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AI Can’t Replace Skill, Process Still Closes | SOS Ep. 387

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WEBVTT 00:00:00.239 --> 00:00:06.000 The Surviving and Outside Sales podcast, hosted by Mike O'Kelly, presented by Sales Builder Academy. 00:00:06.240 --> 00:00:14.720 The goal is to survive in and promise all phases of outside sales, whether you're getting in, dominating, or getting out. 00:00:14.960 --> 00:00:16.480 Surviving Outside Sales. 00:00:29.280 --> 00:00:31.519 Welcome to the Surviving Outside Sales Podcast. 00:00:31.600 --> 00:00:33.039 I'm your host, Mike O'Kelly. 00:00:33.200 --> 00:00:35.840 Hey, this might sound like a broken record, but we're going to talk about process. 00:00:36.159 --> 00:00:37.359 We're going to talk about systems. 00:00:37.520 --> 00:00:39.039 We're going to talk about frameworks. 00:00:39.359 --> 00:00:44.719 So these are never going to, these are never going to not work. 00:00:44.799 --> 00:00:45.119 Okay. 00:00:45.359 --> 00:00:51.359 And the reason why is it's just, it's the exact same as I've used this analogy, building a house. 00:00:51.520 --> 00:00:51.840 Okay. 00:00:52.159 --> 00:00:56.240 You have to build your sales territory as if it were a business. 00:00:56.399 --> 00:00:58.399 And you build it as if it were a house. 00:00:58.640 --> 00:01:05.439 There has never, ever, ever in the history of the world been a house that started with building the roof first. 00:01:05.680 --> 00:01:08.959 You have to build the foundation, then you have to frame it out. 00:01:09.120 --> 00:01:11.040 Then you can start putting the roof on. 00:01:11.280 --> 00:01:14.719 There's a process in order for things to work. 00:01:15.200 --> 00:01:16.319 AI is fantastic. 00:01:16.480 --> 00:01:17.439 I absolutely love AI. 00:01:17.519 --> 00:01:20.640 I've told you that you should definitely be using AI in your. 00:01:21.280 --> 00:01:23.200 You should definitely be using AI in your business. 00:01:23.280 --> 00:01:28.719 You should definitely be using AI in your life, but it is not going to substitute skill. 00:01:28.959 --> 00:01:32.239 It is not going to substitute for your ability. 00:01:32.480 --> 00:01:34.159 You still have to work on your craft. 00:01:34.239 --> 00:01:35.760 You still have to develop your skills. 00:01:35.920 --> 00:01:38.480 You also need to build out your process. 00:01:38.719 --> 00:01:40.400 You need to have a process in place. 00:01:40.480 --> 00:01:43.840 You've got to have systems and you have to have frameworks. 00:01:45.200 --> 00:01:47.760 That's the boring of sales. 00:01:48.239 --> 00:01:50.159 Boring wins the day. 00:01:50.400 --> 00:01:57.840 Every top sales professional has processes, systems, and frameworks that they use for everything. 00:01:58.799 --> 00:02:06.319 The maybe 1% of people that are successful in sales might shoot from the hip or they vibe or they use their personality. 00:02:06.560 --> 00:02:10.159 For 99% of people, you do it the very boring way. 00:02:10.400 --> 00:02:25.039 Some of the top sales professionals that I know throughout my career are the most unassuming, quiet, introverted type people who ran unbelievable processes, systems, and frameworks. 00:02:26.159 --> 00:02:35.439 These are the things that the top sales professionals do and sometimes may not even know that they're doing it because they've learned it over the years. 00:02:35.599 --> 00:02:36.319 And you can do that. 00:02:36.479 --> 00:02:55.599 If you're in sales for 15 years, just by being in sales for 15 years, you probably have picked up a couple things and you're running an unbelievable onboarding process, an unbelievable sales process, an unbelievable retention process that you're not even aware that that's actually what you're doing. 00:02:56.800 --> 00:03:00.719 But for most sales professionals, you have to build it out. 00:03:01.120 --> 00:03:02.159 You have to build it out. 00:03:02.319 --> 00:03:04.479 You have to structure it for your business. 00:03:04.719 --> 00:03:09.919 You have to practice it so that it just becomes a part of you. 00:03:10.080 --> 00:03:14.960 There are so many things that I do still on a daily basis that I don't even think about. 00:03:15.120 --> 00:03:20.240 It's second nature, it's part of the DNA of who I am as a sales professional and as a business owner. 00:03:20.479 --> 00:03:21.680 I don't think about it. 00:03:21.840 --> 00:03:23.680 It's just part of who I am. 00:03:23.919 --> 00:03:40.159 And I've meticulously spent hundreds of thousands of hours over my career building out these processes, systems, frameworks, having my grand ideas, creating my goals, focusing on what I want to achieve. 00:03:40.400 --> 00:03:42.240 How do I want to show up to the clients? 00:03:42.400 --> 00:03:44.560 Have I been successful 100% of the time? 00:03:44.719 --> 00:03:45.919 Absolutely not. 00:03:46.879 --> 00:03:47.680 Absolutely not. 00:03:47.840 --> 00:03:53.759 In fact, I have failed in a lot of aspects, especially, especially in the coaching world. 00:03:53.919 --> 00:03:57.039 You know, at the beginning, I fell, I fell flat on my face. 00:03:57.680 --> 00:04:00.960 I remember the first client I had, his name was Diego. 00:04:01.280 --> 00:04:02.960 It was 2021. 00:04:03.120 --> 00:04:04.000 Or was it 22? 00:04:04.159 --> 00:04:05.360 Maybe it was 22. 00:04:05.840 --> 00:04:08.479 And I had nothing set up. 00:04:08.719 --> 00:04:09.680 He reached out to me. 00:04:09.840 --> 00:04:12.000 I'd done the podcast and he reached out to me. 00:04:12.080 --> 00:04:14.240 And I hadn't didn't have my website ready to go. 00:04:14.400 --> 00:04:17.120 I didn't have my online portal for courses. 00:04:17.360 --> 00:04:20.240 And he did a meeting with me and said, I want to hire you. 00:04:20.399 --> 00:04:21.439 What's your cost? 00:04:21.680 --> 00:04:24.160 At that moment, I really hadn't even thought about it. 00:04:25.279 --> 00:04:27.759 I hadn't thought about what I was going to charge. 00:04:28.000 --> 00:04:29.360 And we started working together. 00:04:29.439 --> 00:04:34.240 And then I got my next client, I got my
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next client, and I got my next client, and I started to figure things out. 00:04:34.399 --> 00:04:37.839 I then hired, you know, people who were smarter than me who've been doing this. 00:04:37.920 --> 00:04:38.639 They helped me. 00:04:38.800 --> 00:04:40.000 I started building my skill. 00:04:40.079 --> 00:04:40.639 I started growing. 00:04:40.800 --> 00:04:42.079 I started doing this and that. 00:04:42.240 --> 00:04:45.120 And that's the process that it takes. 00:04:46.720 --> 00:04:50.879 You have to go through the development of everything. 00:04:51.600 --> 00:04:56.480 AI is a tool, just like a CRM is a tool. 00:04:56.639 --> 00:05:00.160 Now, I think they're in different levels, but AI is a tool. 00:05:00.399 --> 00:05:10.319 If you don't know what you don't know, it's going to be very difficult, even with AI, even with the best prompts in the world, to develop that skill. 00:05:11.120 --> 00:05:12.000 Can it be done? 00:05:12.240 --> 00:05:13.279 Possibly. 00:05:15.199 --> 00:05:20.240 But you're still going to have to have the requisite skill. 00:05:20.480 --> 00:05:22.480 You have to build your knowledge base. 00:05:22.639 --> 00:05:25.279 You can't rely on technology for your knowledge. 00:05:25.519 --> 00:05:53.759 Because when push comes to shove, I'm telling you, if you are in front of somebody and you don't 100% know what you're talking about, experienced business professionals, i.e., the people that you're trying to sell to, because most outside salespeople, you're selling to someone who's older than you, who's been in business for multiple decades, and the bullshit reader is pretty high. 00:05:54.399 --> 00:05:57.920 The BS, you can see it a mile away. 00:05:59.120 --> 00:06:03.600 I don't hold reps that try to sell me things. 00:06:03.839 --> 00:06:09.519 I don't hold them to a higher standard, but they have to be honest with where they are. 00:06:10.000 --> 00:06:11.040 They have to be honest. 00:06:11.199 --> 00:06:14.480 They can't try to sound more intelligent than they are. 00:06:15.120 --> 00:06:19.360 They can't try to dodge any tough questions. 00:06:20.480 --> 00:06:22.879 And they have to come across the exact same way. 00:06:23.040 --> 00:06:24.639 Again, with a process. 00:06:25.040 --> 00:06:30.240 I still to this day, I get pitched, I own a retail wellness business that's open seven days a week. 00:06:30.319 --> 00:06:36.160 And we still have eight to ten people walk in the building every week trying to sell us something. 00:06:37.120 --> 00:06:44.560 And none of them, none of them that have walked in the building made it past the person at the front desk. 00:06:44.720 --> 00:06:47.199 And they all did the exact same thing. 00:06:47.439 --> 00:06:50.560 Hey, I'm so-and-so with so-and-so, and we do X. 00:06:51.199 --> 00:06:54.639 I wanted to talk to the person who's in charge handling this. 00:06:55.439 --> 00:06:56.800 Oh, they're not available. 00:06:56.959 --> 00:06:57.759 What's their name? 00:06:57.920 --> 00:06:58.879 What's their information? 00:06:59.120 --> 00:07:00.399 Oh, we can't give that out. 00:07:00.560 --> 00:07:02.800 Okay, well, I'm gonna leave some information here. 00:07:03.040 --> 00:07:05.199 If you could please give it to that person. 00:07:05.600 --> 00:07:07.439 Great, have a nice day. 00:07:07.759 --> 00:07:10.240 Like, I have cameras in my studio. 00:07:10.319 --> 00:07:23.199 I have security cameras in my studio, and so I will go back and I will watch the video of the interaction between the outside sales reps, and it is always the same. 00:07:23.439 --> 00:07:33.199 And for privacy purposes, I'm not gonna put them online, I'm not gonna blast them, I'm not gonna expose who they are, but it is I'm shocked. 00:07:33.279 --> 00:07:41.519 I'm utterly shocked in 2026 that outside sales professionals are still showing up in this fashion. 00:07:41.759 --> 00:07:42.720 It's the same. 00:07:42.879 --> 00:07:48.160 I'm with, you know, my name is X, I'm with X, I do X, and here's some information. 00:07:48.240 --> 00:07:50.480 I would like to speak to the decision maker. 00:07:51.360 --> 00:07:53.040 That brings zero value. 00:07:53.199 --> 00:07:56.560 You've asked no questions of the business, zero discovery. 00:07:56.800 --> 00:07:58.160 You're just a delivery person. 00:07:58.319 --> 00:08:00.720 Hey, I'm delivering the marketing piece. 00:08:00.959 --> 00:08:02.000 That's what you're saying. 00:08:02.160 --> 00:08:03.680 I'm delivering the marketing piece. 00:08:03.839 --> 00:08:12.160 I provide no value, and it doesn't matter if I'm here or Susie is going to come in next week and she's gonna do the exact same thing that I'm doing right now. 00:08:12.480 --> 00:08:14.319 That's how you're showing up. 00:08:14.720 --> 00:08:15.759 It also pains me. 00:08:15.839 --> 00:08:18.720 What I want to do is I want to reach out to them and say, hey, you really need some help. 00:08:18.800 --> 00:08:20.000 I can help you. 00:08:20.959 --> 00:08:26.879 But then the problem is then I'm getting on the phone and I'm kind of rewarding them for and allowing them to pitch. 00:08:26.959 --> 00:08:28.560 And I don't know, I've gone back and forth. 00:08:28.720 --> 00:08:31.199 And especially, I will tell you this. 00:08:31.279 --> 00:08:42.480 There was a device rep who came in with a from a company that I know extremely well, with a device that I know extremely well. 00:08:44.000 --> 00:08:47.120 And somehow the kid got my information. 00:08:47.279 --> 00:08:55.440 He got my cell phone, and he sent me a cell phone, he sent me a text, and the text was absolutely horrendous. 00:08:55.679 --> 00:09:02.480 It started off, hey Mike, my name's so-and-so, and I work for this company, and we have this. 00:09:02.720 --> 00:09:10.159 You're probably not aware about our industry and what we do, but we do X. 00:09:11.039 --> 00:09:22.159 First of all, you assumed a great opener, and and again, cold text messaging when I don't even know who you are. 00:09:22.399
--> 00:09:25.039 Cold text messaging very rarely works. 00:09:25.440 --> 00:09:27.039 Very rarely works. 00:09:27.360 --> 00:09:27.679 Okay. 00:09:28.799 --> 00:09:33.679 It's like it just it's it's like catching lightning in a bottle. 00:09:34.159 --> 00:09:40.639 But a better opener would have been like, hey, I'm with, you know, hey Mike, stop by your studio today. 00:09:41.039 --> 00:09:43.919 I have something I think can really help your clients. 00:09:44.720 --> 00:09:46.559 Are you familiar with X? 00:09:48.799 --> 00:09:50.480 Just ask a question. 00:09:50.799 --> 00:09:55.679 If I don't respond, you're in the exact same position you are that when you info dumped me. 00:09:56.480 --> 00:09:58.639 And it was all you, you, you, you, you. 00:09:59.919 --> 00:10:01.360 You're in the exact same spot. 00:10:01.600 --> 00:10:04.240 But hey, it might engage me in a conversation. 00:10:05.679 --> 00:10:13.360 But again, if this guy also did some, also did some research, he might have known just looking at my background. 00:10:13.440 --> 00:10:14.879 Oh, this guy might probably might. 00:10:14.960 --> 00:10:17.840 Hey, I saw that you, because the guy had my name. 00:10:18.000 --> 00:10:18.320 Okay. 00:10:18.559 --> 00:10:19.759 He had my name. 00:10:20.000 --> 00:10:22.879 What he did not do was go to LinkedIn and look at my background. 00:10:23.120 --> 00:10:24.240 That's what I would have done. 00:10:24.399 --> 00:10:26.240 And trust me, that's what I do. 00:10:27.120 --> 00:10:30.000 I am a detective like nobody's business. 00:10:30.240 --> 00:10:32.399 I try to find out every single person in the building. 00:10:32.559 --> 00:10:37.200 I try to find out every single person where they went to school, who they know, who they're connected with. 00:10:37.360 --> 00:10:41.600 I use Instagram, Facebook, LinkedIn, Google, AI. 00:10:41.759 --> 00:10:48.559 I am searching for any bit of information that I have for any single person that I speak with. 00:10:48.720 --> 00:10:50.080 I'm trying to reach out to. 00:10:50.240 --> 00:10:53.120 I'm trying to be as prepared as possible before I show up. 00:10:53.279 --> 00:10:55.679 And then I start crafting my messages. 00:10:56.639 --> 00:10:57.840 Then I start crafting. 00:10:57.919 --> 00:11:03.200 Okay, what's what what do I think is the what do I think is the crack or the wedge that I can get in there? 00:11:03.360 --> 00:11:04.720 Where is their gap? 00:11:05.039 --> 00:11:06.960 I'm analyzing where is their gap? 00:11:07.120 --> 00:11:10.080 I'm doing the recon and where is their gap? 00:11:10.559 --> 00:11:12.159 Those are two separate things. 00:11:13.279 --> 00:11:15.919 Okay, recon, gap analysis. 00:11:17.200 --> 00:11:22.799 I'm doing those two things are the most important thing before I even show up, and then I'm rehearsing. 00:11:22.879 --> 00:11:26.559 I'm practicing exactly what I'm gonna say, and I walk through it. 00:11:29.039 --> 00:11:40.240 I guarantee you, and if you're listening right now
and you're honest with yourself, I guarantee you that at least 80% of you do not have a rehearsed plan before you walk into a cold call. 00:11:40.399 --> 00:11:44.559 It's all vibes, it's all vibes. 00:11:46.320 --> 00:11:55.200 So before you do that, before you just show up and you wing it, just realize how you do one thing is how you do everything. 00:11:56.879 --> 00:11:58.960 All right, I lost my train of thought. 00:11:59.120 --> 00:12:02.000 My dog and my daughters just walked in, walked into the room. 00:12:02.159 --> 00:12:03.840 So they wanted to talk to daddy. 00:12:04.000 --> 00:12:06.240 I don't remember where I was talking. 00:12:06.399 --> 00:12:10.000 I think I was talking somewhere about being prepared for showing up to a cold call. 00:12:10.159 --> 00:12:11.759 So, yeah, this is live. 00:12:12.000 --> 00:12:16.559 I'm recording this stuff, and you know, my kiddos walk in when I am recording. 00:12:16.639 --> 00:12:17.840 I can't stop it. 00:12:18.159 --> 00:12:28.399 So I think I was talking about showing up and how AI is a fantastic tool that you're using it, but you still have to have the right process. 00:12:28.559 --> 00:12:28.879 Okay. 00:12:29.200 --> 00:12:31.519 That's a process for everything you do. 00:12:31.759 --> 00:12:34.000 Then you have to have a system, okay? 00:12:34.240 --> 00:12:38.000 And you build out a framework that you stay within. 00:12:38.240 --> 00:12:38.559 Okay. 00:12:38.960 --> 00:12:40.240 That's the key. 00:12:40.559 --> 00:12:42.639 You have to have those built out. 00:12:43.039 --> 00:12:44.559 It's just like building a house. 00:12:44.639 --> 00:12:48.399 You don't just wing it, you don't just vibe building a house. 00:12:49.039 --> 00:12:50.480 You have a blueprint. 00:12:50.799 --> 00:12:55.519 Talked about the original, the original course was sales builder blueprint way back when. 00:12:55.600 --> 00:13:02.240 That was the first iteration of the sales builder course was sales builder blueprint, building your blueprint for a house. 00:13:02.559 --> 00:13:04.080 That was updated. 00:13:05.200 --> 00:13:07.120 Sales builder accelerator. 00:13:07.919 --> 00:13:10.320 The next iteration is sales builder OS. 00:13:10.480 --> 00:13:11.840 I'm building out right now. 00:13:11.919 --> 00:13:14.080 That's the sales builder operating system. 00:13:14.240 --> 00:13:15.919 So full from A to Z. 00:13:16.080 --> 00:13:19.120 Included in that is the Sales Builder Recon, as I mentioned before. 00:13:19.279 --> 00:13:22.080 It's going to be a tool, probably available in Q4. 00:13:22.159 --> 00:13:34.240 It's going to be an online tool that is going to be basically you can put everything into everything you've got into this app, and it's going to give you all the recon you can for any prospect. 00:13:35.279 --> 00:13:37.120 Then gap analysis. 00:13:37.360 --> 00:13:38.639 It's going to do that as well. 00:13:38.720 --> 00:13:42.320 It's going to show you where your product or service falls within your industry. 00:13:43.039 --> 00:13:46.480 That is going to be part of the Sales Builder Pro CRM that I'm building. 00:13:46.639 --> 00:13:50.320 The CRM that actually works for outside sales professionals. 00:13:50.559 --> 00:13:54.240 Not whatever your company is using right now, because that's not built for you. 00:13:54.399 --> 00:13:56.320 That's not built for the outside sales world. 00:13:56.639 --> 00:14:03.679 Salesforce, Viva, Monday, HubSpot, they're all built for inside sales teams. 00:14:03.840 --> 00:14:04.960 That's what they're built for. 00:14:05.200 --> 00:14:06.960 Inside sales and marketing teams. 00:14:07.120 --> 00:14:14.399 I have Go High Level as my CRM for my ads, my email automation, et cetera. 00:14:14.559 --> 00:14:16.000 And I don't like it. 00:14:16.159 --> 00:14:21.600 It's just what I'm using right now until I build out something myself using AI. 00:14:22.000 --> 00:14:25.039 So AI is the tool. 00:14:25.360 --> 00:14:28.879 You still have to build out your business. 00:14:29.120 --> 00:14:32.879 You still have to build it out as if it is a house. 00:14:33.120 --> 00:14:45.919 Starting with the foundation, you're building the frame, you put on the roof, you start putting on the exterior, interior, start adding the appliances, the flooring, paint, electrical, plumbing, what have you, TVs on the wall. 00:14:46.399 --> 00:14:49.759 There's a process, and you can't rush it. 00:14:49.840 --> 00:14:53.279 And there's a certain order in which things have to happen. 00:14:53.519 --> 00:14:56.000 If you try to rush things, it's going to fall apart. 00:14:56.240 --> 00:15:02.080 And I'm sure probably right now you're thinking of deals that you thought were going to work, but you rushed them a little bit. 00:15:02.320 --> 00:15:04.480 You pushed a little too hard. 00:15:52.659 --> 00:15:53.860 It happens. 00:15:54.659 --> 00:15:59.139 Then what you have to do is you have to go back, you have to analyze it and say, was this a client that was going to come on anyway? 00:15:59.299 --> 00:16:03.139 Or was did I do everything right or did I do something wrong? 00:16:03.459 --> 00:16:04.819 Did I push a little too hard? 00:16:04.980 --> 00:16:06.740 That's where the analytics come in. 00:16:06.899 --> 00:16:13.539 And that's where the experience of 25 years in sales and business helps me because I very quickly can say, you know what? 00:16:13.779 --> 00:16:14.740 I messed up here. 00:16:14.899 --> 00:16:15.539 And here's the deal. 00:16:15.620 --> 00:16:18.100 I'm going to tell you right now, nobody's perfect. 00:16:18.179 --> 00:16:21.620 If anybody's telling you they're perfect and they never miss deals, they're full of it. 00:16:22.019 --> 00:16:24.740 The key is being able to recover them. 00:16:25.059 --> 00:16:27.379 That's where the experience level comes in. 00:16:28.340 --> 00:16:29.939 I don't close every deal. 00:16:30.100 --> 00:16:31.699 You're never going to close every deal. 00:16:31.779 --> 00:16:35.379 So if anybody's
telling you they're closing 100%, no, they're full of it. 00:16:35.459 --> 00:16:36.259 They're lying. 00:16:36.419 --> 00:16:38.259 Flat out, they're lying. 00:16:38.579 --> 00:16:40.100 Nobody is closing 100%. 00:16:42.179 --> 00:16:44.419 It is the ability to recover. 00:16:45.779 --> 00:16:47.379 That is also a skill. 00:16:47.459 --> 00:16:49.459 But there's also a process for that. 00:16:49.779 --> 00:16:52.659 You know, if you miss a client, you miss a miss an opportunity. 00:16:52.819 --> 00:16:53.939 Okay, what happens now? 00:16:54.100 --> 00:16:56.019 Do they just float off into the ether? 00:16:58.500 --> 00:17:02.740 So if you're listening right now, it's all about processes, systems, frameworks. 00:17:02.899 --> 00:17:06.740 It's all about leveraging AI to help you in that. 00:17:06.819 --> 00:17:13.059 And then it's developing your personal skill, your ability within everything that you've just built. 00:17:13.299 --> 00:17:13.940 All right. 00:17:14.579 --> 00:17:19.779 If you need help and you want to learn how to build those, that's where I can come in. 00:17:19.860 --> 00:17:21.380 I can coach you on that. 00:17:21.620 --> 00:17:26.819 I can have a conversation and steer you in the right direction if you don't feel like coaching is in your best interest. 00:17:26.900 --> 00:17:32.980 And I'll tell you what, I don't necessarily, I'm at a point right now where I don't need to work with everybody. 00:17:33.059 --> 00:17:34.500 I don't want to work with everybody. 00:17:34.579 --> 00:17:36.579 There are some people that I can't help. 00:17:36.819 --> 00:17:42.980 You know, a couple weeks ago, I was talking to an executive who wanted to get some coaching. 00:17:43.059 --> 00:17:47.299 And I just flat out told her, I don't think I can help you for what you're doing. 00:17:48.100 --> 00:17:57.700 I just think it's out of the scope of which I have passion for, and it's out of the scope with which I think I can really make actionable change. 00:17:58.900 --> 00:18:06.019 So I actually reached out to a colleague of mine that I thought would align with her a lot better. 00:18:06.259 --> 00:18:10.740 And what I'm saying is what she was looking for was more on the marketing side. 00:18:11.140 --> 00:18:18.500 I know marketing, but what she was trying to do was a national marketing brand. 00:18:18.740 --> 00:18:24.100 One of her sales reps listens to the podcast and said, Hey, reach out to this guy. 00:18:24.660 --> 00:18:34.259 We chatted and I realized she needs something that I don't have a passion for, and I don't have the technical competence requisite for what she was asking. 00:18:35.300 --> 00:18:39.860 So I referred her on to one of my friends who is perfect in this. 00:18:40.019 --> 00:18:45.780 One of my friends, all she does is national and really global marketing. 00:18:46.100 --> 00:18:47.700 That's her expertise. 00:18:48.740 --> 00:18:51.540 So I said, hey, this is not a good fit. 00:18:51.620 --> 00:18:58.180 I think what I'm gonna do is I'm gonna, I wanna, I wanna rope in or bring in one of my friends who is perfect for this. 00:18:58.420 --> 00:18:59.860 So I sent it over. 00:19:03.140 --> 00:19:05.860 The same can be said for you and your business. 00:19:06.100 --> 00:19:11.860 You don't have to get every single person, and not every single person should be a client of yours. 00:19:12.259 --> 00:19:16.340 I don't believe in the hard sells, I don't believe in the hard presses. 00:19:16.660 --> 00:19:32.740 I believe that if everything is done right, if you've got the right process in place, you have the system to deliver, and you have the framework to allow for the flexibility of what is happening in the scenario because nothing is going to go according to your plan. 00:19:32.980 --> 00:19:41.860 You can have this perfect plan when you get into the sales call, and your prospect's gonna start talking about puppy dogs and beach homes and try to get you off the rails. 00:19:42.019 --> 00:19:44.420 And not try, I mean, they're going to get you off the rails. 00:19:44.500 --> 00:19:45.940 They're not gonna try. 00:19:46.259 --> 00:19:49.780 It's not like they're trying to undermine you, it's just that's what happens. 00:19:50.019 --> 00:19:59.620 You know, they sit down, they try to, you know, chat with you real quick, and all of a sudden you're talking about a new puppy dog they're about to pick up, or hey, I just rented a beach house and I'm really excited. 00:19:59.700 --> 00:20:04.900 Have you ever been to the beach and all of a sudden you're 10 minutes into the sales call and you've done nothing to move the ball down the field? 00:20:04.980 --> 00:20:08.900 You've done nothing to get closer to providing a solution for your client. 00:20:10.019 --> 00:20:11.140 That happens all the time. 00:20:11.300 --> 00:20:14.820 Understanding how to wrangle in your prospects is a skill. 00:20:15.140 --> 00:20:17.300 I I succumbed to it early in my career. 00:20:17.380 --> 00:20:21.300 I just kept going with it because I thought I was building a bond, I was building a connection, I was building a bridge. 00:20:21.460 --> 00:20:21.940 I wasn't. 00:20:22.019 --> 00:20:26.340 It was just idle chit chat, and nobody buys with somebody with idle chit chat. 00:20:29.780 --> 00:20:35.380 So if you are looking for help, I offer a free consultation. 00:20:35.540 --> 00:20:40.259 I've had 12 or 13 free consultations this month. 00:20:40.900 --> 00:20:42.340 I absolutely love to do it. 00:20:42.500 --> 00:20:47.940 I've had several people come on as clients, and I have several other people who are thinking about coming on as clients. 00:20:48.180 --> 00:20:50.019 I don't hard close them. 00:20:50.900 --> 00:20:57.220 If they have seen the value that I can help with and they're excited to get started, great. 00:20:58.580 --> 00:21:06.420 I know that I have done my job and I've built my process and I've built my system in place in order to allow that to happen. 00:21:06.980 -->
00:21:10.420 And just so you know, I don't think I'm not 100% there. 00:21:10.580 --> 00:21:12.340 I've mentioned this on other podcasts. 00:21:12.420 --> 00:21:16.660 I've gone through some massive changes in my business and in my life. 00:21:16.820 --> 00:21:24.500 I've had to change platforms three different times in the last six months, which has been a massive, massive disruption. 00:21:24.740 --> 00:21:41.620 It's been a disruption in my emails, it's been a disruption in my newsletter, it's been disruption in my connections, my, you know, what's amazing is one little button that's not clicked can disrupt everything on the workflow. 00:21:41.780 --> 00:21:52.580 Like clients sign up for clients sign up for a program, and one little button is not clicked properly, and it's the the cascading and the chain reaction of things not being delivered in a timely fashion. 00:21:52.660 --> 00:21:53.540 Then I get an email. 00:21:53.700 --> 00:21:57.700 Hey, Mike, I'm still looking for my login, and it's embarrassing to me, and I apologize. 00:21:57.860 --> 00:22:03.700 So just so you know, like everybody struggles with certain things, but every day I want you to think about your process. 00:22:03.780 --> 00:22:05.300 I want you to think about your system. 00:22:05.700 --> 00:22:08.180 And do you have the right frameworks in place? 00:22:08.740 --> 00:22:10.820 If not, I might be able to help. 00:22:10.980 --> 00:22:13.460 At least I will steer you in the right direction. 00:22:13.780 --> 00:22:17.140 But I am taking on new clients for the month of June. 00:22:17.380 --> 00:22:21.220 I am taking on clients of all different types of engagement levels. 00:22:21.540 --> 00:22:32.180 If you are interested or you know somebody that needs to get their processes, systems, and frameworks in place, structured so they can build their territory from the ground up. 00:22:32.420 --> 00:22:38.019 Have them set up a share my information, please, and have them get a call with me. 00:22:38.740 --> 00:22:41.460 Link is in the description down below. 00:22:41.700 --> 00:22:44.580 And share this episode with a friend who desperately needs. 00:22:45.620 --> 00:22:47.060 Because AI is great. 00:22:47.220 --> 00:22:49.380 And I'll be talking more about AI. 00:22:49.620 --> 00:22:52.100 I mean, actually, I talk about AI now probably on every episode. 00:22:52.180 --> 00:22:55.540 I was just looking at the titles and the summaries, and I absolutely love AI. 00:22:55.620 --> 00:22:56.580 I'm a big tech guy. 00:22:56.660 --> 00:23:00.420 I'm one of those hybrids, tech nerd, but also sales, sales pro. 00:23:00.740 --> 00:23:03.620 There's very there's not many people out there that are obsessed. 00:23:03.700 --> 00:23:04.500 I'm obsessed with tech. 00:23:04.580 --> 00:23:07.620 I started a tech company with a couple partners about a decade ago. 00:23:07.780 --> 00:23:09.060 I'm obsessed with tech. 00:23:09.460 --> 00:23:17.620 I really believe that it will help amplify and make it
easier to be in more places than more places than one. 00:23:17.700 --> 00:23:19.460 And that's what you really need to do to scale. 00:23:19.620 --> 00:23:22.340 You have to be in multiple places at the same time. 00:23:22.500 --> 00:23:27.620 You have to have multiple prospects talking about you, thinking about you simultaneously. 00:23:27.940 --> 00:23:30.660 You can't just have one-on-one conversations anymore. 00:23:30.740 --> 00:23:32.019 It just can't happen. 00:23:32.340 --> 00:23:35.860 That's that's 15, 20 years ago in sales. 00:23:36.580 --> 00:23:46.900 You have to leverage the network you have, you have to leverage technology, you have to leverage AI, you have to leverage your referrals and get other people selling for you, technology selling for you. 00:23:47.060 --> 00:23:53.940 I had a I had a client who signed up with me because of a YouTube video that I posted two years ago. 00:23:56.900 --> 00:23:58.180 Think about that. 00:23:58.740 --> 00:24:00.660 How many of you are showing up on LinkedIn? 00:24:00.900 --> 00:24:02.100 And I'm gonna raise my hand. 00:24:02.259 --> 00:24:04.980 I am not doing a great job showing up in LinkedIn right now. 00:24:05.940 --> 00:24:20.580 My daughters are getting older, and this whole changing over to my new platform has been a very tedious one because I'm bringing over my new platform, I'm bringing on multiple clients simultaneously, I'm a one-man, one-man band. 00:24:22.580 --> 00:24:29.220 Just to let you know that not everybody's got everything all the time figured out 100% of the time. 00:24:31.300 --> 00:24:42.100 But I will tell you that the skill and the ability and the time that I put into this and my passion is that I figure it out and I figured out pretty quickly. 00:24:44.980 --> 00:24:50.580 So if you are needing assistance, please reach out. 00:24:50.820 --> 00:24:51.940 Do not wait. 00:24:52.180 --> 00:25:06.180 Every quarter that goes by and you say, I'll figure it out next quarter, you're losing out on tens of thousands of dollars of opportunity and probably hundreds of thousands of future, hundreds of thousands of dollars of future opportunity as well. 00:25:06.340 --> 00:25:07.460 And we don't want that. 00:25:07.700 --> 00:25:13.780 My goal is to help every single person live out the life of their dreams through sales, just like I have. 00:25:14.019 --> 00:25:15.380 That's my goal. 00:25:15.620 --> 00:25:24.980 And I want to work with passionate people who are passionate about what they do and the impact that they can change the lives of their prospects and their buyers. 00:25:25.540 --> 00:25:32.660 So you can reach out to me, Mike, at survivingoutsides.com, or you can go to my LinkedIn page and DM me. 00:25:32.820 --> 00:25:34.420 That is still the best way to reach out to me. 00:25:34.500 --> 00:25:39.060 And that's still the way that 99% of people reach out to me is on LinkedIn. 00:25:39.300 --> 00:25:40.580 Connect with me, send me a message. 00:25:40.660 --> 00:25:41.860 Hey, I listen to podcasts. 00:25:42.019 --> 00:25:46.100 I'd love to have a chat with you about where I am and where I'd like to go. 00:25:46.420 --> 00:25:48.420 And we can go from there. 00:25:48.820 --> 00:25:51.620 As always, I really do appreciate everybody who's listening. 00:25:51.780 --> 00:25:58.420 Each month we keep breaking records for downloads, and I'm I'm just I'm at awe. 00:25:58.580 --> 00:26:09.380 I'm in awe of how many people, you know, across the world are listening from the United States, Australia, Asia, Russia, Germany, Canada, Mexico. 00:26:09.620 --> 00:26:22.820 I am absolutely you know humbled and honored that people would spend part of their day in the car, at the gym, wherever it is, listening to me share my experiences in the outside sales world. 00:26:22.900 --> 00:26:24.100 I really do appreciate it. 00:26:24.259 --> 00:26:28.580 And as I mentioned before, if you want to take yourself to the next level, reach out to me. 00:26:28.660 --> 00:26:36.259 I'd love to chat with you and see how I might be able to help, and sales builder might be able to help you build the business of your dreams. 00:26:36.500 --> 00:26:39.060 Till next time, this has been Surviving Outside Sales. 00:26:39.460 --> 00:26:40.100 Cheers.
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