1
00:00:00,000 --> 00:00:01,600
Where did your vision come from?

2
00:00:01,600 --> 00:00:04,320
Why not putting roofs over people's heads?

3
00:00:04,320 --> 00:00:06,000
That's something that's gonna be around

4
00:00:06,000 --> 00:00:06,840
for at least 20 years.

5
00:00:06,840 --> 00:00:10,680
So what made you gravitate towards the art of sales?

6
00:00:11,760 --> 00:00:16,400
Well, I started back in 1996 in the career of sales

7
00:00:16,400 --> 00:00:20,360
and I started a limousine company about 14 years ago.

8
00:00:20,360 --> 00:00:22,220
And I knew I needed something else.

9
00:00:22,220 --> 00:00:24,560
And what was my passion was to teach.

10
00:00:24,560 --> 00:00:26,720
Everybody gets of age where you realize

11
00:00:26,720 --> 00:00:29,720
what I really wanna do besides the job that you have,

12
00:00:29,720 --> 00:00:31,040
an occupation.

13
00:00:31,040 --> 00:00:34,840
So we embedded the ability to find out

14
00:00:34,840 --> 00:00:38,800
what I really wanted to do for the next 10, 15, 20 years

15
00:00:38,800 --> 00:00:40,600
of my life was to teach.

16
00:00:40,600 --> 00:00:42,800
So I invested in the time to figure out what that looked

17
00:00:42,800 --> 00:00:44,200
like, I didn't wanna go back to school

18
00:00:44,200 --> 00:00:46,340
and get a master's or a PhD.

19
00:00:46,340 --> 00:00:49,840
And so epiphany, teach what you already know.

20
00:00:49,840 --> 00:00:52,440
And so I tested it for about a year,

21
00:00:52,440 --> 00:00:55,240
my method of what I put together over the years

22
00:00:55,240 --> 00:00:58,600
of working with different companies and individuals

23
00:00:58,600 --> 00:01:02,760
and came up with my own steps basically for sales

24
00:01:02,760 --> 00:01:07,400
and just encompassing that and tested it for about a year

25
00:01:07,400 --> 00:01:08,760
and found out it worked.

26
00:01:08,760 --> 00:01:10,460
So most of the people that I work with,

27
00:01:10,460 --> 00:01:12,300
if you qualify based upon that,

28
00:01:12,300 --> 00:01:15,960
I can generate normally between 20 to 40% increase

29
00:01:15,960 --> 00:01:18,040
based on a number of points.

30
00:01:18,040 --> 00:01:22,840
Technology, your skill on the phone itself,

31
00:01:22,840 --> 00:01:25,300
your sales process and a number of other things

32
00:01:25,300 --> 00:01:28,180
businesses encompasses that you can improve right away

33
00:01:28,180 --> 00:01:29,940
to start improving your sales.

34
00:01:31,080 --> 00:01:34,200
Very good and you are articulate when it comes to sales.

35
00:01:34,200 --> 00:01:35,500
I very much appreciate that.

36
00:01:35,500 --> 00:01:37,360
There's lots of different levels of sales.

37
00:01:37,360 --> 00:01:39,900
You and I both know that being from the industry,

38
00:01:41,000 --> 00:01:43,080
enterprise sales or complex sales,

39
00:01:43,080 --> 00:01:44,640
depending on which background you come from.

40
00:01:44,640 --> 00:01:48,400
You got hair care product sales

41
00:01:48,400 --> 00:01:50,020
or beauty and fashion sales.

42
00:01:50,020 --> 00:01:52,880
You've got these high ticket program sales

43
00:01:52,880 --> 00:01:56,000
and online inbound closing sales,

44
00:01:56,000 --> 00:01:59,800
junior reps versus senior advisors.

45
00:01:59,800 --> 00:02:02,000
There's all sorts of levels and realities.

46
00:02:04,120 --> 00:02:06,900
Which backgrounds of sales or niches,

47
00:02:06,900 --> 00:02:08,080
I don't care what you wanna call them,

48
00:02:08,080 --> 00:02:08,900
you can call them whatever you want to,

49
00:02:08,900 --> 00:02:10,560
but tell me about that.

50
00:02:10,560 --> 00:02:14,380
What are the areas of sales that you're familiar with

51
00:02:14,380 --> 00:02:15,600
and have worked in?

52
00:02:15,600 --> 00:02:17,280
And what are some areas of sales

53
00:02:17,280 --> 00:02:20,800
that you haven't actually touched or been involved in?

54
00:02:20,800 --> 00:02:23,400
Well, I can simplify the answer like this.

55
00:02:23,400 --> 00:02:26,460
Sales is simple, but it's not easy.

56
00:02:26,460 --> 00:02:27,300
It takes work.

57
00:02:28,840 --> 00:02:32,920
And it's like theory doesn't work

58
00:02:32,920 --> 00:02:35,360
when it comes to sales action item.

59
00:02:35,360 --> 00:02:37,280
So the main thing when I work with companies,

60
00:02:37,280 --> 00:02:39,220
they always say, I don't know if you can help us

61
00:02:39,220 --> 00:02:41,200
because we do this or we sell this.

62
00:02:41,200 --> 00:02:44,320
And I go, I really don't give a crap what you sell

63
00:02:44,320 --> 00:02:45,820
or what you provide.

64
00:02:45,820 --> 00:02:46,920
Keep the process.

65
00:02:46,920 --> 00:02:48,520
It's all about the process.

66
00:02:50,080 --> 00:02:52,140
Because you have to reteach that.

67
00:02:52,140 --> 00:02:54,720
So by complicating or customizing it,

68
00:02:54,720 --> 00:02:55,560
it makes it complicated.

69
00:02:55,560 --> 00:02:58,200
So my process works for any product or service

70
00:02:58,200 --> 00:03:01,480
because sales is simple, but it's not easy.

71
00:03:01,480 --> 00:03:03,460
So in the 10 steps that I provide,

72
00:03:03,460 --> 00:03:05,840
not all businesses need 10 steps.

73
00:03:05,840 --> 00:03:08,400
For example, the gym business that I used to be in,

74
00:03:08,400 --> 00:03:12,040
you needed five, need use, affordability, spouse, guest pass.

75
00:03:13,600 --> 00:03:16,360
So you teach those five things as your steps

76
00:03:16,360 --> 00:03:18,660
in foreclosing for those.

77
00:03:18,660 --> 00:03:20,480
So if you know all 10 steps,

78
00:03:20,480 --> 00:03:23,600
I'm able to customize it based upon your product or service.

79
00:03:23,600 --> 00:03:24,440
And we can use that as a-

80
00:03:24,440 --> 00:03:25,480
There's a niche there though.

81
00:03:25,480 --> 00:03:27,520
Cause you got, there's a niche there though,

82
00:03:27,520 --> 00:03:28,360
because you're right.

83
00:03:28,360 --> 00:03:32,480
It is simple or we should be simplifying things.

84
00:03:32,480 --> 00:03:34,520
But there's different, again,

85
00:03:34,520 --> 00:03:37,040
there's different types of sales environments.

86
00:03:38,040 --> 00:03:42,560
Who would be the ideal type of client?

87
00:03:42,560 --> 00:03:44,520
Sounds to me like you come in at the stage

88
00:03:44,520 --> 00:03:48,240
of still developing the sales architecture,

89
00:03:48,240 --> 00:03:49,080
the sales engineering.

90
00:03:49,080 --> 00:03:50,000
I've done that.

91
00:03:50,000 --> 00:03:52,200
I've come into companies that have been in business

92
00:03:52,200 --> 00:03:55,320
for years and had no sales people I've hired.

93
00:03:56,440 --> 00:03:57,280
I've come into,

94
00:03:57,280 --> 00:03:59,480
but basically what I work with is entrepreneurs

95
00:03:59,480 --> 00:04:03,240
in small businesses, under 50 employees,

96
00:04:03,240 --> 00:04:05,900
basically being able to come in and customize or figure out

97
00:04:05,900 --> 00:04:07,880
or analyze what they're currently doing

98
00:04:07,880 --> 00:04:08,920
to figure it out as well.

99
00:04:08,920 --> 00:04:10,800
That's what the consultancy comes in.

100
00:04:10,800 --> 00:04:13,520
And then working with individuals as a mentorship,

101
00:04:13,520 --> 00:04:15,880
because the first stage in sales is what,

102
00:04:15,880 --> 00:04:17,720
the step I call getting prepared.

103
00:04:17,720 --> 00:04:20,160
And most people are not mentally prepared for sales

104
00:04:20,160 --> 00:04:47,800
because it's a combat sport.