النص 🔗
WEBVTT
00:00:00.080 --> 00:00:05.759
The Surviving Outside Sales podcast, hosted by Mike O'Kelly, presented by Sales Builder Academy.
00:00:06.000 --> 00:00:11.039
The goal is to survive in the life in all phases of outside sales.
00:00:11.119 --> 00:00:14.480
Whether you're getting in, dominating, or getting out.
00:00:14.720 --> 00:00:16.160
Surviving Outside Sales.
00:00:16.640 --> 00:00:18.239
Now we're showing.
00:00:28.879 --> 00:00:31.199
Welcome to the Surviving Outside Sales Podcast.
00:00:31.280 --> 00:00:32.799
I'm your host, Mike O'Kelly.
00:00:33.039 --> 00:00:36.960
Hope everybody's had a great summer and it's official.
00:00:37.119 --> 00:00:40.880
Now I am a resident of the state of South Carolina for the first time in my life.
00:00:41.039 --> 00:00:46.880
I've been in Charlotte, North Carolina for more than half of my life for 24, 25 years.
00:00:47.119 --> 00:00:58.000
And it's absolutely wild to think that I am leaving the state of North Carolina, which I'm leaving Charlotte, North Carolina, which was my home for more than half of my life, the other half being in Virginia.
00:00:58.159 --> 00:00:59.679
I keep moving south.
00:00:59.920 --> 00:01:11.120
I was joking with my wife that you know what's going to happen is at this pace, I'll retire, we'll retire in Florida, just moving from Virginia to North Carolina and now to South Carolina.
00:01:11.439 --> 00:01:18.959
But yeah, this move has been several months in the making, and it's something that my wife and I have talked about for a while.
00:01:19.040 --> 00:01:23.359
And while we absolutely love Charlotte, North Carolina, it's time for us to do a fresh start.
00:01:23.519 --> 00:01:28.319
And speaking of fresh starts, I am now in my new office in our new house, which is amazing.
00:01:28.400 --> 00:01:31.840
I have a dedicated office for the first time in my professional career.
00:01:32.000 --> 00:01:36.560
It only took almost 47 years for this to happen, but I'm very excited.
00:01:36.719 --> 00:01:44.239
I'm very excited with the possibilities that it is going to allow me to do, but also it kind of feels different.
00:01:44.480 --> 00:02:00.239
And I know a lot of you sales professionals kind of feel that way where you've had a technology, you've had a product, you've had something that your company gave you, and then it kind of felt more I don't want to say real, but it just felt as if there was an excitement that you haven't had in a while.
00:02:00.400 --> 00:02:12.400
And I'll be honest, you know, I had my wife and I helped, or my wife helped me with the studio redo, refresh back in March, and that was short-lived because of, of course, we moved.
00:02:12.879 --> 00:02:14.560
But I'm very excited.
00:02:14.800 --> 00:02:16.960
I'm very excited for the future.
00:02:17.120 --> 00:02:18.400
And I hope you are as well.
00:02:18.560 --> 00:02:25.199
And I was talking to a couple of clients this week, and one client in particular is in the real estate industry, and he is absolutely freaking out.
00:02:25.280 --> 00:02:27.360
And I'm trying to get him not to jump off a bridge.
00:02:27.520 --> 00:02:31.520
And the reason why is the market right now across the country is not great.
00:02:31.680 --> 00:02:32.960
It's not great in the housing market.
00:02:33.120 --> 00:02:43.120
And the housing market, I know I talk a lot about, you know, medical sales and a lot of my background, but there's a lot of different markets that will dictate where we are in the economy.
00:02:43.360 --> 00:02:45.840
And the housing market is one of them.
00:02:46.080 --> 00:02:52.080
And the housing market spurs a lot of the economy because you purchase a house.
00:02:52.159 --> 00:02:53.520
So what happens when you purchase a house?
00:02:53.680 --> 00:02:58.319
You buy new things, you have to have blue-collar services, you know, you hire moving trucks.
00:02:58.479 --> 00:03:10.319
I mean, just thinking of the move we went through, we hired painters, we hired carpet installers, we hired moving trucks, landscape people, pest control.
00:03:10.879 --> 00:03:14.960
There's so many things that we hired to get our house prepared.
00:03:15.039 --> 00:03:16.479
Not to mention, we hired a realtor.
00:03:16.800 --> 00:03:19.840
That realtor hired a photo and videographer.
00:03:20.080 --> 00:03:26.719
The people at the brokerage that are in the marketing department got paid, like everybody got paid.
00:03:26.879 --> 00:03:29.919
So when houses sell, markets move.
00:03:30.159 --> 00:03:35.039
And a lot of different markets are downstream from the housing market.
00:03:35.199 --> 00:03:37.280
Well, right now interest rates have gone up again.
00:03:37.360 --> 00:03:45.840
And so that trickle-down effect is people are not buying, people are not selling their houses because they don't want to have to go move to another house and they won't they don't want to have to pay those interest rates.
00:03:46.080 --> 00:03:50.719
And so my client said, I'm freaking out, I don't know what to do.
00:03:51.439 --> 00:03:57.840
And so the advice to him was go back to the basics.
00:03:58.159 --> 00:04:06.879
And I was thinking about what are what are three things right now that people can do to focus on really tight budgets?
00:04:07.120 --> 00:04:12.319
Because we're coming up on Q4, and typically Q4 is the big quarter.
00:04:12.400 --> 00:04:15.919
That's when a lot of the people have budgets, they either use it or they lose it.
00:04:16.240 --> 00:04:22.879
They, if they're purchasing equipment or they're purchasing something for their business, they can do the 179 tax write-off.
00:04:23.439 --> 00:04:31.600
So usually Q4 is a big quarter, but I'm hearing some rumblings that it might be a little bit of a pullback.
00:04:32.319 --> 00:04:40.560
So, how to isolate, or I'm sorry, not isolate, insulate yourself from a potential pullback.
00:04:40.720 --> 00:04:41.040
Okay.
00:04:41.439 --> 00:04:46.240
And there's really three things that you can do when
Load full transcript
you're talking with your prospects.
00:04:46.399 --> 00:04:46.639
Okay.
00:04:47.199 --> 00:04:49.360
Number one is clarity.
00:04:49.519 --> 00:04:55.279
And you could say these are three C's clarity, certainty, and conviction.
00:04:55.519 --> 00:04:57.120
Number one, clarity.
00:04:57.360 --> 00:05:01.759
You have to be crystal clear on everything.
00:05:02.240 --> 00:05:21.759
You have to be clear on the market, you have to be clear on economic factors, you have to be clear on the competition, you have to be clear on what your product or service can do to help the client have a clear path to success now and in the future.
00:05:23.040 --> 00:05:23.839
Clarity.
00:05:24.079 --> 00:05:25.600
You have to have it.
00:05:26.240 --> 00:05:33.600
A lot of deals go south, and a lot of deals don't end up working a lot because the clarity is not there.
00:05:34.319 --> 00:05:39.759
The prospect does not see the end-desired result being what it needs to be.
00:05:40.879 --> 00:05:42.240
Number one, clarity.
00:05:42.480 --> 00:05:44.319
You have to describe it.
00:05:45.040 --> 00:05:47.839
Number two, you've got to have certainty.
00:05:48.000 --> 00:05:48.959
What does that mean?
00:05:49.120 --> 00:05:50.160
You have to prove it.
00:05:50.720 --> 00:05:51.839
How do you prove it?
00:05:52.160 --> 00:06:00.639
Market data, market research, testimonials, case studies, models, processes.
00:06:00.959 --> 00:06:03.680
You have to have certainty.
00:06:04.160 --> 00:06:10.319
You have to tell your buyer, you have to tell the prospect, this is exactly what's going to happen and this is why.
00:06:11.839 --> 00:06:19.839
If you can do that, if you have the certainty, that allows the client, that allows your prospect to relax.
00:06:20.160 --> 00:06:23.519
And when buyers relax, they make better decisions.
00:06:23.839 --> 00:06:30.079
It's not necessarily the decision you you may like, but they make better decisions when they relax.
00:06:30.399 --> 00:06:34.000
So clarity is just is to describe it.
00:06:34.399 --> 00:06:36.800
Certainty is prove it.
00:06:37.120 --> 00:06:38.800
Prove whatever you're saying.
00:06:39.040 --> 00:06:41.360
Don't just say, well, you know, the market's slow.
00:06:41.519 --> 00:06:47.519
Like my client, I told him, you can't just tell buyers and you can't tell sellers, well, the market's slow.
00:06:47.600 --> 00:06:48.800
It's a weird market.
00:06:48.959 --> 00:06:53.040
And I've heard that a lot from friends of mine and colleagues that are in the real estate market.
00:06:53.120 --> 00:06:55.439
They're just like, well, it's just a weird market.
00:06:55.600 --> 00:06:56.240
Is it?
00:06:57.120 --> 00:06:58.480
I just bought a house.
00:06:58.639 --> 00:07:00.399
I just sold a house.
00:07:00.720 --> 00:07:04.959
My house in Charlotte went under contract in less than 36 hours.
00:07:05.759 --> 00:07:10.720
It went under contract less than six hours after our buyers saw it for the first time.
00:07:12.079 --> 00:07:14.079
Our house isn't in a weird market.
00:07:15.279 --> 00:07:19.439
The house that we purchased wasn't in a weird market.
00:07:20.560 --> 00:07:23.360
It got offers almost immediately hitting the market.
00:07:23.519 --> 00:07:28.079
Yet in the in the same neighborhood that I'm now in, houses are sitting.
00:07:30.800 --> 00:07:33.839
So it's it's not necessarily a weird market.
00:07:35.120 --> 00:07:36.639
It's a buyer's market.
00:07:38.639 --> 00:07:46.160
So right now you have to line up the buyers, and you have to have that clarity.
00:07:46.879 --> 00:07:49.040
You have to have that certainty.
00:07:49.920 --> 00:07:54.319
And the last one is you have to have conviction.
00:07:54.560 --> 00:07:56.000
So what is conviction?
00:07:56.639 --> 00:07:57.439
Belief.
00:07:58.639 --> 00:08:01.040
Conviction is you believe it.
00:08:02.160 --> 00:08:04.959
So the clarity, you desert you describe it.
00:08:06.160 --> 00:08:11.120
Certainty, you prove it, and then the conviction is you believe it.
00:08:12.240 --> 00:08:18.959
A conviction can be a guarantee, a conviction can be a promise, but you have to do that.
00:08:19.199 --> 00:08:23.360
You have to bring clarity, you have to bring certainty, and you have to have conviction.
00:08:24.079 --> 00:08:26.160
If you don't believe it, they won't.
00:08:27.120 --> 00:08:28.720
They have to believe in you.
00:08:30.240 --> 00:08:41.519
They have to be able to put their faith that you are going to do what you need to do, or or the results that they're going to get are exactly what you say.
00:08:41.840 --> 00:08:42.960
They have to get that.
00:08:43.120 --> 00:08:44.799
They have to feel that.
00:08:45.360 --> 00:08:47.039
And then you have to deliver.
00:08:48.720 --> 00:08:54.879
So if you are in a buyer's meeting or you're prospecting, you have to have that conviction.
00:08:55.519 --> 00:08:58.559
You gotta believe it, or if you believe it, they won't.
00:08:58.960 --> 00:09:05.120
So you might have clarity, you might be able to just to describe it, you can prove it, but they're not gonna buy.
00:09:07.200 --> 00:09:17.279
So as you prepare for the for Q4, as you prepare your meetings and you're getting everything lined up, those are the three C's that are gonna win the day.
00:09:17.919 --> 00:09:20.320
Clarity, certainty, and conviction.
00:09:22.879 --> 00:09:23.679
Prove it.
00:09:25.279 --> 00:09:29.120
I'm sorry, describe it, approve it, and believe it.
00:09:30.000 --> 00:09:36.559
You do those three things, people are gonna be asking you, what are you doing in such a tough market?
00:09:37.200 --> 00:09:38.559
You're cutting through the noise.
00:09:38.639 --> 00:09:41.440
And that's really that's really where the greats excel.
00:09:41.679 --> 00:09:52.159
You cut through the noise, you don't get caught up on all the BS of, hey, you know, it's just a tough market out there, and you know, nobody's succeeding.
00:09:52.320 --> 00:10:00.000
No, I I've been in business for 25 plus years now,
and it does not matter.
00:10:00.159 --> 00:10:03.600
People will spend money until the day that everyone is gone.
00:10:03.759 --> 00:10:07.440
We could have a nuclear war going on, and people will spend money.
00:10:07.759 --> 00:10:16.159
They will choose what to spend it on, and they're going to spend money if they have clarity, certainty, and conviction.
00:10:16.559 --> 00:10:21.360
Only way that they're gonna have that is if you instill it in the buyer.
00:10:21.840 --> 00:10:23.440
I appreciate everybody listening.
00:10:23.759 --> 00:10:26.559
My tech stack is changing again.
00:10:26.639 --> 00:10:27.120
I know.
00:10:27.360 --> 00:10:38.320
I some of my clients really dislike me right now, but the AI market is moving so quickly, which means platforms are moving so quickly.
00:10:38.559 --> 00:10:46.159
A couple months ago, like I think it was three or four months ago, I was talking to a couple clients, and I said, Chat GPT is dead.
00:10:46.320 --> 00:10:47.919
I said the model is outdated.
00:10:48.080 --> 00:10:49.279
Well, what did chat do?
00:10:49.440 --> 00:10:52.639
Behind the scenes, they were revamping everything.
00:10:52.720 --> 00:10:54.320
And now chat is great.
00:10:54.639 --> 00:10:58.240
Claude, a couple uh snags in the road during the summer.
00:10:58.399 --> 00:11:06.080
The platform that I was the platform I was really loving and I was on was Manaus, and I am moving away from MIS.
00:11:06.639 --> 00:11:11.840
Manis has very ambiguous fees that they can't describe.
00:11:12.000 --> 00:11:20.159
There's no there's no real tech support, and I just keep getting charged for things that I have no idea what I'm getting charged for, and I can't talk to anybody.
00:11:20.399 --> 00:11:24.000
So a lot of my websites are linked to Manaus.
00:11:24.159 --> 00:11:28.960
So if you're listening right now, my websites might be going down for a bit.
00:11:29.120 --> 00:11:34.639
I'm finding new platforms and new connections, and I'm redoing those again.
00:11:34.879 --> 00:11:35.919
I do apologize.
00:11:36.000 --> 00:11:38.080
I know it feels like stop, start, stop, start.
00:11:38.240 --> 00:11:41.919
The platforms where my coaching lie are not going anywhere.
00:11:42.080 --> 00:11:43.279
Those are staying put.
00:11:43.360 --> 00:11:44.639
So that's the good news.
00:11:44.960 --> 00:11:54.960
But the you know, P3 sales method surviving outside sales, those websites are gonna get revamped and they're probably gonna be housed on another platform.
00:11:55.200 --> 00:11:56.799
So they might be down for a little bit.
00:11:56.960 --> 00:11:58.240
I do apologize.
00:11:58.480 --> 00:12:14.639
And I know I've had some, you know, I recently had a client who he uh I think I mentioned this on the last podcast, he had reached out and and said basically that he was trying to purchase one of my programs and Stripe was not connecting properly.
00:12:14.879 --> 00:12:26.080
And so I I wonder how many listeners out there, hey, if you if you've been trying to click on buttons and you've been trying to get things from me, please send me an email.
00:12:26.399 --> 00:12:29.200
I'm a one-man tech, I'm one man shop.
00:12:29.279 --> 00:12:37.360
I I build all the tech, and sometimes a button might not be pressed, and everybody's fallible, but I'm a one man band.
00:12:37.600 --> 00:12:44.879
So shoot me an email at Mike at SurvivingOutside Sales.com or send me a DM on LinkedIn.
00:12:45.120 --> 00:12:49.840
I am, I do know that my newsletter has not been going out properly.
00:12:50.080 --> 00:12:52.720
I'm actively working on that and efforting that.
00:12:52.879 --> 00:12:59.440
So besides the newsletter, because this summer I had about 167 newsletter signups.
00:12:59.840 --> 00:13:00.960
So thank you to everybody.
00:13:01.039 --> 00:13:06.159
And I know the newsletter is not accurately being sent out to every email.
00:13:06.320 --> 00:13:09.039
I know some people are receiving them and some people are not.
00:13:09.360 --> 00:13:17.200
So I am efforting now that I have my beautiful new office, I'm spending more time analyzing and efforting the back end.
00:13:17.279 --> 00:13:18.399
So I do apologize.
00:13:18.480 --> 00:13:21.279
If you sign up for the newsletter, it's coming.
00:13:21.519 --> 00:13:22.960
Some people have been receiving it.
00:13:23.039 --> 00:13:27.039
There was just a small glitch, and I'm working on getting that fixed.
00:13:27.120 --> 00:13:30.480
And my goal is October 1 that all of that gets resolved.
00:13:30.720 --> 00:13:38.240
So the good news is that the coaching programs, the P3 sales method is fully operational and functional.
00:13:38.399 --> 00:13:39.679
You know, Zoom still works.
00:13:39.759 --> 00:13:48.480
So my coaching calls every week with my one-on-one clients still work, but I know that some of the resources that people are looking for has not materialized.
00:13:48.559 --> 00:13:49.759
And I do apologize for that.
00:13:49.840 --> 00:13:57.120
There's no excuses, it does fall on me, but I'm just giving you a reason and hopefully give me a little bit of grace and stick with me.
00:13:57.360 --> 00:14:02.000
October 1st is my goal to get all of that rectified in the back end.
00:14:02.159 --> 00:14:06.240
I've got some really I got a really cool thing that I'm working on for October.
00:14:06.399 --> 00:14:15.200
If you're interested in scaling and you're interested in crushing your Q4, I have got something really cool that I want to share with you.
00:14:15.440 --> 00:14:29.360
Shoot me an email at Micah Surviving Outside Sales or shoot me a DM on LinkedIn if you want to know more about the uh crushing your Q4 and what I've got for everybody out there.
00:14:29.519 --> 00:14:30.559
So thank you so much.
00:14:30.720 --> 00:14:32.000
I really do appreciate it.
00:14:32.159 --> 00:14:33.360
Thank you again for the listeners.
00:14:33.440 --> 00:14:34.960
It was a really big downloaded week.
00:14:35.039 --> 00:14:38.799
Uh, it still amazes me how many countries are tuning in.
00:14:38.960 --> 00:14:40.159
And thank you so much.
00:14:40.320 --> 00:14:41.120
I do appreciate it.
00:14:41.279 --> 00:14:52.639
I realize you could listen to a ton of podcasts, uh, a ton more gossipy, more famous, more interesting, but you choose to listen to the Surviving Outside Sales podcast because you are trying to get better.
00:14:52.720 --> 00:15:02.399
You're trying to get better at your craft, you're trying to learn strategies, systems, processes, and learn from the mistakes that I made in the past so you don't repeat them in the future.
00:15:02.559 --> 00:15:06.559
So you can make more money and live out the life of your dreams.
00:15:06.879 --> 00:15:07.679
Thank you so much.
00:15:07.919 --> 00:15:08.399
Appreciate it.
00:15:08.480 --> 00:15:10.720
Uh, share this with a friend if you found this was helpful.
00:15:10.879 --> 00:15:11.519
Reach out to me.
00:15:11.600 --> 00:15:12.559
I'd love to hear from you.
00:15:12.639 --> 00:15:13.440
And see you next time.
00:15:13.679 --> 00:15:15.279
Surviving outside sales.
00:15:15.759 --> 00:15:16.399
Cheers.