WEBVTT 00:00:07.400 --> 00:00:10.960 Welcome to the Business Abundance Podcast, providing 00:00:10.960 --> 00:00:13.400 the tools and knowledge to help small business 00:00:13.400 --> 00:00:16.739 owners succeed. For additional resources, visit 00:00:16.739 --> 00:00:22.699 www .businessabundance .online. Hello and welcome 00:00:22.699 --> 00:00:24.839 to the Business Abundance Podcast today. Hello. 00:00:25.120 --> 00:00:28.539 I am with Rowan. Hi. And we're going to be chatting 00:00:28.539 --> 00:00:33.740 about sales in small businesses. And I want to 00:00:33.740 --> 00:00:36.939 start it off by going and discussing about what 00:00:36.939 --> 00:00:40.539 a salesperson is. I mean, from my experience, 00:00:40.539 --> 00:00:43.939 particularly when it comes to the role, I've 00:00:43.939 --> 00:00:47.880 only like the you can sell ice to Eskimos, that 00:00:47.880 --> 00:00:52.179 sort of thing. Like people kind of consider it 00:00:52.179 --> 00:00:56.560 to be a bit of a dirty word. Definitely. So I 00:00:56.560 --> 00:01:00.409 guess I'm sort of here to understand why. Why 00:01:00.409 --> 00:01:03.109 that's the case, I mean, I've even got a question 00:01:03.109 --> 00:01:05.769 here for you, like, are they frauds? Like, are 00:01:05.769 --> 00:01:07.489 they selling something that actually matters? 00:01:08.549 --> 00:01:11.609 So we're going to go into that and also discuss 00:01:11.609 --> 00:01:14.750 how it's helpful for a small business or why 00:01:14.750 --> 00:01:18.090 it's essential for a small business. So do you 00:01:18.090 --> 00:01:20.650 want to give us your idea on what a salesperson 00:01:20.650 --> 00:01:22.909 is? So any salespeople out there right now are 00:01:22.909 --> 00:01:26.170 like, am I a fraud? Am I selling anything that 00:01:26.170 --> 00:01:29.400 really matters? Yes. It's going to be rough. 00:01:29.400 --> 00:01:33.319 I know a few people like selling toasters. Yeah. 00:01:33.760 --> 00:01:36.079 Well, you're from a sales role. Yeah. I think 00:01:36.079 --> 00:01:38.040 everyone's probably from a sales role when you 00:01:38.040 --> 00:01:40.480 think about it. That's a good way to think about 00:01:40.480 --> 00:01:42.920 it. Yeah. But, um, you know, does sales really 00:01:42.920 --> 00:01:44.760 matter? Like it's for a small business. It definitely 00:01:44.760 --> 00:01:48.659 does. No one's selling anything. Then there aren't 00:01:48.659 --> 00:01:51.739 too many customers buying anything. I suppose 00:01:51.739 --> 00:01:53.719 you can say a salesperson or an order taker. 00:01:53.920 --> 00:01:56.780 An order taken. Yeah, but then you talk about 00:01:56.780 --> 00:01:59.840 salvageable frauds. Well, hopefully not. It's 00:01:59.840 --> 00:02:02.939 definitely some of them. Mm -hmm. Network marketing. 00:02:03.599 --> 00:02:08.280 Mm -hmm. Pyramid schemes. Pyramid schemes are 00:02:08.280 --> 00:02:10.060 bad though, aren't they? People knocking on your 00:02:10.060 --> 00:02:12.419 door and just saying, hey, buy this or the infomercial's 00:02:12.419 --> 00:02:15.819 on TV that... All sales people. Yeah. So I guess 00:02:15.819 --> 00:02:19.020 it comes down to your intention. Yeah. Yeah. 00:02:19.020 --> 00:02:21.819 Because I was told once, never sell something 00:02:21.819 --> 00:02:24.419 you don't believe in. Mm -hmm. which I think 00:02:24.419 --> 00:02:28.759 makes you like or makes that product more valuable. 00:02:29.340 --> 00:02:31.219 Yeah, it's definitely a good way to look at it. 00:02:31.319 --> 00:02:33.340 If you believe in something, you're going to 00:02:33.340 --> 00:02:35.639 be probably a bit more convincing, but it makes 00:02:35.639 --> 00:02:39.419 you a bit more happy to do what you do. But what 00:02:39.419 --> 00:02:41.539 happens if you've got the second best product 00:02:41.539 --> 00:02:43.599 on the market and there's one that's slightly 00:02:43.599 --> 00:02:47.680 better? Can you sell that? Figure out why it's 00:02:47.680 --> 00:02:51.439 better? Yeah, but no, it's the second best. Like 00:02:51.439 --> 00:02:53.180 another company sells the best one, but you work 00:02:53.180 --> 00:02:57.900 for XYZ gadgets. I don't know. What do you do? 00:02:58.219 --> 00:03:02.439 I, I, I'm a self identify. I just, I'm not good 00:03:02.439 --> 00:03:04.379 at sales. I know you and I have worked on this 00:03:04.379 --> 00:03:07.439 for years and years and years trying to like 00:03:07.439 --> 00:03:11.039 improve my sales, but I, I really struggle with 00:03:11.039 --> 00:03:17.199 it. I just, I feel awkward selling people a product. 00:03:18.229 --> 00:03:20.650 Um, even though I love it and I believe in it 00:03:20.650 --> 00:03:22.969 and it's like my job and everything like that, 00:03:22.969 --> 00:03:27.289 but I just, I sometimes just don't feel it's 00:03:27.289 --> 00:03:29.409 right to like change their mind. But then that's 00:03:29.409 --> 00:03:32.069 why we have the perspective of like, we're fixing 00:03:32.069 --> 00:03:33.689 problems. So we need to figure out that problem 00:03:33.689 --> 00:03:37.129 and then go from there. Correct. But I mean, 00:03:37.169 --> 00:03:39.810 if I was in retail and someone's like, Oh, I 00:03:39.810 --> 00:03:41.729 love this shirt, but I can't afford it. And I'm 00:03:41.729 --> 00:03:44.580 just sitting there like, Buy the shirt. What 00:03:44.580 --> 00:03:46.740 are you doing? You don't need food. Just buy 00:03:46.740 --> 00:03:49.259 the shirt. Exactly. I don't know. I think it's 00:03:49.259 --> 00:03:53.240 a bit of a like, yeah, it feels funny. I think 00:03:53.240 --> 00:03:55.780 there's two ways to look at sales. You can look 00:03:55.780 --> 00:03:58.460 from a hunting approach, which is hey, buy the 00:03:58.460 --> 00:04:01.219 shirt. I know you don't have any money, but what 00:04:01.219 --> 00:04:03.240 have you got? You've got $42. Well, let's make 00:04:03.240 --> 00:04:05.780 the shirt footage $42 and you just starve for 00:04:05.780 --> 00:04:08.300 the rest of the week. The next person comes through 00:04:08.300 --> 00:04:10.439 the door, get another sale, boom, boom, boom, 00:04:10.439 --> 00:04:13.699 boom. But then eventually, With the hunting approach, 00:04:14.300 --> 00:04:17.860 if you are hunting, you're finding the animal, 00:04:18.060 --> 00:04:19.819 you're killing the animal, and then eventually 00:04:19.819 --> 00:04:23.180 there's nothing left. So then the other approach 00:04:23.180 --> 00:04:25.300 is the farming approach, which is you're trying 00:04:25.300 --> 00:04:29.899 to sow crops, let them grow, nurture them, and 00:04:29.899 --> 00:04:34.160 then, you know, harvest, grow again, harvest. 00:04:35.519 --> 00:04:36.740 And when we're talking about people, that sounds 00:04:36.740 --> 00:04:41.250 really rude. I didn't even think about that. 00:04:41.689 --> 00:04:42.990 But yeah, it's like building that relationship. 00:04:43.149 --> 00:04:45.350 So I can't afford it. I really love it. Okay. 00:04:46.430 --> 00:04:48.250 Do you really love it? Yeah, I really love it. 00:04:48.250 --> 00:04:50.589 I really want that shirt. Okay, well, we can 00:04:50.589 --> 00:04:52.810 do a lay -by if you want. Just put down five 00:04:52.810 --> 00:04:56.230 bucks and how long do you think you'd take? Oh, 00:04:56.230 --> 00:04:58.589 that sounds great. Because they're their own 00:04:58.589 --> 00:05:00.589 people. So if they want the shirt, they want 00:05:00.589 --> 00:05:02.430 the shirt. They will end up getting it. Yeah. 00:05:02.430 --> 00:05:07.170 How can you help them get the shirt? Yeah, I 00:05:07.170 --> 00:05:09.170 think it's a big thing. So if people people were 00:05:09.170 --> 00:05:12.250 uncomfortable sales, it's it's what do they think 00:05:12.250 --> 00:05:15.670 about the term being a salesperson? So you mentioned 00:05:15.670 --> 00:05:17.470 convincing people to spend money They don't want 00:05:17.470 --> 00:05:20.290 to spend or that have money or or getting to 00:05:20.290 --> 00:05:22.250 do something They don't want to do or sort of 00:05:22.250 --> 00:05:24.709 the undertones of what you're saying and on those 00:05:24.709 --> 00:05:29.689 words But no, I don't mean it As in it's just 00:05:29.689 --> 00:05:32.250 like from my discussions with people people go 00:05:32.250 --> 00:05:35.920 like I just Even as they own their own business, 00:05:35.920 --> 00:05:38.279 they're like they either want me or they don't 00:05:38.279 --> 00:05:40.980 and so they're either gonna buy or not I I don't 00:05:40.980 --> 00:05:45.180 feel comfortable doing that middle ground area 00:05:45.180 --> 00:05:48.939 where it's like Don't get it. Yeah. Yeah. So 00:05:48.939 --> 00:05:50.819 I think like I'm like you said I was in sales 00:05:50.819 --> 00:05:55.540 back in the day and I'm in selling crazy big 00:05:55.540 --> 00:05:57.939 things but you know some of the sales were 30 00:05:57.939 --> 00:05:59.980 grand for you know just mums and dads and stuff 00:05:59.980 --> 00:06:03.259 so pretty big but some were 10 bucks um but you 00:06:03.259 --> 00:06:05.199 know my attitude was more like people coming 00:06:05.199 --> 00:06:06.480 to the shop they obviously want something or 00:06:06.480 --> 00:06:09.019 they're interested in something there so can 00:06:09.019 --> 00:06:10.920 i help them find something that will work for 00:06:10.920 --> 00:06:14.579 them um so you know there was xyz tv that was 00:06:14.579 --> 00:06:16.680 the best like hands down the best but not everyone 00:06:16.680 --> 00:06:18.980 wants the best it's the best for them so within 00:06:18.980 --> 00:06:20.759 their budget or what they want to watch or you 00:06:20.759 --> 00:06:23.629 know some most people blind anyway so they go, 00:06:23.670 --> 00:06:25.350 oh, which is the best TV? Like it's going to 00:06:25.350 --> 00:06:26.449 have the best picture quality. It's like, okay, 00:06:26.449 --> 00:06:27.990 well, what do you think? Like, look, you know, 00:06:28.089 --> 00:06:29.610 your eyes and they're like, oh, this one here 00:06:29.610 --> 00:06:30.930 is like, well, why is it so much cheaper than 00:06:30.930 --> 00:06:33.230 everything else? Probably you're blind, but if 00:06:33.230 --> 00:06:34.689 that looks the best to you, like that's the best 00:06:34.689 --> 00:06:38.750 looking one, isn't it? So, you know, it's turning 00:06:38.750 --> 00:06:40.430 that around from, hey, we're selling, we're selling, 00:06:40.529 --> 00:06:42.230 we're selling. We're just trying to, you know, 00:06:42.410 --> 00:06:45.189 get money in the, in the bank to, well, my job 00:06:45.189 --> 00:06:47.949 is people are here coming in or I've got to get 00:06:47.949 --> 00:06:51.230 people to come to us. But I'm trying to change. 00:06:51.500 --> 00:06:54.540 their situation for the better. Now, if that 00:06:54.540 --> 00:06:57.399 means like it doesn't fit or it's someone else, 00:06:58.240 --> 00:07:00.439 a different company or different products better, 00:07:00.579 --> 00:07:04.939 then you can go two ways, hunting approach, sell 00:07:04.939 --> 00:07:06.639 them something that doesn't work for them. And 00:07:06.639 --> 00:07:08.040 yep, you get a sale, but they probably won't 00:07:08.040 --> 00:07:09.560 be happy and probably won't come back. So that's 00:07:09.560 --> 00:07:11.639 where the negative kind of connotation comes 00:07:11.639 --> 00:07:14.120 from. Yeah. The reason why people feel uncomfortable 00:07:14.120 --> 00:07:16.500 when it comes to sales. Yep. But then another 00:07:16.500 --> 00:07:18.399 way to go there is go, okay, well, hey, this 00:07:18.399 --> 00:07:21.709 one's, this is what we've got. this is what's 00:07:21.709 --> 00:07:23.209 going to work well for you based on what we've 00:07:23.209 --> 00:07:25.350 discussed. So we'll probably come back to that. 00:07:25.769 --> 00:07:28.610 But there's also this one that we don't sell 00:07:28.610 --> 00:07:30.569 that probably is a hundred percent perfect for 00:07:30.569 --> 00:07:33.490 you. Now, if you said that to someone, they're 00:07:33.490 --> 00:07:35.490 going to be like, Oh, what? You know, like, don't 00:07:35.490 --> 00:07:37.009 you want to deal with me? It's like, Oh, just, 00:07:37.149 --> 00:07:38.769 you know, this is why. So they can make a decision 00:07:38.769 --> 00:07:40.670 then, Hey, we want to deal with you. We like 00:07:40.670 --> 00:07:42.689 you, we like your company. So those features, 00:07:42.829 --> 00:07:44.589 we prefer to deal with you over those features 00:07:44.589 --> 00:07:47.550 or they can go elsewhere. But then who are they 00:07:47.550 --> 00:07:49.529 going to come back to for the next purchase? 00:07:49.730 --> 00:07:52.189 Yep. Um, it's probably not going to be the other 00:07:52.189 --> 00:07:54.970 company. It's probably going to be you. Um, who 00:07:54.970 --> 00:07:57.449 would they send their friends to? Um, who they 00:07:57.449 --> 00:08:02.649 send their family to probably you. Um, so yeah, 00:08:02.709 --> 00:08:04.389 talking about, look, I guess the, the fraud, 00:08:04.610 --> 00:08:06.509 the word sales, sales person, people think it 00:08:06.509 --> 00:08:09.250 would be dirty and, and let's bring it back to 00:08:09.250 --> 00:08:11.410 small business. Um, you've got people in your 00:08:11.410 --> 00:08:12.850 business that don't want to sell. They're not 00:08:12.850 --> 00:08:16.170 comfortable selling. Um, well, the term is, well, 00:08:16.329 --> 00:08:19.310 Hey, what we do can benefit people. You need 00:08:19.310 --> 00:08:23.310 to. talk to potential clients and ask good questions 00:08:23.310 --> 00:08:25.430 to figure out if there's a way we can help them. 00:08:25.850 --> 00:08:28.230 Yeah, if they actually do need help. Yeah. Yeah. 00:08:28.750 --> 00:08:30.689 So, um, you know, what are those questions that 00:08:30.689 --> 00:08:33.470 identify or qualify that client to, Hey, you 00:08:33.470 --> 00:08:34.850 know, is there something that we can fit in? 00:08:35.009 --> 00:08:36.850 Um, if it's a business to business sales, Hey, 00:08:36.909 --> 00:08:38.649 would you like a chat to see, you know, I'll 00:08:38.649 --> 00:08:39.850 learn a bit about you. You'd learn a bit about 00:08:39.850 --> 00:08:42.090 us. See if there's a way we can do business together. 00:08:42.230 --> 00:08:46.000 Now, most people would be like, yeah, cool. There's 00:08:46.000 --> 00:08:47.960 no next step there is there aside from have a 00:08:47.960 --> 00:08:49.980 chat. So from that chat, it's either going to 00:08:49.980 --> 00:08:53.000 be, hey, we can do something. Um, from what you've 00:08:53.000 --> 00:08:55.259 said, we've got this service or this product 00:08:55.259 --> 00:08:56.659 that might help you with that. Would you like 00:08:56.659 --> 00:09:01.240 to know more? And you can say yes or no. So then 00:09:01.240 --> 00:09:03.019 you're more in a process of helping them get 00:09:03.019 --> 00:09:05.379 somewhere rather than saying, Hey, would you 00:09:05.379 --> 00:09:07.820 like to catch up? I've got XYZ widget and it's 00:09:07.820 --> 00:09:09.080 the best thing in the world. Like everyone loves 00:09:09.080 --> 00:09:13.039 it. I want to sell it to you. Yeah. Yeah. Okay. 00:09:13.379 --> 00:09:16.100 So it's just the way you approach it. If you're 00:09:16.100 --> 00:09:19.179 going from a helping mindset, then I think it's, 00:09:19.240 --> 00:09:21.700 but maybe people of the people that I talked 00:09:21.700 --> 00:09:25.139 to that do have those negative understandings 00:09:25.139 --> 00:09:27.879 have just had experiences where they've just 00:09:27.879 --> 00:09:29.259 put on the back foot because they're like, well, 00:09:29.299 --> 00:09:31.200 I, this is out of the blue. I don't need it. 00:09:31.379 --> 00:09:34.059 I don't want it, but they kept shoving it down 00:09:34.059 --> 00:09:36.559 my throat and I don't want it. Correct. I said, 00:09:36.759 --> 00:09:38.340 no. So it's fine. It's like, Hey, you know, do 00:09:38.340 --> 00:09:40.740 you want to catch up and talk with me? No. Yeah, 00:09:40.759 --> 00:09:44.860 cool. No worries. And then you move on. Maybe 00:09:44.860 --> 00:09:46.360 they don't like your face, you remind them of 00:09:46.360 --> 00:09:49.419 an ex -boyfriend, girlfriend, whatever. No, serious. 00:09:49.620 --> 00:09:53.000 Like some people just don't like, you know, or 00:09:53.000 --> 00:09:54.879 maybe it's a bad day and bad timing, whatever. 00:09:55.019 --> 00:09:56.940 But it's just a matter of going from a place, 00:09:57.039 --> 00:09:58.600 like a positive place, good place, trying to 00:09:58.600 --> 00:10:03.200 help people. And so within a business then, team 00:10:03.200 --> 00:10:05.759 members, getting them comfortable with it. It's 00:10:05.759 --> 00:10:07.500 going, okay, well, what's the process we can 00:10:07.500 --> 00:10:12.220 use that where? Helping people. Mm -hmm, or we're 00:10:12.220 --> 00:10:15.659 contacting people. Yeah Cold -calling is probably 00:10:15.659 --> 00:10:18.059 the hardest one. Yeah, I was gonna I was gonna 00:10:18.059 --> 00:10:22.000 touch on cold -calling like what's your Yeah, 00:10:22.039 --> 00:10:24.620 it's got its place because if it didn't work 00:10:24.620 --> 00:10:26.919 then no one's gonna be cold -calling anyone and 00:10:26.919 --> 00:10:30.779 we all get them so Obviously has its place in 00:10:30.779 --> 00:10:32.779 the world. I don't know if I've ever been cold 00:10:32.779 --> 00:10:34.639 -called Oh, you're lucky. We need to get your 00:10:34.639 --> 00:10:42.200 phone number. Just check the comments on the 00:10:42.200 --> 00:10:45.600 podcast. Um, no, just joking. Um, but cold calling. 00:10:45.840 --> 00:10:48.200 Yeah. Like it's, it's going, well, what's the 00:10:48.200 --> 00:10:51.120 process that we can not waste people's time, 00:10:51.220 --> 00:10:53.700 not offend them, not annoy them, but start a 00:10:53.700 --> 00:10:57.279 conversation. Yeah. Um, so there's gotta be, 00:10:57.440 --> 00:10:58.919 you know, you've got a script, you can change 00:10:58.919 --> 00:11:01.740 it. You can have steps that people can go along 00:11:01.740 --> 00:11:04.570 the way. Um, You know, for example, a call yesterday, 00:11:05.009 --> 00:11:07.230 um, I'm calling for, is this Rowan? Yep. This 00:11:07.230 --> 00:11:09.809 is Rowan. Um, so -and -so from so -and -so blah, 00:11:09.929 --> 00:11:12.230 blah, blah. Cool. What can I do for you? Oh, 00:11:12.490 --> 00:11:15.269 and then boom script starts. So I'm calling from 00:11:15.269 --> 00:11:17.970 so -and -so we do IPOs and at the moment we've 00:11:17.970 --> 00:11:19.809 got this, this exciting one, this exciting one. 00:11:19.970 --> 00:11:21.629 Cool. Hey, and I'm trying to just interrupt them. 00:11:21.629 --> 00:11:23.830 They keep rolling through the script. I'm not 00:11:23.830 --> 00:11:25.850 going to waste your time. Just have a nice day. 00:11:26.029 --> 00:11:28.090 Catch you later. Then you hang up and you feel 00:11:28.090 --> 00:11:29.690 horrible. No, I didn't. Don't hang out. Cause 00:11:29.690 --> 00:11:30.990 normally they stop the script and they're like, 00:11:30.990 --> 00:11:33.809 Oh, okay. Yep. Then they've got another script 00:11:33.809 --> 00:11:36.210 to whip out. Yeah, this guy, so he's gone straight 00:11:36.210 --> 00:11:39.710 to the objection of piss off. And he's gone, 00:11:39.889 --> 00:11:42.090 oh no, sir, sir, sir, I'm not asking for a commitment 00:11:42.090 --> 00:11:44.570 right now. I'm just wanting to, you know, gauge 00:11:44.570 --> 00:11:48.070 your interest. So from their process there, aside 00:11:48.070 --> 00:11:51.350 from how they do the, the first call is to gauge 00:11:51.350 --> 00:11:54.070 interest. And would you be interested in talking 00:11:54.070 --> 00:11:56.169 further? So it's a bit of a smaller step. So 00:11:56.169 --> 00:11:57.350 your call calling, you've got to start with something 00:11:57.350 --> 00:11:58.730 really small and then build, build, build, build, 00:11:58.730 --> 00:12:01.129 build. And for businesses that don't have a way 00:12:01.129 --> 00:12:04.769 to get clients in or Have a network word of mouth. 00:12:04.769 --> 00:12:07.730 It's definitely helps. That just makes me uncomfortable 00:12:07.730 --> 00:12:09.769 Yeah, so you've got to then go. Okay. What's 00:12:09.769 --> 00:12:12.169 it? What's a way we can do that? Mm -hmm. That's 00:12:12.169 --> 00:12:15.049 giving value to people not annoying them Because 00:12:15.049 --> 00:12:16.950 you have a hunting approach which is says guys 00:12:16.950 --> 00:12:19.830 golf said, you know, have a nice day. Good luck 00:12:19.830 --> 00:12:24.730 But sir, you know, he's kept going like oh my 00:12:24.730 --> 00:12:26.210 you know, it's something I'll just hang up on 00:12:26.210 --> 00:12:31.190 him. Yeah When I hang up on someone I feel bad. 00:12:31.190 --> 00:12:32.980 That's a honey approach. He doesn't care care 00:12:32.980 --> 00:12:34.500 that he's annoyed me. I'm not going to, I don't 00:12:34.500 --> 00:12:35.840 even remember his company name, so I'm not going 00:12:35.840 --> 00:12:37.759 to believe in bad review or anything like that. 00:12:37.759 --> 00:12:39.360 Um, but yeah, if we were doing cold calling, 00:12:39.500 --> 00:12:41.059 it's going, well, how can we positively impact 00:12:41.059 --> 00:12:43.559 someone? So, Hey, you know, I'm calling from 00:12:43.559 --> 00:12:47.679 so -and -so. Um, we support businesses like yourself 00:12:47.679 --> 00:12:51.039 to do this. Um, just wondering if you'd love, 00:12:51.120 --> 00:12:53.940 like to have a chat. Um, and people would be 00:12:53.940 --> 00:12:56.840 like, no, go away. Cool. Okay. Yeah, I guess 00:12:56.840 --> 00:13:03.419 my, like my question is if. Well, you could argue 00:13:03.419 --> 00:13:06.960 that they don't know they need it, but like most 00:13:06.960 --> 00:13:09.500 people are aware of their deficiencies when it 00:13:09.500 --> 00:13:12.480 comes to a business. Not necessarily. Like everyone's 00:13:12.480 --> 00:13:13.860 got problems in their businesses and they've 00:13:13.860 --> 00:13:16.840 got problems because they cause them through, 00:13:16.840 --> 00:13:20.000 you know, lack of skills or, you know, unintentional 00:13:20.000 --> 00:13:21.759 decisions, whatever. If we're going to be calling 00:13:21.759 --> 00:13:23.659 and be like, Hey, we've got marketing. Like, 00:13:23.679 --> 00:13:25.059 do you need, and they're like, well, we've got 00:13:25.059 --> 00:13:27.200 social media, so we don't need anyone to do it. 00:13:27.379 --> 00:13:29.299 Yeah. Well, that's it. That's, we don't need 00:13:29.299 --> 00:13:30.539 marketing. We've got a market. We're really happy 00:13:30.539 --> 00:13:32.519 with them. Cool. No worries. Have a great day. 00:13:33.399 --> 00:13:35.700 That's cold calling. Very low conversion rate. 00:13:36.259 --> 00:13:38.440 It's just a lack of experience for me, I think. 00:13:38.899 --> 00:13:41.720 Don't put me in the cold calling role. Horses 00:13:41.720 --> 00:13:44.539 for courses is the word, is the phrase. So, you 00:13:44.539 --> 00:13:48.200 know, you want to, if you, someone's doing 200 00:13:48.200 --> 00:13:50.259 calls a day and they're going to get rejected 00:13:50.259 --> 00:13:54.019 195 times. Do you know anyone that like loves 00:13:54.019 --> 00:13:55.360 having a chat and doesn't mind getting rejected 00:13:55.360 --> 00:13:57.419 and still chats to everyone? Knows they're annoying? 00:13:58.279 --> 00:14:00.740 That's just not me. No, not you, but do you know 00:14:00.740 --> 00:14:03.340 anyone was the question? Yes. Yeah. So that's 00:14:03.340 --> 00:14:04.799 probably going to be great at cold calling. Okay. 00:14:04.860 --> 00:14:06.779 That is having to have a chat like, yeah, no 00:14:06.779 --> 00:14:08.960 worries. No skit off my nose. Have a great day. 00:14:09.080 --> 00:14:10.919 Whatever. Blah, blah, blah. It was great chanting. 00:14:11.279 --> 00:14:12.539 Yeah. I know you're not interested. Do you know 00:14:12.539 --> 00:14:14.080 anyone I should call? Yeah. And then we're like, 00:14:14.080 --> 00:14:15.159 you know, they're having a laugh. You're having 00:14:15.159 --> 00:14:19.230 a laugh now. So then, yeah, no. We're not interested, 00:14:19.230 --> 00:14:22.029 but yeah, you say more, right? So please people 00:14:22.029 --> 00:14:24.970 So you just got to find the right person for 00:14:24.970 --> 00:14:26.809 those roles, but it's having a good script having 00:14:26.809 --> 00:14:30.129 a good process baby steps It's a longer process 00:14:30.129 --> 00:14:33.830 But yeah, if it's talking like sales, let's go 00:14:33.830 --> 00:14:37.210 business to business. So and let's say it's an 00:14:37.210 --> 00:14:43.590 incoming inquiry Where the incoming means that 00:14:43.590 --> 00:14:45.590 they're contacting the businesses not like cold 00:14:45.590 --> 00:14:50.250 calling or reaching out then it's more just making 00:14:50.250 --> 00:14:52.029 it easy for them, isn't it? Yeah. Yeah, cool. 00:14:52.090 --> 00:14:54.009 You want to talk to us about this? What's your 00:14:54.009 --> 00:14:57.870 problem? You know, let's... Tell me, why'd you 00:14:57.870 --> 00:14:59.809 call us today? Why are you talking to us? What 00:14:59.809 --> 00:15:01.970 happened? What made you, you know, oh, we've 00:15:01.970 --> 00:15:03.090 got this problem. How long have you had this 00:15:03.090 --> 00:15:05.049 problem? Two years. What happened to mean that 00:15:05.049 --> 00:15:06.409 you've got to change it today? Like, it's gone 00:15:06.409 --> 00:15:09.350 two years. And then ask, okay, why is that a 00:15:09.350 --> 00:15:11.110 problem? You know, just find out. Boom, boom, 00:15:11.110 --> 00:15:12.289 boom. What are you after? What are you trying 00:15:12.289 --> 00:15:14.950 to solve? Like, you know, if you're selling a 00:15:14.950 --> 00:15:17.289 car. What do you want this car? I just like the 00:15:17.289 --> 00:15:20.049 look of it. Cool, okay. What makes you like the 00:15:20.049 --> 00:15:22.850 look of it? And then it's helping them make sure 00:15:22.850 --> 00:15:25.490 that they get what they want. Are they aware 00:15:25.490 --> 00:15:27.450 of the extras they can get? It's not selling 00:15:27.450 --> 00:15:29.250 them the extra. Hey, do you want a sunroof? No, 00:15:29.690 --> 00:15:32.549 I'll get sunburn. Okay, well the sunroof, everyone 00:15:32.549 --> 00:15:36.539 loves the sunroof. that's probably not the process. 00:15:36.980 --> 00:15:38.679 I don't want a sudden roof though, but do you 00:15:38.679 --> 00:15:40.460 want extra tinted windows with this special UV 00:15:40.460 --> 00:15:43.539 protection? Oh yeah. Yeah. I can't afford that, 00:15:43.539 --> 00:15:47.440 but I really love it. No worries. Yeah. Yeah. 00:15:47.440 --> 00:15:49.620 So like that's probably more, more the way when 00:15:49.620 --> 00:15:51.740 you've got an incoming one, but it's just looking 00:15:51.740 --> 00:15:54.299 at how can you make the process easy? Going back 00:15:54.299 --> 00:15:56.179 to people feeling uncomfortable with it. It's 00:15:56.179 --> 00:15:59.039 probably communicating what is the process? How 00:15:59.039 --> 00:16:00.740 are we helping people and then letting them actually 00:16:00.740 --> 00:16:03.200 do it. So it's scary cause you don't do it and 00:16:03.200 --> 00:16:04.340 it's scary cause you haven't done it before, 00:16:04.360 --> 00:16:07.779 but. anyone that's dealt with more than a thousand 00:16:07.779 --> 00:16:10.559 clients in like a year, it's not going to be 00:16:10.559 --> 00:16:12.940 scared of it. Like they get it. People were there, 00:16:13.019 --> 00:16:14.539 they wanted to have a chat or they're not happy 00:16:14.539 --> 00:16:17.059 to have a chat. Just talking to a normal human 00:16:17.059 --> 00:16:18.480 being about anything else. If they don't want 00:16:18.480 --> 00:16:21.720 to talk to you, don't talk to them. Yeah. So 00:16:21.720 --> 00:16:26.799 it's just to do with like, just approaching the 00:16:26.799 --> 00:16:28.779 person as if they're a human and solving problems. 00:16:29.379 --> 00:16:33.909 I know that sounds very simple, but like, I guess 00:16:33.909 --> 00:16:38.370 I'm trying to figure out where this negative 00:16:38.370 --> 00:16:42.250 connotation has kind of come from. And that's 00:16:42.250 --> 00:16:43.809 just people. People knocking on the door and 00:16:43.809 --> 00:16:45.250 ringing you up and pushing people into things 00:16:45.250 --> 00:16:49.090 that they don't want to do. Yeah. Think of fundraisers. 00:16:51.009 --> 00:16:53.470 Or the people that stand outside the supermarket, 00:16:53.730 --> 00:16:56.909 and you like actively avoid them to try and just 00:16:56.909 --> 00:16:58.909 get into the supermarket. Yeah, so people are 00:16:58.909 --> 00:17:01.809 like, oh, that's sales, you know, and those negative 00:17:01.809 --> 00:17:03.509 experience, but that's not how it should be. 00:17:04.130 --> 00:17:06.170 You know, people are like, oh, I don't have enough 00:17:06.170 --> 00:17:07.869 money, I don't have enough clients coming in, 00:17:08.410 --> 00:17:11.170 whatever. For us, for example, oh, that's no 00:17:11.170 --> 00:17:14.150 good. So we don't want to sell and be like, oh, 00:17:14.549 --> 00:17:16.730 that's rough, you know, you must be really struggling. 00:17:16.970 --> 00:17:18.210 Yeah, no, I wish I could get someone to help 00:17:18.210 --> 00:17:22.130 with that. Yeah, no. Good luck finding someone. 00:17:22.970 --> 00:17:26.089 Yeah. Cool, goodbye. Yeah, yeah. Yeah, okay. 00:17:26.849 --> 00:17:28.190 So that's what I was saying. I was going, oh, 00:17:28.190 --> 00:17:29.890 well, that's terrible. But, you know, do you 00:17:29.890 --> 00:17:31.329 want to have a chat about like what we might 00:17:31.329 --> 00:17:33.650 be able to do to fix it? Oh no, I don't want 00:17:33.650 --> 00:17:35.250 to help one. I just want to complain. Okay, sweet. 00:17:35.369 --> 00:17:38.990 No worries. Yeah. I might know if someone don't 00:17:38.990 --> 00:17:40.710 get to do that. Yeah. Oh, that would be great. 00:17:40.750 --> 00:17:43.089 I'd love some help there. But so if it business 00:17:43.089 --> 00:17:44.609 to business, like business owners are used to 00:17:44.609 --> 00:17:47.430 spending money just like yourself. So, you know, 00:17:47.430 --> 00:17:49.319 I think that's just. People put that in their 00:17:49.319 --> 00:17:51.299 own head. They don't want to spend money. They 00:17:51.299 --> 00:17:53.240 love spending money. Everyone loves spending 00:17:53.240 --> 00:17:56.400 money. But households love spending money as 00:17:56.400 --> 00:17:58.599 well. It's what they want to spend money on. 00:18:00.039 --> 00:18:02.680 Going back to if you've got the second best product 00:18:02.680 --> 00:18:06.880 on the market, how are you comfortable selling 00:18:06.880 --> 00:18:13.700 that? Build relationship, transparency, and just 00:18:13.700 --> 00:18:16.589 help a need. That's correct. And even in the 00:18:16.589 --> 00:18:18.369 thing comes back to it, even if it's not you. 00:18:18.890 --> 00:18:20.990 Yeah, it's true. Well, you could like, I guess 00:18:20.990 --> 00:18:23.529 approach it from like, yeah, we are the second 00:18:23.529 --> 00:18:26.670 best, but there's this price difference and also 00:18:26.670 --> 00:18:31.450 more expensive actually more expensive. Oh no. 00:18:32.190 --> 00:18:35.000 Now you've got me stunned. But if you hate people, 00:18:35.279 --> 00:18:37.079 the best, like if you didn't, you know, there's 00:18:37.079 --> 00:18:38.640 people that just walk around falling the best 00:18:38.640 --> 00:18:40.660 of everything. Did you always come second in 00:18:40.660 --> 00:18:43.740 the race? Well, so did we. No one likes a winner. 00:18:44.819 --> 00:18:46.440 Yeah, but that's it. You know, because people 00:18:46.440 --> 00:18:48.220 identify. So it's going back to that person and 00:18:48.220 --> 00:18:50.640 what they're after. Yeah. You know, I really 00:18:50.640 --> 00:18:52.880 just like the obscure brands that no one gets. 00:18:53.319 --> 00:18:54.819 Like how many car brands are there? Are they 00:18:54.819 --> 00:18:56.980 all the best? No. People buy all the different 00:18:56.980 --> 00:18:59.779 ones, you know. So it's just identifying what's 00:18:59.779 --> 00:19:01.640 important to that person and then trying to match 00:19:01.640 --> 00:19:03.539 them up with the best solution. Yeah. And just 00:19:03.539 --> 00:19:06.920 accepting that not everyone needs your product. 00:19:06.940 --> 00:19:09.119 Yeah, correct. Yeah. So if you're going out there 00:19:09.119 --> 00:19:12.680 going, hey, I need to say, I need you to buy 00:19:12.680 --> 00:19:15.319 this now. That's desperation and that's where 00:19:15.319 --> 00:19:18.059 it goes wrong. Yeah. Well, there's a big market 00:19:18.059 --> 00:19:19.500 for that too. Like there's a lot of businesses, 00:19:19.559 --> 00:19:21.920 I'm afraid that way successfully, but you need 00:19:21.920 --> 00:19:24.740 the right person to do it in the right way. And 00:19:24.740 --> 00:19:26.599 that business model has got to be a hunting one. 00:19:27.019 --> 00:19:29.059 So clear out an area, then go to the next area 00:19:29.059 --> 00:19:31.279 kind of thing. So door knock and then move on. 00:19:32.259 --> 00:19:34.779 But yeah, if you're a smaller business, you want 00:19:34.779 --> 00:19:36.920 to grow, you want the clients. So it's about 00:19:36.920 --> 00:19:39.130 nurturing the client. giving them a good result 00:19:39.130 --> 00:19:40.289 because then they'll come back to tell their 00:19:40.289 --> 00:19:43.529 friends, good word of mouth, good reviews. So 00:19:43.529 --> 00:19:46.890 that's the selling side that I think most people 00:19:46.890 --> 00:19:48.650 are a lot more comfortable with. Into the day 00:19:48.650 --> 00:19:50.990 though, if people just really can't get into 00:19:50.990 --> 00:19:53.470 selling, they're not a salesperson, then they 00:19:53.470 --> 00:19:56.289 don't want to learn. They won't try it. And they're 00:19:56.289 --> 00:19:58.190 really uncomfortable with it, full stop, just 00:19:58.190 --> 00:20:00.910 not in sales. But if you listen to this and you're 00:20:00.910 --> 00:20:02.769 not a business owner, then if you want to learn 00:20:02.769 --> 00:20:04.750 how to sell your... Have a much better career. 00:20:06.309 --> 00:20:08.250 It's true, which is why we've been working on 00:20:08.250 --> 00:20:12.190 it. I mean, like, yeah, I think our approach 00:20:12.190 --> 00:20:14.930 together has been asking questions and figuring 00:20:14.930 --> 00:20:17.109 out exactly what we've been talking about, asking 00:20:17.109 --> 00:20:20.349 the right questions and figuring out if it is 00:20:20.349 --> 00:20:21.910 a need and not just shoving it down your throat, 00:20:22.089 --> 00:20:25.309 being like, if they mentioned something and go, 00:20:25.349 --> 00:20:28.990 Oh yeah, I like, don't have good cashflow. Well, 00:20:29.049 --> 00:20:30.410 have you thought about this? Have you thought 00:20:30.410 --> 00:20:33.549 about this? Why is that? Why have you got that 00:20:33.549 --> 00:20:36.390 problem? It's not just giving them answers, but 00:20:36.390 --> 00:20:38.230 why have you got that problem? That's the step 00:20:38.230 --> 00:20:40.029 I keep forgetting. Why have you got that problem? 00:20:40.230 --> 00:20:41.950 I'm learning everyone, I'm learning. I don't 00:20:41.950 --> 00:20:43.069 know. I don't know why I've got that problem. 00:20:43.750 --> 00:20:47.569 Yeah. Okay. Well, what do you know? Yeah. Well, 00:20:47.569 --> 00:20:50.289 I know there's no money in my bank. Is that it? 00:20:50.349 --> 00:20:51.990 Do you just look at your bank account? Yeah. 00:20:52.250 --> 00:20:54.339 Okay. What about your assets? Yeah, like what 00:20:54.339 --> 00:20:56.579 makes you money? I have no idea. Yeah, so I just 00:20:56.579 --> 00:20:58.700 go straight to solution. I'm like, how do I fix 00:20:58.700 --> 00:21:01.019 it? Okay, so then like, you know, help them figure 00:21:01.019 --> 00:21:02.799 out what their actual problem is. Okay, well, 00:21:02.819 --> 00:21:05.740 we probably need to be working on that. Yeah, 00:21:05.740 --> 00:21:11.559 that's just for us. Yeah, so I guess if there 00:21:11.559 --> 00:21:15.079 are people who are looking to become better at 00:21:15.079 --> 00:21:19.420 sales, they're a business owner. They are like 00:21:19.420 --> 00:21:23.279 me not great not great at sales feel very uncomfortable 00:21:23.279 --> 00:21:25.140 doing it But also know it's really important 00:21:25.140 --> 00:21:28.559 and and it isn't it isn't a dirty word if you 00:21:28.559 --> 00:21:31.380 do it Well, what are some skills that they need 00:21:31.380 --> 00:21:34.460 to know or in confidence confidence is the first 00:21:34.460 --> 00:21:37.799 one. Yeah So, you know the arrogance and calm 00:21:37.799 --> 00:21:41.759 confidence Professional arrogance. I think someone's 00:21:41.759 --> 00:21:43.519 told me something. We've got to be professionally 00:21:43.519 --> 00:21:47.130 arrogant Which means arrogance, you know, it's 00:21:47.130 --> 00:21:48.250 like confident, but you don't have the skills 00:21:48.250 --> 00:21:49.910 to back it up. So like we're professionally, 00:21:50.029 --> 00:21:51.710 we're tending to be arrogant. We don't have the 00:21:51.710 --> 00:21:52.970 skills yet, but we're going to pretend we do, 00:21:52.970 --> 00:21:57.089 you know, on purpose. And confident is you, you 00:21:57.089 --> 00:21:59.069 know, you know you're good, you say you're good, 00:21:59.289 --> 00:22:03.029 but you are good. So it's different. And no one 00:22:03.029 --> 00:22:04.450 likes people being cocky, but that's probably 00:22:04.450 --> 00:22:06.130 more the arrogant side, you know, but if you 00:22:06.130 --> 00:22:08.710 can genuinely help people. So let's say maybe 00:22:08.710 --> 00:22:10.650 you're a landscaper and you're new, you're just 00:22:10.650 --> 00:22:12.309 starting out. Like how do you get a client? You 00:22:12.309 --> 00:22:14.210 can do ads and wait for someone to ring you or 00:22:14.210 --> 00:22:16.130 you can go walk around the neighborhood and drop 00:22:16.130 --> 00:22:20.250 in things into postbox. What are they called? 00:22:20.609 --> 00:22:22.329 Letterboxes, letterboxes. That's it. Even that 00:22:22.329 --> 00:22:23.970 gives you the opportunity if someone's out of 00:22:23.970 --> 00:22:25.670 the front of the yard to spark up the conversation. 00:22:25.829 --> 00:22:28.509 Oh, what do you put in my letterbox? It's not 00:22:28.509 --> 00:22:32.410 bad. Well, you can have fun with it, you know, 00:22:32.490 --> 00:22:33.650 because they're a person, just remember people 00:22:33.650 --> 00:22:36.470 are people. So, you know. you've got your little 00:22:36.470 --> 00:22:38.490 flyer and the person's in the front yard. Hey, 00:22:38.509 --> 00:22:39.809 I'm just going to put this in your letter box 00:22:39.809 --> 00:22:41.650 or should I give it to you? I don't want junk 00:22:41.650 --> 00:22:43.789 mail. Oh, it's just your garden's mess, you know? 00:22:45.069 --> 00:22:47.329 That's why you're working on it right now. You 00:22:47.329 --> 00:22:51.329 pick your person. For example, you say, oh, it 00:22:51.329 --> 00:22:52.930 looks like your garden's pretty good. You probably 00:22:52.930 --> 00:22:56.990 don't need it. Yeah. Oh, what's that about? I'm 00:22:56.990 --> 00:22:59.450 just new to the area. Blah, blah, blah. That's 00:22:59.450 --> 00:23:02.240 just having a conversation. Yeah. But yeah, you 00:23:02.240 --> 00:23:03.799 do that. It's pretty low percentage of who's 00:23:03.799 --> 00:23:05.099 going to call you back. But then it's giving 00:23:05.099 --> 00:23:08.339 you a start. Oh, why should I use you and not 00:23:08.339 --> 00:23:10.500 the best people in town? Well, I've got time. 00:23:10.839 --> 00:23:12.880 Then I could come for three weeks. I'll be there 00:23:12.880 --> 00:23:15.539 tomorrow. Yeah. Introduction you deal, you know, 00:23:15.539 --> 00:23:17.460 you can have these sort of tools to help you 00:23:17.460 --> 00:23:21.160 along the way. What was the question? Skills 00:23:21.160 --> 00:23:23.700 of sales people. Yeah. So I think, yeah, confidence 00:23:23.700 --> 00:23:25.579 is the first one. You just got to, you know, 00:23:25.660 --> 00:23:32.309 get out there and an activity. So activities 00:23:32.309 --> 00:23:34.069 are second. It's not really a skill, but it's 00:23:34.069 --> 00:23:38.990 just doing stuff. Don't be introverted. You'd 00:23:38.990 --> 00:23:41.829 be introverted and so that's fine. Just different, 00:23:41.829 --> 00:23:43.410 different process, different client, I guess. 00:23:44.569 --> 00:23:48.930 But look, if you are doing cold calls and only 00:23:48.930 --> 00:23:51.450 0 .5 % of people are going to actually talk to 00:23:51.450 --> 00:23:53.690 you, that means you've got to do 200 calls to 00:23:53.690 --> 00:23:55.319 get one conversation. All right, you just got 00:23:55.319 --> 00:23:57.740 to do 200 calls now. Just understand the statistics. 00:23:58.319 --> 00:24:00.619 Yeah. Yeah. All right. I need to talk to five 00:24:00.619 --> 00:24:03.380 people a week to get one quote out and I win 00:24:03.380 --> 00:24:05.099 every quote. Okay. I've got to do a thousand 00:24:05.099 --> 00:24:08.599 calls every week. Where's my list? Let's get 00:24:08.599 --> 00:24:10.660 calling. Cause if you don't do a thousand calls, 00:24:10.720 --> 00:24:12.660 you're not going to get the one. Um, but then 00:24:12.660 --> 00:24:14.420 you get better at it and maybe you can get that 00:24:14.420 --> 00:24:17.240 to 2%. And then you've got four sales a week. 00:24:18.079 --> 00:24:19.960 So I think activity is a big one. If you're not 00:24:19.960 --> 00:24:21.420 talking to people and you're not doing stuff, 00:24:21.519 --> 00:24:22.759 you're not getting back to people, you're not 00:24:22.759 --> 00:24:24.680 doing quotes, whatever, not following them up, 00:24:24.700 --> 00:24:26.579 then you're going to get less sales. But I'm 00:24:26.579 --> 00:24:29.079 just, just remembering that, yeah, it's not personal 00:24:29.079 --> 00:24:31.859 and to keep going. Don't take it first. I think 00:24:31.859 --> 00:24:34.839 that's like the thing I need to. Yes, that's 00:24:34.839 --> 00:24:36.359 like where you're dealing with people from business 00:24:36.359 --> 00:24:38.759 to business and reaching out, but if people are 00:24:38.759 --> 00:24:40.460 walking into a store or coming into your business 00:24:40.460 --> 00:24:42.420 to buy, it's still activity, isn't it? Like if 00:24:42.420 --> 00:24:44.740 you're sitting behind the counter on your phone, 00:24:45.640 --> 00:24:47.359 you're not really paying attention. No one's 00:24:47.359 --> 00:24:50.359 really going to come and get you. If you, when 00:24:50.359 --> 00:24:51.920 they come in, you run straight over and be like, 00:24:52.119 --> 00:24:53.559 what do you want to buy? They're probably going 00:24:53.559 --> 00:24:55.559 to, oh, just looking thanks. That's the standard 00:24:55.559 --> 00:24:59.549 thing. But if you're out there, cleaning a shelf 00:24:59.549 --> 00:25:01.849 or something, people like, and you're like, Oh, 00:25:01.990 --> 00:25:03.549 hey, go on, but you clean a shelf. Like people 00:25:03.549 --> 00:25:05.970 are like, Oh, good. Thanks. Yeah. Or just looking, 00:25:06.210 --> 00:25:10.569 Oh, no, sorry. Yeah. Good. You know, so it's, 00:25:10.569 --> 00:25:12.670 it's been active and you know, making sure things 00:25:12.670 --> 00:25:16.289 are happening. Yeah. Um, and you know, it's not 00:25:16.289 --> 00:25:18.450 a skill, but practice is just, just continually 00:25:18.450 --> 00:25:20.990 getting better. So look at what you do. You can 00:25:20.990 --> 00:25:24.089 say things the same way to everyone. Um, or phrase 00:25:24.089 --> 00:25:25.990 slightly different, but you can. You can look 00:25:25.990 --> 00:25:27.809 at what's working well, what's not working well, 00:25:27.849 --> 00:25:31.410 what can you do better? And that just means if 00:25:31.410 --> 00:25:32.950 you're looking at it from a point of view of 00:25:32.950 --> 00:25:35.690 farming, helping people, that if you can communicate 00:25:35.690 --> 00:25:38.230 better, if you can ask better questions and identify 00:25:38.230 --> 00:25:41.650 what people's problems are, you can help them 00:25:41.650 --> 00:25:44.029 and understand the person. Yeah, the more people 00:25:44.029 --> 00:25:45.569 you can help, the better for everyone, right? 00:25:46.450 --> 00:25:48.470 Whereas if you can't communicate what's good 00:25:48.470 --> 00:25:51.069 or bad, or you can't figure out like, You're 00:25:51.069 --> 00:25:52.269 saying, hey, I'm talking to a business owner. 00:25:52.670 --> 00:25:54.029 You can see they need help, but they're just 00:25:54.029 --> 00:25:57.990 like, oh yeah, I think so. Like they either have 00:25:57.990 --> 00:26:01.309 no need, they have no time, they have no money. 00:26:02.009 --> 00:26:04.509 So you can see there's a need, but they can't 00:26:04.509 --> 00:26:06.210 see that they have a need for your service. So 00:26:06.210 --> 00:26:08.450 you're not communicating or you're not getting 00:26:08.450 --> 00:26:11.750 from them the real thing. People will say no 00:26:11.750 --> 00:26:13.789 money most of the time because everyone talks 00:26:13.789 --> 00:26:15.710 price, everyone understands price, and no one 00:26:15.710 --> 00:26:19.180 wants to say like. don't like you. What you're 00:26:19.180 --> 00:26:22.920 selling is crap. So sorry, just, you know, a 00:26:22.920 --> 00:26:24.460 bit tired at the moment, go and do this and this. 00:26:24.960 --> 00:26:26.460 There's always money, but it's just what they 00:26:26.460 --> 00:26:29.240 spend it on. And even in households, if they've 00:26:29.240 --> 00:26:31.900 got 30 bucks left for the week, if they, you 00:26:31.900 --> 00:26:35.380 know, some of them on cigarettes, 30 bucks goes 00:26:35.380 --> 00:26:38.019 to cigarettes, not food. So that's going right 00:26:38.019 --> 00:26:40.180 to the bottom of the spectrum, but there's a 00:26:40.180 --> 00:26:42.579 need for that, right? They need that. They need 00:26:42.579 --> 00:26:46.160 that more than food, whatever. So it's just identifying. 00:26:46.400 --> 00:26:49.640 which of those objections is that? So, um, not 00:26:49.640 --> 00:26:53.660 really a skill, but, um, after, after just practicing, 00:26:54.039 --> 00:26:56.619 it's just, yeah, making sure you understand people, 00:26:56.660 --> 00:27:00.279 you know, listen. Yeah. Listening, listening, 00:27:00.500 --> 00:27:04.339 I think is the important one. Yeah. So I guess, 00:27:04.480 --> 00:27:08.259 um, is there, is there a most effective form 00:27:08.259 --> 00:27:13.480 of sales? Um, look, I think there's heaps of 00:27:13.480 --> 00:27:15.380 theories, there's heaps of different sales strategies. 00:27:16.300 --> 00:27:17.980 We'll discuss them all today because I don't 00:27:17.980 --> 00:27:20.940 know them all anyway. But you can get heaps of 00:27:20.940 --> 00:27:23.579 different books and people and it's all over 00:27:23.579 --> 00:27:30.259 YouTube and Facebook and everything now. But 00:27:30.259 --> 00:27:31.839 I think it's just the process. You've got to 00:27:31.839 --> 00:27:36.460 have the process. So there's four steps. One, 00:27:36.519 --> 00:27:38.640 I think it's just like an introduction, just 00:27:38.640 --> 00:27:41.319 meeting each other. It's figuring out, hey, do 00:27:41.319 --> 00:27:43.299 we want to have a chat? Do we not? Are you the 00:27:43.299 --> 00:27:46.799 right client? Blah, blah, blah. You know, not 00:27:46.799 --> 00:27:49.299 a big thing, but that's first step. Second is 00:27:49.299 --> 00:27:51.740 qualification, which is asking the questions, 00:27:51.880 --> 00:27:53.240 having a good conversation, figuring out what's 00:27:53.240 --> 00:27:56.440 going on, and make sure you understand, you know, 00:27:56.559 --> 00:27:58.180 getting a real good picture of what they need 00:27:58.180 --> 00:27:59.480 and what they don't need and what they like and 00:27:59.480 --> 00:28:02.019 what they don't like, who they are, which is 00:28:02.019 --> 00:28:03.920 pretty much most of the sales process. Cause 00:28:03.920 --> 00:28:06.480 if you do that really well, then third step is 00:28:06.480 --> 00:28:10.220 just being able to present. Yeah. So after qualification, 00:28:10.299 --> 00:28:12.059 you realise whether they're your customer or 00:28:12.059 --> 00:28:14.220 not. Well, step one, could that be a customer 00:28:14.220 --> 00:28:17.539 introduction? So yeah, they fit our client profile. 00:28:18.480 --> 00:28:22.180 Step two qualification is what they might be 00:28:22.180 --> 00:28:24.640 interested in. Yeah, okay. So how can you shape 00:28:24.640 --> 00:28:28.859 your product in a way that they see fit? Yeah, 00:28:29.519 --> 00:28:31.900 probably quite particular scenario there, I guess. 00:28:32.339 --> 00:28:35.359 But yeah, step one introduction is meeting. So 00:28:35.359 --> 00:28:41.220 hey, if our target market is males 20 to 30, 00:28:41.319 --> 00:28:44.619 that like extreme sports. Alright, so we're talking 00:28:44.619 --> 00:28:49.960 to a guy, right, male, cool. This is some male 00:28:49.960 --> 00:28:53.519 particular clothing, whatever. And hey, you know, 00:28:53.599 --> 00:28:56.599 what do you do for fun? Oh, I just play the piano 00:28:56.599 --> 00:28:59.019 and you know, don't leave the house pretty much. 00:28:59.319 --> 00:29:02.059 Okay, probably not a client. Yeah. That's that 00:29:02.059 --> 00:29:04.420 stage. Oh, I like going mountain bike riding 00:29:04.420 --> 00:29:06.720 and I go snowboarding and, you know, do fun stuff 00:29:06.720 --> 00:29:09.619 like that. Oh, sweet. Cool. Yeah. Ask them, well, 00:29:09.700 --> 00:29:11.720 this is what we do. Just the introduction, blah, 00:29:11.720 --> 00:29:14.000 blah, blah, that's cool, you know, sweet. Stage 00:29:14.000 --> 00:29:17.680 one done. So stage two is just ask some questions. 00:29:18.039 --> 00:29:20.059 What do you like doing? Blah, blah, blah, what's 00:29:20.059 --> 00:29:21.859 that? Do, do, do, do, do, do, what do you like? 00:29:21.920 --> 00:29:25.019 What do you like? And then from there, yeah, 00:29:25.119 --> 00:29:27.900 that's you identify what service or product will 00:29:27.900 --> 00:29:30.460 suit them or if there is one. They might have 00:29:30.460 --> 00:29:31.839 everything. Oh, you've got everything. Well, 00:29:31.880 --> 00:29:34.059 so sweet. We've qualified them, but there isn't 00:29:34.059 --> 00:29:36.380 something for me to present. Yeah. Okay. Cool. 00:29:36.519 --> 00:29:39.690 No worries. If I qualify them in this is something 00:29:39.690 --> 00:29:41.849 hey, well, you know Did you want help with this 00:29:41.849 --> 00:29:43.089 or did you want to help with this or did you 00:29:43.089 --> 00:29:45.369 want to you know? Oh, yeah, that sounds cool. 00:29:45.410 --> 00:29:47.150 Tell me about so then you're presenting Hey, 00:29:47.170 --> 00:29:49.650 you've said boom boom boom boom boom. This will 00:29:49.650 --> 00:29:52.049 do boom boom boom boom. How does that sound? 00:29:52.490 --> 00:29:55.109 Oh, that's great Yeah, so the qualification stages 00:29:55.109 --> 00:29:56.869 is huge stage lots of time lots of listening 00:29:56.869 --> 00:29:59.269 some good questions And then presenting should 00:29:59.269 --> 00:30:01.690 be again pretty short because it's just showing 00:30:01.690 --> 00:30:05.329 them Here's what you want it. Here's what we've 00:30:05.329 --> 00:30:07.890 got. Yeah, how does that sound? And then closing, 00:30:08.309 --> 00:30:10.930 there's lots of different ways to do that. But 00:30:10.930 --> 00:30:12.670 that's, again, pretty small. If you've got the 00:30:12.670 --> 00:30:14.730 qualification right, and you've got the right 00:30:14.730 --> 00:30:17.750 client for the introduction, and you've presented 00:30:17.750 --> 00:30:21.210 correctly against their needs and wants and all 00:30:21.210 --> 00:30:23.650 that sort of stuff from the qualification, closing 00:30:23.650 --> 00:30:25.029 should be pretty easy. It's like, how do you 00:30:25.029 --> 00:30:26.789 want to pay for that? And when did you want to 00:30:26.789 --> 00:30:28.910 book that in? Do you want me to talk to my manager 00:30:28.910 --> 00:30:30.869 and see if we can get the best price for you? 00:30:31.609 --> 00:30:33.710 When did you want to pick it up? There's lots 00:30:33.710 --> 00:30:35.170 of different ways to close, but that should be 00:30:35.170 --> 00:30:37.349 pretty much a mere formality. Oh, I've got no 00:30:37.349 --> 00:30:40.950 money though. Oh, cool. Did you want it though? 00:30:41.289 --> 00:30:43.750 Yeah. Yeah, I really would want it. We do finance. 00:30:45.269 --> 00:30:47.690 If you're interested. Oh no, I don't like finance. 00:30:47.769 --> 00:30:49.329 Cool. No worries. Well, this will still be in 00:30:49.329 --> 00:30:52.130 stock for the next year. Yeah. You know, do you 00:30:52.130 --> 00:30:54.349 want to put one layer by or? No, no, no, that's 00:30:54.349 --> 00:30:55.410 cool. I'll probably come back in a couple of 00:30:55.410 --> 00:30:56.650 months and get some money. Yeah, sweet. Cool. 00:30:56.710 --> 00:31:00.930 No worries. So yeah, that's probably just the 00:31:00.930 --> 00:31:03.779 process. Yeah. And then there's lots of different 00:31:03.779 --> 00:31:05.259 techniques and things you can learn, but that's 00:31:05.259 --> 00:31:06.579 you just got to learn, you got to practice, you 00:31:06.579 --> 00:31:07.920 got to talk to people, you got to read stuff. 00:31:08.559 --> 00:31:10.759 But if you follow that process, then generally 00:31:10.759 --> 00:31:14.500 that's how most sales constructed. And understand 00:31:14.500 --> 00:31:16.779 that sales doesn't have to happen just on your 00:31:16.779 --> 00:31:20.420 warehouse floor or in your shopfront, like happens 00:31:20.420 --> 00:31:24.799 when you're out. Everyday life really. Correct. 00:31:25.500 --> 00:31:28.799 So just relating back to businesses, then it's 00:31:28.799 --> 00:31:30.319 a sales process. You've got to have something, 00:31:30.359 --> 00:31:32.200 you know, clear, written that people understand. 00:31:32.660 --> 00:31:34.279 We do this and then we do this and this is what 00:31:34.279 --> 00:31:35.960 we do. So if we meet someone out on the road 00:31:35.960 --> 00:31:38.220 that we're not in the office and they're interested, 00:31:38.539 --> 00:31:40.920 well, grab their number, grab their email. Hey, 00:31:40.940 --> 00:31:42.000 is that okay if I grab your email? I'll send 00:31:42.000 --> 00:31:43.960 you some stuff. I'll get, I'll get so -and -so 00:31:43.960 --> 00:31:45.599 from our office to give you a call. Oh, that's 00:31:45.599 --> 00:31:48.480 great. You know, so that's, if this happens, 00:31:48.660 --> 00:31:51.349 we can do this. If this happens, we can do this. 00:31:51.410 --> 00:31:53.190 And then when a client actually wants something, 00:31:53.509 --> 00:31:55.589 follow this process. So if that's clearly defined 00:31:55.589 --> 00:31:57.150 and people know what it is, it makes it a lot 00:31:57.150 --> 00:31:58.710 easier for everyone. Cause they're not trying 00:31:58.710 --> 00:31:59.849 to make it up. They're not trying to convince 00:31:59.849 --> 00:32:01.049 them. They're not trying to like, Oh, if I don't 00:32:01.049 --> 00:32:02.589 get the sale, you know, it's bad for the business. 00:32:02.869 --> 00:32:04.609 They're just following the process and they'll 00:32:04.609 --> 00:32:07.190 practice it and talk about what went good and 00:32:07.190 --> 00:32:10.609 what went bad and they'll get better. Yeah. Yeah. 00:32:10.609 --> 00:32:15.250 Okay. So, um, I guess in wrapping up what, what's 00:32:15.250 --> 00:32:18.130 some key takeaway points that someone can take 00:32:18.130 --> 00:32:21.990 when it comes to sales, like we've talked about, 00:32:22.890 --> 00:32:24.569 I guess from my understanding, we're switching 00:32:24.569 --> 00:32:27.990 that narrative because from the negative understanding 00:32:27.990 --> 00:32:32.670 of what a salesperson is, because to be a good 00:32:32.670 --> 00:32:35.049 and approachable salesperson, you just need to 00:32:35.049 --> 00:32:36.670 understand the need. You need to understand the 00:32:36.670 --> 00:32:39.269 person, which then comes with genuine conversation 00:32:39.269 --> 00:32:43.430 and transparency. So I guess for me, that's probably 00:32:43.430 --> 00:32:47.600 the most important part as I go out and tell 00:32:47.600 --> 00:32:51.460 people about our services. So just being transparent, 00:32:51.720 --> 00:32:53.700 being honest and being understanding is probably 00:32:53.700 --> 00:32:55.380 the three things that I would take away. It's 00:32:55.380 --> 00:32:56.660 not even going out and telling people about our 00:32:56.660 --> 00:32:58.720 services. I don't tell people what we do, Chris. 00:32:59.000 --> 00:33:00.319 I think someone said to me the other day, they're 00:33:00.319 --> 00:33:01.759 like, oh, you did this, this and this. I'm like, 00:33:01.859 --> 00:33:06.059 yeah, I'm like, wow, that's seriously good. So 00:33:06.059 --> 00:33:08.559 how do you tell people what you do? He's like, 00:33:08.619 --> 00:33:09.859 is that why you don't say anything? I'm like, 00:33:09.940 --> 00:33:11.579 yeah, pretty much. He doesn't know what to say. 00:33:11.680 --> 00:33:12.980 I'm like, oh, you do this? I'm like, yeah, that's 00:33:12.980 --> 00:33:16.259 one bit of what we do. So it's not going out 00:33:16.259 --> 00:33:18.240 and telling people's services, but it's relationship 00:33:18.240 --> 00:33:20.779 building. It's just understanding that, hey, 00:33:20.920 --> 00:33:23.220 you know, we were out there and it's fine that 00:33:23.220 --> 00:33:25.519 people are interested to know what you do. So 00:33:25.519 --> 00:33:27.099 then tell them what you do or the stuff that 00:33:27.099 --> 00:33:29.480 you've got. But it's identifying who's a client, 00:33:29.519 --> 00:33:31.839 who's not, you know, who might have a need, who 00:33:31.839 --> 00:33:33.640 might not. So, you know, ask good questions, 00:33:33.680 --> 00:33:40.240 listen. Just be a genuine person in that conversation. 00:33:40.440 --> 00:33:42.359 Yeah. So I think, yeah, it's just changing around 00:33:42.359 --> 00:33:43.859 from when you're selling, selling, selling to, 00:33:43.920 --> 00:33:45.890 you know, you're there. I'm just talking to people, 00:33:46.089 --> 00:33:50.950 helping people, even if that's not you. Um, and 00:33:50.950 --> 00:33:56.829 then pretty much as a person that used to work 00:33:56.829 --> 00:34:00.670 for me, he wasn't in sales. He was like doing 00:34:00.670 --> 00:34:04.829 accounting, I think, um, been to university. 00:34:05.049 --> 00:34:08.809 It was a terrible accountant, like horrid, um, 00:34:08.849 --> 00:34:11.750 nice, nice fella. Got along well with everyone. 00:34:12.329 --> 00:34:16.920 Um, and. Anyway, he got sacked, which is probably 00:34:16.920 --> 00:34:21.920 fair. This guy would be great in sales. He'd 00:34:21.920 --> 00:34:25.099 be awesome in sales. I think he'd enjoy it. So 00:34:25.099 --> 00:34:28.300 I said, come work for me for a little bit. We'll 00:34:28.300 --> 00:34:30.059 give you a bit of training. If you get a sale, 00:34:30.099 --> 00:34:32.260 it'll be great. If you don't, whatever. But I 00:34:32.260 --> 00:34:33.679 reckon you might like this sort of career. It's 00:34:33.679 --> 00:34:35.039 like, oh, well, I don't have too much choice. 00:34:35.380 --> 00:34:39.039 I need a job. So cool. And he had to do calls. 00:34:39.909 --> 00:34:41.510 talked to business owners and there was a bit 00:34:41.510 --> 00:34:43.369 of a process we had as a, you know, do this and 00:34:43.369 --> 00:34:45.769 do this and this and out he went. Didn't get 00:34:45.769 --> 00:34:47.989 his sales, nearly got a couple in a few months. 00:34:48.670 --> 00:34:51.190 But he was listening to Grant Cardone who's a, 00:34:51.190 --> 00:34:56.110 you know, one of the sales trainers in the car 00:34:56.110 --> 00:34:58.960 on the way to meetings with people. So he was 00:34:58.960 --> 00:35:01.380 like reading all the books, he was just living 00:35:01.380 --> 00:35:03.940 the life of how much can I learn about sales? 00:35:04.880 --> 00:35:06.500 And just following the process, we're tweaking 00:35:06.500 --> 00:35:08.219 a little bit, you know, so he got better and 00:35:08.219 --> 00:35:09.699 better first month horror, second month horror, 00:35:09.760 --> 00:35:11.079 third month, you know, he's getting a fair few 00:35:11.079 --> 00:35:14.119 proposals out there and didn't close any. But, 00:35:14.219 --> 00:35:16.400 you know, definitely improving. And then he rang 00:35:16.400 --> 00:35:17.599 me, he's like, oh, I want to move to Melbourne. 00:35:18.219 --> 00:35:20.340 So, you know, it's a really appreciated opportunity, 00:35:20.579 --> 00:35:23.170 but you might give me a good reference. I was 00:35:23.170 --> 00:35:25.050 like, yep, what are you applying for? I was a 00:35:25.050 --> 00:35:27.969 salesperson at MYOB, which is a large accounting 00:35:27.969 --> 00:35:30.329 company, everyone would know. And I'm like, okay, 00:35:30.409 --> 00:35:31.989 well, that's a pretty cool job. Like you get 00:35:31.989 --> 00:35:34.170 some good coin for that. Probably double what 00:35:34.170 --> 00:35:37.190 you're getting as an accountant. And he was anyway. 00:35:38.090 --> 00:35:40.469 And I was like, yeah, I can do that. I can't 00:35:40.469 --> 00:35:44.150 say you've sold anything, obviously, but you 00:35:44.150 --> 00:35:46.269 know. You yourself becomes a salesperson. I've 00:35:46.269 --> 00:35:47.809 got some good things to say about you. And he's 00:35:47.809 --> 00:35:50.070 like, yeah, no worries. Anyway, got a call from 00:35:50.070 --> 00:35:52.000 them. They're like, oh, you know. How's he going? 00:35:53.579 --> 00:35:55.760 He's followed the sales process. He's developed 00:35:55.760 --> 00:35:59.340 it. He's listening to Grant Cardone, sales trainer, 00:35:59.519 --> 00:36:01.659 by the way, in the car on the way to meet his 00:36:01.659 --> 00:36:04.860 prospects. He's lapping it up. He's learning 00:36:04.860 --> 00:36:06.699 this, he's learning that, and his clients like 00:36:06.699 --> 00:36:08.880 him, blah, blah, blah, blah. They didn't ask 00:36:08.880 --> 00:36:11.619 what he sold, so that was good. And then I think 00:36:11.619 --> 00:36:13.619 a year and a half later I saw him working somewhere 00:36:13.619 --> 00:36:15.860 else. I think he'd gone to zero. And then he 00:36:15.860 --> 00:36:20.650 went somewhere else selling. big systems to big 00:36:20.650 --> 00:36:24.429 companies. And he was earning 250 ,000 or something 00:36:24.429 --> 00:36:28.170 after a year and a half. So I think it was that 00:36:28.170 --> 00:36:29.849 he enjoyed having conversations with people. 00:36:30.130 --> 00:36:32.230 He got on well with people and then just learning 00:36:32.230 --> 00:36:35.190 there's a certain process to follow and the helping. 00:36:35.309 --> 00:36:38.269 So just refining his own. And then he was learning. 00:36:38.769 --> 00:36:40.510 So like anything, if you learn and you practice, 00:36:40.510 --> 00:36:42.730 you'll get better. So he like fully absorbed 00:36:42.730 --> 00:36:44.550 it. I don't know where he works now, but I think 00:36:44.550 --> 00:36:47.409 he was selling SAP, which is massive company. 00:36:48.480 --> 00:36:53.199 to be pretty big deals like in the US. So it 00:36:53.199 --> 00:36:55.559 just comes back to helping people, talking to 00:36:55.559 --> 00:36:57.980 people, enjoying it, being confident and like 00:36:57.980 --> 00:37:00.300 anything else, just practice and learn. Yeah, 00:37:00.300 --> 00:37:03.699 that's pretty good. I don't have anything to 00:37:03.699 --> 00:37:08.960 add unless you do, but yeah, in ending this podcast, 00:37:09.059 --> 00:37:11.719 I think it's just important to know that if you're 00:37:11.719 --> 00:37:16.440 going to go out and sell, Just be honest, understand 00:37:16.440 --> 00:37:19.860 your product and get to know the person that 00:37:19.860 --> 00:37:22.320 you're talking to. Only thing to add though, 00:37:22.760 --> 00:37:24.760 doesn't matter how bad your sales pitch is, just 00:37:24.760 --> 00:37:28.659 ask for the sale. Just to be brutally honest. 00:37:29.219 --> 00:37:32.599 Look mate, I'm here to sell it. Hey, did you 00:37:32.599 --> 00:37:36.320 want to buy it? Yeah. Yeah, always do that. That's 00:37:36.320 --> 00:37:39.860 pretty much it. Very nice. All right. Well, we 00:37:39.860 --> 00:37:43.010 will see you in the next podcast. Bye everyone! 00:37:43.289 --> 00:37:43.389 Bye!