The Untold Truth About Your First Year In Sales - 10 Things You Need To Know
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Summary
Ever wonder why 90% of salespeople don't make it within 5 years? It's because they have no idea how hard it is to break into sales. If you're not in the mood for somebody to scare you off from sales, skip this one. But if you want the truth, I'm going to give it to you today.
Transcript
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Ever wonder why 90% of salespeople don't make it within five years?
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Meaning, real estate, insurance, it doesn't matter what you do.
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Five years later, 90% don't make it, only one out of 10 makes it.
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By the way, I want to manage expectations with you.
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Most people who get into sales, they have no idea how hard it is.
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So if you're not in the mood for somebody to scare you off from sales, skip this video.
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But if you want the truth, I'm going to give it to you today.
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So stick around until the very end to get the PDF of today's content, as well as tips on
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But let me get right into it, first five warnings.
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Five things you need to know about before you get into sales.
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Mentally, emotionally, it's going to be frustrating, agitating, you're going to go through it.
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You'll be tested, you don't want to call people back because people didn't call you
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It's so annoying at first, because it's harder, and you're not accustomed to it.
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Number two, it takes a lot longer to make money than you think.
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Some industries are different, but it takes a lot longer for you to make money than you
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Point number three, you're going to make a lot less money at first than you think.
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By the way, most people get into sales because somebody sold them a dream, right?
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I went into it because somebody sold me the dream.
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I want to one day have the life and the cars and travel and freedom and all this other
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And what you don't realize is that guy paid the price for many, many years until he had
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So for you, manage expectations, knowing at first you're going to be underpaid for a long
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Number four, you're going to have a lot of sleepless nights thinking about sales.
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You're going to go to sleep saying, oh my God, is this person going to buy tomorrow?
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And last but not least, your friends, family, spouse, everyone's going to ask you, how much
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Everybody's going to ask you, and this whole test of these five warnings I gave you, you're
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Once you make it past these five areas and you overcome it, your skin is thicker, you
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can handle more, you become a leader, and somehow, someway, based on your work ethic,
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you're improving, you're getting better attitude, all of that stuff, all of a sudden the floodgates
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open in sales for you, and you wake up and you say, I never thought this is what was
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That's kind of what happened to me, but you got to go through it.
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So if you're still sticking around to watch the content, let me share with you what things
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you could do to help you win the game of sales, especially after your first year.
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Number one, if you're going to do sales, go and seek out the best leader worth duplicating.
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The market's filled with a lot of average salespeople, the market's filled with a lot of average
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sales leaders, but the market's also filled with a lot of great salespeople and great sales
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You find the right sales leaders worth duplicating, the chances of you winning not only increases,
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but the speed and how quickly you win also increases.
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So, choose an industry, say you're going to do real estate, you're going to do digital
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marketing, insurance, finance, stocks, whatever it is, fine, choose that industry, stay in
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Don't keep jumping industry to industry to industry, rather within that industry, seek
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So that's point number one in the tip you're going to get.
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Since you know, and I know that this thing's going to be hard mentally and emotionally, what
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worked for me is over and over and over again, I read autobiographies and content about people
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Even this one, the book of the month for my sales guys, I have 20,000 plus insurance agents.
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This one, the book we're reading is a book called Endurance.
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This is a book about you being able to go through tough times.
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You need to feed yourself so much of that because your friends, your family, your cousins, your
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girlfriend, your boyfriend, your husband, your wife, they're all putting so much fear.
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Babe, why don't you go back to ... You need to almost fight off all that negativity with positivity
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Point number three, whatever product you're selling, do whatever you can to sell yourself
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Before I give you point number four, if you were in the sales office I was in, in Encino,
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from 2002 until 2005, you would have found me all over the office with a roleplay buddy,
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We'd sit in a room for one hour after nine o'clock at night while everybody else is gone,
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and I would give an objection and you'd overcome it.
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Then I'm like, I think we can come out with a better way to overcome it.
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We roleplayed so much, until any objection that people ask throughout the day, I could do
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I can do it with my eyes closed today, even though it was in 2003, 2004.
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So find yourself a roleplay buddy and roleplay with them constantly until you can overcome
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all the major objections without even thinking about them.
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Point number five, when it comes down to prospecting, too many times people, all they think about
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what prospect is, let me send an email on LinkedIn.
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Everybody they look at as a customer, but I want to give you a complete different perspective.
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There's nothing wrong with looking at everybody as a customer.
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Imagine you like this 22-year-old girl, okay, and you're 25, 26 years old, and you want to
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And you go into a room, and you spot her, okay?
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Then there is a 58-year-old woman over here.
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You have no interest in, because all you're thinking about is a 22-year-old.
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But what you don't know is that a 58-year-old woman is her mentor, her mom, her auntie that
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she admires the most, that if you win her, she'll put in a good word into the 22-year-old,
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and then she's going to go on a date with you, because she'll make the introduction.
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So rather than going 22, you go to the 58-year-old, you talk to her, you get a word, can I get
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I would go networking for my main referral source influencers, okay?
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Whatever they wanted, I took care of them, because I knew they were going to lead me to the customers
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For years and years and years and years to come.
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As much as it's great to think about prospecting as in, let me go get the client.
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Think about prospecting as in, let me find the influencers that can introduce me to customers
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Point number six is try to redefine in your own mind.
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Think about when you think about what a salesperson looks like and how they work and how they talk.
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Like, oh, to be great in sales, you have to be a car salesman.
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And there's nothing wrong with that, but no, that's not the personality.
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When you think about a salesperson, to me, a great salesperson is one who asks the right
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question, is a great listener who's coming from a place of wanting to help you as the
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individual that may be different than others and is able to tailor something that matches
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Don't think of sales as somebody who, you know, has all, everything is just perfect and
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You know, I got a three-piece suit on right now because I'm shooting a video with you,
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but believe me, I'm a guy that just went out there and I looked in and said, I wonder
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You know, this person is slightly different than the other client I sat down with.
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Man, if they understood this product and if they said they want this, this can be so,
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After spending a lot of time, here's what I think would be a great product for you.
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These are the different things we can look at, but this is what I felt was great for you,
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What questions do you have on these products before I make the recommendation?
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You're taking a very consultative approach than just a slam dunk, I got to be able to be
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the best salesperson and push them, and I got to make them sign the check.
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And quite frankly, those types of salespeople maybe worked in the 60s, 70s, 80s.
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Even if you close, you ain't never going to get referrals.
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So salespeople like that, rarely customers become B-backs, and rarely do those customers
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So redefine your image of what a salesperson looks like.
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This next one's pretty much a story by life, and it has to do with follow-up.
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If you ask anybody that ever did business with me, they'll tell you, Pat's biggest strength,
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who worked with me closely in sales, Pat's biggest strength in sales is follow-up.
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Did you know 80% of customers who buy, they'll say yes, but you got to follow up five times
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But did you also know 44% of salespeople don't follow up after the first time they don't
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80% of sales requires five follow-up calls before they say yes and you fill out the paperwork.
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44% of the time, salespeople don't follow up after the first call.
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So they leave a message, oh man, she's not interested.
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To you, you define that as they're not interested?
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How many times, like right now, while I'm sitting here, I got two texts.
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I'm telling these guys, I got to go make these texts, right?
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I may forget about it after this meeting because I'm in the middle of something.
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And if that person doesn't follow up, this text may be lost in translation and that could
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end up being business for one of the people right now that just texted me, right?
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You don't know that person forgot to call you back.
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That person maybe no longer checks messages or emails or texts, but you got to keep following
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Don't be discouraged when somebody says no or doesn't follow up with you or doesn't call
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This isn't the dating game where you call them and you don't want to call too many times
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You definitely don't want to be overly pestering your customer, but you do want to be a smooth
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operator and keep following up because chances are they'll eventually do business with you.
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So you made it till the very end, even though I gave you the warnings, even though I tried
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Today's content is in a PDF as well as three additional bonus tips below.
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If you click on the link below, you'll be able to get that PDF.
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If you want to get better at referrals, I made a video about a year and a half ago or so,
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maybe a year ago, that gets into referrals in a very deep way.
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If you've never watched it, click over here to watch it.