Valuetainment - February 15, 2019


Episode 270： How To Hire The Best in Sales： Start Hiring True Believers by Patrick Bet-David

Topics
true believers
Hosted by
Patrick Bet-David
Mentioned
Derek Fisher Patrick Bett David Andrew Bynum Superman Snapchat Jehovah Reagan
Episode 269： 4 Hardest Things to Find in Life Episode 271： How to Multitask & Automate New Habits

Episode Stats


Length

11 minutes

Words per minute

186.52

Word count

2,052

Sentence count

168

Harmful content

Misogyny

3

sentences flagged

Hate speech

2

sentences flagged


Summary

Summaries generated with gmurro/bart-large-finetuned-filtered-spotify-podcast-summ .

In the world of sales, we hear a lot of compliments about people being an incredible salesperson. One of the most common compliments is, "You could sell ice to an Eskimo." Well, guess what? That's not a compliment. That's a lie.

Transcript

Transcript generated with Whisper (turbo).
Misogyny classifications generated with MilaNLProc/bert-base-uncased-ear-misogyny .
Hate speech classifications generated with facebook/roberta-hate-speech-dynabench-r4-target .
Topics generated with Qwen2.5-3B-Instruct.
Hosts, guests, and mentioned names generated with spaCy (en_core_web_sm), reconciled against Wikidata.
00:00:01.000 30 seconds, one time for the underdog, ignition sequence start, let me see you put em up, reach
00:00:09.220 the sky, turn the stars up above, cause it's one time for the underdog, one time for the
00:00:16.220 underdog.
00:00:17.300 I'm Patrick Bedeb, your host of ITM, and today, for all the sales managers out there, we're
00:00:21.260 going to talk about how you can hire the best people in sales.
00:00:24.180 In the world of sales, we hear a lot of different compliments, lots of different compliments.
00:00:28.480 People want to say to reference a person being an incredible salesperson.
00:00:32.960 One of the compliments could be, it's probably the famous one you've heard before, you know,
00:00:37.220 this person could sell ice to an Eskimo, right?
00:00:40.080 We've all heard this one before.
00:00:41.160 Let me give you some modern ones maybe you haven't heard before, some we'll have fun with.
00:00:44.900 You know, this person could sell newspaper to a blind man, this person could sell underwear 0.93
00:00:52.180 to a nudist, he could sell cape to Superman, he could sell a cage to a lion, he could sell
00:01:01.860 Obamacare to a conservative, he could sell, you want me to stop?
00:01:05.160 I mean, we hear all these different lists of things that this person could sell to.
00:01:10.240 All that person is saying is they're trying to say, hey, you could sell anything to everybody,
00:01:17.780 right?
00:01:18.800 And when you really break down what that statement really means, here's what that statement really
00:01:23.360 means.
00:01:24.380 To me, if I was to take them to, although it's a compliment, if I was to really take that
00:01:28.540 interpretation so a person doesn't sit there and say, I could sell anything to everybody.
00:01:32.460 When you hear somebody say I could sell anything to everybody, that's not somebody I like to
00:01:36.640 recruit to my sales force.
00:01:37.900 I'll explain to you why.
00:01:38.800 Anyway, can you imagine if a person could sell anything to everybody, we put him in front
00:01:43.780 of a congregation of a Christian church, he could convert anybody into Christianity.
00:01:48.580 Then you put him the next day into a Muslim mosque, he could convert anybody into Muslim.
00:01:54.280 You put him the next day into an LDS church, he can convert anybody into Mormonism.
00:01:58.540 Next day in Jehovah, he can convert anything to Jehovah, anybody into Jehovah. 0.93
00:02:02.100 Seventh day, atheist, agnostic, because he's an incredible salesperson, right?
00:02:08.800 Incredible salesperson.
00:02:10.240 In the world of business, if there's anything I could tell you that as a salesperson you
00:02:15.980 don't want to brag about, is you don't want to brag that you can sell anything to everybody.
00:02:19.520 You know what's the one thing I don't like to see on a resume?
00:02:22.360 Here's what I don't like to see on a resume.
00:02:24.000 If I see this, I don't hire this person.
00:02:26.900 If I see on the resume that this person has sold 20 different products, my number is five
00:02:31.340 generally.
00:02:32.460 If he's sold five different products over the last 20 years, he's going to sell another five
00:02:37.400 products in the next 20 years.
00:02:38.860 If he's sold five in 10 years, he's going to sell five in the next 10 years.
00:02:42.760 This is a person that one day they're selling cars, the next day they're selling insurance,
00:02:46.520 another day they're selling real estate, another day they're selling pharmaceutical sale, another
00:02:49.640 day they're selling toothpaste, another day they're selling coffee, this other day they're
00:02:54.240 selling travel, another day they're selling this.
00:02:56.180 Every day there's something else.
00:02:57.300 They're great salespeople and they can convince you, but they're great salespeople.
00:03:00.380 Now, I prefer a true believer over a hundred salespeople any day of the week.
00:03:09.000 Let me explain to you the difference.
00:03:11.280 You see, a true believer could come in and he doesn't look like a salesperson.
00:03:17.260 He's a regular guy.
00:03:18.300 A true believer could come in and the different questions that will be asked between a true believer and a salesperson is this.
00:03:27.300 A true believer is going to say, tell me how this product benefits our clients.
00:03:33.860 Tell me why our product is better than X, Y, Z.
00:03:38.500 Tell me why our company stands for something better than X, Y, Z.
00:03:42.640 Tell me what makes us so special.
00:03:44.940 Tell me what makes us this.
00:03:46.520 Oh, and by the way, how do we get paid on these products again?
00:03:50.020 Here's a salesperson.
00:03:51.980 How do we get paid on these products?
00:03:54.340 Oh, by the way, what is it anyway?
00:03:55.880 What's the products again?
00:03:56.660 What are you selling again?
00:03:59.100 What's the product?
00:04:00.220 Okay, that's all it is.
00:04:01.060 I just need to know the basic stuff.
00:04:02.560 I can go sell it to anybody.
00:04:04.260 That's great.
00:04:05.320 I'll take the true believer.
00:04:06.560 You know why?
00:04:07.820 Because I can't replace the true believer's heart who believes in a company, who believes in a cause, who believes in a product.
00:04:14.680 You cannot.
00:04:15.960 You cannot break a true believer.
00:04:18.920 Anybody can break a salesperson with a better compensation plan.
00:04:23.180 Anybody can break a salesperson with a better, you know, any, all that others.
00:04:28.840 Anybody can break a salesperson with that.
00:04:31.820 You can't break a true believer.
00:04:33.420 A true believer, give me one true believer over 100 salespeople any day of the week.
00:04:38.580 Because I'm going to put my time into these sales folks who are going to go sell another product, another product, another product, another product.
00:04:43.500 All my hours I put went to another product.
00:04:46.460 If I sit there and develop a true believer, you better believe 5, 10, 15, 20 years from now, the company is being ran by a true believer.
00:04:54.340 The company is being ran by a true believer because he believes the company, the product, the cause.
00:05:01.300 What you represent is what the true believer represents.
00:05:05.700 Now, what will be an example of both?
00:05:08.220 Let me give you examples of both.
00:05:09.560 What's a true believer?
00:05:10.240 What's a salesperson? 0.60
00:05:10.940 A salesperson is, as an athlete, somebody who comes in and after his biggest contract he gets, his best days are behind him, a.k.a. Andrew Bynum, for those of you guys that follow basketball.
00:05:26.700 A true believer could be a guy like Derek Fisher, who's going to fight for you till the end.
00:05:31.680 He believes in your organization.
00:05:32.900 He believes in your cause.
00:05:34.420 Everything about him is real.
00:05:36.180 In the locker room, he gives his best.
00:05:37.980 He may not be your best player, but he's a true believer.
00:05:40.380 And you take Derek Fisher out of the Lakers, they don't have a lot of championships because he was the only guy that knew how to speak to Kobe in the locker room.
00:05:46.840 That's a true believer.
00:05:48.480 A salesperson could be a politician.
00:05:51.100 He can get up in front of any audience, African-American, white, Hispanic, Asian, Christian, Catholic, Muslim, conservative, Republican, liberal.
00:06:02.500 It doesn't matter.
00:06:04.000 He can get in front of any audience because he's a politician.
00:06:07.480 He can agree with your points to get your vote because he's a politician.
00:06:12.100 And politicians, typically, they take the high road.
00:06:15.000 You know, they kind of want to agree with everybody so they don't make any enemies.
00:06:17.540 It's actually a good power position that you have.
00:06:21.300 But it's not a true believer.
00:06:23.180 You know what a true believer is?
00:06:25.180 A true believer gets up and he talks and she speaks.
00:06:27.780 A statesman gets up and says, here's what I believe in.
00:06:35.060 This is what you voted me in for and fights for that thing that he or she went in for.
00:06:41.640 That's a statesman.
00:06:43.240 A statesman is a JFK, a Reagan, a Lincoln.
00:06:47.800 That's a statesman.
00:06:48.820 Politician, I don't need to give you any names.
00:06:50.940 There are plenty of them on both sides.
00:06:54.160 And politics, politicians.
00:06:56.380 You know, the difference between a salesperson and a true believer when it comes down to a
00:07:00.620 mandating woman.
00:07:02.760 A salesperson is a man that'll say anything to get you into bed with them. 0.97
00:07:06.400 And not time I get into bed to take a nap with them.
00:07:08.540 You know what I'm talking about.
00:07:10.360 A true believer is going to tell you who he is, what he stands for.
00:07:14.060 He's going to ask you a lot of questions about you, what your family stands for, what you're
00:07:17.980 all about, what's important to you, because a true believer has no desire of just getting
00:07:23.260 you into bed.
00:07:24.040 A true believer wants to build a long-lasting relationship and family with you.
00:07:29.120 And if those questions are intimidating to you when you meet a man like that or a woman
00:07:32.220 like that, you're probably not in the true believer department.
00:07:36.040 And if you find somebody like that, you better realize that person is for real the more and
00:07:41.040 more you meet with them.
00:07:41.820 So I can go on and on and on, give you a lot of examples of, you know, what a difference
00:07:47.700 between a salesperson and a true believer is.
00:07:49.440 So my message to you would be this.
00:07:50.840 Here's what my message to you would be.
00:07:53.140 One, if you run a company, you run an organization, make a list of your true believers.
00:07:58.920 Whoever your true believers are of you who believe in you, who are aligned with you, who
00:08:03.940 believe in your company, who believe in a product, who believe in a cause, and they're
00:08:07.000 true believers.
00:08:08.600 Like when you talk to them, you really know they believe in what the organization is all
00:08:13.600 about.
00:08:13.840 You better believe you got to put your time into these folks because these are the folks
00:08:19.000 that are going to run the entire company for you one day.
00:08:21.460 The true believers are not doing this for the heck of it.
00:08:23.900 They automatically attract money because people want to do business with true believers.
00:08:27.780 And for yourself to take inventory of yourself, make a list of things you've done in the last
00:08:33.220 five to 10 years.
00:08:34.320 If you've done multiple things in the last three to five years, you're not in the true
00:08:39.360 believer department.
00:08:40.220 I know most people don't want to hear that.
00:08:41.280 You're just not, but if you sit down and you make a list and you notice you're one
00:08:46.000 in the last five years, that's good.
00:08:47.700 See if you can go 10, 15, 20 years.
00:08:49.700 One message, one company, one cause, one movement, one industry.
00:08:54.500 The longer you go, you're a true believer.
00:08:56.560 You know what happens to a true believer with work ethic, where it comes from here, not just
00:09:00.280 from here, here and here.
00:09:01.740 When it comes from here and here, you're going to attract a lot of true believers.
00:09:06.220 You're going to attract a lot of salespeople.
00:09:07.620 You'll attract every kind because when people look at you in the eyes, they see a true believer.
00:09:14.640 And people like following true believers.
00:09:17.040 But you also know you're going to have enemies and that's okay.
00:09:20.200 For every one enemy or 10 enemies or 50 enemies or 100 enemies that you have, a handful of true
00:09:25.780 believers will compensate all, overcome all, all the enemies you're going to create.
00:09:30.620 You're going to be okay.
00:09:32.200 But history favors true believers.
00:09:33.980 History doesn't favor salespeople and politicians. 0.97
00:09:37.360 It favors statesmen.
00:09:38.520 It favors true believers.
00:09:40.300 That's my message to you.
00:09:41.460 My challenge to you would be to go out there and look for your true believers and put your
00:09:45.280 time into your true believers.
00:09:46.520 And two, work on identifying yourself as a true believer and do one thing for 5, 10, 15,
00:09:51.060 20 years.
00:09:52.040 And look what will happen to you both financially, business-wise, life-wise, reputation in the
00:09:57.640 community.
00:09:58.040 When your name comes up, they say, what's he selling now?
00:10:00.480 I'm a salesperson.
00:10:01.980 Oh, him?
00:10:02.520 Oh, he's been selling one thing for the last 15 years.
00:10:04.620 That's a true believer.
00:10:05.860 Thanks, everybody, for listening.
00:10:07.100 And by the way, if you haven't already subscribed to Valuetainment on iTunes, please do so.
00:10:11.720 Give us a five-star.
00:10:13.120 Write a review if you haven't already.
00:10:14.620 And if you have any questions for me that you may have, you can always find me on Snapchat,
00:10:18.680 Instagram, Facebook, or YouTube.
00:10:20.640 Just search my name, Patrick Bid David.
00:10:22.400 And I actually do respond back when you snap me or send me a message on Instagram.
00:10:27.580 With that being said, have a great day today.
00:10:29.300 Take care, everybody.
00:10:30.020 Bye-bye.
00:10:30.480 Bye-bye.
00:10:31.420 Bye-bye.
00:10:39.520 Bye-bye.
00:10:41.000 Bye-bye.
00:10:41.600 Bye-bye.
00:10:47.360 Bye-bye.
00:10:51.980 Bye-bye.
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00:10:54.440 Bye-bye.
00:10:58.080 Bye-bye.
00:10:59.000 Bye-bye.
00:10:59.080 Bye-bye.
00:10:59.420 Bye-bye.