Where did your vision come from?
Why not putting roofs over people's heads?
That's something that's gonna be around
for at least 20 years.
So what made you gravitate towards the art of sales?
Well, I started back in 1996 in the career of sales
and I started a limousine company about 14 years ago.
And I knew I needed something else.
And what was my passion was to teach.
Everybody gets of age where you realize
what I really wanna do besides the job that you have,
an occupation.
So we embedded the ability to find out
what I really wanted to do for the next 10, 15, 20 years
of my life was to teach.
So I invested in the time to figure out what that looked
like, I didn't wanna go back to school
and get a master's or a PhD.
And so epiphany, teach what you already know.
And so I tested it for about a year,
my method of what I put together over the years
of working with different companies and individuals
and came up with my own steps basically for sales
and just encompassing that and tested it for about a year
and found out it worked.
So most of the people that I work with,
if you qualify based upon that,
I can generate normally between 20 to 40% increase
based on a number of points.
Technology, your skill on the phone itself,
your sales process and a number of other things
businesses encompasses that you can improve right away
to start improving your sales.
Very good and you are articulate when it comes to sales.
I very much appreciate that.
There's lots of different levels of sales.
You and I both know that being from the industry,
enterprise sales or complex sales,
depending on which background you come from.
You got hair care product sales
or beauty and fashion sales.
You've got these high ticket program sales
and online inbound closing sales,
junior reps versus senior advisors.
There's all sorts of levels and realities.
Which backgrounds of sales or niches,
I don't care what you wanna call them,
you can call them whatever you want to,
but tell me about that.
What are the areas of sales that you're familiar with
and have worked in?
And what are some areas of sales
that you haven't actually touched or been involved in?
Well, I can simplify the answer like this.
Sales is simple, but it's not easy.
It takes work.
And it's like theory doesn't work
when it comes to sales action item.
So the main thing when I work with companies,
they always say, I don't know if you can help us
because we do this or we sell this.
And I go, I really don't give a crap what you sell
or what you provide.
Keep the process.
It's all about the process.
Because you have to reteach that.
So by complicating or customizing it,
it makes it complicated.
So my process works for any product or service
because sales is simple, but it's not easy.
So in the 10 steps that I provide,
not all businesses need 10 steps.
For example, the gym business that I used to be in,
you needed five, need use, affordability, spouse, guest pass.
So you teach those five things as your steps
in foreclosing for those.
So if you know all 10 steps,
I'm able to customize it based upon your product or service.
And we can use that as a-
There's a niche there though.
Cause you got, there's a niche there though,
because you're right.
It is simple or we should be simplifying things.
But there's different, again,
there's different types of sales environments.
Who would be the ideal type of client?
Sounds to me like you come in at the stage
of still developing the sales architecture,
the sales engineering.
I've done that.
I've come into companies that have been in business
for years and had no sales people I've hired.
I've come into,
but basically what I work with is entrepreneurs
in small businesses, under 50 employees,
basically being able to come in and customize or figure out
or analyze what they're currently doing
to figure it out as well.
That's what the consultancy comes in.
And then working with individuals as a mentorship,
because the first stage in sales is what,
the step I call getting prepared.
And most people are not mentally prepared for sales
because it's a combat sport.