176: Jeffrey Gitomer - Why Sales Is The Greatest Profession In The World

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Are leaders born or are they made?
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Our host, Ryan Hawk.
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Believes that leaders can be made through determined, focused work
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on learning the art and science behind the makeup of
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other successful leaders. Now it's time to inhale knowledge and
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exhale success. You're listening to The Learning Leader Show with
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Ryan Hawk.
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Hey, and welcome to The Learning Leader Show. I am
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Ryan Hawk. Thank you so much for being here. I
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want to remind you to join us in our Facebook group,
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The Learning Leader Community. Go to learningleader.com slash group, learningleader.com
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slash group to sign up and join us. Further the conversation,
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I promise. It's a lot of fun, a lot of
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learning taking place. On to tonight's episode, our featured leader
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is the great Jeffrey Gittemer. Multiple time, New York Times
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best-selling author, a few of his books, The Sales Bible,
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The Little Red Book of Selling. A lot of people
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in the profession of sales have probably already read them. Also,
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he does more than 100 presentations a year, has multiple
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big corporate customers, and he's in front of millions of
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readers every week through a syndicated column, also on video
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and audio.
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A few of the topics we got into.
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Why sales is the greatest profession in the world, and
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why Jeffrey... claims to be the greatest salesman in the world.
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And then making the transition from individual contributor to manager.
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A lot of people going through this right now.
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And then a live role play where Jeffrey tries to
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sell me. I think you guys will really enjoy it
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with Jeffrey Gittemer. All right, Jeffrey Gittemer, um, I got
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to tell you real quick, Jeffrey, off the top.
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I know I mentioned this to you briefly.
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In our pre-interview interview?
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Yeah. My very first sales job. I get hired in 2005.
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And one of the first books I was given was
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written by you. The Little Red Book of Selling. And
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I noticed everyone in my office had the book as well.
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And so that was my introduction to the profession of sales.
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And here I am years later, having moved around a
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little bit, but still doing the same thing.
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So, Jeffrey, welcome to the Learning Leader Show.
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Thank you very kindly. Without being too braggy, the Little
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Red Book of Selling has gone on to be the
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best-selling sales book of all time. Really? So, yeah, when
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I'm dead, go on eBay. Did I sign it?
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It's not signed. I might need to get another copy.
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Oh my gosh. Yeah. Just send me a copy.
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Okay.
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Send it to my office. I'll sign it and send
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it back.
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All right. I will.
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Well, uh, I got a question for us, Jeffrey, to get,
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to get us rolling and it's, it's pretty broad, but I,
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and I, I, I'd love for you to distill it
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down a little bit. I always, I like to ask
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people in great leaders and, and, best-selling authors, CEOs, the
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people I talk to on this show, I love to
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learn the common themes or characteristics of sustained excellence. And
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so I'd like to ask this to you with a
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little bit of a twist. And that's in regards to,
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you know, you've spent a good portion of your life
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studying sales professionals, writing about what it takes to be
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great in the profession of selling. And I think it's,
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as my dad has said, it's the greatest profession in
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the world. If we didn't have salespeople, then the world
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would come to a screeching halt. And I believe that thoroughly.
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And I love to learn from you. After all these years,
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if you had to pull out a few common themes
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amongst the greatest sales professionals who sustain excellence, not just
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one year but many years, what are a few of
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those themes?
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They have great attitude. They have deep belief in themselves,
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in their company, in their product. They believe that the
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customer is better off having purchased from them.
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Mm-hmm.
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They are approachable. They're funny. They're affable. They're conversational. And
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for the most part, they're somebody that you would like
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to hang out with when the sale is over. If
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they are not or if they don't display those qualities,
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then it's likely the sale has not been consummated. And
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the salesperson wonders why. Like the customer thinks you're a jackass.
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That's why. And but they're not going to ever tell
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you that. Like, dude, I'm saying no to you because
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you're a jackass. No, they're going to say your price
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is too high or we're not in the market right
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now or we spent our whole budget. They give they
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give the common sales objections and the salesperson takes it
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to heart, believes it and goes home. And, you know,
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I've always subscribed early on to the theory that most
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sales are made after the seventh.
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No.
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Now, it may not be an actual no. It may
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be get me a proposal, call me back in two weeks,
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that kind of thing. But it's the no and not yet.
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And that's that persistent sales guy who has a modicum
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of value that he can bring to the customer, not
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added value, but pre-sale value. For example, if you're selling
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me a piece of real estate, I want to know
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that this real estate is going to fit my needs
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for my family, not necessarily selling your listing. I'm going
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to want to proactively meet my neighbors. And when something happens,
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I expect a proactive phone call. So there are things
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that a salesperson should do to make the relationship right.
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And if they do that or when they do that,
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then they build a relationship, number one. And number two,
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they can actually get an unsolicited referral, which is the
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true report card of sales. For my customers, I care
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about two things. Will you do business with me again?
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Will you refer somebody to me? That's the report card
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for a salesperson. Do business again, refer me. All other
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things are a bunch of crap. You know, the Car
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companies erroneously try to get their customers to be satisfied. Seriously,
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I don't want to be I don't want you know,
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I have tons of customers that are not satisfied, but
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they're loyal. You know, they call up and they're groaning
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or moaning or whatever about something that did or didn't happen,
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but they stay with me. They love my stuff. So
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if something– if there's a technological glitch or they forget
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a password or something didn't arrive the same way they
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wanted it or on time, which is rare for us,
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but it happens. They're not going to go away. They're
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not going to post something up on Facebook that's bad.
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They're not going to– I don't own any of the
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URLs that would accuse me of being someone bad because
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I don't need to. I just wake up in the
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morning and do the right thing. One of the things
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that we should talk about, I'm hoping that you'll talk about,
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is ethics because the ethics of the salesperson and especially
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the sales leadership is playing an amazing role in today's
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society as Wells Fargo, you know, drops to their knees
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with respect to their activities, not only of their salespeople,
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but of their leaders.
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Yeah.
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Speaking of that, I think this kind of goes hand
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in hand. I, um, My dad and I, this is
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a couple years ago, we're sitting down at a extended
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family event, I forget, probably a birthday party or something
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like this, doesn't matter, and we were speaking with a
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family member, distant cousin. And she said that she had
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recently went out on a date and it didn't go well.
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And we said, Oh, that's too bad. What, what, what happened?
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Why didn't it go well?
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And she said, the other guy or the guy that
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I went out with was like this salesman. And, uh,
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it just, it just like he was selling And so
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my dad, who's been in the profession of sales his
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entire professional life, me in the same way, you take
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kind of offense to that.
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Of course you do.
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Immediately what my dad said, well, if he was a
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professional sales guy, then I bet he would be great
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to go out with because he'd be probably understanding your needs,
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asking you great questions. trying to figure out what you're
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into and see if you align properly. And I think
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she looked at us with a puzzled face, not really.
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And the reason I bring up this story, Jeffrey, is
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because a lot of people, when they hear about the
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profession of selling, they do think of maybe used car
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guys or people who approach them at certain stores that
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give commission for selling TVs or something like that, and
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they have a bad feeling. So how do you respond
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when people turn their head or they speak negatively about
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the profession of selling?
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I tell them that there are more politicians in jail
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than by percentage than any other profession in the world.
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And these are people that we vote for. These are
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people that we elect to office. Not everybody is going
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to be perfect. There's lousy surgeons. There's there's lousy truck drivers.
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There's lousy bus drivers. But it's a very minor number. Unfortunately,
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the minor number is what gets played up in the press.
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The Wells Fargo thing has brought about the ethical responsibility
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of salespeople in a way that hasn't happened in 100 years.
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You haven't seen this kind of thing happen to salespeople.
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They just do their job. They try to create customers.
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They try to make people happy. I think in the
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profession of selling in general, the goal is to help
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the customer win. Yes, you want to make a sale. Yes,
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you want to make a commission. But you want to
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make two sales. You want to make two commissions. So
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you can't just hoodwink somebody one time and hope it's
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going to work like they might have done 70 or
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80 years ago. In today's world with social media, someone's
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going to tell somebody everything in two seconds. So you
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can't risk that.
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What do you think about the the ethical principles you've
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brought up Wells Fargo a couple times now I'd love
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to get your feelings on the the duty of the
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leadership when it comes to the profession of selling and
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how they did how they lead their their their individual sellers.
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Well, obviously, in the Wells Fargo case, these salespeople didn't
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come up with this idea on their own. They were
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told what to do by leaders. They were told how
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to do it by leaders. And I mean, to me,
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the embarrassment of it was their CEO getting up and said, no,
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we didn't do that. Like, seriously, dude, even Elizabeth Warren,
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who's not on my hit parade, ripped this guy a
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brand new butt. And he deserved it. He totally deserved it. And,
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you know, he retired. That's bullshit. He resigned in disgrace
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or he would have been fired. But, you know, the
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bottom line is he knew all along. How could you
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not know? How could two million of your customers be
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affected and the CEO not know?
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Well, if you don't know– yeah, I mean either way, regardless,
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you're still responsible for what your people are doing. So
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even if you claim you don't know, that's almost worse.
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I mean it's equally bad to have your head in
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the sand that much. I mean you have to know
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as the leader of the team if one of your
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people does something bad, it's on you as the leader.
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And he wasn't even angry about it.
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Yeah.
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He was trying to defend it. He wasn't saying I'm
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pissed off about this. This is bullshit. I'm going to
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go back to my people. I'm going to fire everybody
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summarily who's been involved in it. We're going to clean house.
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I'm going to take names and I'm going to resign.
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It's what he should have said, but he had no balls.
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He was more interested in his money than he was
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in his truth.
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Yeah. Um, So let's dive into some of your material.
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Luckily, by the way, you and I are perfect, so
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we don't have to worry about anything we've done in
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our lives. No.
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Well, actually, you know what?
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This brings me to something, and this is actually coming from,
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you know, I look on Wikipedia, and I was definitely
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not going to bring this up, but it was since
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you said we're both perfect.
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Wait a second.
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Yeah. You're going to talk about my U.S.
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Airways thing? Yes, I am.
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Okay, cool.
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Trust me, I wasn't going to, but when we talk
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about you and I being perfect, when obviously– said in jest,
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and we're joking, but on Wikipedia, which is not my
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primary source of research, but sometimes I go there, or
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I'll go there for most guests just to kind of
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get an idea and maybe link out to articles. There's
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a controversy that talks about you gaining notoriety for being
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the first passenger ever to be banned from U.S.
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Airways. I'd love to learn more about this from your perspective.
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First of all, let's talk about the year that it happened, 2003.
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So we're now 13 years under our belt. Second of all,
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I wrote two very scathing but very truthful articles about
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the airline. And they were kind of laying for me
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because the article appeared in business journals in every one
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of their hub cities. So that didn't please them too
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well because I talked about how they lie and how
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they creep lateness and all the other things that they do,
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how they're unresponsive and untruthful. And I made one of
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the gate agents feel very self-conscious one day because she
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was lying about where the plane was, what the maintenance
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issue was, what time they're going to take off. And
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I get a letter in Kansas City by FedEx saying
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that I've been thrown off the airline, that I can't
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fly it anymore, find my own way home. If you
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go to Flyer Talk, you'll find a thousand posts about
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the incident. Finally, one of the top three people at U.S.
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Airways called me on the phone and said, I can't
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be known as the guy that kept you off the airline.
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We're going to come to Charlotte and try to work
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something out. Two of their biggest guys came down, not
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Stephen Wolf, the moron, but different U.S. Airways moronic officials
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came down And we agreed that I would write a
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letter of apology and they would put me back on
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the airline and give me my status and give me
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all my miles back. That was 11 months later.
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Wow.
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Now they've merged with American Airlines. So I stand as
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the only person ever banned by U.S.
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Airways.
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Is that cool or what?
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I was going to say, it seems like you're proud
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of it.
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The irony is three months before they banned me, I
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got this package in the mail of one of those
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crystal– It spins around on another piece of crystal. And
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I'm one of their 500 best customers. Wow. So I
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have that badge of honor. And when I came back
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to that part of the Charlotte airport where US Airways was,
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the sky caps all lined up to hug me and
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welcome me back.
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Really?
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Yeah.
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Yeah.
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Wow.
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Oh, yeah.
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Nice.
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So, you know, I I fly out of Charlotte. I
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live in Charlotte. I love Charlotte. I'm in the airport
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a couple hundred times a year. It's it's how I
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earn my living. But now I just get on the plane.
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I put my hood up. Sometimes I try to sell
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a book to the guy next to me.
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Seriously.
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Yeah.
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Yeah, totally.
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Do you mind if I stop you here for a second?
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Sure.
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00:15:08.610 --> 00:15:13.409
Okay, can we role play right now? Hopefully, I'm guessing
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you're in first class now based on your status.
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Yeah, that's correct.
303
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We both take our seats in first class.
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I am a guy sitting next to you, just a guy.
305
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Yeah. If you have a suit and tie on, I
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know you're a professional guy.
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So does that help? You want a suit?
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Oh, yeah.
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Okay, okay.
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So I'm sitting there with a nice suit and tie,
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nice watch, whatever, good shoes. You're sitting next to me.
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Let's role play. Can I hear exactly how it goes?
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I put a couple of books on the seat, you know,
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on the divider. Okay. And I turn to the guy
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and I say, hey, what do you do? And they'll
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tell you, you know, that's part of the seat talk.
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What do you do?
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Yeah. I say, have you ever read this book? And
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he will take the book and start to read. If
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00:15:56.269 --> 00:15:59.850
he starts to read voraciously, I've made a sale. He goes, well,
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00:15:59.889 --> 00:16:02.389
this is pretty good. Where do you get this? I said,
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I wrote it. And he goes, really? And I said, yeah,
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and you can get an autographed copy right now. All
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you need is 20 bucks. And I, you know, I
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00:16:13.669 --> 00:16:17.519
probably sell 20 books a year that way. But It's
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fun to interact and exchange. It's fun to try to
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do it. I don't do it because I need the money.
328
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I do it because I have the fun. And sometimes
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00:16:26.409 --> 00:16:28.210
guys are like, can I get like 10 of these
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for my people? I go, sure. So I've made multiple sales.
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I've done one time. Literally, my financial planner, I met
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00:16:40.559 --> 00:16:42.519
him that way. I met him on the airplane. I
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00:16:42.519 --> 00:16:45.639
had just done a thing for Northwestern Mutual, and we talked, talked, talked.
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He got me a speaking gig at the Million Dollar
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Roundtable on the main platform, and they bought a ton
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of books. So I'm engaging. I'm approachable, and I'm having
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a good time. Yeah. I think that's the main thing.
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And some every once in a while I'm talking to
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somebody and I'm in the plane from Charlotte. People know
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00:17:10.970 --> 00:17:13.710
me in Charlotte. And one day one of the supreme
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00:17:13.750 --> 00:17:16.730
business guys in Charlotte, his name is Johnny Harris. He's
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like he was in the row in front of me
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and he turns around. He goes, I thought that was you. Wow.
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I love it.
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It's fun.
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Yeah.
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You know, I'm I'm there to have a good time.
348
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In spite sometimes of the service or whatever the circumstances,
349
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I just want people to feel comfortable.
350
00:17:39.759 --> 00:17:42.079
Have people ever called you pushy on an airplane?
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00:17:44.400 --> 00:17:45.259
Only flight attendants.
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00:17:46.400 --> 00:17:46.559
No.
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00:17:47.599 --> 00:17:51.720
No. Actually, no. I've never had a complaint about what
354
00:17:51.769 --> 00:17:54.349
I do because I do it very friendly. Yeah. Yeah.
355
00:17:54.849 --> 00:17:57.630
So when somebody looks over to you and says, hey,
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what do you do? How do you respond?
357
00:18:00.809 --> 00:18:02.769
I tell them that I'm the best salesman in the world.
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00:18:03.569 --> 00:18:04.910
That's your response?
359
00:18:05.609 --> 00:18:05.789
Yeah.
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00:18:06.289 --> 00:18:08.509
So if you said it to me, I would say, really?
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How is that defined or how are you able to
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make a.
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00:18:13.000 --> 00:18:15.400
Statement like that?
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I've given 2,500 talks to corporations all over the world
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and I wrote the little red book of selling, the
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best-selling sales book of all time and 12 other books. Wow.
367
00:18:25.490 --> 00:18:26.750
And how do they respond when you say that?
368
00:18:27.549 --> 00:18:32.289
They're dumbfounded for the most part. Although sometimes people will
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look me up.
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Yeah.
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You know what I mean? Like they have Wi-Fi in
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the airplane now.
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Yeah.
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00:18:37.250 --> 00:18:40.029
So they'll look up who I am or whatever and go, yo,
375
00:18:40.369 --> 00:18:42.410
you know what? I think my son reads your– you know.
376
00:18:42.880 --> 00:18:46.859
There's always a connection. There's always a connection. So what's
377
00:18:46.920 --> 00:18:49.279
your– I get stopped in the airport from people that
378
00:18:49.299 --> 00:18:51.359
know me. And I don't know them. Huh.
379
00:18:53.079 --> 00:18:55.279
What does your day today look like over the course
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00:18:55.359 --> 00:18:59.519
of– I know they're not all the same, but how
381
00:18:59.559 --> 00:19:00.440
do you spend your time?
382
00:19:02.140 --> 00:19:07.420
Today will be a writing day and a telephone day.
383
00:19:08.640 --> 00:19:11.720
I'm talking to my new friend, Kyle– Ryan, I mean.
384
00:19:11.920 --> 00:19:16.269
And Ryan is one of these amazing leader learning guys.
385
00:19:17.319 --> 00:19:17.539
And I.
386
00:19:19.319 --> 00:19:22.859
Shot one video for a customer. I'm probably going to
387
00:19:22.880 --> 00:19:26.559
shoot another video this afternoon talking about our podcast, which
388
00:19:26.640 --> 00:19:29.440
I'll gladly invite you on to because we're starting to
389
00:19:29.460 --> 00:19:31.519
get a bunch of traction and we're going to start
390
00:19:31.539 --> 00:19:32.819
to do it on Facebook Live.
391
00:19:33.180 --> 00:19:33.619
Oh, nice.
392
00:19:34.420 --> 00:19:37.650
Let's do it. Do you do video on yours?
393
00:19:38.329 --> 00:19:41.089
Mine has only been audio.
394
00:19:41.109 --> 00:19:43.789
I've had a few video episodes I've done with my brother,
395
00:19:43.829 --> 00:19:46.230
but so far for my show, it's only audio.
396
00:19:48.230 --> 00:19:49.970
So we're going to do video and I do want
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00:19:50.009 --> 00:19:53.329
with my partner, Jen Glockow. And it's a pretty lively show.
398
00:19:53.349 --> 00:19:54.990
We've had some really good guests. We're going to get
399
00:19:55.019 --> 00:19:58.099
a bunch more. I just have my friends come on,
400
00:19:58.299 --> 00:20:01.720
either other authors or writers or other experts. And we
401
00:20:01.759 --> 00:20:04.180
are going to do a show next week on ethics. Oh, nice.
402
00:20:05.759 --> 00:20:10.549
We have to. It's so bad. What's happening with Wells Fargo?
403
00:20:10.960 --> 00:20:14.150
Tip of the iceberg. But a typical day for me,
404
00:20:14.369 --> 00:20:16.470
if I'm in my office, I'm going to talk to
405
00:20:16.509 --> 00:20:19.069
customers on the phone. I'm going to write. I'm going
406
00:20:19.089 --> 00:20:22.250
to shoot video. If I'm on the road, I'm going
407
00:20:22.269 --> 00:20:24.710
to write. And I'm going to do a seminar for
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00:20:24.730 --> 00:20:27.440
some company or have some kind of business meeting. I
409
00:20:27.460 --> 00:20:29.079
have an office in New York City and an office
410
00:20:29.140 --> 00:20:32.420
in Charlotte. So I'm back and forth. Sometimes I'm talking
411
00:20:32.460 --> 00:20:35.839
to publishers. Sometimes I'm talking to customers. Sometimes I'm giving
412
00:20:35.900 --> 00:20:37.140
a seminar. Depends.
413
00:20:38.140 --> 00:20:43.019
So how many speeches, keynotes, seminars are you doing a year?
414
00:20:44.640 --> 00:20:46.640
It depends on the political party in power.
415
00:20:48.339 --> 00:20:48.799
What do you mean?
416
00:20:49.640 --> 00:20:53.509
Republicans are better for business. How so? I don't know.
417
00:20:53.690 --> 00:20:56.309
They just are. I've done more with Republicans in office
418
00:20:56.329 --> 00:21:00.299
than Democrats in office. So I'll do maybe 100 a year,
419
00:21:00.299 --> 00:21:02.559
100 a year if it's a Republican, 75 a year
420
00:21:02.700 --> 00:21:03.700
if it's a Democrat.
421
00:21:03.720 --> 00:21:06.119
So for the last eight years, you've been about 75
422
00:21:06.119 --> 00:21:06.339
a year?
423
00:21:07.019 --> 00:21:07.200
Yep.
424
00:21:07.759 --> 00:21:11.660
Wow. Is there a reason behind that?
425
00:21:12.480 --> 00:21:14.640
Well, the economy blew for a long time.
426
00:21:15.140 --> 00:21:17.140
Yeah. It's okay now though, I mean.
427
00:21:18.049 --> 00:21:20.109
It's better. It's certainly not recovered.
428
00:21:20.750 --> 00:21:21.190
Interesting.
429
00:21:21.210 --> 00:21:22.309
Yeah.
430
00:21:23.109 --> 00:21:23.369
Wow.
431
00:21:23.569 --> 00:21:23.650
Okay.
432
00:21:23.670 --> 00:21:23.829
Okay.
433
00:21:24.369 --> 00:21:27.569
And I don't mean to make a political statement. My
434
00:21:27.609 --> 00:21:31.710
political philosophy is don't reelect anybody. And that way you
435
00:21:31.730 --> 00:21:33.269
get a new bunch of people and they have no
436
00:21:33.349 --> 00:21:33.880
extra grant.
437
00:21:35.539 --> 00:21:37.420
Interesting. Okay.
438
00:21:37.519 --> 00:21:41.099
I have a question about I get emails I think
439
00:21:41.220 --> 00:21:46.579
frequently from people who are either interviewing or they've already
440
00:21:46.640 --> 00:21:50.089
made that initial jump from being an individual sales contributor
441
00:21:50.130 --> 00:21:54.410
to then leading others, leading their own teams. And I'm curious,
442
00:21:54.529 --> 00:21:57.289
what advice do you give to the people who are
443
00:21:57.329 --> 00:21:58.170
making that jump?
444
00:21:59.490 --> 00:22:03.759
Take leadership training or don't make the jump. Make your
445
00:22:03.819 --> 00:22:07.619
company pay for training as a leader, as a manager,
446
00:22:08.160 --> 00:22:10.200
so that you don't go into the job as a
447
00:22:10.240 --> 00:22:17.039
great salesperson turned manager. Because they almost always fail. And
448
00:22:17.240 --> 00:22:18.920
they think they can do it. But in the end,
449
00:22:18.940 --> 00:22:21.880
then there's politics. They don't know how to deal with people.
450
00:22:21.940 --> 00:22:25.240
They've never led people, managed people before. You have to
451
00:22:25.420 --> 00:22:30.279
take managerial leadership courses in order to be able to
452
00:22:30.700 --> 00:22:34.200
lead your team. And you have to be able to
453
00:22:34.220 --> 00:22:37.859
make a sale when your salesperson cannot. You have to
454
00:22:37.880 --> 00:22:41.180
be able to go into somebody's office that they can't close,
455
00:22:41.900 --> 00:22:45.069
sit down, close the guy, walk away, hand the commission
456
00:22:45.089 --> 00:22:48.019
to your salespeople and go, Next time, you can do
457
00:22:48.059 --> 00:22:49.819
it by yourself. Yeah.
458
00:22:50.740 --> 00:22:53.170
Why do you think a lot of places, a lot
459
00:22:53.190 --> 00:22:55.710
of companies, I hear this is very common, that the
460
00:22:55.809 --> 00:22:59.430
further you move up in the company, the less training
461
00:22:59.589 --> 00:23:01.589
you have? It's kind of forced on you to do
462
00:23:01.609 --> 00:23:01.970
it yourself.
463
00:23:02.049 --> 00:23:04.190
Why is that? That seems so backwards to me.
464
00:23:04.950 --> 00:23:09.109
It's totally backwards. I don't understand it at all. Many
465
00:23:09.130 --> 00:23:12.359
of my customers don't. I make the leaders take the
466
00:23:12.400 --> 00:23:14.279
training so that when they're talking to other people, they
467
00:23:14.299 --> 00:23:17.450
can talk about it. Like I don't want to sell
468
00:23:17.549 --> 00:23:22.230
my GittimerLearningAcademy.com. I don't want to sell that to a
469
00:23:22.269 --> 00:23:26.390
company without their leader taking it as well. Why is
470
00:23:26.430 --> 00:23:28.240
he or she above the people that are out there
471
00:23:28.259 --> 00:23:32.299
making all the money for them? You know, the sales
472
00:23:32.319 --> 00:23:35.240
guy makes the money. Yeah, I'll tell you something interesting.
473
00:23:36.430 --> 00:23:38.769
If you've ever watched one of those business shows where
474
00:23:38.789 --> 00:23:42.430
the CEO comes on and he's talking to CNN money
475
00:23:42.490 --> 00:23:46.839
or Lou Dobbs or whatever, they never thank the salesperson.
476
00:23:49.000 --> 00:23:52.460
The sales guy's out there busting his balls so that
477
00:23:52.500 --> 00:23:55.700
the CEO can take a limo from the airport to
478
00:23:55.720 --> 00:23:58.420
the studio. And there's no thanks.
479
00:23:58.440 --> 00:24:01.190
Ever. Ever.
480
00:24:03.720 --> 00:24:05.730
That kind of pisses me off. I want to thank
481
00:24:05.769 --> 00:24:07.730
my sales guys because without them, I wouldn't be here.
482
00:24:09.329 --> 00:24:11.269
What's your team look like?
483
00:24:13.130 --> 00:24:17.160
My team? It's a bunch of has-beens that hardly get
484
00:24:17.200 --> 00:24:20.400
up in the morning. I have people that are on fire.
485
00:24:21.259 --> 00:24:24.400
They love to learn. They watch my stuff. They do
486
00:24:24.420 --> 00:24:28.269
their own stuff. They're happy people. They go make sales.
487
00:24:29.140 --> 00:24:30.599
I was going to say because like– We're a very
488
00:24:30.640 --> 00:24:33.740
sales-oriented company. But I'll tell you, most of the people
489
00:24:34.140 --> 00:24:36.450
who I've done business with over the past 25 years,
490
00:24:36.930 --> 00:24:37.529
they buy.
491
00:24:37.549 --> 00:24:38.990
Yeah.
492
00:24:39.170 --> 00:24:42.069
All the speeches that– I've given 2,500 speeches in the
493
00:24:42.130 --> 00:24:45.009
last 20 years. I've never made a sales call to
494
00:24:45.029 --> 00:24:46.410
give a speech ever.
495
00:24:48.430 --> 00:24:48.529
Hmm.
496
00:24:49.329 --> 00:24:51.450
I don't have a lot of marketing postcards. I don't
497
00:24:51.490 --> 00:24:54.549
call speakers, bureaus. I don't do jack. They just call
498
00:24:54.609 --> 00:24:57.430
up and go, hey, can you speak on April the 15th?
499
00:24:57.809 --> 00:24:58.250
I go, sure.
500
00:24:58.750 --> 00:25:00.750
What do you– like if you do a one-hour keynote,
501
00:25:00.789 --> 00:25:02.890
is that a regular thing or are they mainly seminars
502
00:25:02.910 --> 00:25:03.519
where you teach after?
503
00:25:03.690 --> 00:25:07.059
Everything that I do is customized for the customer. Okay.
504
00:25:07.400 --> 00:25:11.019
Every single thing, whether I'm going to Ohio University and
505
00:25:11.119 --> 00:25:16.259
speaking to the sponsors of the sales class or I'm
506
00:25:16.299 --> 00:25:20.440
talking to one of my Fortune 500 companies. The guy
507
00:25:20.480 --> 00:25:23.460
selling tractors wants to know about tractors. The guy selling
508
00:25:23.500 --> 00:25:26.039
life insurance wants to know about life insurance. If I'm
509
00:25:26.079 --> 00:25:29.640
not well-versed enough to be able to speak their language
510
00:25:29.680 --> 00:25:32.759
to them, I won't have any attraction. I won't have
511
00:25:32.779 --> 00:25:37.099
any connection. So I spend hours customizing my talks.
512
00:25:38.029 --> 00:25:38.529
Interesting.
513
00:25:39.119 --> 00:25:43.430
So what– How do you– I'm thinking from a business perspective.
514
00:25:43.450 --> 00:25:44.990
We're going back into the sales stuff here in a second.
515
00:25:45.009 --> 00:25:48.019
But from a business perspective, how many streams of revenue
516
00:25:48.039 --> 00:25:50.519
do you have and what percentages come from each stream?
517
00:25:50.619 --> 00:25:51.700
Like the percentage total.
518
00:25:52.920 --> 00:25:53.759
It's a secret.
519
00:25:55.299 --> 00:25:57.299
That's why you come on the podcast though to share it.
520
00:25:58.259 --> 00:25:59.140
It's a secret.
521
00:25:59.859 --> 00:26:02.369
I have several different– I earn money from books. I
522
00:26:02.390 --> 00:26:06.630
earn money from seminars. I certainly earn money from my
523
00:26:06.890 --> 00:26:11.369
online learning academy. And those are my major streams of income.
524
00:26:12.029 --> 00:26:16.230
So the speaking going out 100 times a year, though,
525
00:26:16.269 --> 00:26:17.450
or 75 times for the.
526
00:26:17.390 --> 00:26:19.170
Last eight years. But one breeds the other.
527
00:26:19.450 --> 00:26:20.809
I got you.
528
00:26:21.529 --> 00:26:23.880
The customer who hires me to speak will buy books
529
00:26:24.440 --> 00:26:27.240
and will buy long-term training. The guy that buys my
530
00:26:27.259 --> 00:26:29.119
long-term training says, hey, we're having a sales meeting. Do
531
00:26:29.160 --> 00:26:29.819
you want to show up?
532
00:26:30.200 --> 00:26:30.940
Yeah.
533
00:26:31.000 --> 00:26:34.019
That's what happens. One breeds the other. They're all interactive.
534
00:26:34.039 --> 00:26:34.140
Yeah.
535
00:26:35.400 --> 00:26:38.400
You say people don't like to be sold, but they
536
00:26:38.500 --> 00:26:40.009
like to buy.
537
00:26:41.690 --> 00:26:44.710
People don't like to be sold, but they love to buy.
538
00:26:45.569 --> 00:26:47.400
People don't like to be sold, but they love to buy.
539
00:26:47.410 --> 00:26:52.049
I've trademarked that phrase.
540
00:26:52.970 --> 00:26:56.069
What's the keys to getting, let's think of the new
541
00:26:56.130 --> 00:26:59.700
salesperson right now. What are the keys to getting somebody
542
00:26:59.720 --> 00:27:02.960
in the position to want to buy from you?
543
00:27:04.210 --> 00:27:11.769
Let's talk about one of the most controversial sales people
544
00:27:12.569 --> 00:27:17.789
in the world. The car sales guy. You walk into
545
00:27:17.829 --> 00:27:19.430
a car dealership. Do you know what you're known as
546
00:27:19.450 --> 00:27:20.059
when you walk in?
547
00:27:20.519 --> 00:27:20.890
What's that?
548
00:27:21.880 --> 00:27:24.380
An UP. You're known as an UP.
549
00:27:25.039 --> 00:27:25.720
Is that an acronym?
550
00:27:28.079 --> 00:27:28.700
No, it's not.
551
00:27:28.759 --> 00:27:29.480
What does UP mean?
552
00:27:30.430 --> 00:27:33.769
Up means who's up. It started out with the guys
553
00:27:33.930 --> 00:27:37.650
rotating and the sales manager said, hey, you're up. And
554
00:27:37.690 --> 00:27:39.880
so they became known over the years as an up.
555
00:27:39.900 --> 00:27:40.339
Okay.
556
00:27:40.359 --> 00:27:45.079
Okay. Now that guy, that car sales guy, were you
557
00:27:45.240 --> 00:27:46.819
looking for a new car today? Did you want to
558
00:27:46.859 --> 00:27:49.019
lease or buy today? Do you have a trade-in today?
559
00:27:49.059 --> 00:27:50.099
What's your budget today?
560
00:27:50.319 --> 00:27:50.500
Yeah.
561
00:27:50.779 --> 00:27:53.200
Now the customer has already done research. They have a
562
00:27:53.220 --> 00:27:57.009
piece of paper in their pocket. But the salesperson is
563
00:27:57.029 --> 00:28:00.069
so stupid that they think the customer is stupid and
564
00:28:00.690 --> 00:28:02.009
And they treat them stupid.
565
00:28:03.630 --> 00:28:04.910
True? Yeah.
566
00:28:05.170 --> 00:28:08.210
So if you walked into my car dealership, I would say,
567
00:28:08.509 --> 00:28:11.700
what's your favorite car in the showroom right now? And
568
00:28:11.720 --> 00:28:13.940
they would point at the car, probably the one they want.
569
00:28:14.579 --> 00:28:18.019
And I'd say, have you ever driven it? And they go, no. Well,
570
00:28:18.059 --> 00:28:20.099
here's the keys. Take it for a ride. Come back.
571
00:28:20.140 --> 00:28:24.589
Tell me what you think. That's it. That's engagement. Yeah.
572
00:28:25.930 --> 00:28:28.750
It's tactile engagement. Maybe I go with the guy. Do
573
00:28:28.769 --> 00:28:29.670
you want me to go with you? Do you want
574
00:28:29.690 --> 00:28:31.970
to go by yourself? If you're going by the Krispy Kreme,
575
00:28:31.990 --> 00:28:33.670
would you mind bringing me back a couple of donuts
576
00:28:33.750 --> 00:28:34.589
and some chocolate milk?
577
00:28:37.009 --> 00:28:40.109
So why– But they're.
578
00:28:39.970 --> 00:28:42.130
Not having any fun. They're all pissed off. They all
579
00:28:42.170 --> 00:28:44.910
got quotas. They got a– sales manager's got the foot
580
00:28:44.950 --> 00:28:49.190
up their ass to get the next car sold for Friday.
581
00:28:49.329 --> 00:28:49.690
I don't know.
582
00:28:49.730 --> 00:28:51.309
I may have bought a few cars. It doesn't seem
583
00:28:51.349 --> 00:28:52.869
like that enjoyable of a job.
584
00:28:53.440 --> 00:28:53.940
It's not.
585
00:28:54.819 --> 00:28:56.099
Because they don't make it.
586
00:28:56.079 --> 00:28:59.640
An enjoyable job. It's a piece of shit job because
587
00:28:59.680 --> 00:29:02.470
the way they structure the thing is crappy.
588
00:29:03.210 --> 00:29:05.490
How could you fix that?
589
00:29:06.069 --> 00:29:07.210
By making it fun.
590
00:29:07.230 --> 00:29:09.289
Yeah, how would you make it fun? The industry of
591
00:29:09.390 --> 00:29:12.450
selling cars. Because I know the margins are so slim
592
00:29:12.490 --> 00:29:13.450
depending on new cars.
593
00:29:13.470 --> 00:29:15.230
They're not that slim. Don't kid yourself.
594
00:29:15.849 --> 00:29:18.109
I guess that's what I've heard. Yeah, right.
595
00:29:18.150 --> 00:29:19.519
Of course. That's what they want you to think.
596
00:29:19.690 --> 00:29:22.400
Not necessarily from a sales guy, but just from... I
597
00:29:22.430 --> 00:29:25.299
guess overlooking the industry or interviewing people who used to
598
00:29:25.339 --> 00:29:28.160
be in car sales to work in other jobs saying,
599
00:29:28.579 --> 00:29:30.980
you know, we hardly get any commission for you.
600
00:29:31.000 --> 00:29:32.279
They get it on financing.
601
00:29:32.319 --> 00:29:35.000
That's because they suck. They left because they suck.
602
00:29:35.019 --> 00:29:36.039
Do you know Joe Girard?
603
00:29:37.160 --> 00:29:38.240
I don't know him personally, no.
604
00:29:38.359 --> 00:29:40.759
But do you know of Joe Girard? Yes, I do.
605
00:29:41.279 --> 00:29:44.920
He's like the greatest car salesperson of all time, correct?
606
00:29:44.980 --> 00:29:45.740
He claims to be.
607
00:29:46.339 --> 00:29:48.759
I thought it was audited. Wasn't he professionally audited?
608
00:29:48.779 --> 00:29:51.049
I have no idea. I don't know. I didn't look
609
00:29:51.069 --> 00:29:51.549
at the numbers.
610
00:29:52.289 --> 00:29:54.130
I've read that about him, and I think his whole
611
00:29:54.690 --> 00:29:58.369
thought process from what I've read from his work, people
612
00:29:58.390 --> 00:30:01.450
can look up Joe Girard. And he sold cars one
613
00:30:01.490 --> 00:30:03.930
at a time, not like in fleets or anything like that.
614
00:30:03.990 --> 00:30:05.609
He just said, I hope you.
615
00:30:05.509 --> 00:30:07.609
Get a lemon, meaning I hope you get a bad car.
616
00:30:07.650 --> 00:30:10.829
Because then that's when I come in to show you
617
00:30:10.849 --> 00:30:13.359
I'm going to differentiate myself based on service.
618
00:30:13.380 --> 00:30:13.990
I'm going to do such a.
619
00:30:13.970 --> 00:30:16.079
Good job that you're going to refer me to all
620
00:30:16.099 --> 00:30:17.619
of your friends and all your family. And you're going
621
00:30:17.640 --> 00:30:19.359
to continually come back. And that's how he became.
622
00:30:19.380 --> 00:30:23.039
Now, think about this for just a second. Yep. Name
623
00:30:23.079 --> 00:30:27.339
another car salesman. Besides maybe Lee Iacocca.
624
00:30:27.480 --> 00:30:27.640
Yeah.
625
00:30:27.900 --> 00:30:30.529
You know, because he brought back Chrysler and said he
626
00:30:30.589 --> 00:30:35.509
invented the rebate. Buy a car, get a check. And
627
00:30:35.569 --> 00:30:40.150
it revived Chrysler. Literally, that one idea revived Chrysler. But
628
00:30:40.190 --> 00:30:42.559
you can't think of the next. Who's the next greatest
629
00:30:42.599 --> 00:30:43.240
car salesman?
630
00:30:43.440 --> 00:30:44.839
No idea. Right.
631
00:30:44.920 --> 00:30:48.819
How many car salesmen are there? Hundreds of thousands.
632
00:30:48.859 --> 00:30:50.200
Tons. Tons. Yes.
633
00:30:50.440 --> 00:30:53.630
So if there's only one guy that stands out, I
634
00:30:53.670 --> 00:30:54.630
think you got a problem.
635
00:30:55.289 --> 00:30:56.190
Yeah. Yeah.
636
00:30:57.079 --> 00:30:59.259
Tesla will change the way cars are sold.
637
00:30:59.940 --> 00:31:03.259
Well you can go online and buy them yeah yeah
638
00:31:03.299 --> 00:31:03.859
put it they.
639
00:31:03.740 --> 00:31:06.829
Buy them online yeah here's the price hit the buy
640
00:31:06.869 --> 00:31:07.589
now button.
641
00:31:08.029 --> 00:31:10.829
Yeah did you see that elon musk email he sent
642
00:31:10.890 --> 00:31:14.109
out to his whole company whole tesla when he found
643
00:31:14.190 --> 00:31:16.269
out that a few people were discounting the cars and
644
00:31:16.750 --> 00:31:19.799
it was an incredible letter basically stating like that will
645
00:31:19.880 --> 00:31:21.980
never happen for anybody no matter what like when he
646
00:31:22.140 --> 00:31:24.900
when he gets a tesla himself he pays full price
647
00:31:24.940 --> 00:31:27.819
his family pays full price his friends pay Celebrities pay
648
00:31:27.859 --> 00:31:31.029
full price. I thought it was just an incredible, I
649
00:31:31.160 --> 00:31:35.430
guess thinking from an ethical or just an ideological, he's
650
00:31:35.450 --> 00:31:38.049
saying we do not discount our cars. We never will
651
00:31:38.089 --> 00:31:40.690
for anybody. And if it happens at all, that's a
652
00:31:40.730 --> 00:31:41.269
big problem.
653
00:31:42.910 --> 00:31:47.660
Exactly. He has a standard. You can say whatever you
654
00:31:47.700 --> 00:31:52.119
want about ethics, but Tesla is setting a standard. And
655
00:31:52.640 --> 00:31:55.079
they're going to set the standard for the entire industry.
656
00:31:55.099 --> 00:31:57.809
And if you don't think they're doing well, All the
657
00:31:57.829 --> 00:31:59.589
other car companies are trying to take him to court
658
00:31:59.910 --> 00:32:05.009
to stop what he's doing. Once General Motors hits the
659
00:32:05.049 --> 00:32:07.430
buy now button, once they put it on their website,
660
00:32:07.799 --> 00:32:10.460
every car salesperson in America selling a Chevy will lose
661
00:32:10.480 --> 00:32:11.319
their job in an hour.
662
00:32:11.339 --> 00:32:14.539
I don't know if that's good or bad.
663
00:32:15.420 --> 00:32:16.720
I don't know whether it's good or bad either, but
664
00:32:16.740 --> 00:32:19.859
they've been pissing customers off for a century. Isn't that enough?
665
00:32:20.569 --> 00:32:23.390
What cars have you purchased recently?
666
00:32:24.059 --> 00:32:25.339
I buy Lexus. Lexus.
667
00:32:25.460 --> 00:32:28.099
I buy Hendrick Lexus of Charlotte. Do you like the service?
668
00:32:28.920 --> 00:32:30.880
I like the service. I like the people. I like
669
00:32:30.900 --> 00:32:33.759
the car. Okay. HendrickLexusOfCharlotte.com.
670
00:32:34.220 --> 00:32:35.200
Nice. You gave him a little plug.
671
00:32:35.240 --> 00:32:36.319
You can buy them online.
672
00:32:36.339 --> 00:32:37.759
Do you buy them online?
673
00:32:38.640 --> 00:32:38.839
No.
674
00:32:38.920 --> 00:32:40.359
I go to the place.
675
00:32:40.619 --> 00:32:42.640
I've known the people for 20-something years. How are their
676
00:32:42.680 --> 00:32:43.180
sales guys?
677
00:32:44.650 --> 00:32:45.150
I train them.
678
00:32:45.789 --> 00:32:50.740
Oh, okay. Well, that makes sense. So they're the best,
679
00:32:50.819 --> 00:32:51.640
I'm guessing, right?
680
00:32:52.460 --> 00:32:54.339
Well, that didn't start out that way.
681
00:32:54.599 --> 00:32:54.819
Right.
682
00:32:55.960 --> 00:32:58.269
But I've been driving the car. They service the car.
683
00:32:58.329 --> 00:33:02.910
They're friendly. They're nice. They get it done. They're not inexpensive,
684
00:33:02.950 --> 00:33:05.750
but I don't really care. I want it done right.
685
00:33:06.410 --> 00:33:09.299
They'll inspect the car. They'll fix whatever's wrong with it.
686
00:33:09.369 --> 00:33:14.150
I'm a happy guy. I highly recommend them to anybody.
687
00:33:14.450 --> 00:33:19.130
Yeah. So you, page 136, little red book. I don't
688
00:33:19.589 --> 00:33:21.250
know if you're pulling it up, but you say.
689
00:33:21.289 --> 00:33:28.339
Use creativity to differentiate and dominate. Can you expand on that,
690
00:33:28.380 --> 00:33:31.500
maybe share a story or reinforce that?
691
00:33:31.519 --> 00:33:36.839
So let's say you're selling bags of seeds to farmers
692
00:33:37.339 --> 00:33:40.759
and they're planting corn with it. And it's $ 1. 89 a
693
00:33:40.779 --> 00:33:41.240
pound or $ 2.
694
00:33:41.140 --> 00:33:41.359
21 a pound.
695
00:33:45.859 --> 00:33:48.680
How do you differentiate yourself from your competitor who claims
696
00:33:48.720 --> 00:33:52.440
they have the best seed? Don't they both have seed?
697
00:33:53.940 --> 00:33:57.519
It's almost a commodity, isn't it? So I tell my
698
00:33:57.579 --> 00:34:00.859
customers to have a business card printed on a bag
699
00:34:00.900 --> 00:34:05.000
of seeds. You know, like those $ 0. 39 or $ 1. 29 seeds
700
00:34:05.200 --> 00:34:09.320
you get at the hardware store in the spring. And
701
00:34:09.360 --> 00:34:12.179
you make them all different kinds of vegetables. And the
702
00:34:12.219 --> 00:34:15.250
sales guy goes to the farmer's house and gives the
703
00:34:15.289 --> 00:34:21.500
farmer's wife a bunch of seeds for the year. Now,
704
00:34:21.579 --> 00:34:24.099
what do you think those people think about every single
705
00:34:24.159 --> 00:34:25.360
time they're eating dinner?
706
00:34:26.079 --> 00:34:26.280
You.
707
00:34:27.519 --> 00:34:29.099
Bingo. For how much money?
708
00:34:30.070 --> 00:34:30.510
Not much.
709
00:34:31.309 --> 00:34:38.230
Right. Under $ 20, guaranteed. So it's a real small thing,
710
00:34:38.750 --> 00:34:40.369
but wouldn't it be great if you could have a
711
00:34:40.389 --> 00:34:44.099
business card that was actually your product? Yeah, exactly. Exactly.
712
00:34:44.590 --> 00:34:45.989
Makes me think a little bit of a guy by
713
00:34:46.010 --> 00:34:48.269
the name of John Rulon, become a good friend of mine,
714
00:34:48.289 --> 00:34:51.389
been on this podcast twice. He differentiates himself by the
715
00:34:51.429 --> 00:34:54.550
way he says thank you from a gifting perspective. Always
716
00:34:54.610 --> 00:34:57.659
makes it about the other person doesn't send out anything
717
00:34:57.679 --> 00:34:59.860
with his own logo, but he always puts the person
718
00:34:59.900 --> 00:35:02.780
he's thanking's logo on whatever it is, whether it's a knife,
719
00:35:02.820 --> 00:35:06.119
a bag, a metal card, which are some things that
720
00:35:06.159 --> 00:35:09.559
I've done, modeled because of him. How do you say
721
00:35:09.619 --> 00:35:11.179
thank you to your customers?
722
00:35:12.039 --> 00:35:16.389
I call John Rulon. Do you use John? Are you serious?
723
00:35:17.090 --> 00:35:17.530
Oh, wow.
724
00:35:17.590 --> 00:35:18.849
I didn't even realize that. No.
725
00:35:19.130 --> 00:35:22.090
John Rulon and I have been friends for more than
726
00:35:22.130 --> 00:35:26.309
a decade. Wow. I met him at a seminar in
727
00:35:26.429 --> 00:35:30.710
Minnesota or Wisconsin somewhere. We hung out for a while.
728
00:35:30.840 --> 00:35:33.400
You know, I've got him a couple of professional sports teams.
729
00:35:33.460 --> 00:35:36.800
I got him a major meat producer. You know, I
730
00:35:37.219 --> 00:35:42.179
think about John. He's a good guy from his heart.
731
00:35:42.440 --> 00:35:42.780
Yeah.
732
00:35:42.820 --> 00:35:45.300
He's not a fake guy. He's a real good guy.
733
00:35:45.599 --> 00:35:45.739
Yeah.
734
00:35:46.019 --> 00:35:48.929
It's what a, what a small world. Yeah.
735
00:35:49.239 --> 00:35:51.050
Here we wait. No, no. Here we are in your
736
00:35:51.090 --> 00:35:55.530
blog on your podcast and we're talking about John Rulon. Yeah, man.
737
00:35:55.570 --> 00:35:56.090
Good for him.
738
00:35:56.130 --> 00:35:58.309
So evidently he's made an impact, correct?
739
00:35:58.590 --> 00:36:01.739
Huge. He's done some incredible things for me personally.
740
00:36:01.760 --> 00:36:06.789
Uh, and I've certainly then gone on to, um, say
741
00:36:06.849 --> 00:36:10.969
thank you in unique ways based on some advice from
742
00:36:11.030 --> 00:36:15.050
him and the behavior he's modeled towards me. The first
743
00:36:15.090 --> 00:36:17.300
time he came on my podcast, you know, literally I
744
00:36:17.300 --> 00:36:20.480
think it was two days later, you know, normally I
745
00:36:20.539 --> 00:36:22.699
send out some sort of thank you that I try
746
00:36:22.739 --> 00:36:26.880
to personalize for them. And, uh, he, he had sent
747
00:36:26.920 --> 00:36:31.059
me personalized knives, uh, with mine and my wife's name
748
00:36:31.239 --> 00:36:34.860
on them. And they got here literally two days after
749
00:36:34.900 --> 00:36:37.699
we recorded it. It was before I even released it.
750
00:36:37.739 --> 00:36:40.159
So just an incredible guy. And I'm glad he gets
751
00:36:40.179 --> 00:36:40.579
the pub.
752
00:36:40.719 --> 00:36:41.969
He deserves it. He's the best.
753
00:36:42.800 --> 00:36:45.070
One more question for you, or maybe a couple more,
754
00:36:45.110 --> 00:36:48.510
but real quick. I'm thinking of, and I know I'm
755
00:36:48.550 --> 00:36:50.429
bouncing around, but I want to get your advice on
756
00:36:50.469 --> 00:36:53.090
this because a lot of people do this. So let's
757
00:36:53.130 --> 00:36:55.800
say you are already in a leadership role. You're a
758
00:36:55.860 --> 00:36:58.179
sales leader, whether you're a manager, you're a VP, whatever
759
00:36:58.199 --> 00:37:00.849
it may be. and you've done a great job, a
760
00:37:00.889 --> 00:37:04.699
good enough job to where you've been recruited by another company,
761
00:37:05.599 --> 00:37:07.519
and the company that has recruited you is in a
762
00:37:07.559 --> 00:37:10.659
completely different industry than you're currently in, meaning you don't
763
00:37:10.679 --> 00:37:12.800
know anything about the products, you don't know anything about
764
00:37:12.820 --> 00:37:16.630
the industry, but it appears to be a phenomenal opportunity,
765
00:37:16.710 --> 00:37:19.510
and you go and you take it. How do you
766
00:37:19.610 --> 00:37:24.469
advise people in those jobs, those leadership roles, when they're
767
00:37:24.510 --> 00:37:27.130
first day on the job, they know less about than
768
00:37:27.349 --> 00:37:29.989
every single person who works for them, which can be
769
00:37:30.070 --> 00:37:32.360
kind of an intimidating spot to be in.
770
00:37:32.400 --> 00:37:33.460
How do you, what advice do you give?
771
00:37:33.480 --> 00:37:35.400
I'm going to give you the answer, whether you're a
772
00:37:35.440 --> 00:37:38.039
salesperson in a new job, in a new career, or
773
00:37:38.260 --> 00:37:40.340
even in a job where you know what's going on,
774
00:37:40.960 --> 00:37:43.760
or you're a sales leader in a new career, or
775
00:37:43.800 --> 00:37:46.269
you know what's going on. The first thing you do
776
00:37:47.210 --> 00:37:50.130
is you do nothing with the people that are there.
777
00:37:50.969 --> 00:37:56.170
You go visit a dozen customers. your best customers, you
778
00:37:56.210 --> 00:38:00.829
find out why they buy, how they value. So you
779
00:38:00.929 --> 00:38:05.989
immediately become at least a decent authority on what's really
780
00:38:06.050 --> 00:38:11.039
happening out in the customer's world, the only world that matters.
781
00:38:12.980 --> 00:38:15.300
So whether you're a new salesperson or a new sales leader,
782
00:38:15.659 --> 00:38:17.940
the first thing, your best training is go to a
783
00:38:17.980 --> 00:38:20.860
customer's place of business and train there. Talk to them.
784
00:38:21.500 --> 00:38:24.480
Ask them. Work your product or your service there. Do
785
00:38:24.699 --> 00:38:27.480
anything that you can to get up to speed and
786
00:38:27.579 --> 00:38:29.420
take two weeks to do it.
787
00:38:30.239 --> 00:38:30.420
Yeah.
788
00:38:31.599 --> 00:38:32.000
Makes sense.
789
00:38:33.099 --> 00:38:39.269
Yeah, of course it makes sense. Thanks. I totally appreciate it, Ryan.
790
00:38:40.750 --> 00:38:44.030
Well, no, Jeffrey, thank you for being here. I really
791
00:38:44.110 --> 00:38:45.969
appreciate it. Are there any questions you wanted me to
792
00:38:46.110 --> 00:38:47.110
ask that I didn't ask you?
793
00:38:48.010 --> 00:38:50.250
No, I think we're pretty well. I would like to
794
00:38:50.309 --> 00:38:53.210
come back. And I would also like to, especially like
795
00:38:53.309 --> 00:38:55.070
after the election, to see what's going to happen with
796
00:38:55.130 --> 00:38:58.159
business in America. Okay. And what leaders are, you know,
797
00:38:58.199 --> 00:39:00.599
how's the new leader doing? Okay. And I would like
798
00:39:00.639 --> 00:39:03.679
to invite you on our podcast, Sell or Die. Talk
799
00:39:03.699 --> 00:39:06.860
to Jennifer, my partner and I, about what your leadership
800
00:39:06.920 --> 00:39:09.679
experience has been as an athlete.
801
00:39:10.159 --> 00:39:11.519
Yeah, let's do it.
802
00:39:11.539 --> 00:39:15.230
Because I think athletes make the best salespeople on the planet.
803
00:39:16.070 --> 00:39:19.699
They're dedicated. They're fit. They're coachable. Have you stayed fit
804
00:39:19.739 --> 00:39:20.360
since college?
805
00:39:20.940 --> 00:39:22.800
Actually, I think I'm in better shape than I was
806
00:39:22.840 --> 00:39:23.579
when I was in college.
807
00:39:24.320 --> 00:39:28.150
Cool. A lot of athletes are like that. They don't expand.
808
00:39:28.409 --> 00:39:31.599
Well, I mean, I've done like triathlons. and I don't
809
00:39:31.639 --> 00:39:33.599
get beat up anymore. Like when I played football, I
810
00:39:33.599 --> 00:39:36.800
was getting hit all the time. I played quarterback, and
811
00:39:36.820 --> 00:39:39.760
so you're getting beat up, and I don't get hit
812
00:39:39.800 --> 00:39:43.230
like that anymore. So I am able to do more
813
00:39:43.269 --> 00:39:45.849
work in the water when I swim, when I run,
814
00:39:45.869 --> 00:39:48.570
when I lift than I did when I was playing.
815
00:39:48.670 --> 00:39:48.909
Yeah.
816
00:39:49.300 --> 00:39:52.739
That's why I feel a lot better now. Cool. You
817
00:39:52.780 --> 00:39:53.059
can be.
818
00:39:53.079 --> 00:39:56.280
Proud of yourself. We should talk about how athletes make
819
00:39:56.300 --> 00:39:57.079
the best salespeople.
820
00:39:57.139 --> 00:39:59.219
I would love to. So that would be a topic
821
00:39:59.260 --> 00:39:59.719
on your show?
822
00:40:00.480 --> 00:40:00.949
You got it.
823
00:40:01.360 --> 00:40:02.360
Well, let's definitely do it.
824
00:40:02.449 --> 00:40:05.429
Doug will reach back out to you, and we'll get
825
00:40:05.449 --> 00:40:06.010
you on the show.
826
00:40:06.190 --> 00:40:06.909
Perfect. Cool?
827
00:40:06.989 --> 00:40:08.090
Yeah, man. I really appreciate it.
828
00:40:08.090 --> 00:40:10.449
Hey, it's a pleasure talking to you. Very well prepared.
829
00:40:10.469 --> 00:40:10.849
Thank you.
830
00:40:10.889 --> 00:40:12.329
And I totally respect what you've done.
831
00:40:12.510 --> 00:40:15.070
Thank you. Where would you send my listeners to learn
832
00:40:15.110 --> 00:40:15.949
more about you online?
833
00:40:16.659 --> 00:40:19.559
Well, obviously go to Gittimer.com, our website, which is going
834
00:40:19.579 --> 00:40:21.760
to relaunch in another couple of weeks. But for now,
835
00:40:22.199 --> 00:40:28.449
I'd like them to go to the GittimerLearningAcademy.com, GittimerLearningAcademy.com, and
836
00:40:28.489 --> 00:40:32.610
subscribe to my online learning for a year. The best
837
00:40:32.630 --> 00:40:34.349
thing to do is call our company, 704-333-1112, 704-333-1112, and
838
00:40:34.369 --> 00:40:45.719
talk to somebody because the listed price is, is $ 4, 900
839
00:40:44.239 --> 00:40:47.400
and we're, we're running a deal right now for nine 95,
840
00:40:47.400 --> 00:40:50.659
but I don't know what the promo code is. So
841
00:40:51.199 --> 00:40:53.639
just have somebody call. If anybody's interested, have them call
842
00:40:53.659 --> 00:40:55.039
the office and we'll honor the deal.
843
00:40:55.880 --> 00:40:58.260
Not, not, Oh, you go to iTunes, go to iTunes,
844
00:40:58.840 --> 00:40:59.679
go to iTunes and see.
845
00:40:59.699 --> 00:41:01.239
Yeah, man. Not, not a surprise that.
846
00:41:01.070 --> 00:41:07.079
You're, uh, as you would call it, the greatest sales
847
00:41:07.119 --> 00:41:09.059
guy in the world. You close it out by giving
848
00:41:09.139 --> 00:41:09.639
a phone.
849
00:41:09.840 --> 00:41:10.619
You give a phone number.
850
00:41:10.639 --> 00:41:12.380
It's the first phone number given on this show in
851
00:41:12.380 --> 00:41:14.960
175 plus episodes.
852
00:41:14.980 --> 00:41:15.559
So yeah, man.
853
00:41:15.760 --> 00:41:16.000
Nice.
854
00:41:16.139 --> 00:41:16.539
I love it.
855
00:41:17.280 --> 00:41:18.769
They have phones now. Yeah, I know.
856
00:41:18.909 --> 00:41:19.869
I know. I know.
857
00:41:20.030 --> 00:41:23.789
But thanks so much again, Jeffrey. I look forward to
858
00:41:24.030 --> 00:41:25.949
you coming back and then me going on your show.
859
00:41:26.030 --> 00:41:26.889
This will be a lot of fun, man.
860
00:41:26.909 --> 00:41:28.150
This is cool. You got it. All right.
861
00:41:28.190 --> 00:41:28.550
Thanks, Jeffrey.
862
00:41:28.570 --> 00:41:28.800
You got it.
863
00:41:30.280 --> 00:41:32.739
This episode of The Learning Leader Show is over, but
864
00:41:32.760 --> 00:41:34.940
we have plenty more to keep you locked in until
865
00:41:34.980 --> 00:41:39.489
next time. Head over to learningleadershow.com for more information and
866
00:41:39.530 --> 00:41:44.110
to request your favorite entrepreneur, CEO, world-class athlete, or anyone
867
00:41:44.170 --> 00:41:46.809
else that inspires you. You can also talk to Ryan
868
00:41:46.829 --> 00:41:50.150
directly by reaching out to him on Twitter at RyanHawk12.
869
00:41:50.690 --> 00:41:52.750
Thanks again, and we'll see you next time on The
870
00:41:52.789 --> 00:41:53.650
Learning Leader Show.