Scaling UP! H2O

58 Transcript

The following transcript is provided by YouTube. Mistakes are present. To hear the podcast episode, click HERE.

0:08.0

0:12.8

welcome to Scaling UP! H₂O the podcast
for water treatise by water treaters

0:12.8

0:16.6

where we’re Scaling UP! on knowledge so
we don’t Scaling UP! our systems hi

0:16.6

0:20.0

everybody Trace Blackmore here and
Scaling UP! Nation it was so awesome

0:20.0

0:27.4

seeing so many of you at the recent AWT
convention and Expo folks I gotta tell

0:27.4

0:32.4

you when I started this podcast just a
little over a year and a half ago I had

0:32.4

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

1:03.9

also want to tell you that was all you
maybe I gave you that a little bit of

1:03.9

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

1:16.5

1:22.5

to keep inspiring you to keep being
great so do those things that you know

1:22.5

1:27.6

that you need to be doing to be
successful and we’re actually going to

1:27.6

1:32.8

continue that theme on today’s show of
course we’re also coming off of

1:32.8

1:38.1

celebrating industrial Water Week how
cool was that that US water treatment

1:38.1

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

2:00.8

2:06.3

one day it’s five days so folks if
you’re gonna be in this industry make

2:06.3

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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2:21.8

because I recommended it and folks it’s
no secret I

2:21.8

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

2:36.0

2:41.4

time to close everything out that’s
going on and pick up a book and read it

2:41.4

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

2:50.6

2:54.8

successful because we can get
information while we’re driving well

2:54.8

3:01.6

audible is the exact same way and it’s
how I read thirty five books a year by

3:01.6

3:05.1

using audible so if you want to use
audible to go to Scaling UP!

3:05.1

3:10.3

h2o comm forward slash audible you’ll
get a free month a free book and you can

3:10.3

3:14.7

try that service for yourself
now that’s an affiliate link of mine and

3:14.7

3:18.9

what that means is that audible will pay
me a commission if you go to that but it

3:18.9

3:24.3

does not cost you a dime extra so just
wanted to let you know that being

3:24.3

3:30.4

totally transparent with the Scaling UP!
Nation and maybe what I was doing there

3:30.4

3:34.2

was selling maybe I’m selling the fact
that you need to read more maybe I’m

3:34.2

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

3:44.0

3:50.2

salesperson or not if you are in this
industry if you are in any industry if

3:50.2

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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4:17.7

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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4:28.8

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

4:34.5

4:37.4

on Scaling UP!
are you today you know I’m living the

4:37.4

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

4:48.5

4:52.0

just getting out there and making sales
so I’m hoping we talked a little bit

4:52.0

4:55.4

about that today and and just find out a
little bit more of how to become more

4:55.4

5:00.6

well-rounded salespeople well I’ll be a
happy to help that’s what I do best

5:00.6

5:04.4

well before we get started could you
tell the audience a little about

5:04.4

5:09.0

yourself yeah absolutely I you know you
introduced me as the sales energizer I

5:09.0

5:12.0

let me tell you this story that’ll
explain the hope that I just came back

5:12.0

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

5:21.8

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

5:30.4

5:36.6

really understood me I mean I barely
clearly but I’m New Jersey fast-talking

5:36.6

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

5:50.0

5:53.6

the only standing there with their
mouths wide open and like sheepishly

5:53.6

5:57.6

walking up to me afterwards you know
asking if they take a selfie with me and

5:57.6

6:03.6

it was crazy how well this went off and
I asked one young lady you know what she

6:03.6

6:07.3

heard she could speak English I said
what did you hear that was so special

6:07.3

6:11.8

what she said to me is the answer to
your question in a long-winded way she

6:11.8

6:19.0

said I heard nothing but I felt your
energy and that’s if you want it in a

6:19.0

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

6:40.1

6:44.6

give presentations and I blow the roof
off not only of the convention but I

6:44.6

6:48.7

help the sales people in the room blow
the roof off their sales

6:48.7

6:52.6

how’s that I think that’s great and
you’ve been doing this for a long time

6:52.6

6:59.6

you’re a master at this how to somebody
that’s mediocre at sales begin to do

6:59.6

7:07.2

even begin to do what you do well great
question and the answer is you need to

7:07.2

7:13.5

want to first you need to do you mean
that’s a lot of people are turned off by

7:13.5

7:18.5

even being called a salesperson they’re
they’re embarrassed by my mother’s that

7:18.5

7:23.8

way my mom until this day if you if you
had my mother in a room right now with

7:23.8

7:28.4

you and you say hey how’s Danny doing
she would say you know he’s fine doing

7:28.4

7:34.0

well he’s in between jobs but he’ll I’m
telling you she will not tell her

7:34.0

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

7:51.5

7:55.3

lot of people they have that same type
of thing that’s why people you know

7:55.3

7:58.8

financial consultants don’t call
themselves salespeople they call

7:58.8

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

8:22.2

8:26.7

salesperson selling it I you know even
Thomas Edison nobody was gonna take a

8:26.7

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

8:57.1

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

9:11.0

9:14.3

yourself how are you gonna get your
prospects and customers to believe in

9:14.3

9:19.2

you yeah well and I tell this to people
and I and I you know I tell it to my

9:19.2

9:23.3

children I told to everybody go you want
to be a better salesperson be a better

9:23.3

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

9:49.5

9:54.7

become it’s a difference maker someone
who goes out there and does good in the

9:54.7

9:59.3

world by moving more of their product
than the next guy well I think you’re

9:59.3

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

10:08.4

10:14.2

just advised you know well the you know
one of one of the beautiful things about

10:14.2

10:21.0

the sales business is that you can keep
count I mean there’s numbers involved

10:21.0

10:25.5

I’m not saying that money is the only
thing that’s important but it’s one of

10:25.5

10:30.3

the few things you can count years ago I
went on a hitchhiking trip it was a

10:30.3

10:33.3

terrific hitchhiking trip and I took no
money

10:33.3

10:38.2

I just got jobs along the way and I was
gone ultimately for for eight months

10:38.2

10:43.9

and I learned more in that trip about
about life and about sales and I used

10:43.9

10:48.0

the same skills that I used to get rides
then I used the same skills to make

10:48.0

10:53.2

sales today and I learned very quickly
that there’s a very fine line between a

10:53.2

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

11:07.2

11:12.3

a salesperson if you’re not making sales
that’s an interesting analogy that

11:12.3

11:18.0

that’s your job that’s your job so you
how do you assess yourself you take a

11:18.0

11:22.0

look at your numbers that’s what you do
so what are some of the metrics that you

11:22.0

11:26.8

look at on a regular basis oh that’s a
great that’s a great questions and I

11:26.8

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

11:53.1

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

12:04.1

12:07.6

that’s just exciting when you make your
goal everybody celebrates and just and

12:07.6

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

12:17.4

12:22.1

measurements of those activities that
are gonna get those results so what are

12:22.1

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

12:29.7

12:32.2

get today
how many cold calls did you get today

12:32.2

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

12:40.1

12:44.0

medias did you do today how many
speeches did you give today or prepare

12:44.0

12:48.1

for how many appointments did you said
today so the the daily activities is

12:48.1

12:54.1

what we measure and celebrate so I mean
if your goal is to say heck I’m gonna

12:54.1

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

13:03.2

13:08.9

because we know with the certain actions
we know what the results are gonna be so

13:08.9

13:13.0

we just work on those daily actions that
makes sense I think that makes a lot of

13:13.0

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

13:23.3

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

13:37.8

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

14:02.6

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

14:30.5

14:34.7

working so here’s when salespeople
aren’t working in general they don’t

14:34.7

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

15:09.1

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

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