Valuetainment - The Untold Truth About Your First Year In Sales - 10 Things You Need To Know

00:00:00.200 Ever wonder why 90% of salespeople don't make it within five years?

00:00:03.200 Meaning, real estate, insurance, it doesn't matter what you do.

00:00:06.660 Five years later, 90% don't make it, only one out of 10 makes it.

00:00:09.500 Why is that?

00:00:10.500 By the way, I want to manage expectations with you.

00:00:12.760 Most people who get into sales, they have no idea how hard it is.

00:00:16.080 This thing is hard.

00:00:17.200 So if you're not in the mood for somebody to scare you off from sales, skip this video.

00:00:22.120 But if you want the truth, I'm going to give it to you today.

00:00:31.320 So stick around until the very end to get the PDF of today's content, as well as tips on

00:00:35.020 how to make it past your five years.

00:00:36.780 But let me get right into it, first five warnings.

00:00:38.660 Five things you need to know about before you get into sales.

00:00:41.280 Number one, it's harder than you think.

00:00:43.120 By the way, 10 times harder than you think.

00:00:45.500 Mentally, emotionally, it's going to be frustrating, agitating, you're going to go through it.

00:00:50.360 You'll be tested, you don't want to call people back because people didn't call you

00:00:53.400 back four times.

00:00:54.680 You have to learn the script of words.

00:00:56.420 It's so annoying at first, because it's harder, and you're not accustomed to it.

00:01:01.320 Number two, it takes a lot longer to make money than you think.

00:01:05.120 Some industries are different, but it takes a lot longer for you to make money than you

00:01:08.980 think.

00:01:09.980 Point number three, you're going to make a lot less money at first than you think.

00:01:12.480 By the way, most people get into sales because somebody sold them a dream, right?

00:01:15.980 Oh my God, I want to have that guy's life.

00:01:18.240 I went into it because somebody sold me the dream.

00:01:20.200 I want to one day have the life and the cars and travel and freedom and all this other

00:01:23.960 stuff, right?

00:01:24.960 And what you don't realize is that guy paid the price for many, many years until he had

00:01:29.700 the lifestyle that he has today.

00:01:31.660 So for you, manage expectations, knowing at first you're going to be underpaid for a long

00:01:37.640 time and don't be disappointed.

00:01:40.200 We all go through that phase.

00:01:42.780 Number four, you're going to have a lot of sleepless nights thinking about sales.

00:01:46.040 You're going to go to sleep saying, oh my God, is this person going to buy tomorrow?

00:01:48.540 What if they change their minds?

00:01:50.540 This person changed their minds.

00:01:51.300 What do I do with this?

00:01:53.300 I was expecting this $1,000 commission.

00:01:54.300 What am I going to do to pay my bills here?

00:01:55.300 I need to get them.

00:01:56.300 You're going to go through those nights.

00:01:57.300 The anxiety, mental, emotional, it's tough.

00:01:59.300 You're going to go through it.

00:02:00.300 And last but not least, your friends, family, spouse, everyone's going to ask you, how much

00:02:03.980 money have you made?

00:02:04.980 How much money have you made?

00:02:05.980 How much money have you made?

00:02:06.980 Why are you doing this?

00:02:07.980 Why did you start to do this?

00:02:08.980 You had a good job.

00:02:09.980 Why did you choose to do this?

00:02:10.980 Everybody's going to ask you, and this whole test of these five warnings I gave you, you're

00:02:15.340 supposed to go through it.

00:02:17.220 Here's why.

00:02:18.740 Once you make it past these five areas and you overcome it, your skin is thicker, you

00:02:24.660 can handle more, you become a leader, and somehow, someway, based on your work ethic,

00:02:30.060 you're improving, you're getting better attitude, all of that stuff, all of a sudden the floodgates

00:02:34.460 open in sales for you, and you wake up and you say, I never thought this is what was

00:02:38.180 going to happen to me.

00:02:39.180 That's kind of what happened to me, but you got to go through it.

00:02:41.280 So if you're still sticking around to watch the content, let me share with you what things

00:02:45.980 you could do to help you win the game of sales, especially after your first year.

00:02:51.060 Number one, if you're going to do sales, go and seek out the best leader worth duplicating.

00:02:57.340 The market's filled with a lot of average salespeople, the market's filled with a lot of average

00:03:02.520 sales leaders, but the market's also filled with a lot of great salespeople and great sales

00:03:08.200 leaders.

00:03:09.080 You find the right sales leaders worth duplicating, the chances of you winning not only increases,

00:03:14.800 but the speed and how quickly you win also increases.

00:03:18.080 So, choose an industry, say you're going to do real estate, you're going to do digital

00:03:21.140 marketing, insurance, finance, stocks, whatever it is, fine, choose that industry, stay in

00:03:25.520 that industry.

00:03:26.520 Don't keep jumping industry to industry to industry, rather within that industry, seek

00:03:31.940 out the best mentors to work with.

00:03:33.760 So that's point number one in the tip you're going to get.

00:03:36.100 Number two is the following.

00:03:37.720 Since you know, and I know that this thing's going to be hard mentally and emotionally, what

00:03:42.800 worked for me is over and over and over again, I read autobiographies and content about people

00:03:50.360 that persevered.

00:03:51.520 Even this one, the book of the month for my sales guys, I have 20,000 plus insurance agents.

00:03:56.500 This one, the book we're reading is a book called Endurance.

00:03:59.460 This is a book about you lasting.

00:04:01.340 This is a book about you being able to go through tough times.

00:04:04.640 You need to feed yourself so much of that because your friends, your family, your cousins, your

00:04:08.980 girlfriend, your boyfriend, your husband, your wife, they're all putting so much fear.

00:04:12.520 Babe, why are you doing this?

00:04:13.920 Babe, why don't you go back to your job? 0.99

00:04:14.920 Babe, why don't you go back to ... You need to almost fight off all that negativity with positivity

00:04:21.160 that you can make it in sales.

00:04:23.000 Point number three, whatever product you're selling, do whatever you can to sell yourself

00:04:26.580 on the product.

00:04:27.640 Before I give you point number four, if you were in the sales office I was in, in Encino,

00:04:31.040 from 2002 until 2005, you would have found me all over the office with a roleplay buddy,

00:04:38.580 roleplaying scripts.

00:04:39.580 It didn't matter what it was.

00:04:40.580 We would roleplay scripts and objections.

00:04:42.160 We'd sit in a room for one hour after nine o'clock at night while everybody else is gone,

00:04:46.900 and I would give an objection and you'd overcome it.

00:04:50.280 Then I'm like, I think we can come out with a better way to overcome it.

00:04:53.120 I would give it, you would give it.

00:04:54.120 I would give it, you would give it.

00:04:55.120 Oh, that was good.

00:04:56.120 Then we'd write it down.

00:04:57.120 It was like, let me try this one.

00:04:58.120 How about this one?

00:04:59.120 How about that one?

00:05:00.120 That's the perfect one.

00:05:01.120 How about that?

00:05:02.120 How about this?

00:05:03.120 How about that?

00:05:04.120 We roleplayed so much, until any objection that people ask throughout the day, I could do

00:05:06.460 with my eyes closed.

00:05:07.460 I can do it with my eyes closed today, even though it was in 2003, 2004.

00:05:12.400 So find yourself a roleplay buddy and roleplay with them constantly until you can overcome

00:05:18.780 all the major objections without even thinking about them.

00:05:21.960 Point number five, when it comes down to prospecting, too many times people, all they think about

00:05:25.340 what prospect is, let me send an email on LinkedIn.

00:05:28.060 Let me DM this person.

00:05:29.400 Let me go out there and prospect at any event.

00:05:30.780 Let me do some business.

00:05:31.780 Let me do this.

00:05:32.780 Let me do that.

00:05:33.780 Everybody they look at as a customer, but I want to give you a complete different perspective.

00:05:37.740 There's nothing wrong with looking at everybody as a customer.

00:05:42.440 But think about it this way, okay?

00:05:45.340 Imagine you like this 22-year-old girl, okay, and you're 25, 26 years old, and you want to

00:05:50.740 date her.

00:05:51.740 And you go into a room, and you spot her, okay?

00:05:55.180 So she's the customer, like, I want her.

00:05:57.580 She's the customer, right?

00:05:58.580 Okay.

00:05:59.580 No problem.

00:06:00.580 Then there is a 58-year-old woman over here. 1.00

00:06:02.940 You have no interest in, because all you're thinking about is a 22-year-old.

00:06:07.060 But what you don't know is that a 58-year-old woman is her mentor, her mom, her auntie that

00:06:16.100 she admires the most, that if you win her, she'll put in a good word into the 22-year-old,

00:06:22.960 and then she's going to go on a date with you, because she'll make the introduction. 0.99

00:06:25.920 So rather than going 22, you go to the 58-year-old, you talk to her, you get a word, can I get

00:06:31.540 you something, ma'am?

00:06:32.540 Is there anything I can get you?

00:06:33.540 Oh, wow, you're so sweet.

00:06:34.540 Yeah, you know what?

00:06:35.540 I would like them.

00:06:36.540 Let me get you a drink.

00:06:37.540 Here you go.

00:06:38.540 Thank you.

00:06:39.540 Enjoy your evening.

00:06:40.540 You're welcome.

00:06:41.540 That fellow right there got me a drink.

00:06:42.540 What did I say?

00:06:43.540 Let me introduce you to my niece. 0.94

00:06:44.540 Let me introduce you.

00:06:45.540 And then boom.

00:06:46.540 So Pat, where are you going with this?

00:06:47.540 Here's where I'm going with this.

00:06:48.540 I would go networking for my main referral source influencers, okay?

00:06:55.640 And I took care of them as much as I could.

00:06:59.720 Whatever they wanted, I took care of them, because I knew they were going to lead me to the customers

00:07:05.860 that I wanted.

00:07:06.860 Not just once.

00:07:07.860 Not just twice.

00:07:08.860 Not just three times.

00:07:09.860 For years and years and years and years to come.

00:07:12.860 Going back to it.

00:07:13.860 As much as it's great to think about prospecting as in, let me go get the client.

00:07:17.860 Think about prospecting as in, let me find the influencers that can introduce me to customers

00:07:24.860 for years and years and years to come.

00:07:26.860 Point number six is try to redefine in your own mind.

00:07:30.860 Think about when you think about what a salesperson looks like and how they work and how they talk.

00:07:34.860 Try to redefine that.

00:07:36.860 Like, oh, to be great in sales, you have to be a car salesman.

00:07:39.860 No.

00:07:40.860 And there's nothing wrong with that, but no, that's not the personality.

00:07:43.860 When you think about a salesperson, to me, a great salesperson is one who asks the right

00:07:50.860 question, is a great listener who's coming from a place of wanting to help you as the

00:07:56.860 individual that may be different than others and is able to tailor something that matches

00:08:01.860 your needs, right?

00:08:03.860 So think of sales that way.

00:08:05.860 Don't think of sales as somebody who, you know, has all, everything is just perfect and

00:08:10.860 put together and all this stuff.

00:08:12.860 You know, I got a three-piece suit on right now because I'm shooting a video with you,

00:08:15.860 but believe me, I'm a guy that just went out there and I looked in and said, I wonder

00:08:19.860 how I can help this person.

00:08:21.860 You know, this person is slightly different than the other client I sat down with.

00:08:25.860 Man, if they understood this product and if they said they want this, this can be so,

00:08:30.860 hey, you know what?

00:08:31.860 After spending a lot of time, here's what I think would be a great product for you.

00:08:35.860 These are the different things we can look at, but this is what I felt was great for you,

00:08:39.860 but I want to open it up.

00:08:40.860 What questions do you have on these products before I make the recommendation?

00:08:43.860 This one I think is good for you.

00:08:44.860 You're taking a very consultative approach than just a slam dunk, I got to be able to be

00:08:49.860 the best salesperson and push them, and I got to make them sign the check.

00:08:54.860 That's in the movies.

00:08:55.860 And quite frankly, those types of salespeople maybe worked in the 60s, 70s, 80s.

00:09:00.860 They don't work that well to them.

00:09:02.860 Even if you close, you ain't never going to get referrals.

00:09:05.860 And this whole name of the game is referrals.

00:09:07.860 So salespeople like that, rarely customers become B-backs, and rarely do those customers

00:09:13.860 give referrals.

00:09:14.860 You want a lot of referrals.

00:09:15.860 So redefine your image of what a salesperson looks like.

00:09:19.860 This next one's pretty much a story by life, and it has to do with follow-up.

00:09:23.860 My confidence comes from follow-up.

00:09:24.860 If you ask anybody that ever did business with me, they'll tell you, Pat's biggest strength,

00:09:28.860 who worked with me closely in sales, Pat's biggest strength in sales is follow-up.

00:09:31.860 Here's why.

00:09:32.860 Did you know 80% of customers who buy, they'll say yes, but you got to follow up five times

00:09:39.860 before they say yes.

00:09:41.860 But did you also know 44% of salespeople don't follow up after the first time they don't

00:09:47.860 hear back from the client?

00:09:48.860 Let me say this one more time.

00:09:49.860 80% of sales requires five follow-up calls before they say yes and you fill out the paperwork.

00:09:55.860 44% of the time, salespeople don't follow up after the first call.

00:09:59.860 So they leave a message, oh man, she's not interested.

00:10:02.860 How do you know?

00:10:03.860 Oh, they didn't pick up or call me back.

00:10:05.860 So wait, let me get this straight.

00:10:07.860 To you, you define that as they're not interested?

00:10:09.860 Oh yeah, of course.

00:10:10.860 If they were interested, they'd call me back.

00:10:12.860 Are you kidding me?

00:10:13.860 Let me ask you a question.

00:10:14.860 How many times, like right now, while I'm sitting here, I got two texts.

00:10:18.860 I'm telling these guys, I got to go make these texts, right?

00:10:20.860 I clicked on the text.

00:10:22.860 It shows it's read.

00:10:24.860 I may forget about it after this meeting because I'm in the middle of something.

00:10:28.860 And if that person doesn't follow up, this text may be lost in translation and that could

00:10:33.260 end up being business for one of the people right now that just texted me, right?

00:10:37.060 We make that mistake.

00:10:38.140 You don't know that person forgot to call you back.

00:10:40.240 That person maybe no longer checks messages or emails or texts, but you got to keep following

00:10:45.740 up.

00:10:46.740 Don't be discouraged when somebody says no or doesn't follow up with you or doesn't call

00:10:51.020 you back.

00:10:52.200 Don't take it personal.

00:10:53.620 This isn't the dating game where you call them and you don't want to call too many times

00:10:57.720 you seem desperate.

00:10:58.720 You definitely don't want to be overly pestering your customer, but you do want to be a smooth

00:11:03.320 operator and keep following up because chances are they'll eventually do business with you.

00:11:08.900 So you made it till the very end, even though I gave you the warnings, even though I tried

00:11:11.280 to scare you off.

00:11:12.280 You still want more tips.

00:11:13.280 No problem.

00:11:14.280 More power to you.

00:11:15.280 Today's content is in a PDF as well as three additional bonus tips below.

00:11:19.000 If you click on the link below, you'll be able to get that PDF.

00:11:21.940 On top of that, I did talk about referrals.

00:11:24.420 If you want to get better at referrals, I made a video about a year and a half ago or so,

00:11:27.680 maybe a year ago, that gets into referrals in a very deep way.

00:11:30.860 If you've never watched it, click over here to watch it.

00:11:33.140 Take care, everybody.

00:11:34.140 Bye-bye.

Valuetainment - August 22, 2022

The Untold Truth About Your First Year In Sales - 10 Things You Need To Know

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