that confidence in a variety of

1:22

ways and sales but there's also were can

1:24

count on getting your own way in any

1:27

don't want to let it turn into southern

1:29

like and been a narcissist than and really

1:31

holding you back and and burning bridges along

1:33

the way so I think their doors some

1:35

good things to to have enough confidence in

1:37

the ego but there's also working can of.

1:40

You back in. You take everything

1:42

personally and our new everything is

1:44

a self esteem header. Everything is

1:46

all about you, You, you and

1:48

that usually doesn't. And very well

1:50

in sales. Is. I think

1:52

this is instinctual. It's.

1:55

Evolutionary it's to protect

1:57

us. Because.

2:00

The for you have a a sales call. And

2:03

say both of us are in it.

2:06

We. Come out of as. And.

2:09

You. Think it went great. Nice they didn't

2:11

want okay. Now

2:15

why do you think it's Grace? Subjective.

2:19

Because neither us, we didn't have

2:21

a videotape where we could replay.

2:23

It's low little seats for nothing.

2:25

Have the blood pressure and a

2:27

lie detector on all of us.

2:31

All in the interpretations. What's

2:35

the default? False.

2:39

Gonna be that you probably are happy years

2:41

and he think it went well because your

2:43

coffin a person, but that's probably rarely the

2:45

case with the sales meetings. But why do

2:48

you have happy years? The

2:52

sky automatics. Your point is that sub

2:54

a subconscious kind of working for you

2:56

just want things would go Aussies hear

2:58

what you wanted your type thing he

3:00

you right now when. The

3:03

dorm? Be paranoid because then there's

3:05

a slight hint that you're not

3:07

perfect. And

3:10

that. Is where people go

3:12

wrong and sales. And I

3:14

think. When. I interviewed

3:16

great sales leaders. It's the pet

3:19

peeves. Ninety. Nine percent of

3:21

the time. Is. That

3:23

wraps be com. So

3:25

confident focusing on how they

3:28

feel about it. Instead

3:31

of what's really going on, thinking like

3:33

the clone, The

3:37

want the deal, the clothes. That's when

3:39

we go by our intuition. We don't

3:41

go by thinking. You

3:44

know, after the call you should be

3:46

judging based off of what they said.

3:48

What? They're willing to do. As

3:51

the next out. What?

3:53

They cared about. Instead

3:56

of how well you presented, the prob.

4:02

It's funny and many ask him how the

4:04

meeting went in there. they're always can be

4:06

very positive. Benefits are drawn down with those

4:08

questions like as you get it next meeting

4:10

a male before we will stay with not

4:12

lonely i know it had called earlier the

4:14

story. I'll have sex them and get deeper

4:16

meaning or never bites and that's funny now

4:18

so so you don't to be and if

4:20

you're a meter you don't have good deal

4:23

killer every time and completely shut down be

4:25

one of bites. Okay okay I'm glad I'm

4:27

a well like plus can very low the

4:29

deeper type thing so it's It's interesting that

4:31

I think it's because we we. Sell people

4:33

to take it and go. Wow. You can

4:35

take that as a personal attack against yourself.

4:37

Ah it's like if he gets old, know

4:39

if you lose a deal or if you

4:41

have a bad day where no one answers

4:43

the phone or years didn't beat up All

4:46

of Harmony. So as like a personal attack

4:48

that you're a failure that you didn't make

4:50

it happen. See Dolan. Deliver. The

4:52

bad news the dawn of be real with

4:54

yourself to your manager or real yourself first

4:56

and they don't be real. Demands are so

4:58

I think we we can adjust tickets you

5:00

personally sometimes with that but it's never going

5:03

to be perfect. I mean there's no one

5:05

size fits all. There's always gonna be ups

5:07

and downs. You have to come on now

5:09

with it as a personal attack and then

5:11

be real of herself and then them. The

5:13

leader I prefer the art and science to

5:15

ask all these questions was attend the day

5:18

if you're not answering those questions that you

5:20

are dismissing, if you're having an. Answer to

5:22

it than that means it's probably not have

5:24

a real deal of a real opportunity. Orders

5:26

lot more work that that needs to be

5:28

done so it's i think certain with you

5:30

and then hopefully you have a good. Leader

5:33

that can can I help you navigate

5:35

out because it's if you do for

5:37

on a good one that passover a

5:39

questions and it kind of sorts your

5:41

perspective where you are curb greenhouse, meeting

5:43

where or in seeing how how how

5:46

your day when was it was a

5:48

productive but that's something I don't think

5:50

a lot of self people are doing,

5:52

they're just gonna go into the motions

5:54

or busy. they're not reflecting back on

5:56

where they can get better organ. Real.

5:59

Feedback from people. The Agenda: Health Enclosed

6:01

patio. Well why don't

6:03

they want feedback? Because.

6:06

They are comfortable. They think they don't

6:08

think they're perfect, but they think they're

6:10

good for great. And

6:13

people get stuck in that

6:15

Dunning Kruger effect the deep

6:17

player trap because they get

6:19

often. it's a loss. To.

6:25

Go and sell and think

6:27

well of themselves and have

6:29

that confidence to stand up,

6:31

have great conversations, but they're

6:33

not confident enough to take

6:35

feedback. Why

6:37

are they confident enough to take feedback? And

6:42

they have to do some fun! Is

6:47

everybody look at the comments on

6:49

my content or anybody's. Everybody

6:52

thanks for the reminder! That.

6:55

Do Not even emitting that they didn't know

6:58

it. They. Have to tell

7:00

you they know us. By.

7:02

It's a reminder. That

7:05

he drove. Down.

7:08

To buy it or they have to change

7:10

the topic to tell you you're wrong. And

7:14

the dirty. They say you. You're.

7:17

Wrong, But they're not referencing the

7:19

content. With. Their interpretation

7:21

of the continent. Because.

7:24

They know better. Mahalo!

7:29

That person gonna do and work from the

7:31

world sale. Be.

7:34

Coming B or C players are gonna

7:36

go through the motions, maybe get lucky

7:39

here thereby they're not gonna Actually ah

7:41

can prove I'm optimistic and I see

7:43

that all the time suits at people

7:45

don't one out the information on how

7:47

they don't want to write it down

7:49

bay St it's easier than it actually

7:51

is and because they've been doing it

7:53

first however many of years they said

7:55

it's just natural that's gonna happen and

7:57

ah you know some of them probably

7:59

pretty sharp people but you just can't

8:01

remember all the stuff and are your

8:03

does. get this and the waves as

8:05

if your nationality or write it down

8:07

if you don't have some type the

8:09

system to reflect on it cause you're

8:11

going to make mistakes he can't remember

8:13

all the south and I think it's

8:15

also probably that the company's address sometimes

8:17

are just making them to keep the

8:19

eyes and saucer. they think they just

8:21

have to do do do all the

8:23

time and on actually can take a

8:25

step back and saying and I probably

8:27

did some the way too. So it's.

8:30

It's on screen is seen in a dazzling

8:32

the coach ability and see back I mean

8:35

that's a pretty tell tell signs of have

8:37

that you get off your take him out

8:39

always as a personal attack or philo can

8:41

see the dead of sometimes obscene was a

8:43

feedback from the right people by it's i

8:45

think when you actually can can have an

8:48

athlete mentality and alternative better to take that

8:50

see back and do something with a dust

8:52

The people attended to really get better and

8:54

and the well I think you're trying to.

8:57

Protect. Your image. It's like you know what?

8:59

People think that you are severely. You want

9:01

people to think that you don't know how

9:04

to do sales? Are you how to eat?

9:06

You know I saw people and things are

9:08

going wrong. So it's sisters. Not

9:11

wanting to deliver that bad news because years

9:13

ago where the image that you don't offer

9:15

whatever maybe there's a lot of for angles

9:17

to it's of settling answer seem to come

9:20

on.deeper into the ego of a salesperson. Of

9:22

it's people. Such a sales people,

9:25

It's everybody. And were

9:27

in were raised in the

9:29

school system which is. Hop

9:32

Justice, Both.

9:35

It's. Mathematical. Or. It's

9:37

is not much, not much interpretation so

9:39

the teacher can prove. That.

9:42

You're wrong. And.

9:44

It doesn't feel good to be wrong. To.

9:46

Why would we admit we're wrong? We.

9:49

Don't want paint? People

9:51

more. Interested. In spilling

9:54

good about it than the are

9:56

winning and making movies. And.

10:00

The raps I've had to sit down. Go. You

10:02

want to be right? We want to be rich.

10:05

Of because you're so fricking sec.

10:08

Yeah, you're right in your mind. That.

10:12

Me: Wrong! A

10:15

bad you can be for. Which. One

10:17

do you want? An

10:19

it it took. And

10:22

least three discussions like that before I

10:24

get rude people. Because.

10:26

They're so. Interested in

10:28

the concert. In. Their

10:30

ego. And. Their self

10:32

esteem. And their identities.

10:35

As opposed to winning the deal,

10:39

A go into the account: Bad Bad Bad

10:41

Bad Bad Bad Though there goes the our.

10:43

We haven't talked about anything real yet. Yet.

10:47

It doesn't sound aged. You really

10:49

get hitched. They were bored to

10:51

death. You.

10:53

Felt. Organically. Natural

10:55

talking What? it's instinctual in

10:58

sales. Talking. About

11:00

you, your company, your product. What

11:02

kind of an intuitive? The.

11:05

Interested a man. Understanding

11:08

Now I'm. Doing. Research on

11:10

what they care about, trying to

11:12

understand what they're going through. And

11:16

people say what was the subject line from them. Can

11:18

I put it that my Cadence. Know

11:23

what wants, do the work, Soon

11:28

as a lot of I guess it's good

11:30

to know a guy had isn't just a

11:32

sales people, famous people in general and something

11:34

that's probably. Instinctual

11:37

of us out of out of against growing up

11:39

such it's gonna be hard it kind of her

11:41

first some others but you know that they ever

11:44

by going to this is not just me that

11:46

kind of makes you more opened or hopefully wanting

11:48

to do that So realizing that other people are

11:50

gone through that ah I think it could be

11:53

good thing if if you can kind of so

11:55

that perspective lights they offered you have a seat

11:57

or not nebula put yourself in A customer says

11:59

here. When you're not going to do with

12:01

it yeah you know I can be saying

12:03

what Malbec because the world revolves around Dustin

12:05

the war the world revolves around Brian your

12:08

your you know which is market I guess

12:10

you very far some point and burn lot

12:12

of bridges most like when it's not in

12:14

a pan out very well but if you

12:16

really can put yourself in their shoes and

12:18

and tear with a care about them as

12:20

going to be tough to to really take

12:22

it to the next level and and sales

12:24

so it's ah and I think at some

12:26

point the had a tough time with that

12:28

because I'm a was. He born

12:30

ah revolved around me and I think

12:32

the more you can I have life

12:34

experiences. you get a humble a little

12:36

bit you interfere in a more commission

12:38

job which is tougher. I think you

12:40

realize you have to do some of

12:43

our the watchers as is never going

12:45

to happen. So like yeah so do

12:47

your next mission type situation or start

12:49

up whenever you have to learn all

12:51

these things. Otherwise it. Is he

12:53

said be cells need to get a

12:55

difference profession saw think I didn't have

12:57

a little bit can help of the

12:59

ego or but most of ego people

13:01

I think that he also they're not

13:04

going to give me refs because they

13:06

know is currently that six months of

13:08

thing where if you have more that

13:10

six mindset and he had that you

13:12

go. Needlepoint, Yourself and tougher

13:14

situations because there's more risk that you

13:16

could fail. So you might be in

13:18

places where you're comfortable where you have

13:20

more likely to succeed if we collect

13:22

academia saying it's ah if you're really

13:24

smart in a certain area in a

13:26

go into med school or whatever you're

13:28

not ago like take up a courses

13:30

outside of Ah because it's a risky

13:32

that you cannot get a or something

13:34

and it's going with bad on the

13:36

transcripts. I think there's that whole yoder

13:38

a can actually hurt you from taking

13:41

risks sometimes. From. What

13:43

I've seen to succeed. If you have a little

13:45

bit for openers, you know. Turn. The

13:47

setbacks and a success or whatever we want

13:49

to call it than you might say. Morris

13:51

and and have more opportunities and some his

13:53

commission type environments he has to make that

13:55

is. A decision. That

13:58

you want. To. Be. Rich.

14:01

And to do that, you have to teach. And

14:06

because. You. Know what

14:08

your performances now. And.

14:11

It's great saying that I got early

14:13

in my career at the T. When

14:15

the student is ready, the teacher will

14:17

appear. That's.

14:21

What stays in our way? Because we can

14:23

only learn at the pace we want. Because.

14:28

What we say to ourselves as I know that. Which

14:31

means I don't have to learn it. Was.

14:34

No, it wasn't you do. Then.

14:38

The reclusive territory product

14:40

doesn't work anymore. Company

14:42

manager. Number One

14:44

response from wraps on all the posts

14:46

as so that my manager. I.

14:50

Never listen to my managers. Eyes.

14:53

But at the management pay you have a

14:55

dozen command because you did it their way

14:57

now due to blame you said didn't do

14:59

it right. You

15:02

have to change. All of us

15:04

have to change. If you

15:06

wanna become better, you have to learn

15:08

more. You have to become better at

15:10

it. And once you decide

15:12

that you want to become better at it

15:14

than all of us and you'll start seeing

15:16

these things. Oh, there's this course and this

15:18

podcast and this video. You

15:22

know, because. Otherwise you just

15:24

gonna tell yourself. You. Going

15:26

to give you the South The credits

15:28

Emotional commission. Which. He

15:31

can't buy anything with other than ceilings.

15:33

the a good. Book I

15:35

just got some emotional conditions. Yeah.

15:38

To get a car that know he did anything

15:40

a bit. Different feelings. And

15:44

I see this when I train wraps the

15:46

they don't wanna write it down. And.

15:49

As why. Do. They taste attention

15:51

to send me yours or users

15:54

will nice for me. And. My

15:56

sales. And may not be

15:58

for you and your sound want you to say

16:00

ruin. And. Have

16:02

a system instead of going with your

16:04

instincts. And your instincts are

16:07

a hundred percent wrong. This.

16:09

Is why sales so hard. Everyone

16:12

follows their instincts. The talk too

16:14

much. They don't think like a

16:16

client. They're optimistic when they shouldn't

16:18

be. And. When it goes wrong,

16:20

they rationalize that a west. Coast.

16:23

Know. Your.

16:30

Own view. Not

16:38

first say than a series. I. I

16:41

don't think comical autonoma really well and

16:43

I went to medical device or three

16:46

months and basically lost forty percent my

16:48

territory because the backorder products major issue

16:50

and I was like will set up

16:52

does not give my starts morning by

16:54

Melbourne, then the pandemic top and I

16:56

think six seven months later and or

16:58

father that so it was like boom

17:01

I mean to say makers ah the

17:03

gate some also performing above quarter but

17:05

I was like Madison is as rough

17:07

as far as such for my tail

17:09

between my legs and go back. Where

17:11

it came from what I thought about

17:14

many times. For served by solid A,

17:16

I got sick of Salads Healthcare. It's

17:18

really complex. There's a million different things

17:20

going on. It's a twelve or eighteen

17:22

month deal. Cycles, deals, Patients like all

17:24

this trade. South Side. That

17:26

certain did what you taught him. I

17:28

started looking into okay Will whom I

17:30

phone only time will work. Courses are

17:32

often enough, anything similar costs your course

17:34

at some point and he knows what

17:36

of a bit helpless and eight like

17:38

Nickelback probably could have extensive maybe by

17:40

ended up paying my own pocket which

17:42

is probably better anywhere. And I

17:45

did that course. obviously help me a lot

17:47

of from a sales process and point on

17:49

it. Gonna open that door for me. Where

17:51

now is the sort of investing in yourself

17:54

be more open sense of shame sons and

17:56

continuous improvement and and I've had some are

17:58

other things are done. Since then

18:00

and and a lot of a constant like

18:02

soon it was all around that can a

18:05

personal development or your professional improvements it's not

18:07

you know that that be a stuff that

18:09

you could kind of form of social media

18:11

by adults can I go through that experience

18:14

and yeah kind of forced into it but

18:16

and out here on my own pockets are

18:18

doing that starts not have on probably have

18:20

that type of mentality but I think once

18:22

you can I do it and you see

18:25

some of results from it you can be

18:27

more open sewer and now I guess five

18:29

years later whatever. I mean I

18:31

I feel like this is normal what

18:33

I'm doing. that and I go out

18:35

on its work with companies are salespeople.

18:37

Most people it's probably not doing that

18:40

is probably birds the exception for server

18:42

So ah but if even if you're

18:44

open about if you want to hobble

18:46

yourself little bit I mean he could

18:48

definitely help you and your career by

18:50

it's it's gonna be easier to write

18:52

it down here pointing at a do

18:54

some more honey interest to consume in

18:56

exactly what. think of anything else this

18:58

of performance that you can. Learn as

19:00

minimum is possible to stay alive.

19:03

And succeed. If

19:05

you were to play a musical instrument, Sex.

19:09

And guitar lessons. but service how frequently death

19:11

there was funny he doesn't it. He

19:14

has is brutal and stuff. Look

19:17

secret, but what is What's five strings?

19:20

Or six. I don't know how many there are. The.

19:23

I think five. Yeah, okay, how hard can

19:25

it be? Now.

19:28

If you use that, Analogy.

19:32

That. If because what what they give

19:34

your today training course in sales. Logitech

19:37

in two days and guitar and then

19:39

going on stage performing. The

19:45

Great Barrier Reef know it's a

19:47

great analogy. Yeah, you, Kansas. I

19:49

mean all the comedians, musicians, artists.

19:51

I mean, they've probably been training

19:53

and working for years, especially the

19:56

really good ones. And estate go

19:58

dinner probably gonna fall under years

20:00

of hundred boy about show or

20:02

whatever it is, because it's gonna

20:04

be be tough to be successful

20:06

and it's not just warming up.

20:09

It's like. Every musician. Practices.

20:12

Place. Days. Get

20:14

down into the rabbit holes, And

20:18

the full. Deeper and deeper, Deeper deeper. And

20:20

try and learn. Think. About

20:22

psychologists, lawyers, You.

20:24

Think a lawyer going to a big

20:26

case has gone. I've been doing this

20:28

for forty years. Possibly can make. It

20:30

a net A painful. A.

20:33

Lot. To happen Other

20:35

minions. In. Of doing all the

20:37

research. Have a meeting after meeting after meeting.

20:39

Mock Trial after Mock trial. Jury.

20:42

Selection. The taken through

20:44

it. All. The things

20:46

that can go wrong. All the things that the

20:48

other opponent would do. To.

20:51

Sales people do that though I

20:53

see our kids. That's

20:57

ego. A.

21:01

Stuffy doll and I wonder. I.

21:04

Was hear about this funding at some point.

21:06

Was it really that easy? Years has been

21:08

just going on since sales has been in

21:11

existence. Got going on on. I never. Yeah

21:14

I've I've but because people are many senior

21:16

more these days because of that I think

21:18

for for pandemic how permit it is getting

21:20

tougher out there was way more noise I

21:23

think people are realizing what it's a big

21:25

company or small company it's not as easy

21:27

as it may be wasn't at one point

21:29

he and it's really hard again front of

21:31

the boss of yours If you're using your

21:33

you don't you're not wanting to better for

21:36

not open a new ideas and changing you're

21:38

gonna suffer probably financially or the company will

21:40

also thinks you're maybe even if what's going

21:42

on at a certain seems a. Little bit

21:44

on a storm and a small percentage synthesis

21:47

probably that not point zero one percent better

21:49

looking into these other things but it's it's

21:51

It's crazy that that you go to define

21:53

didn't away a company soon as much as

21:55

the sales reps. It's also the it's a

21:58

companies and leaders. It's a sports. Like

22:00

a trickle down effect. Can they think the

22:02

same thing about the sales profession? Yeah. Now.

22:05

As you think it's activity, why would you wanna

22:07

get better? You want to do more. If.

22:10

You're digging ditches. There's not much artistry

22:12

to digging a ditch. It's

22:15

really hours. Sticking.

22:17

Your shovel and and throwing as. As

22:20

later. But.

22:22

That's not the celsius. It might be

22:25

if it's order taking. But.

22:27

I doubt if you have older takers. Were.

22:30

As your role you there to create

22:32

orders. And. You're talking

22:34

with another human being. To.

22:37

Think about how your conversation

22:39

skills haven't proved. And.

22:41

The last five, ten years since you've been out of. Lot

22:47

I'm a i'm a more vote extrovert for

22:49

share some in your back so high

22:51

school does sound insane. Midget beauty and

22:53

sales your own career. I probably would have

22:56

thought you were crazy. Design Aus the

22:58

person I never want to speak up

23:00

a class of them on it's often

23:02

have a group that everything and so.associated I

23:04

do it for work and have found

23:06

a way that it can. I worked

23:08

for me by others substantially Matters here is.

23:11

Understanding how to navigate conversations at and basically

23:13

it's not rocket science is make it about

23:15

them. Let them talk eight percent. Of the

23:17

time ask questions be serious legs anymore

23:20

I am and usually that of my

23:22

conversations ago really well because the other

23:24

person talks the majority of the time.

23:26

but it's yeah I was not. recently

23:28

I was getting warmer. one conversation about

23:30

not more of a group or type

23:32

person but out because of Eleven during

23:34

the last decade. Plus now it's way

23:36

more natural for me and comfortable. but

23:39

it's sneaky about the other people making

23:41

about the audience enough your that musician

23:43

and the performers your conflict thing about

23:45

what. More. Do they want to hear

23:47

what they want to see? Like what's going

23:49

on? Make them feel good about this performance.

23:51

Thought about you and ended up practice or

23:53

I waited to. gonna make it happen. And.

23:57

If you don't do that, You

24:00

can still tell yourself you're good at as. But

24:02

that doesn't. A motion commission

24:04

doesn't pay well. So

24:07

it's all about get yourself ready to

24:09

learn more. And. One.

24:12

Of the things that hurt my career

24:14

is where the first sales jobs I

24:16

was insanely successful. That. And.

24:19

I thought it was all me. But.

24:22

Guano timing. I

24:24

didn't work my butt off with a

24:26

super creative. Like a lot of

24:28

help from executives. But then

24:30

I go on to another company

24:32

and they wouldn't. Cooperate with

24:35

the way I wanted to do what they want me

24:37

to do with their way. I.

24:39

Didn't have the support. Ah,

24:41

Didn't have that help from engineers and

24:43

stuff. It was all up to me.

24:46

And I had to develop those skills.

24:49

I. Could have just said. Of

24:52

company Sox go for another country but.

24:55

I learned Up Without is pretty much every companies

24:57

like that. And.

25:00

The. Magic that I created the first company.

25:03

No other company wanted to take that

25:05

approach. As assad his wrists.

25:08

My. Okay, well. You. Don't have the

25:11

revenue bed. Or we want to revenue

25:13

without the risk. Their

25:15

weakness get in the way. So.

25:18

If you're in sales you wanna make

25:20

more money. You have to become better.

25:24

Or. Does everybody do look for a better job

25:26

with. The spirit see or

25:29

game to read. Look

25:32

at think was anybody say the country more

25:34

than a year. It's

25:37

pretty crazy that is a lot of

25:39

people hop around it's that saw as

25:41

for same be heard he people forget

25:43

the year their happens often somewhere so

25:45

much I find that that perfect unicorn

25:48

situation that tornado would sit and you

25:50

can find it feels great are kinda

25:52

hits us to Jamaica Mogadishu that the

25:54

awesome like it's I've yet to find

25:56

that stuff perfect unicorn situations I kind

25:58

of time real estate. The stock market

26:00

I mean it happens under was why you to

26:02

get lucky you're there to buy it but I

26:04

mean even the people at all I do a

26:07

study that stuff don't always get it right or

26:09

rarely if ever get a right. So it's really

26:11

about choice. It's. About time

26:13

Me: Coincidence. But

26:16

matter where you are, You're there. You're

26:19

still the same person. And

26:21

if you look at. In have less than

26:23

three percent of sales people will read a sales

26:26

book. This. Year.

26:29

Probably. Less than two percent will listen to

26:31

a sales podcast. One

26:33

knows how. I. Mean, I listened to

26:35

a lot of them. Just. To get. Material.

26:38

For my old. About how

26:40

bad their view of the world is. And.

26:43

If you look at the comments as anybody

26:45

really dig into what the issues I'm know.

26:48

It's all about relationships. Trust.

26:51

Hard work. And.

26:54

We all know that, but what does it

26:56

mean? Everybody thinks they work

26:58

hard. You ever heard some sales reps?

27:00

a general slots. Loses

27:05

trusted advisor I got they don't trust

27:07

you and they don't value your advice.

27:12

And. And then the relationship I go.

27:14

will they talk to you when they don't want

27:16

some. Well. Maybe a

27:19

new relationship? You.

27:21

Think as a relationship because you want

27:23

them. You. Need them to

27:26

make money's. And

27:32

nodded saw a dream research that that no

27:34

light and trust them you go at it

27:36

and up region the way for sure. I'm

27:38

a I know times where I try to

27:40

do too much myself are definitely noticed that

27:42

more immanent went to the commission type situations

27:44

where it's really hard for me because if

27:46

I am tried delegates are sometimes I get

27:48

a virtual system whenever an ominous like ah

27:50

screw it I'm said do it myself because

27:52

I i huddled on our patient slaves are

27:54

trained someone or helps you to get other

27:56

people but it's like I did my own

27:58

way. I target love ego like I know

28:00

that I can do a while. some sums

28:02

could do it myself but end your where

28:04

can I be more productive ever outsource things

28:06

that makes sense that are more manual monotonous.

28:08

They aren't a good use of my time

28:10

and I still struggle with that. It's probably

28:12

lot of it's my ego where I'd I

28:14

don't think it's time to train someone or

28:16

tell them how to do this Pacific thanks

28:18

I'm like Op's can do it myself. that

28:20

thanks a second did the best of us

28:22

in a variety of ways but if he

28:24

can concept that he grew a little bits

28:26

and have that sort of thought performance mindset

28:28

to get better. I think you can help lot

28:30

of people for shirt. And and I

28:33

think a lot of people get busy just

28:35

to distract themselves from the things that they

28:37

know they sidner. Has

28:40

been busy. Has the same feeling as

28:42

being successful without the money's. I'd

28:46

rather be less busy with the money. And

28:53

to become great at sales!

28:56

The. Best way is the model.

28:59

Somebody who already has become

29:01

good at sales and to

29:03

hear other people who have

29:05

become great itself and the

29:07

journey that they're going through

29:09

the false police ah. The

29:12

misnomers, The mindset issues. all of

29:15

the stuff that gets in our

29:17

way between where we are in

29:19

the income that we want. Let's

29:21

face it, we're in sales because

29:23

we're money motivated, were competitive. We

29:26

wanna be better. Every day

29:28

than we were yesterday. And how do

29:30

we do that? Is

29:34

really read a book lists new podcast

29:36

that's good. Good start. I like it

29:38

but then you have to take action.

29:41

And and then you want

29:43

both tactical and strategic ideas.

29:46

You want mindset? You want

29:48

strategy. You want to understand

29:50

how companies by you want.

29:53

Really? Deep content and examples

29:56

Case studies so that

29:58

you can learn. From

30:00

other people's mistakes. That's what I'm

30:02

here for Here for you to

30:04

learn from my mistakes. And boy

30:06

do I got a lot of

30:09

them to go to p to

30:11

be revenue.com Sign up for the

30:13

courses. The two major ones: start

30:15

the conversation, get the meeting fills

30:17

up your pipeline, gets rid of

30:19

that problem of oh I don't

30:21

have enough leads, I don't have

30:24

enough meetings. He gets those conversation

30:26

started with the people you want

30:28

to talk to. Now. It's. Not

30:30

about a pitch, it's about conversation.

30:32

Now everybody thinks the conversations when

30:35

you're talking or your online at

30:37

the same time or you're on

30:40

the phone resume at the same

30:42

tough as not a conversation. Conversations

30:44

when the client is talking about

30:47

what they care about, what they're

30:49

interested in and that is what

30:51

we call qualification Where we can

30:54

sense where are they and how

30:56

do we build up that curiosity

30:58

into interests into urgency. To

31:01

get a deals and these skills that

31:03

we need, your life long skills that

31:06

we need, and sales. And then how

31:08

do we get a deal close? Yes,

31:10

anyone can take an order, but what

31:13

if they don't know how to get

31:15

it done yet? A new account where

31:17

you're trying to get a big change

31:20

done internally? What are the issues if

31:22

you're not planning that through. Odds.

31:25

Are it's not gonna get done

31:27

no matter how much your champion

31:30

once. it's so winning the complex

31:32

sales solves that problem for you.

31:34

Why waste all your time on

31:37

these false positives or these no

31:39

decisions? Because they don't pay very

31:42

well. They pay Zero. Point.

31:45

Zero. What? You want

31:47

to do is t asked

31:50

So sign up to date

31:52

incest and yourself your the

31:54

asset in sales. Quit waiting

31:56

for somebody else to approve

31:58

or train you. See. Get

32:00

it. Expense. That. Should be

32:02

your first sales obstacle. Your first sales

32:04

challenges. How do you get your company

32:07

to pay for to school? Don't tell

32:09

you manager you wanna do this. I

32:12

put a little warm example:

32:14

email. In the show notes rate

32:16

below here. just swipe up and take a

32:19

look at that. And

32:21

if they won't, you gotta ask yourself,

32:23

why won't you. Why? Won't

32:25

you owe it? Takes time while

32:27

you work all day. you working

32:30

wrong all day. Why not improve

32:32

that? There's the time rate. They're

32:34

owed them money. Bryan.

32:36

It's Monday Wednesday. Make

32:39

more money. it's you

32:41

become better in sales

32:43

and. Start

32:45

the conversation pays for itself the

32:48

first week because you're gonna get

32:50

at least two meetings just learning

32:52

from the very basics of it,

32:54

causing the complex sale or pay

32:56

for itself a hundred times over.

32:58

Students in a Tell Me is

33:00

the best money they ever spent

33:02

because they now have control over

33:04

their deals and it doesn't and

33:06

send you bought some. Give up

33:08

after they win their first. The

33:11

only think they've got enough. no

33:13

combat combat. Keep going. You can.

33:15

Get even bigger deals, More deals,

33:17

Faster deals. That's what it's all

33:19

about. Sign. Up today.

33:22

Put. The excuses away. It's.

33:26

Juices feel good but their

33:28

expenses. Excuse the what

33:30

the excuses are, costs and you. Tens.

33:34

Says d Maybe couple hundred

33:36

thousand dollars a year and

33:38

last in can. Really?

33:42

Yeah. The difference between where

33:44

you are today at? say you're

33:46

making one fifty decent, decent income.

33:49

But. You know there's other people in

33:51

your industry. Make and Three Four Five

33:53

Hundred K. While. Are

33:55

you going to do that? You all think it's

33:57

just about getting a better job. A better tell?

34:00

Tory a better manager they

34:02

can help go do that.

34:04

Then what happens? It still

34:06

you there with those weeds

34:08

trying to close those deals

34:10

and do you have the

34:12

game? Few.

34:15

People do. Everyone thinks they

34:17

know, why not prove it?

34:19

The market tells you what

34:22

you're worth. Except this.

34:24

Now. Become better. Than

34:27

the way to become better is to

34:29

improve every day. Really?

34:32

Make a daily routine of

34:35

learning and developing. Because it's

34:37

not at the knowledge level,

34:40

you have to be com

34:42

unconsciously competent. At

34:44

these skills which takes time, repetition

34:47

and emotion and I show you

34:49

how to do it. How High

34:51

Did is how I've taught hundreds

34:54

of people to do it, but

34:56

you have to want to because

34:58

I can't force you. A

35:01

lot of people wish I could, so do

35:03

I. Sign.

35:06

Up today. We'll see you next.