ကူးယူချက် 🔗
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
Load full transcript
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.