TRANSCRIPT 🔗
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The Surviving Outside Sales podcast, hosted by Mike O'Kelly, presented by Sales Builder Academy.
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The goal is to survive in the life in all phases of outside sales.
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Whether you're getting in, dominating, or getting out.
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Surviving Outside Sales.
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Now we're showing.
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Welcome to the Surviving Outside Sales Podcast.
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I'm your host, Mike O'Kelly.
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Hope everybody's had a great summer and it's official.
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Now I am a resident of the state of South Carolina for the first time in my life.
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I've been in Charlotte, North Carolina for more than half of my life for 24, 25 years.
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And it's absolutely wild to think that I am leaving the state of North Carolina, which I'm leaving Charlotte, North Carolina, which was my home for more than half of my life, the other half being in Virginia.
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I keep moving south.
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I was joking with my wife that you know what's going to happen is at this pace, I'll retire, we'll retire in Florida, just moving from Virginia to North Carolina and now to South Carolina.
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But yeah, this move has been several months in the making, and it's something that my wife and I have talked about for a while.
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And while we absolutely love Charlotte, North Carolina, it's time for us to do a fresh start.
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And speaking of fresh starts, I am now in my new office in our new house, which is amazing.
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I have a dedicated office for the first time in my professional career.
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It only took almost 47 years for this to happen, but I'm very excited.
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I'm very excited with the possibilities that it is going to allow me to do, but also it kind of feels different.
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And I know a lot of you sales professionals kind of feel that way where you've had a technology, you've had a product, you've had something that your company gave you, and then it kind of felt more I don't want to say real, but it just felt as if there was an excitement that you haven't had in a while.
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And I'll be honest, you know, I had my wife and I helped, or my wife helped me with the studio redo, refresh back in March, and that was short-lived because of, of course, we moved.
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But I'm very excited.
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I'm very excited for the future.
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And I hope you are as well.
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And I was talking to a couple of clients this week, and one client in particular is in the real estate industry, and he is absolutely freaking out.
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And I'm trying to get him not to jump off a bridge.
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And the reason why is the market right now across the country is not great.
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It's not great in the housing market.
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And the housing market, I know I talk a lot about, you know, medical sales and a lot of my background, but there's a lot of different markets that will dictate where we are in the economy.
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And the housing market is one of them.
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And the housing market spurs a lot of the economy because you purchase a house.
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So what happens when you purchase a house?
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You buy new things, you have to have blue-collar services, you know, you hire moving trucks.
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I mean, just thinking of the move we went through, we hired painters, we hired carpet installers, we hired moving trucks, landscape people, pest control.
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There's so many things that we hired to get our house prepared.
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Not to mention, we hired a realtor.
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That realtor hired a photo and videographer.
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The people at the brokerage that are in the marketing department got paid, like everybody got paid.
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So when houses sell, markets move.
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And a lot of different markets are downstream from the housing market.
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Well, right now interest rates have gone up again.
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And so that trickle-down effect is people are not buying, people are not selling their houses because they don't want to have to go move to another house and they won't they don't want to have to pay those interest rates.
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And so my client said, I'm freaking out, I don't know what to do.
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And so the advice to him was go back to the basics.
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And I was thinking about what are what are three things right now that people can do to focus on really tight budgets?
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Because we're coming up on Q4, and typically Q4 is the big quarter.
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That's when a lot of the people have budgets, they either use it or they lose it.
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They, if they're purchasing equipment or they're purchasing something for their business, they can do the 179 tax write-off.
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So usually Q4 is a big quarter, but I'm hearing some rumblings that it might be a little bit of a pullback.
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So, how to isolate, or I'm sorry, not isolate, insulate yourself from a potential pullback.
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Okay.
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And there's really three things that you can do when
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you're talking with your prospects.
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Okay.
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Number one is clarity.
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And you could say these are three C's clarity, certainty, and conviction.
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Number one, clarity.
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You have to be crystal clear on everything.
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You have to be clear on the market, you have to be clear on economic factors, you have to be clear on the competition, you have to be clear on what your product or service can do to help the client have a clear path to success now and in the future.
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Clarity.
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You have to have it.
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A lot of deals go south, and a lot of deals don't end up working a lot because the clarity is not there.
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The prospect does not see the end-desired result being what it needs to be.
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Number one, clarity.
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You have to describe it.
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Number two, you've got to have certainty.
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What does that mean?
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You have to prove it.
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How do you prove it?
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Market data, market research, testimonials, case studies, models, processes.
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You have to have certainty.
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You have to tell your buyer, you have to tell the prospect, this is exactly what's going to happen and this is why.
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If you can do that, if you have the certainty, that allows the client, that allows your prospect to relax.
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And when buyers relax, they make better decisions.
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It's not necessarily the decision you you may like, but they make better decisions when they relax.
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So clarity is just is to describe it.
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Certainty is prove it.
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Prove whatever you're saying.
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Don't just say, well, you know, the market's slow.
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Like my client, I told him, you can't just tell buyers and you can't tell sellers, well, the market's slow.
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It's a weird market.
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And I've heard that a lot from friends of mine and colleagues that are in the real estate market.
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They're just like, well, it's just a weird market.
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Is it?
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I just bought a house.
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I just sold a house.
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My house in Charlotte went under contract in less than 36 hours.
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It went under contract less than six hours after our buyers saw it for the first time.
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Our house isn't in a weird market.
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The house that we purchased wasn't in a weird market.
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It got offers almost immediately hitting the market.
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Yet in the in the same neighborhood that I'm now in, houses are sitting.
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So it's it's not necessarily a weird market.
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It's a buyer's market.
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So right now you have to line up the buyers, and you have to have that clarity.
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You have to have that certainty.
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And the last one is you have to have conviction.
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So what is conviction?
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Belief.
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Conviction is you believe it.
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So the clarity, you desert you describe it.
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Certainty, you prove it, and then the conviction is you believe it.
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A conviction can be a guarantee, a conviction can be a promise, but you have to do that.
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You have to bring clarity, you have to bring certainty, and you have to have conviction.
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If you don't believe it, they won't.
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They have to believe in you.
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They have to be able to put their faith that you are going to do what you need to do, or or the results that they're going to get are exactly what you say.
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They have to get that.
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They have to feel that.
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And then you have to deliver.
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So if you are in a buyer's meeting or you're prospecting, you have to have that conviction.
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You gotta believe it, or if you believe it, they won't.
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So you might have clarity, you might be able to just to describe it, you can prove it, but they're not gonna buy.
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So as you prepare for the for Q4, as you prepare your meetings and you're getting everything lined up, those are the three C's that are gonna win the day.
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Clarity, certainty, and conviction.
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Prove it.
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I'm sorry, describe it, approve it, and believe it.
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You do those three things, people are gonna be asking you, what are you doing in such a tough market?
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You're cutting through the noise.
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And that's really that's really where the greats excel.
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You cut through the noise, you don't get caught up on all the BS of, hey, you know, it's just a tough market out there, and you know, nobody's succeeding.
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No, I I've been in business for 25 plus years now,
and it does not matter.
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People will spend money until the day that everyone is gone.
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We could have a nuclear war going on, and people will spend money.
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They will choose what to spend it on, and they're going to spend money if they have clarity, certainty, and conviction.
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Only way that they're gonna have that is if you instill it in the buyer.
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I appreciate everybody listening.
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My tech stack is changing again.
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I know.
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I some of my clients really dislike me right now, but the AI market is moving so quickly, which means platforms are moving so quickly.
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A couple months ago, like I think it was three or four months ago, I was talking to a couple clients, and I said, Chat GPT is dead.
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I said the model is outdated.
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Well, what did chat do?
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Behind the scenes, they were revamping everything.
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And now chat is great.
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Claude, a couple uh snags in the road during the summer.
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The platform that I was the platform I was really loving and I was on was Manaus, and I am moving away from MIS.
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Manis has very ambiguous fees that they can't describe.
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There's no there's no real tech support, and I just keep getting charged for things that I have no idea what I'm getting charged for, and I can't talk to anybody.
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So a lot of my websites are linked to Manaus.
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So if you're listening right now, my websites might be going down for a bit.
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I'm finding new platforms and new connections, and I'm redoing those again.
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I do apologize.
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I know it feels like stop, start, stop, start.
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The platforms where my coaching lie are not going anywhere.
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Those are staying put.
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So that's the good news.
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But the you know, P3 sales method surviving outside sales, those websites are gonna get revamped and they're probably gonna be housed on another platform.
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So they might be down for a little bit.
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I do apologize.
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And I know I've had some, you know, I recently had a client who he uh I think I mentioned this on the last podcast, he had reached out and and said basically that he was trying to purchase one of my programs and Stripe was not connecting properly.
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And so I I wonder how many listeners out there, hey, if you if you've been trying to click on buttons and you've been trying to get things from me, please send me an email.
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I'm a one-man tech, I'm one man shop.
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I I build all the tech, and sometimes a button might not be pressed, and everybody's fallible, but I'm a one man band.
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So shoot me an email at Mike at SurvivingOutside Sales.com or send me a DM on LinkedIn.
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I am, I do know that my newsletter has not been going out properly.
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I'm actively working on that and efforting that.
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So besides the newsletter, because this summer I had about 167 newsletter signups.
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So thank you to everybody.
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And I know the newsletter is not accurately being sent out to every email.
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I know some people are receiving them and some people are not.
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So I am efforting now that I have my beautiful new office, I'm spending more time analyzing and efforting the back end.
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So I do apologize.
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If you sign up for the newsletter, it's coming.
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Some people have been receiving it.
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There was just a small glitch, and I'm working on getting that fixed.
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And my goal is October 1 that all of that gets resolved.
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So the good news is that the coaching programs, the P3 sales method is fully operational and functional.
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You know, Zoom still works.
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So my coaching calls every week with my one-on-one clients still work, but I know that some of the resources that people are looking for has not materialized.
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And I do apologize for that.
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There's no excuses, it does fall on me, but I'm just giving you a reason and hopefully give me a little bit of grace and stick with me.
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October 1st is my goal to get all of that rectified in the back end.
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I've got some really I got a really cool thing that I'm working on for October.
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If you're interested in scaling and you're interested in crushing your Q4, I have got something really cool that I want to share with you.
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Shoot me an email at Micah Surviving Outside Sales or shoot me a DM on LinkedIn if you want to know more about the uh crushing your Q4 and what I've got for everybody out there.
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So thank you so much.
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I really do appreciate it.
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Thank you again for the listeners.
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It was a really big downloaded week.
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Uh, it still amazes me how many countries are tuning in.
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And thank you so much.
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I do appreciate it.
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I realize you could listen to a ton of podcasts, uh, a ton more gossipy, more famous, more interesting, but you choose to listen to the Surviving Outside Sales podcast because you are trying to get better.
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You're trying to get better at your craft, you're trying to learn strategies, systems, processes, and learn from the mistakes that I made in the past so you don't repeat them in the future.
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So you can make more money and live out the life of your dreams.
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Thank you so much.
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Appreciate it.
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Uh, share this with a friend if you found this was helpful.
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Reach out to me.
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I'd love to hear from you.
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And see you next time.
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Surviving outside sales.
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Cheers.