Six Qualities of Great Sales People
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Summary
Did you get what you wanted out of 2020 based on the effort you put up, meaning you worked your butt off? Did you work your tail off? And if you didn t, why not? Could it be the fact that maybe your ability to sell and negotiate and persuade isn t at the level that it needs to be?
Transcript
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So did you get what you wanted out of 2020 based on the effort you put up, meaning you
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worked your butt off, you worked your tail off.
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Did you get what you wanted in 2020, and if you didn't, why not?
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Could it be the fact that maybe your ability to sell and negotiate and persuade isn't at
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Look, I've trained tens of thousands of people in sales the last 20 years, and I can tell
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it takes six things, six things, to be great in sales, and we'll talk about that in today's
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And by the way, when I go through these six things, watch how closely this is to also
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you dating somebody that eventually leads to a real, solid relationship, possibly a running
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mate, as well as what it takes to find a business partner that becomes a long-term running mate.
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If you don't have audacity, how do you prospect that person?
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How are you willing to make that phone call knowing someone may say what to you, no, and
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Just like in a business partnership, if you want to find somebody that's going to be your
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running mate, how do you have the audacity to go to somebody and say, I think you ought
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Like the guy who sees a girl who's pretty, he wants to talk to her.
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He's got to have audacity to go up there because she may simply say, I would never date a guy
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Just like a customer may say to you, I would never do business with you.
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And those comments tend to hurt a lot of people.
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That's why it takes audacity to go prospect and make the phone calls.
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Number two, outside of audacity, is repetition.
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It takes repetition to learn a script, an approach, or a presentation.
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So you repeat it over and over and over and over, and you fine tune it, you add this story,
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you add that, you add this question, you add that.
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And so many times you do it, eventually you're like, here's what we do, let me tell you what
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Just like a business partner, just like somebody you're dating, you present, you adjust, you
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make your pitch better, you make your presentation slides better, until eventually you become
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So number one, audacity, you approach prospect.
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Number two, repetition by your learning the script and the words over and over and over
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Discipline is, you had the audacity to go and talk to the person, they said yes, they gave
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you the number, you present it, they said, let me think about it, then you follow up.
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Follow up over and over and over again until you said yes, until they say yes.
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Let me tell you, the biggest sales I've ever made, the biggest guests I've ever interviewed,
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the biggest deals I've ever done in my life, the biggest anything I've ever done in my life,
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never happened with the first time I asked the question.
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It happened with me doing a second approach, a third approach, a fourth approach, a fifth approach,
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When things were patiently, like nothing going on, no progress was being made, then I made
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Just want to see everything's good with you and the family.
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So audacity, repetition, we have the discipline to follow up, and then you have intuition.
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Intuition is, you prospect them and you have audacity.
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Intuition is the ability to qualify the lead before you pitch your product or you present
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So if I got intuition, if I'm talking to a client and I sell three different products,
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this may not be a client for me to present the biggest commission product.
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Intuition is based on the families, demographics, where they live, income, lifestyle.
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Based on certain questions I asked, certain things they said, who their broker was.
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Then my intuition is I'm qualifying my leads based on the questions I'm asking, right?
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You bring a business partner in, you have to have intuition to qualify them.
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A person you date, you have to have intuition to know if this is a one-time relationship,
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if it's a girlfriend, or maybe one day this could be a running mate, hence, husband or
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a wife, because it's intuition to qualify this person, to qualify the business partner, to
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qualify the potential client that you're doing business with.
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You've got to have confidence while you're going there to make the ask and say, hey,
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I think you need to buy this product, versus saying, I think this is a good product for
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Versus, based on if I were you, and I know your situation where you're at, Bob, I think
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I think this is the right product for you because it meets you this, this, this, this, this.
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Confidence to make the ask and close the deal because you've got confidence.
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With the prospect, with the business partner to say, look, let me tell you why you want
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Probably you've got a lot of different options at different companies to work at.
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You're not coming here to just work at a different company.
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You can go to a different place and take a regular salary and a job and be bored out of your
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mind where you can't wait to go home to watch football because it's the most exciting
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With us, you're going to come here, you're going to say, if I miss football, it's cool.
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Because the most exciting thing I'm doing is I'm making history, running with them.
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Confidence to ask her and say, look, you're a good looking girl.
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I tell you, I already know you're a drop that gorgeous.
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There are a lot of guys out there you can go with.
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But through a lot of repetition, through a lot of audacity of being rejected, through
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a lot of you giving your presentation and having the intuition to qualify, all of these
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things you're doing leads to you having the confidence to make that ask.
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Let me tell you what's the last thing here for people that do great in sales.
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This is how you build a reputation in the marketplace.
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Let me tell you about the reputation you build in the marketplace.
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That person that had the audacity to prospect, they say, okay, I'll give you my number.
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And I do a good job because I've done so much repetition.
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I have the intuition where I say, this could be a client that may need this.
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Then I have the confidence to sell them the product.
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Character is your follow through on whatever that product was supposed to do, whatever your
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If you told them you're going to call them in three months, you did.
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If you told them the product was going to do XYZ for them, it did.
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If you told them that you're going to go out there and be able to do such and such thing
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for them and deliver on all your promises, you did.
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And when you do that, what this person does, they tell the world about it.
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You do right with a person you do business with, as a business partner, they're going
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And they're going to bring other people that want to work with your company.
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If you do this right with a guy or a girl, you go and you say, let me tell you, I'm going
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If you don't rock their world, it's kind of embarrassing.
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You better rock their world if you're going to say, baby, I'm going to rock your world
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You better rock her world that night or else don't use that line.
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But if you do rock her world, she's going to go tell her friends, this guy freaking rocked
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Let me tell you, this was a whole different story.
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If you marry somebody like me, I'm going to give you the world.
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You give her the world, everyone's going to say, this guy kept on his promises.
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If you do those six things, you're going to crush it in sales.
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So let me go through this one more time, the six things, number one, audacity.
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You do those six things, great things are going to happen to you.
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And by the way, if you didn't make a lot of sales in 2020, not as much as you thought
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you were going to do, here are six reasons why you don't sell more.
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If you find that, these six reasons, it gets very deep, very specific.
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But it gives you an idea on why you could have sold more in 2020 and you didn't, so hopefully
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So it becomes a record breaking year for you in sales.