The Top 5 Ways to Overcome Social Anxiety in Sales, with Andy Frisella - MFCEO225
Episode Stats
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Summary
In this episode of the MFCEO Project, CEO Andy and his co-host, Vaughn The Impaler, discuss the 5 things that hold people back from breaking into sales and other areas of their life, and how to overcome them.
Transcript
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I can stack them hundreds to the roof. I ain't stopping till they stack to the moon.
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Without me, my family wouldn't have food. Anybody go against me gotta lose.
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What is up, guys? You're listening to the MFCEO Project. I'm Andy. I'm your host,
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and I am the motherfucking CEO. Today, we're going to talk about sales, which is something
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that you have to learn. It's one of the key skills that we talk about as having to learn
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to break into and beyond six-figure income, all right? And the other two are leadership
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and management. We talk about this in past podcasts. Vaughn could throw the notes up in
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the description. But we're going to cover five practical steps that I think hold people back
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from becoming great salespeople that all have to do with social anxiety. Most people cannot
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get through the first call, the first five calls that they're going to make, and they decide that
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sales isn't for them. And the thing that you have to understand is that if everybody quit the first
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five calls, there will be no great salespeople, okay? Now, with that being said, you're going to
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hear people say things like, oh, you got to do hard clothes, and you got to do this, and you got,
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there's a lot of old school bullshit, not applicable strategies when it comes to sales. You know,
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you're going to hear people say you got to call people until they give in. You got to this, that,
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the other. I disagree 100%. The key to sales is making sure that you build so much value with what
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you're delivering that it's not even sales, it's a recommendation. And when you can make it a
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recommendation, they are going to buy. You don't have to close them. They're going to close you,
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and that's the way it goes. We're going to get more in-depth with that as we go, but that's the
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gist of what we're going to talk about. Five ways to overcome social anxiety in sales and in life,
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because, dude, the reality is, is when you get good at sales, other areas of your life improve as well.
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As always, I'm joined by my co-host, Vaughn the Impaler, the pastor of Disaster. What's up, dude?
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I'm doing good, man. I'm hoping before you hit those five key ways to overcome social anxiety in
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sales, I'm hoping kind of in the process of that, you're going to actually share
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your own personal development from the time you started. Because I know you've told people a lot
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of times that one of the main misunderstandings that people have about you is thinking that you're
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this super outgoing people person by nature. Yeah. I'm not. People don't realize that I'm
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an introvert by nature. I really don't like being around people. I really don't like interacting with
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people. But the good thing about that is that it's a learned skill. People will hear me speak. They
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see me in action. They see what I do, and they think, oh, man, he's got this natural ability,
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and I don't. That's stuff that I've had to learn. The first time I had to go around and try to sell
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things, when I was a little kid, I was scared shitless. But the reality of it was is that
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I wanted the reward more than I was scared shitless of what I had to do to get it.
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And I've always been that way. So, you know, it comes down to what do you want more? Do you want
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to be scared? Is that more important to you to not embarrass yourself? Because you're going to.
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You're going to embarrass yourself. You're going to do things that are, you know, goofy and weird,
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and you're going to put your foot in your mouth, and you're going to fuck up.
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Or do you want the reward? And I was just always willing to go, you know, through whatever I had
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to do to get the reward. That seems to be a definite similarity in every successful person
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is that they're willing to do something badly until they master it. Yeah. And, you know, the point,
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you know, to me now, I enjoy being bad at things now because it allows me to go through the process
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of learning. And I think the process of learning is contagious. I think if you could teach yourself
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to be a good student, to be a good learner, it becomes something that you crave in all areas.
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So like being bad at something. Yeah. When I was young and immature, it was something that I was
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afraid of, but now it's something I enjoy because I'm, I like learning new things. I see it as a
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challenge. And when it's something's a challenge for me, it actually is a mental break from the day to
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day to day things that I have to do to run my company. So, um, you know, I like, I like being
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challenged in that way now, but you know, some people never get to that point.
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So in terms of social anxiety, um, in your experience, what are, what are some main reasons
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that people are nervous, not at ease, uh, that maybe don't have anything to do with them per se,
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but maybe, well, let me start over. What are some just basic reasons that people might be anxious
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that should not be true of them? Like, well, go ahead.
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Well, dude, the number one thing, the number one thing that holds salespeople back that keeps them
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from being effective is that they're not selling a product or service that they truly believe in
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from a moral standpoint. Okay. They feel slimy. They feel snaky. They feel like, um, you know,
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that they're some sort of like slick back, you know, sales guy trying to like trick somebody into
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buying something. But the truth of it is, is that, you know, even though for the last hundred years,
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um, up until about 10 years ago, that's what sales was, right? There was no repercussions,
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uh, from social media or review sites or the general population, they had no repercussions. So
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there was a lot of people out there that had slick sales techniques that were selling shit that
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wasn't any good. And there's a lot of people who haven't started to understand that that shit
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doesn't work now. Okay. Um, so if you're feeling bad about what you're selling and if you're scared
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about what you're selling, if you're having anxiety about what you're selling, there's a good
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likelihood that you truly don't believe in your heart that it's benefiting the people that you're
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selling, which is twofold bad. One, you're not gonna be able to sell it. You're going to feel
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nervous every time you talk to somebody about it. Cause you know, it's not the right thing. And
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two, if it doesn't deliver what you say it's going to deliver, and it's not the quality you say it is,
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you're going to ruin your reputation by, by even selling that stuff. So if you're feeling nervous
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about selling and it's because you know that the product isn't doing what it's supposed to do,
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or it doesn't serve the purpose that it's supposed to serve, you shouldn't be selling it.
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Cause not only will it ruin, uh, not only will it be totally, uh, torturous to go through,
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but, um, you're going to ruin your own reputation by being associated with that product anyway.
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Yeah. I mean, what would you tell somebody who was, who was like, Andy, I totally get it, but
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I need a job. So I took this job. I think the product's crap, but I need to, you know,
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I need to pay the bills. Look, man, there's plenty of jobs out there. That's the truth.
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And if you look, you know, if you look in the area of stuff that you believe in,
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the things that you believe in at your core, you're going to find opportunities there.
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Yeah. You know, that's just the truth. And you know, people will argue with that. Oh,
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there's not opportunities. There's not this, there's not that bullshit. There is,
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there's a lot of them. You're just not, you're taking the first thing that you can,
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you know, gets offered to you and you're not working to put value into something that, uh,
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that you want to be doing that you believe in. And that's, that's the essential,
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you know, core problem. You know, you have a lot of people out there and this is really the
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second reason why people have problems selling a product services because they're not actual
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customers of what they're selling. You know, for you to truly believe in something, you have to be
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represent, you have to be representative of what that product is about. You know, there's that old
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saying like for the hair club for men or something where the guy's like, I'm not only, uh, the president,
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I'm also a client. And as funny as that is, and we all hear that the truth of it is, is that's,
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that's how it should be. It's actually brilliant. Yes. Like you should be using your company's
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products in some way or form because you love them, not because you're told that you have to
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use them. Okay. So what I would recommend for the person you said who needs to get a job is
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look at what you love, look at what you have passion for, look at what you're into from a
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product standpoint, figure out how you can get yourself in a position to be selling that
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because you're by default going to be much more effective and much more enthusiastic and much
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more successful dollars and cents wise than you would be selling something that you don't use or
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don't believe in. It's just, it's just reality. Yeah. You know, it's funny. I was, I was working
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in here in the conference room and Jarrett was on a phone call with a potential, I guess, independent
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rapper or whatever. Yeah. And, uh, the conversation got a little awkward at one point in which he said,
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uh, you know, well, what, what's your favorite, uh, what's your favorite first form product? And
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the guy's like, well, I know they're, I know they're quality products. Yeah. You're not getting
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hired, bro. Yeah. Yeah. He's like, well, no, but do you use them? And he explained that that's,
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that's what we're about. We're not just about the objective quality. We, we want everybody involved
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in us to love the product. Right. Use it. Yep. And that's a big thing for our company. We don't bring
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in people that don't actually use our products. Well, how can you be enthusiastic about
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something that you're not, you can fake it, but eventually you can,
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some people can fake it to a point, but the truth of it is, is that once they go up with
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someone with true conviction and true belief, they get stopped. You know what I mean? So it's
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very, very important to be genuine. And that comes to my, you know, my, these three points
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kind of all go together is, you know, one, you're not selling a product or service that
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you truly believe in to, you're not selling a product or service that you use yourself. And
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three, you're not selling from a place of integrity. Okay. If you know that the product
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or service is the best product or service in that space, you believe in it, you use
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it. You are going to have zero anxiety talking to other people about it. Okay. That's where
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people mess up. They're foundationally fucked when it comes to what they pick and choose to
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actually sell. If you work for a company and you don't believe in the company, you should
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not be working there. You're going to automatically struggle at sales because we as humans want to
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do the right thing. We have an essential need to do the right thing. And yes, there's people out
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there that are snakes and slime and this, and they become good talkers of sales. But those people are
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only good when there's somebody that's not around that actually believes in the product they're
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selling, right? When you stand them alone, they sound real good. Put them next to somebody who has
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real passion and is selling from a place of integrity. And the person with the passion and
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integrity is going to take them to school. It's just the way it goes.
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Let me throw in a little question because I know people are going to ask this. What about the guy,
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and it sounds like I'm trying to be funny. I'm really not. But what about the guy who says,
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Andy, I totally get what you're saying, but here's the deal. I am in the mortuary business
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and I sell tombstones for a living. Like literally, I sell tombstones. Like I don't have any personal
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experience. I can't benefit personally from tombstones. So how would you translate that into an
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industry where it's not like something you can personally sample, you know?
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Okay. So you were saying like in your industry, you say, if you don't use the product yourself,
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So then you're going to have to dig and find what the benefit is where, you know,
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you look at the product and you say, all right, this is a quality product. These people are doing
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great work. They're doing a great service for people. They're making people feel good in the best
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possible situation and they're doing it the right way. So then you can honestly look at it. And
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even though you might not have used the product yourself, you're coming from a place of true
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Yeah. I don't know what the fuck you're even asking, dude. I guess that's a good question. I don't
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know. But, you know, I think the biggest thing, man, is that people got to understand one,
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you have to be coming from the right place, no matter what you got to believe you've got to be
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using the product. Okay. For the most part, 99.9% of that's going to cure most of the anxiety that
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you're going to have with sales. But I think that even deeper than that, I think the biggest problem
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that we have as people who are trying to learn sales is that we look at other people and think
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that they have a natural ability to be extroverted and charismatic about sales. And let me tell you
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something. I'm not a natural extrovert. Okay. So like success for me has very little to do with being
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naturally outgoing. I get social anxiety. I don't like being around crowds. I hate taking pictures. I don't
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like all that shit. Like that shit fucking drives me crazy. I know that it's necessary. So I do it right.
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And I do it happily because I'm trying to make people happy. But dude, it doesn't mean I like it or it's
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natural for me. It's a skill that I've had to learn. And I think there's so many people, and I made a post
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about this the other day regarding people who are out there slash gurus who are trying to make
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themselves look as if they're so much naturally more skilled than anybody else out there. You know,
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I've got this special hustle. I've got this special gift. I've got this special charisma. I've got this
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special skill of sales, this, that, the other, because their own ego is so fucking fragile that
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they need to make other people indirectly feel like shit to make them feel like they're better.
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And dude, that's fucked up because I could tell you, dude, everybody out there struggles with this
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shit at some point. Are there some people who pick it up better than others? Absolutely. But there's
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nobody out there that has such a great gift to become a really good salesperson that didn't practice
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their fucking ass off, that didn't make the calls, that didn't take the reps. And that issue with
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people trying to pretend like they just came out of the womb that way is making other entrepreneurs,
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especially people who are new to the game, feel like they're not in the right spot. And that bothers
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me on a moral level. I don't think that's right. You know what I'm saying? 100%. I saw the other day
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one of these gurus had posted something about nothing ever gets me down. And like literally I'm reading
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this going seriously. Okay. You're either one, you're lying. He is lying. Or two, I don't even
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know who you're talking about, but they're lying. Well, okay. But just playing devil's advocate or
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two, let's say by some freak of nature, like he's too dumb to, let's say just, he just doesn't have
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the intelligence to even be down. My thing is, what does it possibly benefit other people to tell
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them that? Doesn't, it hurts them. Right. Right. So like, but that's, that's what social media is.
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Social media is fucking smoke and mirrors to make certain people look like they have more skills than
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certain other people so that you can somehow get, so people can herd the sheep together and get them
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to buy their shit. And dude, that's what it's about. You know what I'm saying? It's fucked up.
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And uh, so, so you were saying that you're not a natural extrovert, but what if somebody says,
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yeah, but Andy, you are a ninja with words and, and you're like, yeah, but how many fucking
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dude, I used to give sales talks to six people whenever we had our, you know, our, we first started
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doing meetings. I'd get deathly nervous to talk to six people. I'd be holding my notes and I'd be,
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they'd be shaking in my hand and I'd be terrified. Okay, dude, now I'm going out in front of 15,000
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people and fucking, I don't even need notes and I don't have any one bit of nervousness. It's just,
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it's practice, man. It's, it's, it's understanding the product, understanding what you're selling,
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knowing the product, believing in the product and having repetitions, whatever you're trying to do.
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And you're eventually that anxiety and all that's going to fade away. It's just going to be something
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that you're talking about. So there's no need to be born with some natural eloquence.
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There's no such thing. There's no such thing, man. And like other things too, is people think that,
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you know, to be, to be great at sales, they have to be super well polished. I see, go to lunch,
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go to any big city around lunchtime and you see all these dudes in suits and shit,
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you know, and they speak a certain way and talk a certain way and this, that, the other.
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The funny thing is, is that those people aren't as well received as somebody who's super authentic,
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right? Somebody who is just who they are. They're telling the truth. You could tell they're telling
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the truth and they don't have to be polished. They don't have to wear a suit. They don't have to
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say things the most politically correct way. They just, you just know they're telling the truth
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because the authenticity is oozing out of them. You know what I mean? And that's the most important
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sales skill because for people to want to buy from you, they've got to trust you and authenticity
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creates trust automatically. So you have to understand that, you know, when you try to
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polish up who you are and make it more polished than what you really are, you're really going to,
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you're really taking back the authenticity of what somebody is going to pick up on and you're
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removing and slowing down the sales process because without trust, there is no sale.
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So if it takes somebody longer to trust you because you're polishing yourself up,
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you're actually doing yourself a disservice. You understand?
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But the problem, the problem with that is, is that people are going to hear that and they're
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going to think that you need to go like drop the F bomb and this and that. That's not it,
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dude. You just have to be who you are. You know what I mean? Being authentic is not saying the word
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fuck. That's what people think it is. You know, they hear, they hear people talk about authenticity,
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including me. And they think, Oh, well then I got a curse and I got, no, it has nothing to do with
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that. That's just exactly how I am. It's about finding who you are and being that and presenting
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things in a real world way. You know? Absolutely. It's, it's whatever thought is in your brain,
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express it like it's in your brain. Don't express it like people, like you think people want to hear
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it. Right. And that's where people screw up and then they cut all their words come out jumbled and
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weird. You know, what gets me is like, you go to like, you go to a sales conference and they break
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down the sales, like the, the opening, the pitch, the, the clothes, this, that, the other dude, look,
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man, you don't need that shit anymore. All you got to do is be real and have a real product and talk
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to people about it. You know? So basically the myths are one that you have to be an extrovert.
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You got to be like naturally energized by people to, I think you said a myth is that you have to be super
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well polished and eloquent. And yeah. And the other thing is, dude, the other thing is, is that
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dude, people think that, that if you're a great salesman, that you're some kind of greedy, money,
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hungry motherfucker. And that's not true, dude. I did not make any money the first 10 years in
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business. You know why? Because I was worried about how much I was selling. I was worried about
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selling as much possible product as I could. And I was constantly sell, sell, sell, sell, sell.
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And when I decided, I went through this weird phase where we weren't making any money. And I was like
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10 years into our, our company and we weren't making any money. It was kind of like a soul
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searching make or break situation where I, I needed to know, like, am I going to keep doing this or am I
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going to move on to do something else? And, you know, I always wanted to make a lot of money growing
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up. I've talked about that a lot here on the podcast, but I wasn't making it. And, uh, I got
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to a point where I was like, you know, I've got to figure out either something to do cause I'm never
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going to get where I want to go. Or I've just got to, I've got to, you know, just think about what I
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like about this job. And I've looked at all these other things possibly to do. And I couldn't, I didn't
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like them. And the reason I didn't like them was because there was literally no chance for me to truly
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change someone's life. Like, like when somebody would come in to my retail store and buy some
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vitamins and supplements and I got them on a program and then I would see them three, four,
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five, six months later, and they would have tears in their eyes explaining how much it meant to them.
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Like they've lost a hundred pounds or they've lost 50 pounds or they've lost 150 pounds or they've,
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they've gotten healthier or some, or there, or something changed dramatically in their life.
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And then they talk about the confidence that was built and the self-esteem that was built and how
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their life has changed. I couldn't think of anything other than what we do that, that does that. And, um,
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I decided that I was going to stick with it and I just kind of gave up on money. I kind of like said,
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you know, I really like cool shit, but you know what? I don't want to, I don't want to lose this
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aspect of my business. Cause I loved it, you know? And, uh, and so I decided that like,
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I didn't care if I made money. I decided like, you know what? I don't care if I make any money.
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What I'm going to do is I'm going to just help as many people as I possibly can. And, uh,
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I focused on helping people get on the right nutrition program, uh, take the right products
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and get the best results possible. And I gave all my focus to that, all of it.
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And a funny thing happened. Um, I started making money. Uh, and for the next five years,
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I doubled my business every single year in the worst economy, United States history.
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Okay. All because I flipped the switch in my brain from trying to sell to trying to help
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and wherever you are in the sales process or whatever it is that you're doing or whatever
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it is that you're selling. Chances are it provides a real solution. Okay. And that real solution,
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you probably haven't even really thought about it because you're so focused on selling.
00:21:36.220
And some people are like, well, what is selling someone? Um, you know, what's the,
00:21:41.320
what's the solution of selling someone a new pair of Jordans? Like they don't even play basketball.
00:21:45.920
Well, there is a solution there. They feel fucking cool whenever they, whenever they wear them.
00:21:49.480
Okay. You, the solution does not need to be overthought. You need to think what the solution
00:21:55.180
is and you need to start gearing yourself towards providing that solution, whatever it may be.
00:22:00.040
And if you look hard enough and long enough and start communicating after you found that solution,
00:22:05.560
you're going to find that people are super happy. And what are they going to do when they're super
00:22:10.600
happy? One, they're not going to shop anywhere else. And two, they're going to refer their friends
00:22:13.940
and family to you, which is going to grow your business, which is exactly how we operate. Um,
00:22:19.160
so, you know, I, I believe, and always have believed over the, you know, ever since we started
00:22:26.220
this podcast for sure. But, but long before that, that like that money, you know, while money used to
00:22:32.120
be a, a sign of people who are greedy and, and, um, morally misaligned, it's now become a sign of
00:22:39.980
people who serve and people who help and people who solve the most problems. Because the truth of
00:22:44.700
it is, is if you're greedy and morally misaligned, people are going to find out immediately that we
00:22:48.780
can, we have too much interconnectivity, too much network, too much ability to share information,
00:22:53.820
to be able to pull one over on people, so to speak. So, you know, going about it the wrong way
00:23:02.560
is really just going to shoot your holes in the bottom of your boat quicker. So the real own way to
00:23:07.900
make an empire now is to create situations where people are thrilled, they're satisfied,
00:23:12.480
they're happy with the service, and they're excited about it to spread it to other people.
00:23:16.860
Quoting, or, you know, AKA doing the right thing, you know? And a lot of people can't tie that
00:23:22.040
together when I talk about it because they think I'm like talking some hippie shit, but I'm not,
00:23:26.800
you know? It's really indicative of doing the right thing, how much money you're making.
00:23:30.620
Money is the evidence and byproduct that you're bringing value to the world.
00:23:33.780
Absolutely. No question. And what you do with it is up to you.
00:23:36.760
Whatever. Give it away if you don't like it. I don't care. But how much money you make right now
00:23:41.760
is in direct proportion to how much value, how much problems you're solving, and how much value
00:23:49.580
you're providing. It just is. All right. So let's get down to the nuts and bolts,
00:23:54.680
the tips and tactics. What do we got to do to overcome anxiety? Well, look, I think it's important
00:24:00.220
to note, like again, I said this earlier, but I think it's important for people to understand that
00:24:04.520
feeling anxiety when you first start anything is fucking normal, right? That doesn't mean you
00:24:10.860
weren't born for it. Like anytime you do anything new, you're going to feel anxious. You're going
00:24:16.140
to feel frustrated. You're going to feel scared and you're probably going to suck at it. And for that
00:24:22.680
reason, especially when it comes to sales, because we have so many dumb asses out there trying to portray
00:24:28.200
themselves as superior skilled people, that it makes people shy away from the skill of sales.
00:24:34.980
When in reality, if they would just work through the first couple of things, they would figure it
00:24:39.900
out and do really well. And it can make a huge impact on your life because when you're confident
00:24:44.080
in how you could sell things, you're also very confident in talking to people. You're confident
00:24:49.140
in social situations, even if you don't like them. So it's an important skill to develop. But I think,
00:24:54.040
you know, the biggest thing that people need to do is they need to stop thinking and start moving.
00:24:59.820
Okay. And this, this principle applies across the board in any human interaction. The more you think
00:25:06.200
about it, uh, you know, approaching someone or calling someone or sending that email, the more
00:25:12.060
you're going to get in your own head and imagine what the worst possible outcome could be. You know,
00:25:17.360
dude, the key of it is just like dial your phone and, or send the fucking email and get it over with.
00:25:22.400
All right. And people, they, they build up this whole like worst case doomsday scenario in their
00:25:28.040
head that they can never even make that first call or send that first email or reach out that
00:25:32.720
first time and shake someone's hand. The truth of it is, is like, you know, those people, if you're
00:25:39.200
selling the right thing, like what we talked about, you're doing the right thing. Those people probably
00:25:43.380
need your solution. And you have to start understanding that you're not the first person in the world to
00:25:48.860
ever sell something. You're not the first person in the world to ever call on
00:25:52.280
somebody whenever you have something to sell, you know? And I think people think that they're
00:25:56.860
like, fuck dude, I'm going to call this dude and he's going to motherfuck me up and down and this
00:26:01.360
is that. You know what? He might, and he might blow you off and you're going to get motherfucked and
00:26:06.100
you're going to get blown off and you're going to get fucking tension from selling. But the truth
00:26:10.660
is, is that you need to look at it as dude, you're getting better every single at bat. You know what I
00:26:14.560
mean? Right. Well, it's a longterm play. It's like the guy in the bar who sits in the corner and
00:26:19.480
looks at the hot chick. Oh yeah. And just like, dude, dude, what's my first line? What's my first
00:26:23.620
line? That's one of the most valuable things for people and is, is, is, is dating. Because if you
00:26:28.140
learn how to sell, you're going to learn how to date properly. Yeah. Right. And that goes for girls
00:26:31.460
and guys. Like if you learn how to interact and you learn how to sell, you learn how to present
00:26:35.300
value and what it is you have to offer both personally or in your product, you're going to
00:26:39.620
have a lot better time dating and meeting people, which means you're going to meet more quality
00:26:43.400
people, which means your life is going to inherently be better over the course of it.
00:26:48.360
Right. You know, so sales is a huge skill that the key, the key to that situation is to get the
00:26:53.040
fuck up off your bar stool and walk over and say, Hey, how are you doing? I'm Andy. Right. And then
00:26:57.580
you know what? Whatever the fuck happens from there happens. You'll figure it the fuck out. You know
00:27:01.520
what I mean? You don't have to have some cheesy line because dude, here's where people fuck up. They sit
00:27:06.420
there and they're like, Oh, well, should I say this? If I say this, well, she says this. And they try to plan
00:27:11.360
out this fucking thing in their head. How about this, man? How about go over, reach your fucking
00:27:15.880
hand out and say, Hey, I'm Vaughn. I just wanted to meet you and let it go. Right. You know what?
00:27:21.340
And she might be fucking rude and it might, it might be weird, but the truth is everybody's weird
00:27:27.620
and everybody's awkward and everybody's uncomfortable. So just getting up and doing it says
00:27:31.860
something about who you are. The athletic analogy is good too. I mean, when's, when are teams the most
00:27:36.820
nervous? Right before the game. Right. Yeah. Once the bell rings or whatever.
00:27:41.360
Action cures anxiety. Yeah. All right. Like when you move and you start moving towards where you
00:27:46.380
want to go, it's just like whenever you have a messy office or something. Right. And you walk by it
00:27:51.540
like three or four times. You're like, fuck dude, it's making me like, it's annoying me. What happens
00:27:56.340
when you start to go clean it? It goes away. All right. Same thing when you're on the barstool and
00:28:00.860
there's a girl and you're looking at her and you're like, gosh, she's hot. And you're starting to,
00:28:04.840
dude, you got to get up and go right then. You have to get up and go and say hi. Otherwise you're
00:28:08.680
gonna talk yourself out of it. And at least if you go up there, you could walk out and
00:28:12.520
be like, dude, I was, at least I was a grown man and I went and did that. You know what
00:28:15.700
I mean? And action just cures it. You know, like in football, if you ever played football,
00:28:20.580
dude, after the first hit, the anxiety's gone. You know, it's just, it just does. It's the
00:28:26.700
The reason I think that's so helpful is because I do think the vast majority of people on this
00:28:32.040
planet, they are kind of insecure. They are kind of self-conscious.
00:28:36.280
No, everybody is. Yeah. And if you're the person that just makes the first move,
00:28:39.860
you're going to appreciate that. And if you're the person who makes the first move in,
00:28:44.700
in the face of your own anxiety, in your own insecurities, people respect that. They don't
00:28:51.660
look at it as like, oh, you're some cocky dude. They do. If you go up with some bullshit
00:28:55.780
line, but like, dude, you know, people respect that. Even, even the opposite sex when you're
00:29:02.640
Dude, talk about this. Cause I know you'd have a lot to say about this. I don't think
00:29:06.220
most people understand that customers are very often self-conscious. You know?
00:29:12.420
Yeah. Like, I don't think people think that when you're a sales, you don't think like,
00:29:15.340
well, my customer's kind of self-conscious dude. When I go into like, I'm not a handy
00:29:20.260
guy. So when I go into home improvement or what is it? Home Depot.
00:29:25.780
And then you go up and you try to ask the question and the sale and you're afraid to ask
00:29:32.160
You know, and we all have been there, whether it be, you know, my business is really like,
00:29:36.720
like really like that because people come in, they're not happy with their body. They're not
00:29:41.240
happy with their shape. They're not happy. And they don't know anything about what we're doing.
00:29:45.060
So they come in and they're super nervous and super intimidating, which makes it really important
00:29:49.360
for us to like really make them feel at home. So you have to be aware of that. Like, you know,
00:29:54.980
and that could go in a social situation. It could go when you're selling something,
00:29:58.320
it could go in a ton of situations, but just make getting on somebody's side and making them
00:30:03.040
feel comfortable is, is a huge deal. Yeah. Cause it cures anxiety for both parties. You see what
00:30:09.240
I'm saying? It's kind of funny. Cause I think of what they always say about animals, you know,
00:30:12.440
they're more afraid of you than you are of them, you know? And just, well, how do they know that?
00:30:16.920
That's a good question. I think when they say that about snakes, it's not really true.
00:30:20.400
No, I agree. Yeah. Yeah. I agree with that. But I mean like, dude, what do they do? Like
00:30:23.680
they have a fucking Caesar Milan at the dog just said, Hey, I'm really afraid of you.
00:30:27.480
Yeah. I don't know, dude. I don't know how they come up with that, but yeah, man, you know,
00:30:32.500
I think just jumping in, uh, and to, and doing making the calls, making the emails going right
00:30:39.420
at it, attacking the anxiety is what's going to help the biggest and the fastest in the sales
00:30:45.060
process. You know, the next thing, uh, the second step of this is like, dude, you got to ask a lot
00:30:49.360
of questions. You know, if you're afraid of talking, ask questions, get the other person to open up
00:30:54.340
because if there's one thing that people love is to talk about themselves and their problems.
00:31:00.800
All right. And whatever you're selling is probably going to solve a problem. And since they're in the
00:31:05.660
context of talking to you right here on the spot in this store, on this website or whatever,
00:31:11.340
and you represent a solution, a potential solution, whether it be like health related or feeling cool
00:31:17.040
or transportation or whatever, whatever we, whatever we find the solution to be, they're
00:31:22.140
likely to talk about those problems. And that's going to give you ammunition to help address their
00:31:26.500
needs. So you don't have to have the spiel. You just got to almost be a great interviewer.
00:31:33.180
You know what I mean? You've got to be someone who can ask questions to figure out, you know,
00:31:37.320
where are these people, where their heads at, where they're coming from. And the truth is,
00:31:41.020
is if you're like we said, if you're one of the people who uses the product,
00:31:44.040
who believes in the product to this, that you're going to relate to those people because they're
00:31:47.660
going to ask shit. They're going to answer your questions in a way that reminds you of some of
00:31:53.360
the problems that you used to have before you discover this amazing product. And you're going
00:31:57.360
to be able to be like this. Oh, dude, I totally get that. I was just like that when I started.
00:32:03.040
You know what? I, I totally relate to that. That was me. I was like that, but you know what?
00:32:07.660
I discovered this and let me show you a little bit about that. Right. And you start talking about
00:32:12.160
what you're doing. And then, you know it develops into a conversation versus, versus you selling.
00:32:18.320
And a lot of people don't want to sell and they don't, they don't do good at sales because they
00:32:23.040
think that they have to have the quote unquote pitch because that's what all the fucking sales
00:32:26.880
gurus say. Well, dude, that's not true. People buy from their friends and they want to have a
00:32:31.440
conversation from a friend standpoint about the product. So the quicker that you can relate to them
00:32:38.220
and which should be easy if you believe in the product and use the product, the quicker they're
00:32:43.280
going to trust you and the quicker you can have a real conversation without feeling like you've got
00:32:46.640
to pressure them into the sale, which by the way, that shit is old as fuck. It doesn't work anymore.
00:32:53.040
There's too many other options. What I love about the question thing is you're, you're asking people
00:32:58.340
to open up, they're sharing information and then you can take that information. And to me,
00:33:01.960
the analogy I always use is, is, is like a rally and a tennis match. It's, you know, request some
00:33:07.020
information, reveal some information back and forth and that establishes rapport. That's it.
00:33:11.640
You know, dude, it's that easy. It is that, and there's no pressure to it as long. It's natural.
00:33:16.220
That's the other thing about having people's good intentions in mind and having integrity
00:33:20.840
is that whenever you do the right thing and you know, you're coming from the right place,
00:33:25.220
there is no pressure to sell anything there. It doesn't matter. Right. You see what I'm saying?
00:33:29.480
Cause you know that you're genuinely helping them. So, um, it's important to come from that
00:33:35.360
place of integrity and you're right. It is like a tennis match. It's just nice and easy back and
00:33:40.520
forth and you're exchanging information to find a solution that works for everybody. And that's it.
00:33:45.640
It's nothing more than that. Um, you know, I think the third thing that people do that is do,
00:33:51.880
they tend to, they, this is, this happens to everybody who's in sales. Okay. They're,
00:33:56.240
they have one or two or three or four or 10 interactions that are great. They go out there,
00:34:01.500
they do exactly what we're saying. And they, and they, and then they run into somebody who's
00:34:05.720
like having a bad day or who's just a dick. And there is, there's not that many people out there
00:34:11.220
who are going to be just a dick to you for no reason. And they run into that person and the
00:34:15.960
person kind of bites their head off. Right. Or the person's not nice to them or the person
00:34:20.420
embarrasses them or, you know, challenges them or does something that doesn't feel good to them.
00:34:26.500
And then what they do is they adjust their perception of every single customer to be
00:34:31.440
that guy, right? This guy, if I say this wrong thing, he's going to bite my fucking head off.
00:34:36.180
So they, they, uh, they start to put this story in their head that, that most people are like mean
00:34:41.780
and angry and pieces of shit, which keeps people from actually approaching other people. So now
00:34:49.080
because you had one interaction out of 10, one bad interaction on 10, you're going to
00:34:55.340
totally base your whole life based on that. It makes no sense, but that's what people do, man.
00:35:00.900
And they start to assume that, uh, everybody's like that when in reality, they're not like that.
00:35:06.800
If you put off a trustworthy, authentic vibe from a place of integrity, people are going to pick up
00:35:12.980
on it. And just because this dude's dog may have died earlier in the day, or his wife may have left
00:35:19.340
him earlier today and he treats you like shit does not mean that the other nine people that you're
00:35:24.420
going to see next are going to be good. Dude, I have the experience that about one out of every 10
00:35:29.060
people are going to be fucking dicks for one reason or another. And they're not necessarily dicks.
00:35:34.600
They might just be having a bad day. I cannot tell you how many times I've been in a sales
00:35:38.840
situation where someone's like been rude or bit my head off or been angry. And, and I've just
00:35:45.140
apologized and said, Hey man, you know, look, I, I didn't, obviously I crossed a line and this brings
00:35:51.520
up a good point. If you ever get to that, the best way to handle it is to not argue with them as just
00:35:58.280
to recognize that they're having a bad day. And just to say something like this, Hey man,
00:36:03.700
I didn't, however you took that, I didn't mean it like that. I'm, I was just trying to, you know,
00:36:09.420
help you out and get you to where we needed to go. And if I offended you, I didn't, it wasn't
00:36:13.680
intentional and I'm sorry. And just own it. And dude, you know what those people are going to say
00:36:17.520
that one out of 10 person who's mean, you know what they're going to say? Nine times out of 10,
00:36:22.080
they're going to say, dude, look, I'm having a bad day, man. I, you know, I just had a bad day.
00:36:26.980
They're going to tell you what happened and they're going to apologize back.
00:36:30.100
Right. You know? Right. And then you're going to have one person that's going to be like, well,
00:36:33.180
dude, you're being fucking this or that. And you know what? Maybe you were, and you should just
00:36:36.980
listen to their advice. You know what I mean? But you can't take shit personal and that's harder.
00:36:42.580
That's hard to do. Um, it's easy to say, but the truth of it is, is the more you practice,
00:36:47.820
the more it bats, which is the next point of becoming, uh, that I'm going to cover of becoming
00:36:54.200
someone who doesn't have anxiety with sales is fucking practice, practice. Think through
00:37:00.480
your, so I just had this talk with my company last night. Um, after every transaction that you have,
00:37:07.660
you should be breaking it down in your head. Like even if you win, like even if you sell the product,
00:37:13.280
that doesn't necessarily mean that you did the best job in the interaction. You know what I'm saying?
00:37:18.040
I call it, uh, uh, feedback mirage. All right. Feedback mirage is this. You go to sell a product
00:37:24.300
and the customer's excited and they leave happy, but there was five other things that you could have
00:37:30.040
done better, but because the customer left happy and was excited, you start to look at the end result
00:37:41.300
as a judgment of your technique. And that can really screw you over because dude, if you only look at the
00:37:47.240
end result and you don't look at what got you there, now you're not getting any better. And now
00:37:52.940
you're making adjustments that don't produce an accurate result. So you could be making mistakes,
00:37:58.140
little mistakes, little mistakes, little mistakes, step by step by step, and still getting a sale in
00:38:02.020
the beginning. But as you move down the road, eventually your technique is going to get so far
00:38:09.860
off that you're not producing the result of a sale. And then you're going to look and be like, dude,
00:38:13.880
I'm doing the same thing I was doing. No, that's not true. That's not true. You were judging your
00:38:19.080
performance based on the actual results of the sale and how happy the customer were or was
00:38:23.840
instead of basing your performance on your actual technique. And that's the difference between great
00:38:30.140
salespeople and bad salespeople. Bad salespeople will go up and down. They will start out humble.
00:38:37.720
They will get taught a specific way to sell. They will have success with a specific way to sell.
00:38:44.580
They will start being excited about it and believe in it and they will continue to do better. And
00:38:48.880
eventually they will get really good at selling. And when they get really good at selling, they'll
00:38:53.140
start looking at the win as opposed to self-evaluation on the technique. All right. And whenever they look at
00:38:59.580
the win and they're getting it with different technique, they don't notice. So they start to come back
00:39:04.120
down. Their skill quality goes down. All right. They're not, then they're still getting results
00:39:08.620
because they're still pretty good, but they're believing it's them, not the, not the, uh, the
00:39:13.980
technique that they were taught. All right. So now they're looking at the technique and they're saying,
00:39:18.920
well, I can do this one and not this part and this part and not this part. Cause I could still get
00:39:22.500
results with that. Well, then what happens? Their sales numbers come down and they stop having success.
00:39:27.160
They move down, they move back down the hill where they get frustrated. All right. This is the
00:39:32.220
equivalent when I talk about like the ax having to be sharp. Yeah. It's the equivalent of you hitting
00:39:37.380
the ax on the tree for the first hour and it's really sharp and you're chopping down a lot of
00:39:42.420
trees. But for the second hour, because you've hit so much in the same spot, you're actually doing the
00:39:49.020
same thing. You're hitting in the same spot. You're swinging with the same effort, but you're actually
00:39:53.480
getting zero results and you can't figure out why you're not getting the results. All right. And
00:40:00.240
you're not getting the results and you'll blame the ax. You'll say, oh, this ax sucks. I need a new
00:40:04.060
ax. And that's where people go, oh, this job sucks. I need a new job. And instead, what they really need
00:40:10.060
to do is step back, fucking put a new edge on the blade, which is self-evaluation. Say, okay, my
00:40:16.920
technique is I'm off here. I'm off here. I'm off here. Right. Then when they step back up to the tree
00:40:22.160
and start swinging, guess what happens? Results come back. So you have to go through the preparation
00:40:28.180
and the practice and the practice can only really come in the actual sales interactions. So you've
00:40:35.000
got to make the calls. You've got to send the emails. You've got to shake the hands. You've got
00:40:38.380
to make the appointments and you've got to do it a lot. And what you're going to find out, if you're
00:40:43.200
aware, is you're going to find out a way to win. And let me share a little secret with you about this.
00:40:48.060
I get asked this all the time. They're like, how do you keep your ax sharp all the time? How do you avoid
00:40:53.200
it ever getting dull? There's two ways. All right. One, you've got to set massive goals for yourself
00:40:59.700
because no matter how good you're doing, if you start to do good, you're still going to be a million
00:41:03.860
miles away from your real goals, which means you're going to self-evaluate everything that you do
00:41:08.880
by default. Okay. And two, you have to go out and lose. What does that mean? You've got to go out and
00:41:16.400
experience the pain of losing. If you don't know the pain of losing, you're never going to appreciate the
00:41:20.680
winning, which means you're not going to be willing to sharpen the ax. Follow what I'm saying?
00:41:24.300
Absolutely. So, you know, preparation and practice is the fourth thing that you've got to have and
00:41:30.300
you've got to do consistently to avoid social anxiety when it comes to selling. Because after
00:41:35.820
you practice enough and you've got your blade sharpened enough, you're not going to be intimidated
00:41:39.580
to go into any situation. It's just, it's just not. So bear with me because it's, you know,
00:41:44.640
it's March madness. So my mind's on basketball and sports in general, but I mean, is what you're saying
00:41:50.160
is there's some connection to the fact that you see these hall of fame coaches and, you know,
00:41:56.640
there's two minutes left in the game and their team is winning by 30. Yeah. But they're intense.
00:42:01.900
They're intense, but they're also calling timeouts and they're still teaching. Yes. So is that kind
00:42:06.540
of what you're talking about? That filters into what you're talking about? That's exactly what I'm
00:42:10.340
talking about. That's a habit, dude. Yeah. They could easily let that timeout go. Those guys are
00:42:14.920
strategically calling timeouts because they're afraid they're going to lose. That's just a fucking
00:42:18.720
habit. Right. Like that's like, this is what we do here. We're not judging on the win. We're
00:42:23.080
judging on the technique. Right. You know what I'm saying? Yeah. It makes total sense. And it
00:42:27.040
also, dude, people who judge on the win, when they win enough, they get complacent. People who
00:42:32.220
judge on the technique always win. Yeah. Follow what I'm saying? Yeah. Yeah, I do. I, so, I mean,
00:42:39.880
to your point too, that it's also possible that that team was winning, not because they were doing
00:42:45.420
something right, but because the other team just sucks. Exactly. Exactly. That's what I'm saying.
00:42:48.940
Yeah. So like you might be able to come in and close a sale and sell something because the person
00:42:54.920
was desperate for what you need and they leave excited, not because of anything you did, just
00:42:58.800
because they wanted it. Right. You know, and it's the same thing with a team sport. You know,
00:43:03.500
you could go out on a football field and score a hundred points on someone. That doesn't mean you
00:43:07.700
execute it properly. It just mean, it could mean they suck. Your level of talent. Yeah. And if you just
00:43:12.120
look at the scoreboard and say, oh, dude, we killed everyone. So we're going to, we're going to
00:43:16.340
fucking crush everyone. You're going to go out and play somebody who's good and they're going to beat
00:43:20.060
the shit out of you. Yeah. So you should, that's why like, dude, when you, a good, good football team,
00:43:24.660
they don't just throw film out the window when they win. They fucking look at film harder. How could
00:43:30.060
we have scored more points? How could we have gotten better? How could we have done more? And that's
00:43:33.900
what champions do. They do it on every opportunity at every transaction that they, that they have,
00:43:38.360
you know, my baseball coaches used to make us run polls on games that we would fucking,
00:43:43.640
you know, murder the other team, but he would point out those things. Yeah. You guys got 15
00:43:48.340
polls. Yeah. Yeah. Cause you're not doing it. You're not doing technique. Right. All great coaches
00:43:52.820
coach on technique, not on the result. So let me ask you this. Some of the greatest players. I remember
00:43:58.560
I've heard, uh, Jerry Rice that even in practice, he was, he was finishing his routes like all the way.
00:44:05.820
You know, he wasn't just running into the end zone. Yeah. He ran into the end zone. So obviously
00:44:10.560
players are also coached that even if they blow the whistle, you finish your shot. Right. Yeah.
00:44:15.680
So what's the equivalent of that in a sales process? Well, I would say that, you know,
00:44:22.260
I would say that even if a customer tells, you know, halfway through and kicks you out of their
00:44:28.260
fucking office, that you follow it up with an email and say, Hey, I'm sorry that I, that this went this
00:44:33.940
way. Um, this was the rest of what I was going to show you. Uh, you know, again, I apologize for
00:44:40.560
whatever I did that, that rubbed, or if you're having, you know, however, whatever it is you dig
00:44:44.880
and I would always take responsibility. I would always say, dude, whatever I did to upset you,
00:44:50.160
you know, I didn't mean to. And, and I would finish the pitch, you know, or the story or whatever
00:44:54.280
it is you're selling. I really believe this product could help you. Um, you know, if you want to
00:45:00.380
continue the conversation, this is where to find me. I don't expect it, but you know, again,
00:45:04.560
I do believe I can help you and I'm sorry for how it went today. Yeah. You know, like worst case
00:45:08.940
scenario. The way that I interpret that is you're saying, even if you don't get the sales, stay
00:45:12.600
classy. Absolutely. It's, it's, it's not just about class two. It's about like self-belief. Like
00:45:18.100
it's about letting, it's about putting yourself in a situation where nothing can fucking hurt you.
00:45:22.260
You know what I'm saying? It's about taking those, the hardest possible rejections and conditioning
00:45:26.660
yourself to be able to take them without it ruining your whole fucking confidence. You know
00:45:31.600
what I mean? Yeah. Sometimes you got to laugh, laugh shit off, dude. Yeah. You know, sometimes
00:45:35.240
you got to be tough about it. Sometimes you got to laugh about it, whatever it is you got to do. But
00:45:39.040
the, the, the reality is, is that most of the time, if that shit happens, it's, it's, it's, uh,
00:45:45.440
it's probably not your fault. It's probably cause the person's upset about something else.
00:45:49.840
And if you just acknowledge that usually they'll come out and say so. Now, sometimes it is going to be
00:45:54.280
your fault. Cause some of you people don't really have much sensory acuity and you'll say shit and
00:45:58.580
do shit that isn't in tune with the signals that you're receiving back and you're going to look
00:46:03.480
stupid, but that's what happens in sales. Yeah. That's part of sales is learning how to read people
00:46:08.700
and respond in a way that's effective to produce a result, you know? But if we're talking simplistic
00:46:15.640
terms, just keep their interests in mind. You know what I mean? And keep their best interests in mind,
00:46:21.140
keep their, what's in it for them in mind. And if you do that, the, the vibes that you send are
00:46:26.180
going to be well-received from the people that you're talking to. Follow what I'm saying? Great.
00:46:30.540
Yeah. And I think, um, you know, the other thing that, that, that is a huge deal too, man, is that,
00:46:36.440
you know, a lot of people will talk about anxiety and stress and this and that, but dude, doesn't
00:46:43.100
it feel the same as excitement? Like, doesn't excitement and anxiety feel almost the same thing?
00:46:47.940
Yeah. You know what I'm saying? So like, why can't you just tell yourself, um, you know,
00:46:53.840
that this is exciting. I'm, I've got a great opportunity. I'm excited to do this. I'm excited.
00:46:58.420
You know, a soldier, when they go into battle, they're fucking nervous as shit, man. They're
00:47:02.660
about to throw up their list or that. But the truth is, is that most of these guys, and I know
00:47:06.840
from fucking experience and ask them is that they figure out how to trick themselves into being
00:47:11.400
fucking pup to go in there and kick some ass. Yeah. And that's what you got to do in sales,
00:47:15.240
man. You've got to be able to transition what you think is anxiety and stress into an exciting
00:47:20.760
opportunity for you to do great. And that's it. You know, control yourself talk. Yeah,
00:47:26.100
for sure. And most people just, you know, they, they overthink it. They don't act. Okay. Um,
00:47:33.520
they don't ask questions. They feel like they have to go in with a pitch. They think the worst of
00:47:38.120
people. All right. They don't practice. They don't prepare. And they think they're going to freak the
00:47:43.620
fuck out if they go in there. And dude, if that's you, you're going to suck at sales. You're going
00:47:47.980
to be terrible. So you have to understand, move and go do it. All right. Ask a lot of questions.
00:47:56.600
Let them talk. Not only is it good for your anxiety, quote unquote, but it takes the pressure
00:48:02.140
off of you to have all the words and people love to talk about themselves and they're going to give
00:48:06.320
you an opportunity to teach them about your product or service. Okay. Think the best of people,
00:48:11.900
not the worst. Remember the nine great transactions you had versus the fucking one shit bag one. And
00:48:17.880
then when you have the one shit bag one, give them the benefit of the doubt. You know what I mean?
00:48:22.560
Prepare and practice, do your homework, break down your transactions, break down what you say after
00:48:28.480
every single opportunity and be your own coach. Self-awareness, man. Sharpen the fucking ax.
00:48:34.540
If you don't keep the ax sharp, you're not going to cut down any fucking trees. Okay. And the thing
00:48:40.100
about keeping your ax sharp is this, if you have huge goals, okay, and you've actually lost before
00:48:46.400
and you've figured out how to win a little bit, it's easier to keep your ax sharp because you know
00:48:50.820
you have a long way to go. If you don't have goals, you're going to be the top. You're going to be the
00:48:55.060
guy who understands, gets a little bit of success. He gets pretty good. Then he starts to like deviate
00:49:00.940
from the plan because he believes that he has a natural ability, which you don't. And he's going to go
00:49:05.720
back to the bottom and that cycle is going to repeat itself over and over and over again throughout
00:49:08.840
their lives. And instead of, you know, looking at it and saying, Oh, it's me. They're going to look
00:49:13.140
at it and say, Oh, it's this job. I mean, cause what's more frustrating than swinging a fucking
00:49:17.220
dull ax against the tree over and over and over again, putting in all that work, all that effort,
00:49:21.680
all that consistency, only to know that you're not making any progress because you haven't taken
00:49:26.060
the time to sharpen the ax, but you're not aware of that. Right? Dude, that's frustrating.
00:49:30.740
That'll break people. So you got to take time and you've got to learn how to be your own coach.
00:49:36.200
Dude, I'm looking at these, uh, these notes. I'm looking at your talking points and these are the,
00:49:39.980
you know, five, five ways to overcome social anxiety and sales. But I'm looking at these and
00:49:44.800
this is the formula for success in life. Yeah, for sure. Sales is life basically. I think so. I mean,
00:49:50.980
in, in, you know, from a particular point of view, people's fear of sales, I think people's fear
00:49:55.860
of sales and their ability and want to learn how to sell comes from all these old school sales gurus
00:50:03.760
who make it sound like it's some fucking manipulation. Nobody wants to manipulate anybody.
00:50:09.940
Nobody wants to lie to people. Nobody wants to trick people. Nobody wants to get money for things
00:50:14.900
that they didn't provide value for. You might think you do, but you don't because the minute you do it,
00:50:20.100
you're going to feel like shit. Okay, dude, being great at sales is really fucking simple.
00:50:25.860
It's really simple. It comes down to coming from a place of integrity, doing the right thing,
00:50:31.200
being a customer of the product and being someone who's, who's happy to recommend the product.
00:50:36.340
That's the basis. And after that, it's just simple as, you know, what we're talking about
00:50:41.060
with these five things. We're talking about very, very basic principles. We're talking about,
00:50:45.920
you know, getting started. We're talking about asking questions. We're talking about thinking
00:50:52.120
good things of people. We're talking about practice. And then we're talking about, you know,
00:50:56.660
taking your anxiety and thinking as an opportunity versus something that you're going to get your head
00:51:01.300
crushed in on. And if you can do that from a place of integrity, dude, there's no limit to how well
00:51:06.180
you're going to sell anything. People who are having, if you're having trouble with sales right now,
00:51:11.420
it's because you don't believe in the product. You aren't a customer of the product.
00:51:15.460
You are trying to manipulate people out of the money instead of trying to provide a solution.
00:51:21.080
Okay. And that's what it comes down to. Those three things that we talked about in the beginning
00:51:27.100
of the podcast will cure 90% of the anxiety. The rest of the top five ways that we talked about
00:51:31.800
overcoming anxiety, that's just fucking practicing sales. You know what I mean? Yeah. That's good
00:51:36.820
stuff, man. Super practical. Yeah. Yeah. So, um, I guess like the thing that I want people to
00:51:43.360
understand is that, you know, and we said this already, but I want to hit on it again.
00:51:49.480
You could be the most introverted person in the world. You can be the person who hates being around
00:51:53.680
people, who's nervous around people, who, who thinks about throwing up at the sight of being in
00:51:58.460
a crowd. Um, and you could still become great salesperson, right? It's just, it's part of what
00:52:05.440
you have to learn. Okay. And you don't have to be like one of these old slick sales guys where
00:52:10.480
you've got a prospect and you've got to do this and you've got to close and you've got to blah,
00:52:15.780
blah, blah. Dude, I don't know any of that fucking shit. You know, I read all those books and I forgot
00:52:19.680
them all because it's not real in the real world, not in this day and age. The real world in this
00:52:24.400
day and age is doing the right thing, coming from a place of good intentions, having integrity and
00:52:29.180
providing something that provides a real solution. If you have that, you're not going to have any
00:52:32.340
problems with sales. And if you don't have that, you're not going to have any success selling
00:52:35.880
whatever it is you're selling. So if that's you and you don't believe in the product,
00:52:39.120
guess what? Fucking quit and go find something that you can. That's the truth.
00:52:43.480
I think of my buddy, uh, Jimmy, who is, uh, he's an introvert. He's a man of few words. He's quiet,
00:52:49.800
but man, you get him started on Kansas state football and he will not stop. And he's super
00:52:54.580
articulate. He's super cause he knows the product. He he's, he's passionate about it. And so things just
00:52:59.840
flow out of that. And to me, that's what, that's what it comes down to is it doesn't matter if you're an
00:53:03.820
introvert, if you love the product, if you, if you have personally benefited from it, you're just going to
00:53:08.620
become the most eloquent, natural, endearing. Yeah. And let's talk about that too, man. Like
00:53:14.140
a lot of people are like, well, I don't want to learn how to sell because I'm an introvert
00:53:18.080
motherfucker. If you don't learn how to sell and you don't learn how to lead and manage people,
00:53:22.060
you are going to be fucking struggling financially. And I said that in our other podcast, we talked
00:53:26.940
about leading management and leadership. If you don't learn those skills, you will never make any
00:53:32.260
money period. Absolutely. End of story. It's not a choice. It's something you have to learn no matter
00:53:39.620
if you're a fucking graphic designer, no matter what the, what the fuck it is you do at some level,
00:53:45.020
you're going to have to be comfortable, comfortable selling, and you're going to have to be comfortable
00:53:48.760
leading. It's just something you have to do. So suck it up, dedicate yourself to figuring this shit
00:53:55.160
out and fucking practice it. And I promise you that you're going to find it's not that big of a
00:54:01.040
deal. 100%. I agree. I don't know. Way to make it awkward, dude. I don't have any other.
00:54:09.420
All right. With that being said, guys, um, look, uh, I would appreciate if you click subscribe on
00:54:16.800
the podcast, leave us a review, um, and make sure that you tell a friend, like we talk about, Hey,
00:54:22.480
tell a friend. And I know a lot of people, you know, you've listened to the 200 and however many
00:54:27.020
episodes we have. What do we have here now? What's this 200? This should be 225, I believe.
00:54:32.160
225 episodes that you listen to for free, by the way. And you know, you've referred one or two
00:54:39.360
friends. Look, when I, let me clarify something. When I say, Hey, bring me a friend. I mean,
00:54:44.360
bring me a friend per episode. I only bring me a one friend for 200 fucking 25 episodes. That's not
00:54:51.520
fair. That's not right. I'm giving you real skills that can help you develop as a human and make you
00:54:57.060
money. So guys, and that also means don't just tag them on my post. If you tag them on my post
00:55:04.000
to listen to this or subscribe, tell them why they are, why you're tagging them. Hey man,
00:55:09.540
I think you should really check out this guy's podcast. Hey man, I'm learning a lot from this
00:55:13.520
dude here. This, this, when people, when, when people, when you just tag people, that's like the
00:55:17.460
lazy way of doing it. Okay. So I'm looking for a genuine recommendation. If you get value from this
00:55:23.380
podcast, which I know a lot of you do bring me one person per episode, that's not making a post
00:55:30.120
either. That's like, you might make a post, but that's like getting involved in the conversation,
00:55:34.320
genuine recommendation. And you might not do it online. It might be, it might be, uh, in person.
00:55:39.740
It might be some friend that you talk to at work. I don't know, but just help us spread the word and
00:55:44.100
do it, do it the right way. It's on the honor system because I know that you guys are fucking of
00:55:49.260
moral high moral standard and you're going to obey it. But like, guys, we rely on this to grow the
00:55:54.880
podcast, to grow the movement. So, um, you know, when you're not doing that part of it, uh, you know,
00:56:03.300
it's really hurting us and our ability to grow. So if you believe in the message and you get value
00:56:06.980
with what we're doing, give me one friend per episode. I think that's fair. So we're not asked
00:56:12.200
for any money anyway. Um, that's the show for today. We'll have another show on Thursday, Thursday
00:56:16.600
thunder, maybe Friday fire. I don't know yet. See how the week goes until then crush the week.
00:56:22.260
Take the notes on this podcast. Make sure that you understand what we're talking about because
00:56:28.740
overcoming the anxiety of sales is the key to becoming successful. Most people will never
00:56:35.260
overcome sales, which is why there's a huge opportunity to become great at it. All right,