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welcome to Scaling UP! H₂O the podcast
for water treatise by water treaters
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where we’re Scaling UP! on knowledge so
we don’t Scaling UP! our systems hi
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everybody Trace Blackmore here and
Scaling UP! Nation it was so awesome
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0:27.4
seeing so many of you at the recent AWT
convention and Expo folks I gotta tell
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0:32.4
you when I started this podcast just a
little over a year and a half ago I had
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0:39.4
no idea that the folks out there in the
Scaling UP! Nation were going to love the
0:39.4
0:44.0
podcast so much I didn’t even know there
was going to be a Scaling UP! Nation but
0:44.0
0:49.0
when you come up to me and let me know
how you’ve tried something new how you
0:49.0
0:54.6
went after something that you wouldn’t
have done if you had not gotten inspired
0:54.6
0:59.4
because of listening to Scaling UP! folks
I gotta tell you that’s awesome but I
0:59.4
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also want to tell you that was all you
maybe I gave you that a little bit of
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1:09.9
nudge to push you in that direction but
you did the legwork so I want to thank
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1:16.5
you for letting me know that the Scaling UP! podcast has inspired you and I want
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1:22.5
to keep inspiring you to keep being
great so do those things that you know
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1:27.6
that you need to be doing to be
successful and we’re actually going to
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1:32.8
continue that theme on today’s show of
course we’re also coming off of
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1:38.1
celebrating industrial Water Week how
cool was that that US water treatment
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1:43.6
folk had our own holiday James McDonald
thank you so much for that we now have a
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1:49.9
holiday and I hope you use that to set
some goals for yourself to reach out to
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1:54.9
your fellow water treaters and remind
yourself that only an industry that is
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2:00.8
just incredibly awesome is worthy of
having its own holiday and it’s not just
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2:06.3
one day it’s five days so folks if
you’re gonna be in this industry make
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2:11.5
sure that you are making this industry
better and I know a lot of you came up
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2:17.8
to me and told me at the AWT that you
started using the service audible
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because I recommended it and folks it’s
no secret I
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2:27.5
like to read and I don’t have time to
read when you read there’s only one
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2:30.9
thing you can do and that’s of course
hold that book and read it and I like to
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2:36.0
do that as often as I can but let’s face
it I just simply don’t have a lot of
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2:41.4
time to close everything out that’s
going on and pick up a book and read it
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2:46.6
but you know just like me just like you
we are in the water treatment industry
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2:50.6
and we have a lot of windshield time and
I think that’s why this show is so
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2:54.8
successful because we can get
information while we’re driving well
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3:01.6
audible is the exact same way and it’s
how I read thirty five books a year by
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3:05.1
using audible so if you want to use
audible to go to Scaling UP!
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3:10.3
h2o comm forward slash audible you’ll
get a free month a free book and you can
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try that service for yourself
now that’s an affiliate link of mine and
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what that means is that audible will pay
me a commission if you go to that but it
3:18.9
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does not cost you a dime extra so just
wanted to let you know that being
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3:30.4
totally transparent with the Scaling UP!
Nation and maybe what I was doing there
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3:34.2
was selling maybe I’m selling the fact
that you need to read more maybe I’m
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3:39.1
selling the fact that I have a solution
to get you to read more well today’s
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3:44.0
show is about selling and it doesn’t
matter if you consider yourself a
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3:50.2
salesperson or not if you are in this
industry if you are in any industry if
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3:56.7
you ever communicate with another human
being you are selling and I know we have
3:56.7
4:02.1
a lot of different ways to look at
selling and a lot of them aren’t very
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4:05.2
flattering so we’re going to talk about
that today and we’re going to talk about
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4:12.3
what some people do to make themselves a
little bit more successful at sales or
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what I like to say at communicating than
others so we’re going to be joined today
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4:22.5
by a great sales coach his name is Dan
Jourdan
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and I hope you enjoy my interview with
Dan Jourdan my lab partner today is Dan
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4:34.5
Jourdan and Dan calls himself the sales
energizer Dan I’m so happy to have you
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4:37.4
on Scaling UP!
are you today you know I’m living the
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4:44.4
dream baby how about you absolutely well
you know you have a way of just telling
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4:48.5
people the truth when it comes to what
they should be doing when it comes to
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4:52.0
just getting out there and making sales
so I’m hoping we talked a little bit
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4:55.4
about that today and and just find out a
little bit more of how to become more
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5:00.6
well-rounded salespeople well I’ll be a
happy to help that’s what I do best
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5:04.4
well before we get started could you
tell the audience a little about
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5:09.0
yourself yeah absolutely I you know you
introduced me as the sales energizer I
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5:12.0
let me tell you this story that’ll
explain the hope that I just came back
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5:16.9
from India I had a little a speaking gig
there with a an IT company that was
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5:21.8
looking basically they wanted an
American face in at their company to be
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5:26.3
their sales manager or what-have-you for
this convention but I had to say a few
5:26.3
5:30.4
words and I spoke to the crowd and I
realized very early on that nobody
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5:36.6
really understood me I mean I barely
clearly but I’m New Jersey fast-talking
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5:42.0
type of conversation which is not what
they’re taught in school and so I was a
5:42.0
5:45.1
little apprehensive when I was going out
there to speak but I did and I said a
5:45.1
5:50.0
few words and it was like I’m telling
you trace it was like I was Elvis I’m
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5:53.6
the only standing there with their
mouths wide open and like sheepishly
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5:57.6
walking up to me afterwards you know
asking if they take a selfie with me and
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6:03.6
it was crazy how well this went off and
I asked one young lady you know what she
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6:07.3
heard she could speak English I said
what did you hear that was so special
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6:11.8
what she said to me is the answer to
your question in a long-winded way she
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6:19.0
said I heard nothing but I felt your
energy and that’s if you want it in a
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6:24.7
nutshell what you want to do to become a
better salesperson you need to transfer
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6:31.8
your energy to your prospect because
they crave it they need it they desire
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6:35.8
it they were they’re attracted to it and
so I call myself the sales energizer
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6:40.1
because that’s what I’ve always been
able to do and I travel around and I
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6:44.6
give presentations and I blow the roof
off not only of the convention but I
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6:48.7
help the sales people in the room blow
the roof off their sales
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6:52.6
how’s that I think that’s great and
you’ve been doing this for a long time
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6:59.6
you’re a master at this how to somebody
that’s mediocre at sales begin to do
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7:07.2
even begin to do what you do well great
question and the answer is you need to
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7:13.5
want to first you need to do you mean
that’s a lot of people are turned off by
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7:18.5
even being called a salesperson they’re
they’re embarrassed by my mother’s that
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7:23.8
way my mom until this day if you if you
had my mother in a room right now with
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7:28.4
you and you say hey how’s Danny doing
she would say you know he’s fine doing
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7:34.0
well he’s in between jobs but he’ll I’m
telling you she will not tell her
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7:39.8
friends that I’m in sale because her
impression of a salesperson is her
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7:45.5
batalik from WKRP in Cincinnati you know
that guy it’s just you know that pushy
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7:51.5
car salesman kind of embarrassing
mentality and I think in the minds of a
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7:55.3
lot of people they have that same type
of thing that’s why people you know
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7:58.8
financial consultants don’t call
themselves salespeople they call
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8:03.2
themselves financial consultants you
know insurance agents insurance sales
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8:07.1
people don’t call themselves that they
call themselves you know brokers or
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8:11.5
consultants or what have you because
there’s a little shame involved in there
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8:18.0
and now so the way to start the first
step is to toss that out of your head
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8:22.2
and understand that nothing good in the
world has ever happened without a
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8:26.7
salesperson selling it I you know even
Thomas Edison nobody was gonna take a
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8:30.8
light bulb they thought it was crazy
color TV I remember my parents telling
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8:35.8
don’t sit too close it’s gonna hurt you
know color TV is bad for your eyes color
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8:42.0
TVs but if everything has to be sold you
make people’s lives better by presenting
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8:46.2
a product that you have what would you
guys the water treatment and things that
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8:48.8
you’re selling you’re literally making
lives better
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8:53.3
you’re saving lies you’re helping people
you’re helping companies earn more money
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8:57.1
which in turns and they make their lives
better you’re doing all that so you need
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9:01.9
to understand that you’re in the most
noble profession out there
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9:08.4
good person can do a lot more good being
successful than being unsuccessful I
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9:11.0
think that’s great advice
you know if you don’t believe in
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9:14.3
yourself how are you gonna get your
prospects and customers to believe in
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9:19.2
you yeah well and I tell this to people
and I and I you know I tell it to my
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9:23.3
children I told to everybody go you want
to be a better salesperson be a better
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9:27.2
person you know and you’ll be a better
self you want to be a better accountant
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9:32.9
be a better person you know act like the
person that you’d like to become and
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9:37.6
more than likely you’ll see that person
in the mirror very soon and the person
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9:42.7
you’d like to become is not squeamish
and not embarrassed of their profession
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9:46.3
the person that you’d like to become is
not someone that sits in a corner and
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9:49.5
hides and you know waits for people to
come to them the person you’d like to
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9:54.7
become it’s a difference maker someone
who goes out there and does good in the
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9:59.3
world by moving more of their product
than the next guy well I think you’re
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10:03.6
laying down a great foundation let’s
move on a little bit more so how does
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10:08.4
somebody assess themselves to see how
good they are at actually doing what you
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10:14.2
just advised you know well the you know
one of one of the beautiful things about
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10:21.0
the sales business is that you can keep
count I mean there’s numbers involved
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10:25.5
I’m not saying that money is the only
thing that’s important but it’s one of
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10:30.3
the few things you can count years ago I
went on a hitchhiking trip it was a
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10:33.3
terrific hitchhiking trip and I took no
money
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10:38.2
I just got jobs along the way and I was
gone ultimately for for eight months
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10:43.9
and I learned more in that trip about
about life and about sales and I used
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10:48.0
the same skills that I used to get rides
then I used the same skills to make
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10:53.2
sales today and I learned very quickly
that there’s a very fine line between a
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10:59.5
hitchhiker one who gets rides and a
smelly bum on the side of the road with
10:59.5
11:03.0
their thumb hanging out you know you
can’t very well call yourself a
11:03.0
11:07.2
hitchhiker if you’re not getting picked
up and you can’t very well call yourself
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11:12.3
a salesperson if you’re not making sales
that’s an interesting analogy that
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11:18.0
that’s your job that’s your job so you
how do you assess yourself you take a
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11:22.0
look at your numbers that’s what you do
so what are some of the metrics that you
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11:26.8
look at on a regular basis oh that’s a
great that’s a great questions and I
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11:32.6
have a coaching program I do for sales
fees for companies and I I build sales
11:32.6
11:38.6
programs for companies but my individual
one-on-one coaching is probably the most
11:38.6
11:42.5
effective thing for people because you
know individually you could work on on
11:42.5
11:48.6
the activities that it takes to get the
results that you want and so what we do
11:48.6
11:53.1
and what I tell my team and the people
that I’m coaching is that it you know
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11:56.8
the results are the goals that you’re
looking for and I don’t really call them
11:56.8
12:00.0
goals I call them expectations but I’ll
talk about that later but that hope that
12:00.0
12:04.1
that pot at the end you’re gonna
celebrate that no matter what I mean
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12:07.6
that’s just exciting when you make your
goal everybody celebrates and just and
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12:12.6
does stuff like that but to get there
what we practice is we celebrate the
12:12.6
12:17.4
activities and we wait for the results
to have so every day we’re taking the
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12:22.1
measurements of those activities that
are gonna get those results so what are
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12:25.0
those activities well how many people
did you talk to today
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12:29.7
how many times did you did you pitch
your product today how many noes did you
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12:32.2
get today
how many cold calls did you get today
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12:36.4
how many income any leads did you
produce today how many blogs did you put
12:36.4
12:40.1
out today how many tweets did you put
out today how many engagements in social
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12:44.0
medias did you do today how many
speeches did you give today or prepare
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12:48.1
for how many appointments did you said
today so the the daily activities is
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12:54.1
what we measure and celebrate so I mean
if your goal is to say heck I’m gonna
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12:58.7
talk to you know 20 people today then
Bay and you got no sales from it that’s
12:58.7
13:03.2
a good day you can go to bed that night
saying I won that’s a winning day
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13:08.9
because we know with the certain actions
we know what the results are gonna be so
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13:13.0
we just work on those daily actions that
makes sense I think that makes a lot of
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13:17.9
sense now eventually at some point
somebody’s going to be wanting to see
13:17.9
13:23.3
some sort of revenue coming in so how do
you know when the activities that you’re
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13:26.5
doing even though you’re doing them
you’re not doing them in the best way
13:26.5
13:28.6
producing the results that you want to
get
13:28.6
13:33.8
well you know the the simple the simple
fact that I and I hate I hate the Brit
13:33.8
13:37.8
you know I’m answering you so
matter-of-factly like like my answers
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13:43.5
are the only ones that are out there but
in this world that we’re in I mean it’s
13:43.5
13:49.1
you were on the live fire I mean it
happens every day so a lot of people say
13:49.1
13:53.1
you know here’s something which is a
good example I I’m just through through
13:53.1
13:57.9
years and years of study of this I
realized certain things about sales
13:57.9
14:02.6
people most sales people really are
afraid of their competition they’d
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14:07.4
rather be in a rather be in a field that
has no competition they think then it’s
14:07.4
14:10.9
gonna be much easier for them and every
your customers can eat your product so
14:10.9
14:16.0
and which is kind of true well there’s a
way to do that there’s a way to ensure
14:16.0
14:21.9
that you have no competition and that is
you work when your competition is not
14:21.9
14:26.2
you don’t do what your comedy you know
your competitions every day from 9:00 to
14:26.2
14:30.5
5:00 is doing the same thing don’t do
that you do who work when they’re not
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14:34.7
working so here’s when salespeople
aren’t working in general they don’t
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14:39.9
work on Mondays they don’t work on
Fridays for their own reasons and they
14:39.9
14:43.9
don’t work when it rains I don’t know
why but they don’t work but if it rains
14:43.9
14:49.9
on a Monday baby I’m after it I mean I
know for a fact I’m the only sales
14:49.9
14:53.0
person in America
who’s making prospecting calls that day
14:53.0
14:58.6
I know for a fact nobody’s there so you
want to get that so I know that I’m
14:58.6
15:03.1
gonna get better results on those days
just because from the history of life
15:03.1
15:09.1
I’ve made hundreds of thousands maybe a
million calls on strangers in my life
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15:12.6
you know you’re not doing anything new
here this whole thing has been happening
15:12.6
15:17.9
since Jesus you know for crying out loud
this is everybody knows it’s not like
15:17.9
15:21.1
you’re inventing the world isn’t new
because you just got into the sales
15:21.1
15:25.7
business it’s the same thing I’m telling
you if you talk to 20 people today
15:25.7
15:30.1
you’re gonna get a lead and a customer
you’ll just do it it’ll just happen
15:30.1
15:36.6
you’ll automatic you automatically start
adapting and adjusting now we create
15:36.6
15:41.3
unbelievable scripts for people we
create incredible up you know programs
15:41.3
15:44.1
for people it’s a
so you can avoid saying the wrong words
15:44.1
15:47.9
and things like that but that’s
secondary even if you if you’re an
15:47.9
15:51.8
insurance salesperson and you walked up
to a hundred people a day and said you
15:51.8
15:55.5
don’t want insurance do you just I mean
the worst possible thing you could say
15:55.5
15:59.1
you don’t want insurance do you you’d
probably sell some insurance great
15:59.1
16:03.8
advice and that’s why it’s so important
to keep track cuz a lot of times you
16:03.8
16:10.5
know you spend the average sales person
will spend fifteen minutes worrying
16:10.5
16:16.1
about calling somebody calling that
person getting their voicemail leaving a
16:16.1
16:20.6
terrible message on that voicemail and
so you know in a half hour
16:20.6
16:25.5
they’re exhausted but they’ve only made
one phone call that’s an excellent point
16:25.5
16:29.7
and for the record you’re saying to the
Scaling UP! audience that you don’t want
16:29.7
16:35.5
this water treatment program do you is
not a good sales pitch but you know what
16:35.5
16:41.1
if you set it to a hundred people it
would work alright I it would it would
16:41.1
16:44.3
now there’s a better way to do it
there’s a better way to do and that can
16:44.3
16:47.8
help you out well how about we talk
about the anatomy of the sales process
16:47.8
16:52.5
so I get up this morning I get dressed I
comb my hair I’m ready to go out and
16:52.5
16:58.2
make some cold calls what should I do
yeah well that’s my gosh you know it was
16:58.2
17:02.6
as if I wrote down these questions these
are just like layups you’re good at this
17:02.6
17:08.0
I’m telling you this isn’t your first
rodeo is it I’ve interviewed a few but
17:08.0
17:14.4
none as good as you mr. tan well you
know I so that’s the first thing when
17:14.4
17:18.6
you first meet somebody you want to give
a compliment here you want to give you a
17:18.6
17:21.3
little secret and then I’m gonna answer
your question when you’re first
17:21.3
17:26.8
approaching somebody understand this
there’s three things that your prospect
17:26.8
17:32.4
has but more importantly they have and
they want to give it to you so they have
17:32.4
17:37.4
something that they want it’s gonna make
them feel good to give you one of these
17:37.4
17:42.4
three things so if you ask for them
you’re in a much better position to
17:42.4
17:46.8
start a conversation about water
treatment so here they are the first
17:46.8
17:51.7
thing that people love to give you that
they have is help I wonder if you could
17:51.7
17:56.0
help me if you go to Home Depot right
now and you say you know where the
17:56.0
17:59.2
wrench
they’ll say aisle 7 if you say hey I
17:59.2
18:02.4
wonder if you can help me
where are the wrenches they will grab
18:02.4
18:06.1
you by the wrist and pull you over to
the wrenches and show you where they are
18:06.1
18:12.9
people have a need a need to help makes
them feel worthwhile you’re giving them
18:12.9
18:18.8
a gift by letting them help you that’s
the first thing the second thing is an
18:18.8
18:23.3
opinion everybody’s got an opinion and
they’d love to get I wonder what your
18:23.3
18:27.4
opinion is what do you do about you I
don’t know your water-treatment things
18:27.4
18:30.3
but I would need something in relation
to that or what if got your opinion are
18:30.3
18:33.7
you happy with the blood of love about
the water here always that someone
18:33.7
18:37.5
opinion and ask that once they give your
opinion you’re basically in a backhanded
18:37.5
18:41.9
way you’re telling them that they’re
smart you never ask the opinion of
18:41.9
18:46.7
somebody who’s moron and then the final
one that they had and you guys ought to
18:46.7
18:53.0
be writing this down because this is
magic you ask for somebody’s advice God
18:53.0
18:57.9
hey nothing there sometimes I use I i’ll
use that but you want to get past the
18:57.9
19:01.3
person who answers the phone you call
them the gatekeeper I call them the
19:01.3
19:06.0
sales assistant they’ll they’ll move you
to the right person but you ask the that
19:06.0
19:10.0
person who answers the phone the first
person that you call hammer-forged ask
19:10.0
19:14.8
your advice what would a guy like me we
do water treatments services who would I
19:14.8
19:18.4
need to speak with it would be
interested in this type of thing and let
19:18.4
19:23.6
them give you their advice it’s magic
okay that’s a little sidebar that I went
19:23.6
19:27.4
off but why no what was your question
again I got to be honest I can’t
19:27.4
19:30.9
remember what it was I was I was so
mesmerized by the the magic that you
19:30.9
19:36.4
were laying down yes I mean that’s just
inside that’s as good as it gets
19:36.4
19:41.1
well let me ask you this I called the
receptionist the gatekeeper that
19:41.1
19:48.0
gatekeeper word needs to be thrown on
the trash heap that’s there are two
19:48.0
19:54.4
things that did make my blood boil one
is that stupid book by Arthur Miller the
19:54.4
20:02.5
a Death of a Salesman I mean it’s the
worst you you can’t ask it’s changed the
20:02.5
20:05.6
mentality that’s why my mother can’t
stand a salesperson because of that
20:05.6
20:10.0
stupid play it’s ruined an entire
generation of people
20:10.0
20:15.1
okay that and the second one is the
gatekeeper never use that word I mean
20:15.1
20:21.8
that person is your is your key to the
kingdom that person is a gold mine if
20:21.8
20:27.8
you treat that person with respect treat
them like they’re the boss treat that
20:27.8
20:31.4
person like they’re the decision
decision-makers you’re giving them a
20:31.4
20:35.4
compliment I mean they’re getting beaten
up they have people calling them trying
20:35.4
20:39.7
to get around them all day trying to
sneak e things and they and they it’s a
20:39.7
20:44.3
terrible life existence and then you
come along saying hey I wonder if I can
20:44.3
20:47.1
ask your advice you probably know
everything about that you’ve been
20:47.1
20:49.5
working there awhile
who would I need to speak with about
20:49.5
20:53.6
that and all of a sudden they’re like
yeah I’m gonna help you are you kidding
20:53.6
20:56.2
me
and they still working and then they say
20:56.2
21:01.1
I I can’t tell you how many people I’ve
become friends with who have actually
21:01.1
21:05.9
called me and said and now’s the time
I’ll hook you up with them right now you
21:05.9
21:09.2
know they become your advocate they
become your helper they become a
21:09.2
21:13.6
resource for you and you could call them
a gatekeeper like they’re there we can
21:13.6
21:17.2
hold like an armed guard trying to keep
people out
21:17.2
21:23.2
oh okay I’m sorry I got off my horse I
think it’s a I think it’s a great new
21:23.2
21:27.2
paradigm that we all need to have so
let’s get back to the anatomy of a sales
21:27.2
21:30.8
call yes yes
okay well the anatomy of a sales call
21:30.8
21:36.8
starts the day before or the week before
what have you but if you wake up in the
21:36.8
21:41.6
morning and say what am I gonna do today
yeah that’s the death of a Salesman
21:41.6
21:45.8
you know that’s a problem you know your
day needs to be you need to be scheduled
21:45.8
21:50.8
for instance me I’ll give you I’ll give
you mine on Mondays and Tuesdays I do
21:50.8
21:55.2
coaching calls that’s what I do
Mondays and Tuesdays I work with my
21:55.2
21:58.8
clients and I do coaching calls there’s
no question I can wake up on Monday
21:58.8
22:02.6
morning I know what I’m doing I have you
know I have people scheduled throughout
22:02.6
22:10.2
the day Wednesday Thursday um cold
calling I’m prospecting to try to I’m
22:10.2
22:15.4
protecting for for meetings I’m
prospecting for workshops that I’m
22:15.4
22:21.2
putting together I’m doing a prospecting
to get people to come to my webinars I’m
22:21.2
22:24.9
doing all sorts of things there
that’s you know Wednesday and Thursday
22:24.9
22:29.7
and Friday is a kind of a was a kind of
a catch-up day but I’m planning for the
22:29.7
22:34.1
next weekend doing also stuff and and
all in the process you know following up
22:34.1
22:38.4
with people but I know what I’m doing
every day and then the day is broken
22:38.4
22:42.7
down even more specifically with you
know the time I wake up and walk the dog
22:42.7
22:46.6
and exercise and all this stuff but if I
can give you one tip that’s really
22:46.6
22:50.7
helped a lot of my people as far as
scheduling their days and it’s really
22:50.7
22:55.2
been a you know a terrific thing is if
you have you ever had this situation
22:55.2
22:59.9
where you you wake up before your alarm
clock and you’re laying there in bed and
22:59.9
23:04.1
you’re thinking about all the stuff you
have to do today absolutely and you’re
23:04.1
23:08.0
putting it all in order and all that
stuff and it’s it’s just messing with
23:08.0
23:11.1
your brain and then you forget and so
you go back and do the list again in
23:11.1
23:15.1
your head and you’re like well I used to
do that now I would write it down I used
23:15.1
23:19.2
to do that but it drove me nuts because
I didn’t have a restful sleep now I do
23:19.2
23:23.9
this I wake up in the morning and if I
start thinking about what I’m gonna do I
23:23.9
23:28.0
stop I said I’ll think about it while
I’m exercising and I get up and I go
23:28.0
23:33.9
outside and I walk walk around or
whatever I do but while I’m moving I can
23:33.9
23:37.5
it’s much easier for me to put my
thoughts together of what I’m gonna do
23:37.5
23:43.7
today and get it all rolling so my
suggestion is exercise first it’s one of
23:43.7
23:46.1
those things you know your mother tells
you to do everybody knows you to do and
23:46.1
23:49.5
you just you just don’t do it wake up in
the morning and go for a walk and while
23:49.5
23:55.2
you’re on your walk plan your day on
your walk if you just do that you’ll add
23:55.2
24:00.0
ten years to your life and and two hours
to your day great advice because if you
24:00.0
24:04.7
get if you get into work if you get into
work and say what am I gonna do today
24:04.7
24:12.1
someone’s gonna walk in and hijack your
entire day you have to have a plan great
24:12.1
24:16.6
advice yeah it’s all great advice that’s
what I do it’s great absolutely it’s
24:16.6
24:20.4
coming out of you right it has to be
right this is what you need to do to
24:20.4
24:24.5
tell everybody follow again my eye about
several websites the sales energizer is
24:24.5
24:31.5
one of the speaking one but if you go to
cold-call guy.com cold call guide calm
24:31.5
24:36.6
and there’s a little blue box there fill
that out get on my newsletter
24:36.6
24:41.7
and we get videos every week and things
like that and and when we’re done here
24:41.7
24:45.9
I’ll have a special thing for your for
your listeners as well excellent
24:45.9
24:50.7
well you are a sales coach what do you
do for your clients how do you get them
24:50.7
24:53.9
to become better you mentioned a couple
of things but for somebody that’s never
24:53.9
24:59.0
become part of that process what can
they expect there are certain traits of
24:59.0
25:02.2
successful people and there are certain
people that are coachable and certain
25:02.2
25:06.2
people that aren’t and a lot of times
I’ll ask you know where are you right
25:06.2
25:10.0
now in terms of your sales in terms of
your life in terms of all this stuff
25:10.0
25:14.9
where do you want to go and then they’ll
give me an answer of their goals that
25:14.9
25:19.4
they want to get to and all that stuff
and then I ask this question I say
25:19.4
25:23.5
what’s stopping you because most people
know I go what’s stopping you from
25:23.5
25:27.4
getting to where you want to go and I’ll
tell you what I’m listening for I’m
25:27.4
25:32.8
listening for the people who say I’m not
planning my day or I’m not waking up
25:32.8
25:37.9
early enough or I’m not motivated or I’m
not this or that as long as they say I’m
25:37.9
25:43.5
not then I know I have something I can
work with if they say well traffic is
25:43.5
25:49.4
like this my I’ve been sick I have my
wife’s not working or my husband’s not
25:49.4
25:54.3
working I’m doing if they’re blaming
something else they’re just not ready to
25:54.3
25:58.9
be a millionaire salesperson they’re
just not ready and I’ll tell you why
25:58.9
26:03.7
the most important thing that successful
salespeople and I’m talking about I’m
26:03.7
26:08.5
coaching million-dollar salespeople
people that earn a million a hundred
26:08.5
26:13.6
thousand dollars a month in Commission I
mean people that earn big money the way
26:13.6
26:19.8
they got there is by taking full
responsibility of the good that’s
26:19.8
26:24.5
happened in their life and they’re not
good and then they ask this question
26:24.5
26:31.2
they ask how do i how do I not you know
why are they always saying no why is the
26:31.2
26:36.3
gatekeeper always not letting me through
why am I not doing this in fact they say
26:36.3
26:42.7
how do i how do I get more customers how
do I get through the gatekeeper how do I
26:42.7
26:48.3
figure out what to say that gets them
interested how do I wake up earlier how
26:48.3
26:53.8
do I keep myself more account
how do i how do i how do i because i the
26:53.8
26:58.1
the really successful or the the
motivated salesperson the one that i
26:58.1
27:02.3
could really help is the one that’s
taken that responsibility and saying and
27:02.3
27:06.7
and they will come up with the answers
and then what the coach does you know
27:06.7
27:12.3
this guy like me does is put somebody on
basically accountability program that
27:12.3
27:16.7
they have to live up to their own
expectations they have to raise their
27:16.7
27:22.2
expectations i i’ll come back to that I
remember when I was a little boy I had a
27:22.2
27:26.6
friend Joel Haspel and he was the rich
kid on the block his dad had a razor
27:26.6
27:30.2
mills was the name of the company was a
big fabric store was great and we used
27:30.2
27:33.4
to take us ed we jump around on all the
rolls it was very it was a big place
27:33.4
27:38.2
they were loaded and Joel said to me
once he says you know I when I grow up I
27:38.2
27:41.8
expect to be rich like my dad – you know
cuz I’m brought up in this and I know
27:41.8
27:48.4
how to do it and I I expect to be rich
and he is and he said to me and you’re
27:48.4
27:51.9
probably gonna be less than me because
you know your parents aren’t you don’t
27:51.9
27:55.2
have this and you just you don’t expect
out of yourself and I remembered that
27:55.2
28:01.5
from the time I was 8 years old people
don’t achieve very rarely achieve their
28:01.5
28:05.6
goals it’s some sort of you know a fee
real thing it hangs out there in the
28:05.6
28:09.9
distance and you’re like oh maybe one
day I’ll get that but people always
28:09.9
28:15.4
always reach their expectations and so
if I can take somebody so that they
28:15.4
28:20.6
could start expecting to do those
actions every day they expect to do 20
28:20.6
28:25.2
calls a day they expect to ask for the
order they expect to try new things they
28:25.2
28:30.2
expect to go to networking meetings they
expected of themselves once they raise
28:30.2
28:34.9
their expectations of themselves then
all the with me keeping them accountable
28:34.9
28:40.3
to all that through the various
mechanisms that we use it’s a guarantee
28:40.3
28:46.5
it’s a guaranteed win how’s that for a
proclamation I think that’s a great one
28:46.5
28:50.2
I’m trying to think of some of the
excuses that I’ve heard from people over
28:50.2
28:54.7
the years so I’m gonna throw a couple at
you and you you tell me why that’s a not
28:54.7
28:59.5
a good way of thinking and how we can
think better so a lot of people in our
28:59.5
29:03.9
industry they’re technicians and they’re
salespeople
29:03.9
29:07.3
people think well hey I can either be a
really good technician or I can be a
29:07.3
29:12.7
really good salespeople but I can’t do
both right well looks another one or is
29:12.7
29:18.4
that the big one that’s probably a big
one another one is you know somebody’s
29:18.4
29:23.8
price is lower so I can’t compete over
that or we don’t have the market share
29:23.8
29:29.5
or they haven’t heard of our name or you
know if well we we had this type of
29:29.5
29:33.8
marketing material then I could go in
and I could get that person to return my
29:33.8
29:38.5
call you know little things like that
all right well you know all let me tell
29:38.5
29:43.5
you the the first thing about excuses
the only difference between an excuse
29:43.5
29:50.9
and a reason is the way that it’s
spelled I mean it is it is the exact
29:50.9
29:55.6
same thing and nobody nobody likes
excuses you don’t even like telling
29:55.6
29:59.6
excuses to yourself
a father-in-law once it was like an ex
29:59.6
30:03.0
father-in-law removed you know with all
the marriages you never know what
30:03.0
30:07.6
anybody he was a related somehow but he
was a big guy in in Orkin pest control
30:07.6
30:11.1
and he it was a sales manager and people
would come in and say that they were
30:11.1
30:16.9
late and he would say you know the only
the only excuse for being late is you
30:16.9
30:21.0
didn’t leave early enough yeah you know
I don’t give me the traffic if you left
30:21.0
30:24.0
early enough they would you would have
avoided the truck so you didn’t leave
30:24.0
30:27.7
early and that’s also somebody who’s
taken responsibility I’m sorry mr.
30:27.7
30:30.0
Geiger
I didn’t leave early enough it won’t
30:30.0
30:34.5
happen again that’s the only thing he
would accept he wouldn’t accept anything
30:34.5
30:37.8
else he’d fire somebody if they said
something else that’s the only thing he
30:37.8
30:41.2
would accept and I say the same thing
for people with any of these excuses
30:41.2
30:46.0
this is all in your head I have to be in
a technician or a salesperson you know I
30:46.0
30:49.9
bet the people who are saying that are
probably married you know so I can
30:49.9
30:54.4
either be a good spouse or a good or a
good provider
30:54.4
30:58.3
I could be either a good you know God
you know I bet they mow the lawn I can
30:58.3
31:01.7
either do good at mowing the lawn or
that I mean that’s a bunch of garbage
31:01.7
31:06.6
you could do everything and you know
what it starts with being a good person
31:06.6
31:10.7
you know who would you like to do
business with that’s what they should be
31:10.7
31:16.0
asking how do I act like the person that
I’d like to do business with I bet that
31:16.0
31:20.6
person goes home at
and you know two days a week studies a
31:20.6
31:26.2
little on the technicians or studies a
little on the sales world are we gonna
31:26.2
31:31.1
watch you some videos on the sales world
I have a membership site you can log on
31:31.1
31:35.5
to it at any time and it gives you all
sorts of information and motivation and
31:35.5
31:39.7
you know technical skills and sales and
people go on that whenever they want and
31:39.7
31:43.5
just do it maybe if you do it 15 minutes
a day or maybe you can do a twenty
31:43.5
31:47.6
minutes a day but anything you want to
get really good at you would figure out
31:47.6
31:50.4
you would make the time to do it and I
don’t have to tell you to stop watching
31:50.4
31:54.7
TV you know my people that I coach I
don’t tell them to stop watching TV they
31:54.7
31:58.1
just stop watching TV I don’t tell them
to stop watching the news first thing in
31:58.1
32:00.7
the morning they just don’t have the
time to watch the news first thing in
32:00.7
32:05.3
the morning and let it ruin their day
but you know stop protecting their their
32:05.3
32:09.3
mind the most important asset and
they’re gonna put all this garbage in it
32:09.3
32:13.4
before they get started I don’t have to
tell people not to waste time on
32:13.4
32:18.7
Facebook and LinkedIn I tell them how to
use Facebook and LinkedIn to get
32:18.7
32:22.8
notoriety and get business and get get
more action to get more things going in
32:22.8
32:27.1
their lives you know people just do that
so how do i how do i become the person
32:27.1
32:31.4
that people would like to do business
with and it magically happens once
32:31.4
32:36.7
you’re held accountable to it and as far
as the price thing goes I mean please
32:36.7
32:43.0
and now I have an entire you know
rebuttals things on how to get past that
32:43.0
32:48.2
which is which is really good with it’s
a price thing but you know if all you’re
32:48.2
32:53.8
selling is price you really are that
commodity and and even if you get the
32:53.8
32:56.9
person on price or you get that company
on price you’re gonna lose them for a
32:56.9
33:01.7
penny less so you never want to do that
so about thirty percent of the people
33:01.7
33:05.3
you deal with our price sensitive and
they’re only gonna buy the lowest price
33:05.3
33:11.0
my suggestion for those is make sure you
have handy three telephone numbers of
33:11.0
33:15.6
your your best competitor or your worst
competitor however you want to think and
33:15.6
33:18.9
say hey these people will do it for that
price go ahead and give it to them you
33:18.9
33:24.7
know a customer that costs you money is
no customer you know the profit out of
33:24.7
33:27.7
that comes right out of the bottom line
which comes right out of your drawers
33:27.7
33:32.5
you know so I wouldn’t do that
but there’s ways to overcome price at
33:32.5
33:37.0
prices nothing if they I’ll tell you why
people buy from you there are four
33:37.0
33:40.5
things you might want to write these
down to okay they buy from you because
33:40.5
33:44.8
they like you they buy from you because
they trust you by the way a lot of
33:44.8
33:48.8
people think trust comes first it’s
really like like get you in the door I
33:48.8
33:54.1
know any female that’s listening to this
right now you know raise your hand if
33:54.1
33:59.2
you ever went out on a second date not a
first date a second date with a guy that
33:59.2
34:04.3
you didn’t like at all but you trusted
him I mean you wouldn’t do it well I
34:04.3
34:08.4
could get you into the game but very
quickly Trust comes in you know
34:08.4
34:12.0
then they’ll buy from you because they
believe you can do the work that’s where
34:12.0
34:16.5
that’s when your company’s history comes
in your experience in the industry and
34:16.5
34:20.1
all that stuff comes in that’s when they
look at you on LinkedIn and they look at
34:20.1
34:23.2
your website and they look at all the
videos that you’re making and all that
34:23.2
34:26.9
stuff and they decide whether or not you
have a credibility and then the fourth
34:26.9
34:29.4
thing is kind of a glue that holds it
all together and that’s is that they
34:29.4
34:33.8
will have developed a desire to do
business with you my son started a
34:33.8
34:37.7
little junk removal business when he was
11 years old he didn’t drive yet but he
34:37.7
34:41.6
decided he wasn’t gonna go to college in
sixth grade and he says I gotta start a
34:41.6
34:45.5
business so he started jacking off he
knocked on people’s doors and his first
34:45.5
34:50.8
day out the kid earned two hundred and
fifty dollars he was 11 years old I
34:50.8
34:53.7
looked down and I said Matthew how did
you do this
34:53.7
34:59.7
and he goes daddy you don’t understand I
said enlighten me son he goes you think
34:59.7
35:04.9
these people are giving me their old
chairs and couches and lawnmowers
35:04.9
35:07.6
by the way lawn mowers a man out of
metal you take the others recycling
35:07.6
35:11.7
place you get paid again but because you
think they’re giving me their couches
35:11.7
35:14.2
and chairs and limos because they need
to get rid of their couches and chairs
35:14.2
35:19.4
and lawnmowers I said yes duh
he said no daddy he said they’re giving
35:19.4
35:23.9
me these things and this is the point
that I’m the whole way just to get to
35:23.9
35:29.5
this point he said they’re giving me
these things because it makes them feel
35:29.5
35:34.5
good to do business with an 11 year old
that little bastard
35:34.5
35:41.8
had it right all along you see he knows
his value he knows that he developed
35:41.8
35:47.7
they had a desire to do
this with him now let’s say he cost a
35:47.7
35:52.8
little bit more you think that would
make a difference the value that they’re
35:52.8
35:56.8
getting the way they could go home at
night and say hey this nice young boy
35:56.8
36:00.6
came here and we gave him the lawnmower
and gave him ten bucks and we’re all huh
36:00.6
36:04.9
the feeling that they could go home and
feel secure and safe that they’re good
36:04.9
36:09.5
people because they did business with
the boy imagine if your customers felt
36:09.5
36:14.3
that way once I have that desire and you
have you’ve had it – I bet everybody
36:14.3
36:18.0
listening to this right now has stopped
your car turned around and bought
36:18.0
36:22.5
lemonade from two girls on the side of
the road and you weren’t even thirsty
36:22.5
36:28.8
were you but you did it because you
wanted to make them feel good you create
36:28.8
36:33.0
enough of an attraction with somebody
that they say man I just want to do
36:33.0
36:39.0
business with this person he’ll price it
in an object price is nothing well Dan
36:39.0
36:45.5
you’ve made the sale how do you keep
that relationship going well and that’s
36:45.5
36:51.5
the whole thing by the way I want to I
want to let you know that it’s it’s a
36:51.5
36:58.2
lot easier to make a friend out of a
customer than it is to make a customer
36:58.2
37:03.5
out of a friend a lot of people you know
meet the person and wine and dine and
37:03.5
37:06.9
all this stuff and never get around to
asking for the order I’m telling people
37:06.9
37:11.5
just reverse it you ask someone for the
order right off the bat see if they’re
37:11.5
37:17.4
interested and then go through it once
they become a customer then you make
37:17.4
37:20.7
them your friend because you want to do
that and that’s how you do and that
37:20.7
37:27.5
comes with constant consistent valuable
follow-up constantly offering ideas that
37:27.5
37:31.0
are gonna help them improve their
business you know you all know your own
37:31.0
37:33.9
goals
you all know your own company goals you
37:33.9
37:39.0
start learning the goals of your
customer and help them achieve that and
37:39.0
37:46.3
you become a valuable resource and asset
for them to help their own career hell
37:46.3
37:51.2
you don’t got to worry about selling
anymore they’re too busy buying you
37:51.2
37:57.6
become their guy even if you’re a woman
everybody wants a guy I got a guy I
37:57.6
38:02.2
get your car fixed oh I got a guy you
got a plumber yeah I got a guy you once
38:02.2
38:06.7
you’re the guy prices out the window
everything’s out the window I have a an
38:06.7
38:11.9
insurance guy his name is Bob steer I’ve
been using him for 20 years I I can tell
38:11.9
38:17.5
you why I’m using Bob steer for 20 years
on my birthday it’s August 10th every
38:17.5
38:22.7
year the same day my birthday is and I
can expect two phone calls I can expect
38:22.7
38:26.5
a phone call from my mother
at 10:30 6:00 in the morning and I can
38:26.5
38:33.9
expect a call not an email not a card
not a you know a fancy text or something
38:33.9
38:41.1
I can expect a telephone call from Bob
steer and do you think another insurance
38:41.1
38:46.4
guy can call to me and say hey listen I
got a better price I got Bob steer man I
38:46.4
38:51.2
don’t need prices I got Bob steer this
guy’s my man he’s my guy he will hook me
38:51.2
38:57.8
up with anything I got Bob steer you
become somebody else’s Bob steer that’s
38:57.8
39:02.2
how you keep a customer I feel like I’m
yelling at you trace I don’t meet no
39:02.2
39:06.0
you’re done you’re doing great you’re
excited you are energizing the
39:06.0
39:10.6
Scaling UP! Nation especially a great
asset you got a good name trace you know
39:10.6
39:16.8
there’s not that many traces out there
so strong I I’ve met I’ve met two and
39:16.8
39:22.3
and I know of one but you gotta use it
nobody forgets you you know people will
39:22.3
39:28.0
forget Dan Jordan I don’t want to forget
trace all right so give me some advice
39:28.0
39:32.1
what should I do with it
would your name yeah well I they know it
39:32.1
39:36.4
so you should you should just make sure
hey I would I wouldn’t even say your
39:36.4
39:40.8
last name I would say you trait you know
just like your Elvis I just want you to
39:40.8
39:47.4
get known as trace the trace you know is
that guy and you need a tagline for
39:47.4
39:52.4
yourself that needs to be all over the
place all right more to follow yes
39:52.4
40:01.2
we got to get go fair enough let’s talk
about referrals oh yes
40:01.2
40:07.7
yeah and that’s and that’s the the most
immediate results that you could that
40:07.7
40:11.1
you could do in fact that’s the first
thing we do when I’m dealing
40:11.1
40:13.9
with somebody and I want to increase
their sales right away that’s the first
40:13.9
40:19.4
thing we do we put together a program
for referral so I’ll give you there’s
40:19.4
40:23.5
there’s about seven things that we do
but I’ll give you the first one right
40:23.5
40:28.6
now and you can go to work with that
that might not might be all you need but
40:28.6
40:33.6
everybody’s on LinkedIn right I would
think so yeah it’s pretty much on
40:33.6
40:37.7
LinkedIn and so and they have they have
customers or even prospects even if
40:37.7
40:41.2
you’re going to see a prospect or a
customer you should be getting five or
40:41.2
40:47.1
six referrals from everybody so what you
do is let’s say I’m going to see you
40:47.1
40:52.0
trace I’m gonna look you up on LinkedIn
and we’re gonna meet let’s say and I’m
40:52.0
40:55.9
gonna I’m gonna look you up on LinkedIn
and I’m gonna look at your friends or
40:55.9
41:00.4
whoever your your LinkedIn with and I’m
gonna pick out five or six or ten of
41:00.4
41:05.1
them that I’d like to meet you know
people that I’d like and I’m gonna print
41:05.1
41:10.3
out those pages then when I come to see
you I’m gonna show you I’m gonna say hey
41:10.3
41:14.7
you know Trace you got a really cool
name you know that must be why you have
41:14.7
41:18.1
so many friends here on LinkedIn I was
looking at your at your friends I’m
41:18.1
41:23.1
LinkedIn and I I printed out ten or so
right here I go do you know this guy Bob
41:23.1
41:27.9
do you know him just play a lot role
play with me say yes I do know Bob yes
41:27.9
41:32.9
he’s a great friend of mine okay all
right would it be okay if I called him
41:32.9
41:35.9
and let him know that I just talked to
you and I can’t imagine anybody would
41:35.9
41:39.5
say no on the spot right nobody would
say that and then I’m gonna follow it a
41:39.5
41:44.0
little bit so but so you do know by let
me ask you if you had to pick out one
41:44.0
41:49.5
really good quality about Bob what do
you think it is if you had a distinct I
41:49.5
41:53.3
would say that I am one of his friends
are you one of his friends and your only
41:53.3
41:57.6
friends with really nice people that’s a
good way putting that exactly okay good
41:57.6
42:02.0
so then I would do that to five or six
people if you know I’m and and so I’ll
42:02.0
42:07.6
get those now the next day I’m gonna
call Bob but when I call Bob I don’t
42:07.6
42:12.1
call Bob simply by saying hey Bob I got
your name from trace and I thought I’d
42:12.1
42:15.7
call you do business with me I’m gonna
do it like this I’m gonna follow a
42:15.7
42:19.7
normal sales process which is always
complement first you know when you’re
42:19.7
42:22.9
asking for somebody’s advice you’re
giving them a backhanded compliment same
42:22.9
42:25.0
thing like this so I’m gonna call Bob I
say Bob
42:25.0
42:30.1
this is this is Dan Jourdan sales
energizer I was I was talking to your
42:30.1
42:35.0
friend trace and do you know what he
said about you I I can’t imagine what he
42:35.0
42:39.4
said about me what do you say about me
well at all so now you’re interested if
42:39.4
42:42.9
you’re Bob now you’re interested yeah
what the heck did he say about me he
42:42.9
42:48.3
said that you’re about the nicest guy
he’s ever met he’s only friends with
42:48.3
42:52.1
nice people and you’re on the top of the
list what do you think of that I think
42:52.1
42:59.6
that sounds incredible okay now all of a
sudden by just association you kind of
42:59.6
43:04.5
like me more because I just gave you a
guy now you’re feeling good and you’re
43:04.5
43:09.9
associating that feeling good with me
that gives me an opening to say hey I
43:09.9
43:13.9
was speaking with tres and he thought
this might die and we both thought this
43:13.9
43:16.7
might be a good thing that I can offer
you do you have a minute or so we can
43:16.7
43:20.4
talk I’ll tell you why I call today
absolutely and then I just go into it
43:20.4
43:26.4
but it’s a way to not only get a
referral but to use the phone that’s
43:26.4
43:31.8
that’s really effective you can get five
or six referrals off of any customer or
43:31.8
43:36.0
prospect that you meet and then once
they tell you something really good
43:36.0
43:39.9
about the person when you have an in and
and it’s much easier for them they don’t
43:39.9
43:44.6
have to call somebody and do any action
you do it all you do it all and you make
43:44.6
43:50.9
everybody feel good it’s that particular
tactic in the in the insurance world and
43:50.9
43:56.3
in the financial planning world has
yielded hundreds of millions of dollars
43:56.3
44:00.2
worth of products sold again great
advice
44:00.2
44:04.0
well let’s keep going down that trail
how do we shorten the sales cycle ah
44:04.0
44:09.1
well you see now you get into the
nitty-gritty again this is this is a
44:09.1
44:14.3
process but I’ll give you the I’ll give
you the the main points at the beginning
44:14.3
44:17.5
the thing remember I said earlier it’s a
lot easier to make a friend out of a
44:17.5
44:21.9
customer than a customer out of a friend
absolutely the sexiest thing the most
44:21.9
44:27.1
attractive thing about anybody is
confidence people are drawn to it they
44:27.1
44:32.1
need it they want it and secretly
everybody wants to be led there’s some
44:32.1
44:36.2
psychological things that we don’t have
the time to go through right now but you
44:36.2
44:39.4
need to be secure with the fact that
you’re
44:39.4
44:44.9
isn’t for everybody not everybody wants
it you know and they have their own
44:44.9
44:48.4
reasons they might be getting it cheaper
they might they might be doing business
44:48.4
44:53.0
with their son or their nephew or their
daughter-in-law they might be doing for
44:53.0
44:55.2
whatever reason your product isn’t for
everybody
44:55.2
44:58.6
I you’ve heard of the 80/20 rule
absolutely
44:58.6
45:03.7
okay the 80/20 rule you’ll get 80% of
your business money revenue out of 20%
45:03.7
45:05.1
of your clients that whole thing and it
works out
45:05.1
45:12.5
I’ve always been 70/30 30% of the people
I meet just don’t dig my program you
45:12.5
45:16.3
know how it does that
I rub them the wrong way that’s fine who
45:16.3
45:22.2
do you think I do business with I do
business with the 70% and the other 30%
45:22.2
45:25.6
of people they’re nice they’re good
they’re they’re perfect they’re well
45:25.6
45:29.9
rounded they’re contributors to the
society very high I’ve no ill-will
45:29.9
45:35.9
towards them they just don’t need me
they don’t dig my stuff that’s fine the
45:35.9
45:39.5
same things for you and in your water
treatment some people don’t need it so
45:39.5
45:43.6
I’m going to I’m gonna say something
we’re gonna roleplay just for a second
45:43.6
45:48.1
and I’m gonna create some tension so I
think this would be really good for you
45:48.1
45:52.5
and the price is $35,000 no that’s way
too high okay
45:52.5
45:57.0
but you wouldn’t even say that legit
there’s always that silence you know
45:57.0
46:01.2
that silent tension sure so you want to
break that silence and you break the
46:01.2
46:05.9
silence by using these little saying so
it’s $35,000 how’s that sound
46:05.9
46:09.5
and now you have to answer now you say
it’s way too high and then I can go with
46:09.5
46:13.4
it and that’s fine but the first thing
to shorten the sales cycle is to
46:13.4
46:18.4
constantly check in with people how does
that sound are we on the right track is
46:18.4
46:22.2
this something you’re still interested
in does that make sense or is that fair
46:22.2
46:26.5
enough whatever you constantly need to
check in with people but especially on
46:26.5
46:30.6
the front end so that’s a long-winded
way of saying here’s where I’m going
46:30.6
46:35.2
with it when we’re first meeting let’s
say you agree to a meeting and I come to
46:35.2
46:39.8
your place I’m gonna say something like
this I’m gonna say tres I really
46:39.8
46:43.2
appreciate you letting me come here
today I know how valuable your time is
46:43.2
46:48.8
and I want to waste a second of your
time so if at any time during this
46:48.8
46:52.2
presentation you think we’re going down
the wrong track
46:52.2
46:55.6
you think this is something that is not
going to benefit you at all and you
46:55.6
46:59.8
really are not gonna make a move on it
or anything like that feel free to tell
46:59.8
47:04.5
me you can say no to me I’m a big boy I
could handle it is that okay
47:04.5
47:10.0
absolutely okay great and conversely if
I you know in this process if I’m doing
47:10.0
47:14.2
it through my questioning and I find out
that we’re not a good fit I’ll let you
47:14.2
47:19.3
know that too and and the other thing is
if however I we through the questioning
47:19.3
47:23.3
and all this I find out it’s a good
product for you and I think it’ll help
47:23.3
47:27.9
you and I will give you testimonies and
you agree with all that I’m gonna ask
47:27.9
47:33.2
you to buy it and you could say one of
three things you could say yes or which
47:33.2
47:36.9
case we’ll move forward you could say no
in which case we’ll move forward in a
47:36.9
47:42.2
different way or you can give me some
form of I need to think about it all I
47:42.2
47:46.3
ask is you don’t choose option number
three okay you can I’ll just take that
47:46.3
47:50.2
as a no you could say no to me right
well let me ask you about that maybe
47:50.2
47:52.8
you’re getting to this but I’ll think
about it
47:52.8
47:57.3
salespeople have so many I’ll think
about it’s in their pocket that they
47:57.3
48:01.9
hope are going to develop its some day
or another and they never do so I’m
48:01.9
48:07.0
hoping you’re gonna get to how we free
ourselves of all those useless wishes
48:07.0
48:11.1
which is probably what they event of
really amount to well well that we do it
48:11.1
48:15.6
right at the beginning okay if you if
you say I think about it I’m just gonna
48:15.6
48:21.1
take that as a no okay because a lot of
times now at the end a lot of times
48:21.1
48:24.5
they’ll still say I want to think about
it in which case I always say this I
48:24.5
48:28.3
said all right well let me ask you are
you saying I think about it just because
48:28.3
48:34.1
you want to be nice which because you’re
a nice person or I are you really just
48:34.1
48:38.0
kind of saying no and that’s just an
easy way to get rid of me I love that
48:38.0
48:42.0
you’re asking that question yeah oh
that’s exactly what because that’s what
48:42.0
48:46.4
it and now if it’s if it’s like no we
really need to think about it and then I
48:46.4
48:50.9
could say okay great I appreciate that
real I would have wanted to know if you
48:50.9
48:53.4
were the decision-making beforehand I
would have taken care of that but I
48:53.4
48:57.1
could go into a little further from
there and I go well let me help you out
48:57.1
49:01.5
with with what you’re looking to think
about it what areas are there and I’ll
49:01.5
49:05.5
uh you know we can outline them and I’ll
get you whatever but the
49:05.5
49:09.0
first thing to always say is I
appreciate you need to think about it
49:09.0
49:12.7
even though you told me you wouldn’t do
that before but are you saying that just
49:12.7
49:15.4
because you want to be nice because
you’re a nice guy or is it something you
49:15.4
49:18.2
really need to think though and if they
say is a really good thing but well
49:18.2
49:22.1
great – well in addition to that what is
it that you need to think about it and
49:22.1
49:26.2
so I could but if you’re walking out the
door and there’s still what I need to
49:26.2
49:29.8
think about it and you don’t you don’t
hammer down like a follow-up visit with
49:29.8
49:34.6
an actual date or stuff I would just
exit out it’s done great advice and I’m
49:34.6
49:37.3
thinking of all the people that are
listening that are thinking okay I
49:37.3
49:39.8
really don’t have this one I really
don’t have this one I really don’t have
49:39.8
49:45.9
it all you know and that’s the reason
why many salespeople don’t ask for the
49:45.9
49:50.1
order I mean it’s one thing you’re
afraid that someone’s gonna say no but
49:50.1
49:54.3
you’re also afraid that someone’s gonna
say yes you know you lose something very
49:54.3
50:01.3
important when someone says yes you lose
your best prospect you know hope and you
50:01.3
50:04.6
know looking at your leads list and all
that stuff in the morning and taking
50:04.6
50:08.4
that and think all this I you know
looking at all the revenue that it could
50:08.4
50:12.2
possibly generate say look I got I got
three million dollars on the board here
50:12.2
50:16.9
you really have but that’s you know you
need that for your psychology you need
50:16.9
50:19.9
that for your emotion when you don’t
have somebody keeping you accountable
50:19.9
50:24.0
and you don’t have somebody working with
you on a regular basis then you’ll use
50:24.0
50:28.9
whatever you have even if it’s fake
let’s talk about closing you ready for
50:28.9
50:32.9
that
oh that’s right you’re always closing
50:32.9
50:38.7
right well you know yes closing starts
at the introduction when I gave that
50:38.7
50:42.1
introduction I said listen if you like I
think it’s something that’s good for you
50:42.1
50:47.5
I’m gonna ask you to buy it I I had I
had a client yesterday I picked up a new
50:47.5
50:52.1
client today so when I spoke with
yesterday and I gave that same thing at
50:52.1
50:57.7
the beginning I said you know you’re
right on the edge do you want me to help
50:57.7
51:04.0
you you know that was my clothes I know
I know where you want to go I we know we
51:04.0
51:08.2
know where you are we know where you
want to go do you know the solution to
51:08.2
51:12.4
get you there would you like me to help
you I don’t think that was my clothes
51:12.4
51:16.0
and they said yes and I said great now
we can move on for there so I mean the
51:16.0
51:18.0
clothing doesn’t need to be Harper needs
to be
51:18.0
51:26.1
all throughout and you know they need to
know that you’re there to sell and they
51:26.1
51:29.9
know it but you might as well be upfront
with it I mean you’re not fooling
51:29.9
51:34.8
anybody by tiptoeing around oh I’m just
here to visit for an investigation visit
51:34.8
51:39.8
you know this is just an exploratory
mean you know so yeah so you’re saying
51:39.8
51:42.0
that if I wanted to buy you wouldn’t
sell it to me right now
51:42.0
51:45.7
oh no no no we’ll say okay so your
neural activity your ultimate goal is
51:45.7
51:49.9
you want to sell this they know it you
know it so you come out and say it and
51:49.9
51:54.4
if you if it if it’s tough for you at
the end used my the world’s best line
51:54.4
51:59.2
it’s okay to say no to me my my
membership program that I put together
51:59.2
52:06.0
it’s it’s helped more people than I can
think of right now expand their business
52:06.0
52:08.2
it’s unbelievable
just when you need a little bit of
52:08.2
52:12.5
motivation click and you go on it 15
minutes a day changes your life it’s a
52:12.5
52:16.6
two hundred ninety seven dollar product
with the with the discounts that I can
52:16.6
52:20.3
give you with a code that I’ll give you
today it’ll take it down to 98 dollars
52:20.3
52:25.1
it’s a lifetime for a life for the rest
of your life you could always go on I
52:25.1
52:30.2
think it’s unbelievable offer if you’re
looking to grow your business if if you
52:30.2
52:35.2
like what you hear if these type of
ideas and motivation can help you I’m
52:35.2
52:38.7
gonna tell you to buy it because it’s
gonna make your life better and I
52:38.7
52:43.3
shouldn’t be I’m not I’m not you know it
the least bit you know shameful of
52:43.3
52:50.2
saying that it’s making people’s life I
have a gal who’s a recruiter who you
52:50.2
52:53.5
know never you know with muscling trying
to pay her bills it’s a crazy business
52:53.5
52:58.2
you’re not made forty five forty nine
thousand dollars last month in
52:58.2
53:02.3
commissions forty nine thousand dollars
there are people that don’t make forty
53:02.3
53:06.6
nine thousand dollars in a year
now she’s got that business not because
53:06.6
53:11.5
she’s waited for it to fall on her lap
it’s because she closed because I think
53:11.5
53:14.4
I can get these people into your blade
let’s get it work and she closed the
53:14.4
53:19.1
people on there um I have an advertising
gal made thirty five thousand dollars
53:19.1
53:24.8
last month thirty five thousand dollars
selling advertising on websites to
53:24.8
53:28.3
people in the chamber of commerce how in
tarnation can you do that in the tourism
53:28.3
53:31.7
industry and it’s because she followed a
method of
53:31.7
53:37.1
Halling every day a certain amount of
people and saying certain words saying
53:37.1
53:42.5
it’s okay to say no to me in fact her
line was this I understand a lot of
53:42.5
53:47.4
people don’t buy advertising for their
business a lot of people just don’t do
53:47.4
53:50.5
it it’s not important and they have you
know they they run their business their
53:50.5
53:54.2
whole lives and all that stuff and
they’re happy with that other people who
53:54.2
53:57.7
want to explode their business do if
you’re one of those that don’t buy
53:57.7
54:03.4
advertising will let me know now and I
can call somebody else but that that
54:03.4
54:08.9
person is so set up and not everybody
wants my my coaching program you know
54:08.9
54:14.3
not it’s not for everybody not everybody
wants to grow it’s a lot of work a lot
54:14.3
54:17.4
and everybody doesn’t want to put in
that work and those people you know
54:17.4
54:20.8
ought not to call me those people are
great for a membership program because
54:20.8
54:24.9
they could do it on their own on their
own leisure I’m passionate about sales
54:24.9
54:31.5
I’m passionate about this whole industry
because it’s it’s on everybody has
54:31.5
54:38.6
untapped potential I have my I’ll go
back to my son again who he used he
54:38.6
54:43.2
really did he’s 18 now and he he we all
kind of pushed him into going to college
54:43.2
54:48.6
she started kennesaw this year which is
a state university here in Georgia and
54:48.6
54:52.9
he’s a boy who likes to use his hands
and all this stuff and he’s continued
54:52.9
54:57.3
his junk removal business so he went to
one and a half classes before he went to
54:57.3
55:03.8
the administration office and withdrew
so he didn’t even last an entire day one
55:03.8
55:06.9
and a half classes then he stopped and
he came home and he said to me he said
55:06.9
55:09.9
daddy you knew I was gonna quit anyway I
might as well do it now and save the
55:09.9
55:16.7
money and he has started his that junk
removal business that boy is the point
55:16.7
55:22.4
where for money that he saved and what
he did he’s his next step at 18 years
55:22.4
55:27.2
old is to buy a piece of property to
start his to start his retail shop that
55:27.2
55:30.5
he does from all the stuff that he gets
from this junk removal business he’s
55:30.5
55:34.6
turned it into a real thing he’s making
real grown-up type money right now
55:34.6
55:42.6
because the boy knows how to close the
boy knows how to sell the boy knows how
55:42.6
55:47.9
to talk to people in a way too
instead of them because no one likes to
55:47.9
55:55.0
be sold but people love to buy and so
every salesperson out there can create
55:55.0
56:01.3
their own little business their own in a
little industry and and they become the
56:01.3
56:06.4
branded winner that they’re that they’re
the leaner people go to them the
56:06.4
56:10.7
individual not to their company and once
you build up that list and you build up
56:10.7
56:13.9
that client base heck that stays with
you for the rest of your life and it’s
56:13.9
56:19.1
it’s uncapped potential that I see going
to waste and it kicks me off and I and
56:19.1
56:22.0
it doesn’t have to be that way and I
don’t think it will we’re gonna change
56:22.0
56:26.4
we’re gonna change the way people think
about salespeople and we’re gonna change
56:26.4
56:29.9
the way salespeople think about
themselves so that’s my passion
56:29.9
56:34.5
well I can’t thank you enough for coming
on scale-up this was a fun interview I
56:34.5
56:37.6
think I’ll have you back sometime we’ll
just do roleplay for a complete hour I
56:37.6
56:41.9
think that’d be fun there we go well
then I’m gonna have everything that you
56:41.9
56:46.7
mentioned on my show notes page a lot of
our listeners are driving so please keep
56:46.7
56:50.3
your hands on 10:00 and 2:00 and I’ll
just go to my show notes page and I’ll
56:50.3
56:53.5
have all of that information for you I
can’t thank you enough for coming on
56:53.5
56:57.7
Scaling UP! you were a lot of fun thanks
again all right take care
56:57.7
57:03.1
well Scaling UP! Nation if you haven’t
gotten it already we are all in sales
57:03.1
57:08.9
and sales is an industry that some
people might not think kindly of dad’s
57:08.9
57:13.1
mom doesn’t even like what he does
because she thinks he’s a salesperson
57:13.1
57:17.6
well folks he is a salesperson but
there’s nothing wrong with that I like
57:17.6
57:22.5
to look at sales is it is how we
communicate with the other person that
57:22.5
57:26.4
we are trying to get our point across
with a lot of people think that sales is
57:26.4
57:32.3
something you do to someone and I think
that is where the problem is I would
57:32.3
57:38.2
like us to change our paradigm about
sales and it’s not something we do to
57:38.2
57:43.6
someone it’s something we do with
someone and this is how we do it
57:43.6
57:49.0
we are water treatment professionals and
we know more about water treatment than
57:49.0
57:54.3
the people that we’re sitting across
from nine times out of ten so now where
57:54.3
58:00.2
sales comes in is we need to be able to
khalood them in the conversation and it
58:00.2
58:06.5
has to be a conversation with what their
problems are whether they perceive them
58:06.5
58:13.8
or they don’t know about their problems
educate yourself about how they do what
58:13.8
58:18.1
they do and maybe that’s why these
problems are coming up and then also
58:18.1
58:25.0
educate them on what the problems are
that you see and how you are going to
58:25.0
58:32.2
solve them folks you are the expert but
it doesn’t matter what you know and the
58:32.2
58:37.5
old cliche is people don’t care what you
know until they know that you care but
58:37.5
58:41.2
if you don’t care about the other
individual that’s sitting across from
58:41.2
58:46.9
you I don’t think anything is going to
happen other than you’ve wasted a lot of
58:46.9
58:53.8
time including their time if you are the
expert and you can expertly explain to
58:53.8
58:59.5
them what’s going on and how you are
going to solve their problems folks that
58:59.5
59:04.4
is sales and they will thank you for
doing that because they cannot solve
59:04.4
59:11.8
those problems without you now there’s a
ton of sales books out there and I have
59:11.8
59:16.6
read so many sales books and I want to
tell you that the underlying theme of
59:16.6
59:22.4
most sales books is how can I manipulate
the other party into doing what I want
59:22.4
59:27.9
them to do and I would say that that
premise is flawed because again sales
59:27.9
59:33.7
isn’t something we do to someone it’s
something we do with someone so if you
59:33.7
59:42.3
read a sales book my ass to you is you
use it to help you communicate but never
59:42.3
59:46.9
manipulate we are water treatment
professionals we know what we’re doing
59:46.9
59:52.3
so the sales books the sales training
can help us be able to bring our point
59:52.3
59:56.8
across and not seem like we’re a
know-it-all not seem like we’re better
59:56.8
1:00:01.5
than somebody else but do it in a way to
make the person that’s across from us
1:00:01.5
1:00:07.6
very comfortable now surprisingly enough
I’m gonna tell you my favorite sales
1:00:07.6
1:00:10.8
book and you’re gonna say what that’s
not a sales book so I’m gonna go and do
1:00:10.8
1:00:12.8
it it’s
seven Habits of Highly Effective People
1:00:12.8
1:00:18.3
by dr. stephen r.covey and a lot of you
have come up to me and the scale of that
1:00:18.3
1:00:21.6
nation said you have read that book and
I’m willing to bet those of you that
1:00:21.6
1:00:26.4
have read that have never thought about
that being a sales book I think it’s the
1:00:26.4
1:00:30.8
best sales book out there because it
talks about all the habits and I’ve
1:00:30.8
1:00:34.2
talked about all the habits on the show
so I’m gonna try not to do that on this
1:00:34.2
1:00:40.1
show but the first three habits deal
with yourself and you have to manage
1:00:40.1
1:00:44.7
yourself and you have to be strong in
yourself in order to work with others
1:00:44.7
1:00:51.4
and that’s what habits four five and six
are it’s how can somebody that’s
1:00:51.4
1:00:56.1
completed the first three habits work
with somebody else that may not have
1:00:56.1
1:01:00.4
completed those first three habits and
do it in a way that you create something
1:01:00.4
1:01:05.5
stronger together than you could have
created by yourself so I challenge you
1:01:05.5
1:01:10.9
if you’ve read the book maybe read it
again and think about using that for
1:01:10.9
1:01:16.9
sales again I look at sales as
communication not something that you do
1:01:16.9
1:01:22.3
to someone I don’t think there’s any
secret successful people are willing to
1:01:22.3
1:01:28.0
do things that unsuccessful people
aren’t willing to do and Dan mentioned a
1:01:28.0
1:01:32.4
lot of them one is they simply make
phone calls oh my gosh I remember making
1:01:32.4
1:01:37.0
phone calls and working myself up to
making that phone call and that phone
1:01:37.0
1:01:41.5
felt like it weighed 25 pounds of course
it doesn’t
1:01:41.5
1:01:46.1
that’s all in our mind but when people
do that consistently so they can
1:01:46.1
1:01:52.2
continue to find new people to tell
their story to that’s what makes them
1:01:52.2
1:01:57.4
successful the same thing with cold
calls it’s so hard to go up and meet
1:01:57.4
1:02:03.4
somebody who you’ve never met before and
see if you can help them with what you
1:02:03.4
1:02:08.4
do as a career also successful people
they make a lot of commitments and they
1:02:08.4
1:02:13.5
keep a lot of commitments in fact they
keep every commitment so if you find
1:02:13.5
1:02:17.5
yourself telling somebody that you’re
going to do something and you’re not a
1:02:17.5
1:02:22.3
hundred percent sure that you can follow
through with that I would reconsider
1:02:22.3
1:02:26.5
making that commitment because
that’s how we build trust with people
1:02:26.5
1:02:31.5
and just as Dan said and just as every
sales book that I’ve ever read says if
1:02:31.5
1:02:36.3
people don’t trust you they’re not going
to buy from you if people don’t like you
1:02:36.3
1:02:40.2
of course as Dan says they’re not gonna
buy from you either but it’s hard to
1:02:40.2
1:02:44.9
like somebody you don’t trust and if you
want to try to test that go ahead but
1:02:44.9
1:02:48.3
I’m willing to bet you’re gonna agree
with me it’s hard to like somebody that
1:02:48.3
1:02:52.9
you can’t trust also successful people
follow up they ask for referrals they
1:02:52.9
1:02:58.7
ask who else would get some benefit out
of the relationship that you and I have
1:02:58.7
1:03:04.1
or you know we just had this big problem
with your cooling tower I fixed it is
1:03:04.1
1:03:09.7
there anybody else that you know that
could benefit from a service like that
1:03:09.7
1:03:16.0
don’t be scared to ask for other people
to help because if you’re good at what
1:03:16.0
1:03:19.6
you do and you keep commitments and
those people know that you’re gonna
1:03:19.6
1:03:23.6
follow through on each and everything
that you do they are going to be
1:03:23.6
1:03:30.6
delighted to share you with people they
know because now they’re gonna get the
1:03:30.6
1:03:35.4
credit for all the work that you did you
fixed other people’s problems because
1:03:35.4
1:03:41.7
they introduced you so never be afraid
to ask who else can you help and then I
1:03:41.7
1:03:46.4
think the biggest thing that we all have
problems with is there’s always that big
1:03:46.4
1:03:51.7
two letter word know and when somebody
tells me no after I’ve done all this
1:03:51.7
1:03:57.3
work it’s so hard not to take that
personally we’re all gonna do it we all
1:03:57.3
1:04:03.2
are going to take it personally but here
is what I think successful people do is
1:04:03.2
1:04:08.3
they maybe take a moment and then they
internalize okay what could I have done
1:04:08.3
1:04:14.4
better so that might have turned into a
yes and folks I gotta tell you I love to
1:04:14.4
1:04:19.7
talk to a prospective customer and ask
them what could I have done better what
1:04:19.7
1:04:24.9
would have made you say yes and a lot of
times you can actually get the customer
1:04:24.9
1:04:30.7
re-engaged so that way you can come to a
better solution than perhaps you
1:04:30.7
1:04:36.7
presented so don’t take it personally
learn from it and don’t use that as an
1:04:36.7
1:04:40.0
excuse
to stop doing the things that you need
1:04:40.0
1:04:45.8
to do to make yourself successful folks
you are in the water treatment industry
1:04:45.8
1:04:52.7
so be the best you can be in everything
you do in the water treatment industry
1:04:52.7
1:04:56.7
that includes learning everything you
can about all the technical stuff out
1:04:56.7
1:05:02.6
there that includes self-development how
can you make yourself better so if I do
1:05:02.6
1:05:06.6
something right now how am I better the
next time
1:05:06.6
1:05:11.7
that I do this and as I started with the
top of the show a lot of you have come
1:05:11.7
1:05:16.8
to me and said you know this show allows
me to think that way and I am a better
1:05:16.8
1:05:21.6
water treater today because I listen to
this show and I try some of the things
1:05:21.6
1:05:26.2
that I knew I should have been trying
but the show is a push to make me a
1:05:26.2
1:05:31.4
little bit better folks if this podcast
is making the industry better I have
1:05:31.4
1:05:34.9
done my job
I do have an ass for you if you know a
1:05:34.9
1:05:40.5
water treat are out there let them know
about Scaling UP! H₂O because if we can
1:05:40.5
1:05:45.7
make the entire industry better we are
working within a better industry folks I
1:05:45.7
1:05:53.4
can’t wait to talk to you next time on
Scaling UP! H₂O