Episode 270： How To Hire The Best in Sales： Start Hiring True Believers by Patrick Bet-David
Episode Stats
Words per Minute
186.5172
Summary
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
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30 seconds, one time for the underdog, ignition sequence start, let me see you put em up, reach
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the sky, turn the stars up above, cause it's one time for the underdog, one time for the
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I'm Patrick Bedeb, your host of ITM, and today, for all the sales managers out there, we're
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going to talk about how you can hire the best people in sales.
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In the world of sales, we hear a lot of different compliments, lots of different compliments.
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People want to say to reference a person being an incredible salesperson.
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One of the compliments could be, it's probably the famous one you've heard before, you know,
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this person could sell ice to an Eskimo, right?
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Let me give you some modern ones maybe you haven't heard before, some we'll have fun with.
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You know, this person could sell newspaper to a blind man, this person could sell underwear
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to a nudist, he could sell cape to Superman, he could sell a cage to a lion, he could sell
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Obamacare to a conservative, he could sell, you want me to stop?
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I mean, we hear all these different lists of things that this person could sell to.
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All that person is saying is they're trying to say, hey, you could sell anything to everybody,
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And when you really break down what that statement really means, here's what that statement really
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To me, if I was to take them to, although it's a compliment, if I was to really take that
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interpretation so a person doesn't sit there and say, I could sell anything to everybody.
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When you hear somebody say I could sell anything to everybody, that's not somebody I like to
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Anyway, can you imagine if a person could sell anything to everybody, we put him in front
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of a congregation of a Christian church, he could convert anybody into Christianity.
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Then you put him the next day into a Muslim mosque, he could convert anybody into Muslim.
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You put him the next day into an LDS church, he can convert anybody into Mormonism.
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Next day in Jehovah, he can convert anything to Jehovah, anybody into Jehovah.
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Seventh day, atheist, agnostic, because he's an incredible salesperson, right?
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In the world of business, if there's anything I could tell you that as a salesperson you
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don't want to brag about, is you don't want to brag that you can sell anything to everybody.
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You know what's the one thing I don't like to see on a resume?
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If I see on the resume that this person has sold 20 different products, my number is five
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If he's sold five different products over the last 20 years, he's going to sell another five
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If he's sold five in 10 years, he's going to sell five in the next 10 years.
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This is a person that one day they're selling cars, the next day they're selling insurance,
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another day they're selling real estate, another day they're selling pharmaceutical sale, another
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day they're selling toothpaste, another day they're selling coffee, this other day they're
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selling travel, another day they're selling this.
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They're great salespeople and they can convince you, but they're great salespeople.
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Now, I prefer a true believer over a hundred salespeople any day of the week.
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You see, a true believer could come in and he doesn't look like a salesperson.
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A true believer could come in and the different questions that will be asked between a true believer and a salesperson is this.
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A true believer is going to say, tell me how this product benefits our clients.
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Tell me why our product is better than X, Y, Z.
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Tell me why our company stands for something better than X, Y, Z.
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Oh, and by the way, how do we get paid on these products again?
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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.
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Anybody can break a salesperson with a better compensation plan.
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Anybody can break a salesperson with a better, you know, any, all that others.
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A true believer, give me one true believer over 100 salespeople any day of the week.
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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.
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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.
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The company is being ran by a true believer because he believes the company, the product, the cause.
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What you represent is what the true believer represents.
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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.
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A true believer could be a guy like Derek Fisher, who's going to fight for you till the end.
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He may not be your best player, but he's a true believer.
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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.
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He can get up in front of any audience, African-American, white, Hispanic, Asian, Christian, Catholic, Muslim, conservative, Republican, liberal.
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He can get in front of any audience because he's a politician.
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He can agree with your points to get your vote because he's a politician.
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And politicians, typically, they take the high road.
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You know, they kind of want to agree with everybody so they don't make any enemies.
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It's actually a good power position that you have.
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A true believer gets up and he talks and she speaks.
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A statesman gets up and says, here's what I believe in.
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This is what you voted me in for and fights for that thing that he or she went in for.
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Politician, I don't need to give you any names.
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You know, the difference between a salesperson and a true believer when it comes down to a
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A salesperson is a man that'll say anything to get you into bed with them.
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And not time I get into bed to take a nap with them.
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A true believer is going to tell you who he is, what he stands for.
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He's going to ask you a lot of questions about you, what your family stands for, what you're
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all about, what's important to you, because a true believer has no desire of just getting
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A true believer wants to build a long-lasting relationship and family with you.
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And if those questions are intimidating to you when you meet a man like that or a woman
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like that, you're probably not in the true believer department.
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And if you find somebody like that, you better realize that person is for real the more and
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So I can go on and on and on, give you a lot of examples of, you know, what a difference
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One, if you run a company, you run an organization, make a list of your true believers.
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Whoever your true believers are of you who believe in you, who are aligned with you, who
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believe in your company, who believe in a product, who believe in a cause, and they're
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Like when you talk to them, you really know they believe in what the organization is all
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You better believe you got to put your time into these folks because these are the folks
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that are going to run the entire company for you one day.
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The true believers are not doing this for the heck of it.
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They automatically attract money because people want to do business with true believers.
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And for yourself to take inventory of yourself, make a list of things you've done in the last
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If you've done multiple things in the last three to five years, you're not in the true
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You're just not, but if you sit down and you make a list and you notice you're one
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One message, one company, one cause, one movement, one industry.
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You know what happens to a true believer with work ethic, where it comes from here, not just
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When it comes from here and here, you're going to attract a lot of true believers.
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You'll attract every kind because when people look at you in the eyes, they see a true believer.
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But you also know you're going to have enemies and that's okay.
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For every one enemy or 10 enemies or 50 enemies or 100 enemies that you have, a handful of true
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believers will compensate all, overcome all, all the enemies you're going to create.
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History doesn't favor salespeople and politicians.
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My challenge to you would be to go out there and look for your true believers and put your
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And two, work on identifying yourself as a true believer and do one thing for 5, 10, 15,
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And look what will happen to you both financially, business-wise, life-wise, reputation in the
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When your name comes up, they say, what's he selling now?
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Oh, he's been selling one thing for the last 15 years.
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And by the way, if you haven't already subscribed to Valuetainment on iTunes, please do so.
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And if you have any questions for me that you may have, you can always find me on Snapchat,
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