Dan Martell - He made a $100,000 mistake

00:00:00.000 Dude, you don't even understand how fucking pissed I am right now.

00:00:02.980 One of my sales guys just made a $100,000 mistake.

00:00:05.460 We have a $1,000 program and we have a $100,000 program.

00:00:09.020 And he essentially sent the $1,000 program instead of a $100,000 program to the same customer.

00:00:13.860 We lost the sale.

00:00:15.040 Did the customer buy the $1,000 program?

00:00:17.540 Yeah, he bought the $1,000 program and refunded because it wasn't the fucking program he sold.

00:00:21.820 Oh, shit.

00:00:22.680 I totally see what happened.

00:00:23.760 Here's the thing.

00:00:24.740 Every mistake somebody makes, it comes down to one of two things.

00:00:27.240 Is it a process problem or a people problem?

00:00:30.000 In the sense that, and this is going to suck,

00:00:31.900 but did he follow the process that you trained him against?

00:00:35.680 What do you mean by that?

00:00:36.880 Okay, so to me, you have a checklist,

00:00:38.940 you have a system, right?

00:00:39.740 You have a documented process.

00:00:41.180 But sales is like an art.

00:00:42.520 It's not, it's not, you don't really know.

00:00:44.000 All right, all right, that's the problem.

00:00:45.420 Okay, here's the deal, dude.

00:00:46.280 What I need you to understand is

00:00:47.620 it doesn't matter what role, sales, et cetera,

00:00:49.700 there should be a process.

00:00:50.860 Even if there's an art,

00:00:52.040 a person that's good at the art

00:00:53.260 will just be better in the system,

00:00:54.740 but there needs to be a system.

00:00:55.820 The system has to be designed

00:00:57.720 and there needs to be a checklist.

00:00:58.840 Like if you can't show me the document

00:01:00.760 that has the chat protocol or the phone call or the script

00:01:03.980 and the link in the document for when they buy 100,000

00:01:07.620 that you ask them to copy paste that little snippet

00:01:10.740 in an email, then you don't have a process.

00:01:14.060 Yeah, that doesn't exist.

00:01:15.200 Okay, so let's pretend that it exists.

00:01:17.140 The next question I'm gonna ask is,

00:01:18.540 do you train against that process?

00:01:20.180 Meaning when's the last time you in front of your sales team

00:01:22.660 opened up that document and trained them on that document?

00:01:26.940 I got some hard work to do.

00:01:27.800 i can tell here's the thing if you do that and then they don't follow it

00:01:32.360 then you have a people problem right now you have a process problem

Dan Martell - January 19, 2025

He made a $100,000 mistake

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