REAL AF with Andy Frisella - Two Things You Can Do Today To Become a Monster at Sales, with Andy Frisella - MFCEO244

00:00:00.380 I can stack them hundreds to the roof. I ain't stopping till they stack to the moon.

00:00:04.860 Without me, my family wouldn't have food. Anybody go against me gotta lose.

00:00:12.920 What is up guys? You're listening to the MFCEO Project. I'm Andy. I'm your host and I am the

00:00:18.700 motherfucking CEO. Today I've got a short podcast for you, but it is important. You guys hear me

00:00:25.920 talk all the time about the two most important skills to make money. One of them is sales.

00:00:34.520 The other one is leadership slash management. You have to have those two skills. Absolutely

00:00:40.840 must have those two skills if you plan on making six figures or more. It is a must. I don't know

00:00:48.920 one person on the face of the earth that can't at least operate functionally with those two

00:00:55.980 skills that make six figures. It just doesn't happen. Are there people that probably do?

00:01:02.360 Sure. I'm sure there's extreme craftsmen out there that are, you know, artists and people

00:01:08.560 who have a special, special skill set that most of us don't have. So for us, we have to learn

00:01:16.240 these skills. I get a ton of questions and I would say 80% of the questions are the same

00:01:24.680 two questions. The first most popular question is, Andy, how do I deal with haters? How do

00:01:30.320 I deal with people that don't believe in me? How do I deal with people who discourage me?

00:01:34.700 Blah, blah, blah, blah, blah, blah, blah. Look, I address that lots of times. Today I'm going

00:01:39.580 to address the second most popular question. It's actually a question that I addressed with

00:01:45.920 my team at Sunday nights, all company meeting. And also I have one of my cousins who is really

00:01:53.300 working hard to get his life together in terms of business and his career. And he's been texting

00:01:57.520 me all this information about how he could become better at sales. Today, I'm going to give you

00:02:03.160 the two tips that will take all the awkwardness, all the weirdness, all the pressure, all the anxiety

00:02:12.200 and push it aside so that you can become an effective person when it comes to sales.

00:02:19.080 Okay. So first off, I'm going to talk about the one thing that you can do. And then I'm going to

00:02:25.280 give you an exercise that you can do in real life that most of you won't fucking do because most of 0.92

00:02:31.240 you just want to talk about it and you don't want to be about it. All right. But I'm going to give it to

00:02:35.660 you anyway. Here's the first thing. The first thing you have to realize when it comes to sales is you

00:02:41.980 have to be able to audit what your intent is. Okay. Your intent as a salesperson should be to provide

00:02:52.220 a solution to help someone, to help someone with a product, a service or a solution that solves a

00:03:01.040 problem for them. All right. And that is the biggest problem when it comes to sales, because

00:03:07.140 most people, when they think of sales, they think of the slick back hair, cheap suit, cheesy salesman

00:03:14.900 who comes in with some slick lingo and, you know, manipulates his way into a sale. And guys, I'm telling

00:03:23.200 you, this is what separates great salespeople from mediocre salespeople. If you've ever had a great

00:03:30.940 sale in your life, if you've ever done a great job selling something in your life, you know that the

00:03:36.880 best sales that you've made have been the ones that were the easiest. And the reason they were the

00:03:42.900 easiest is because your intent was aligned with what you're trying to do, which is solve a problem.

00:03:50.700 You weren't worried about how much you were going to get paid. You weren't worried about your commission.

00:03:55.500 You weren't worried about you and what separates great salespeople from salespeople who struggle

00:04:02.780 and what makes sales fun for most people who are great at it and make sales miserable for people

00:04:09.140 who suck at it is how they align their intent. Okay. You're going to hear this and I've addressed this

00:04:16.240 so many times, but you need to hear it so many times. You're going to hear people who are so-called

00:04:23.240 sales expert or sales experts. And they're going to have a super slick talk track and they're going

00:04:30.300 to have these special techniques for closing and asking for the sale and prospecting and all these

00:04:37.660 other fucking terms. Let me tell you something. You don't need any of that shit. That's old school

00:04:42.580 manipulative selling that is outdated because people's bullshit detector is finely tuned these days.

00:04:50.860 You used to be able to get away with shit like that because people didn't have as much contact

00:04:55.920 as they have now and they were less aware, but now everybody's aware because we're constantly

00:05:04.140 interconnected with other humans. So our bullshit detector is finely tuned. We're highly aware.

00:05:10.700 You know, you, I'm talking to you, you know, when you're getting sold, you know, when someone's

00:05:16.960 being slick, you know, when someone's throwing some bullshit talk track at you and guess what

00:05:22.560 happens? You put up your guard. Don't you, you know that, right? So what, if you know, when you're

00:05:30.040 getting sold, what makes you think that you're so fucking smart that you can fucking sell someone

00:05:34.760 else that way? Sales is very simple. And the reason a lot of you guys struggle with it is because

00:05:41.120 you're trying to follow the old school way. You're trying to develop these manipulative techniques

00:05:45.880 that aren't aligned with what the customer's best interest is. And you're struggling and

00:05:54.060 you're struggling because it feels weird and you're struggling because it feels awkward and

00:05:58.320 you're struggling because it is fucking awkward and you know it. And the person you're trying 0.73

00:06:03.160 to sell knows it. So let's audit our intent. And what I mean by that is this, the next time

00:06:11.880 you have an interaction where you feel like it's going weird or you're struggling or you

00:06:17.160 feel a lot of pressure or you get nervous, throw all the shit out the window that you think 0.88

00:06:23.160 you need to say and start genuinely trying to help solve the issue at hand. If there is

00:06:32.020 no real issue at hand, then tell them that. Be honest. Tell them the truth. Because when there

00:06:40.380 is no issue at hand today or no need for your product today, that doesn't necessarily mean

00:06:46.280 that there won't be a need for your product down the road. And guess what? Wouldn't you

00:06:51.580 appreciate if someone told you that you didn't need their product in a sales situation? Wouldn't

00:06:57.420 that build a lot of trust? Wouldn't you call that person the next time you need it, whatever

00:07:02.760 it is they're selling, because you know they're going to tell you the truth? Sales is fucking

00:07:07.880 easy, guys. It's your intent that fucks it up. When you start worrying about you, when

00:07:13.360 you start worrying about how much you're selling, when you start worrying about how much money

00:07:16.620 you're going to make, when you start worrying about all this shit, your intent is aligned

00:07:21.060 with you and it's not aligned with your customer. And when you have misaligned intent, it makes

00:07:27.200 things awkward. It makes things hard. It makes things less fun. And guess what else? You

00:07:33.360 make less money. Because people know when you're genuinely trying to solve a problem. People know

00:07:38.780 when you're genuinely trying to help. And they know when your intent and your interests are best

00:07:43.860 aligned with your customers. And that is going to be the way that shit is sold from here until the end

00:07:50.460 of fucking time. Sales as you think of it, when you think sales and you think of the cheese dick 0.68

00:07:57.100 salesman out there, this is fucking full of, you know, all these slick lines and all this shit,

00:08:01.820 that shit's over. It's extinct. Are there a few people out there still teaching this shit?

00:08:07.280 Absolutely. They're fucking old. The reason that they're fucking old is because that's how they

00:08:12.340 grew up selling and they have a hard time selling shit in today's world. They're not understanding the

00:08:18.260 level of awareness that you have and your dad has and your grandma has and your kids have because

00:08:24.780 we're interconnected in every single fucking way. They're not getting it. Quit worrying about

00:08:31.800 the technique and start worrying about the intent if you want to be successful in sales. That's it.

00:08:37.920 It's that simple. Solve fucking problems. Provide solutions. Help people get better. That is all you

00:08:45.120 have to fucking do. Throw all the other shit aside. Worry about the intent. And when shit gets weird,

00:08:54.300 audit your intent. When shit gets uncomfortable, when shit gets frustrating, when it gets awkward,

00:09:00.160 when it's weird and you're looking at your customer and he's looking at you and you're both looking at

00:09:04.240 each other like, what the fuck is going on? Take a minute, take a step back and get your fucking

00:09:09.720 intent aligned because that's what's going to make the biggest difference. Not only for your business

00:09:14.660 today, but for your long-term business. Because when you genuinely care about the customer and you

00:09:20.740 genuinely help the customer solve a problem, they are more than happy to recommend you and your

00:09:26.720 services to every single other person that might ever need them. This is what playing the long game

00:09:34.020 means. All right. So now we're going to give you an exercise. Okay. So I have my cousin, Dominic,

00:09:42.560 who emails me, texts me, and he's trying to get better at sales. And Dominic's a super fucking social

00:09:50.000 guy. Like he's, he's very social. He's very easy to like. Um, he's a, he's a great kid grew up with

00:09:57.440 them. Um, he's got all the tools, but he was telling me, he's like, dude, every time I go into

00:10:03.520 somewhere that they don't know me, like I lock up, like if my customers know me already, they love me

00:10:09.280 and I do a great job. But, but when I go in, when I go in to try to meet them for the first time,

00:10:14.420 I freeze up and it gets all awkward. Okay. All right. So Dominic, I know you've been asking me to help you.

00:10:19.220 I'm going to fucking help you right now. Here's the deal. First off, make sure your intent is in

00:10:25.460 the right spot. All right. Like we just talked about for the last number of minutes, make sure

00:10:29.820 that your intent is about your customer. It's about serving your customer's needs. Truly. I'm not

00:10:36.360 talking about faking it. I'm not talking about pretending like you're looking out for your

00:10:40.240 customer and then trying to screw them. I'm talking about understanding that you are going to do

00:10:45.020 business with this person for the next 50 fucking years. And you need to do the right thing today 0.88

00:10:50.280 so that you can earn their business for the rest of your life. Because when you work that way,

00:10:55.020 business accumulates, it compounds, and eventually five or 10 years down the road, you have so much

00:11:00.600 business that you don't even know what to fucking do with. All right. So there's a patience aspect here,

00:11:05.640 but here's the thing. Approaching people is hard. And I understand that. But this is the easiest way

00:11:17.900 that I've learned how to get over that fear. And it sounds stupid, but it works. And what I want you

00:11:25.300 to do if you have trouble meeting someone or you have trouble with the initial first meeting or the

00:11:35.220 first interaction or the first getting to know someone, this is what you got to do.

00:11:41.580 Every single day that you go anywhere, every single day, when you see someone walking down the street or

00:11:49.100 walking towards you, whether it be in the grocery store, whether it be on the street, whether it be

00:11:52.960 wherever it is you go and they look you and you make eye contact, say hello and ask them a question

00:11:59.200 or pay them a compliment. That's it. Okay. The reason that you have trouble meeting new people

00:12:06.800 and introducing yourself to new people is because we all do that awkward shit where you're walking 0.63

00:12:13.020 down the aisle in the grocery store and you see someone and you get like within five feet of room

00:12:16.760 and you look at the floor. Okay. That's counterproductive to your skills of sales. That's whenever you should

00:12:22.560 say, Hey, how you doing? Oh, I really liked that shirt. Where'd you get that? Or whatever it is.

00:12:27.780 Oh, I really liked those shoes. Tell me about them. Where'd you get those? Okay. And what's going to

00:12:33.760 happen is you're going to start to engage people very cold. You've never met these people. You don't

00:12:40.060 know who they are. They're going to have a short conversation and you're going to move on. All right.

00:12:44.400 But what this does is it breaks down your fear of the first interaction. And the fear of the

00:12:50.560 first interaction is the one that keeps people from ever getting good at this. Okay. So if you have

00:12:56.000 trouble, if you're awkward, if you have a difficulty engaging initial conversations, what I want you

00:13:02.480 to do is in your everyday life, as simple as this sounds, is I want you to, when you see strangers

00:13:07.640 walking down the street and we say hi to them, give them a smile, say, Hey, how you doing? Those are cool

00:13:13.840 shoes. Where'd you get those? And just make a short, sweet and have a little two second, 20 second, 1.00

00:13:19.420 30 second conversation. Thanks man. Have a good day and move on. That's it. And you got to do it

00:13:25.300 with everybody. You're going to do it with the grandmas. You're going to do it with the other

00:13:28.620 dudes. You're going to do it with the other ladies. You're going to, you don't just pick and choose. 1.00

00:13:32.820 You're going to do it with everybody. And this is the key. You have to do it to everybody because

00:13:38.660 what that's going to do is condition you to learn people's personalities instantly. Okay. Don't just go

00:13:45.980 up to the people that look nice. Go up to the people that look like they'll bite your fucking 0.99

00:13:49.760 head off too. And guess what? They might, they might tell you to get fucked, but after you get

00:13:53.780 fucked five or six or 10, 20 times, you're not going to care anymore. Okay. And that's the point.

00:13:59.740 Most people aren't willing to do this simple exercise to improve their income. If you can improve

00:14:06.380 this exercise and improve your ability to break the ice with strangers, not only will your,

00:14:11.700 your, um, business life increase and you'll make more money guaranteed because most people won't do

00:14:18.440 this. You are guaranteed to make more money over the course of your life, but also your social life

00:14:24.000 will improve. Think if you weren't afraid to talk to that guy or you weren't afraid to talk to that

00:14:28.980 girl and you were just willing to go up and start a conversation. Think about that. Think how that 0.94

00:14:34.040 would change your life. Guys, there's so many benefits to doing this and it's something that most people

00:14:40.180 won't do. And it's very, very simple. All right. So here it is. This is sales. This is it. This is

00:14:46.180 fucking how it is. If you're struggling with sales, the reason you're struggling is because you're

00:14:50.700 getting too caught up in the bullshit fucking old school, outdated fucking methods. And you're getting

00:14:55.960 not enough emphasis being put on your intent, which should always be aligned with your customer's

00:15:02.900 best interests. Okay. So if you start to stumble, if you start to struggle, if it starts to get weird,

00:15:08.400 step back, ask yourself where your intent is. Where is your intent? Are you worried about the

00:15:13.920 commission you're going to lose or make? Are you worried about your paycheck? Are you worried about

00:15:17.260 your numbers or are you worried about serving this customer for the rest of your life? Are you worried

00:15:22.260 about making sure they get the result thereafter? Are you worried about making sure that they are

00:15:27.560 extremely happy with the services that you provide? And not only are they happy, but they're so happy

00:15:34.360 that they're going to bring you their network of friends and family. That's a huge deal, guys.

00:15:39.100 It's everything in sales. It's everything, everything. Okay. And then if you have trouble initiating the

00:15:46.180 first contact, it's real easy. Start talking to strangers, start saying, hi, how you doing? Nice to

00:15:53.320 see you. Nice shoes, nice shirt. Keep it polite. Keep it friendly. Close it. Move the fuck on next person you

00:16:00.780 see. And if you do that five times a day for a fucking week, I guarantee you, dude, you're going

00:16:05.800 to feel a lot differently. And if you do it five times a day for six months, you're going to be a

00:16:10.200 fucking monster salesperson. I can promise you that because most people won't do it. And the key

00:16:17.100 to success, guys, is getting great at the shit most people won't do. And that's it. That's my talk

00:16:22.820 today. Go out, align your intent, go out, talk to fucking strangers, and your sales skills are going to

00:16:29.440 improve. It sounds simple because it is fucking simple. And that's that.

REAL AF with Andy Frisella - July 03, 2018

Two Things You Can Do Today To Become a Monster at Sales, with Andy Frisella - MFCEO244

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