WEBVTT 1 00:00:00.000 --> 00:00:03.440 Remember why you're doing this, right? Remember why you're carrying about the customer 2 00:00:04.320 --> 00:00:11.080 Welcome to the Jim Secrets podcast where you talk about how to get more customers how to make more per customer and how to keep them longer and the many failures and 3 00:00:11.080 --> 00:00:15.080 Lessons that we have learned along the way. I hope you enjoy and subscribe 4 00:00:18.000 --> 00:00:26.540 Good morning, everyone. It is 4.30 a.m. Rocking in from downtown Austin or not downtown Austin superbia Austin 5 00:00:27.100 --> 00:00:34.060 But I am knee deep in creating our new phone sales training super robust and then training for our GLX clients 6 00:00:34.940 --> 00:00:39.820 And jib lords and some I'm very very excited about how it's coming out. It's one of our best stuff 7 00:00:40.980 --> 00:00:42.540 But while I was going through it 8 00:00:42.540 --> 00:00:46.940 There was this one kind of way I phrase something that I really liked and I wanted to share it with you 9 00:00:47.820 --> 00:00:55.220 Which is one of our one of our gyms had been really struggling with sales and he gets on the daily call every day 10 00:00:55.220 --> 00:00:59.460 Which is why we encourage people to do it where I just coach all our gyms one-on-one and 11 00:01:01.220 --> 00:01:05.780 He heard something which was to the to the extent of remember why you're doing this, right? 12 00:01:05.780 --> 00:01:08.460 Remember why you're carrying about the customer now 13 00:01:08.940 --> 00:01:10.940 Here's where this gets really cool 14 00:01:11.100 --> 00:01:19.140 He went over whatever over 20 or something and then something switched and he went five for nine right overnight 15 00:01:19.420 --> 00:01:25.700 Zero for 25 to five for nine right and this is the one thing that switched and this is how I want to share it with you 16 00:01:27.220 --> 00:01:35.620 He essentially the person who wins so every every sales the same right and a sale is always made either they sell you or you sell them 17 00:01:36.220 --> 00:01:39.060 But who is the person who makes the sale? 18 00:01:39.660 --> 00:01:42.900 The person who makes the sale is the person who cares the most about the buyer 19 00:01:43.900 --> 00:01:47.980 Think about that for a second, and so that's the phrasing that I'm using in the training is 20 00:01:48.700 --> 00:01:54.580 The person who cares the most about the buyer's interests is the one who will win the sale 21 00:01:55.100 --> 00:01:59.780 Right like this was super profound for me and so when you're approaching the sale 22 00:02:00.140 --> 00:02:06.820 You have to come at it from the perspective of I care more about this person than this person cares about them self 23 00:02:07.380 --> 00:02:14.940 And this is what that gem owner was able to flip in his mind was he remembered why he was he said because I give him the term commission breath 24 00:02:14.940 --> 00:02:19.820 Right people can smell whether you're in it for there for your agenda or their agenda, right? 25 00:02:20.420 --> 00:02:27.660 And so if you want to win the sale you have to come at it from the perspective that I care more about your best interest than you do 26 00:02:27.820 --> 00:02:30.540 Right, you're gonna throw these things in my way 27 00:02:30.900 --> 00:02:35.420 But I care about you enough to get us through them so we can get to the promise land 28 00:02:35.420 --> 00:02:41.900 Which is you getting help which is why you're here right and you have to expect that you were going like the sale 29 00:02:41.900 --> 00:02:48.020 Is not going to go the way that you imagine in your head because people bring all this emotional baggage to the sale and 30 00:02:48.620 --> 00:02:51.420 It's a problem that's covered in shame and guilt which 31 00:02:52.180 --> 00:02:54.900 Which is a great a great way of saying 32 00:02:55.780 --> 00:03:00.620 It's not easy to get people to to trust you to build rapport so they can actually be real with you 33 00:03:00.740 --> 00:03:03.700 The moment you're able to get someone to be real with you in the sale 34 00:03:03.700 --> 00:03:08.420 You've already won the sale right because at the end of the sale if for some reason they actually can't afford it 35 00:03:08.420 --> 00:03:12.260 Which is a very very very very very very very very very small percentage of people 36 00:03:12.660 --> 00:03:15.460 Then you're on the same side of the table with them and it's like cool 37 00:03:15.460 --> 00:03:17.460 Then let's actually figure this out together 38 00:03:17.460 --> 00:03:20.140 But you're coming from it from a perspective that they trust 39 00:03:20.700 --> 00:03:27.820 That you were acting in their best interest right and so that's ultimately the sale that's got that's being made is that the person 40 00:03:28.300 --> 00:03:32.460 Needs to trust that you care more about their agenda than they do 41 00:03:34.060 --> 00:03:35.580 Think about 42 00:03:35.740 --> 00:03:41.020 That's the sale that's being made if they believe that you care more about them 43 00:03:41.500 --> 00:03:47.500 Genuinely than they care about themselves or have demonstrated care about themselves than you will win 44 00:03:47.980 --> 00:03:54.300 And so that's why I see some of our gyms who honestly aren't the most skilled salespeople 45 00:03:55.020 --> 00:03:58.940 But they kill it and I because I know these guys because there's some guys who are just very 46 00:03:58.940 --> 00:04:02.140 Processory into they follow the fucking script and they crush it right and that's great 47 00:04:02.140 --> 00:04:04.940 And I know why those people are successful because they're successful at everything 48 00:04:05.260 --> 00:04:08.780 But there's some people who are quote personality driven salespeople 49 00:04:09.420 --> 00:04:16.700 And these are like the really genuinely kindhearted caring people that you can immediately tell from their vibe that they really love fitness 50 00:04:16.700 --> 00:04:20.780 And really love helping people get in shape and lose weight and take control their lives 51 00:04:21.580 --> 00:04:24.380 Those people get away with so much 52 00:04:25.340 --> 00:04:28.860 lack of skill in the sale but are able to close 53 00:04:29.500 --> 00:04:36.540 Because the people believe that they really are acting in their own best interest right which is why having conviction in your product is so important 54 00:04:37.500 --> 00:04:45.580 And so if you can simply have that one reframe before you go into the sale which is I'm going to approach this from the perspective that this person 55 00:04:46.060 --> 00:04:48.860 Needs my help but like actually though 56 00:04:49.740 --> 00:04:53.900 Like actually getting them to like you actually believing 57 00:04:54.460 --> 00:05:01.100 That they need your help and that you have to have their true best interest at heart more than they do 58 00:05:01.420 --> 00:05:07.420 Which is why if you do genuinely have that belief you're going to force them to confront the limiting beliefs that they had 59 00:05:07.980 --> 00:05:10.940 Right and you're like listen like let me be real with you here 60 00:05:11.500 --> 00:05:15.340 Like do you think that the reason that you have been successful is because like 61 00:05:15.900 --> 00:05:21.740 You've you've kind of just like fallen off the bandwagon like you've you've been putting the food in your mouth right 62 00:05:22.300 --> 00:05:28.860 So that's who's responsibility is that is that is that your busy schedules is that your husband who's who's responsibility is that right 63 00:05:29.500 --> 00:05:33.340 They're like well, I guess it is mine like right and I'm not saying this to be mean to you 64 00:05:33.500 --> 00:05:36.700 I'm saying this because I want to help but this time is going to be different right 65 00:05:37.420 --> 00:05:42.140 And so that way you can break these beliefs systematically throughout so you can actually help this person 66 00:05:42.540 --> 00:05:47.980 All right, because sales is just coaching right with an outcome. That's defined over a period of time 67 00:05:50.780 --> 00:05:55.660 Hey, most in Asian quick break just to let you know that we've been starting to post on linked in and want to connect with you 68 00:05:55.980 --> 00:06:00.140 All right, so send me a connection request and note letting me know that you listen to the show and I will accept it 69 00:06:00.380 --> 00:06:06.620 There's anyone you think that we should be connected with tag them in one of my or layless posts and I will give you all the love in the world 70 00:06:06.860 --> 00:06:08.860 All right, so let's get back to the show 71 00:06:09.740 --> 00:06:11.740 And 72 00:06:11.740 --> 00:06:16.940 And so I guess the biggest point that I want to make here is that if you can just think about it from that perspective 73 00:06:17.100 --> 00:06:25.420 This guy had the same script from his first, you know, 25 reps to the the last five of nine that he hit right and mind you 74 00:06:25.420 --> 00:06:29.420 He made this realization at rep 25, which for some reason is a magical number all right 75 00:06:29.820 --> 00:06:35.260 But a rep 25 he realized that he just was trying to sell on his agenda and not on the agenda of the other persons 76 00:06:35.740 --> 00:06:36.460 and 77 00:06:36.460 --> 00:06:41.340 There's sometimes it's it's uh, I mean one of the things that I was just talking to our sales team about is 78 00:06:42.140 --> 00:06:44.140 advanced salesmen 79 00:06:44.140 --> 00:06:51.100 Are advanced because they never don't do the basics right people are defined as advanced because of their outcomes not because of their tactics 80 00:06:51.660 --> 00:06:55.580 All right advanced lifters aren't doing different tactics the novice lifters 81 00:06:55.660 --> 00:07:01.420 They just lift more weight and the reason they do it is they've just done it consistently longer right or they're more consistent in general 82 00:07:01.660 --> 00:07:05.420 They never don't do the basics. They always sleep. They always do the recovery mechanism 83 00:07:05.420 --> 00:07:10.460 They always eat the macros that they're supposed to hit right. It's the same thing with business and sales 84 00:07:11.020 --> 00:07:16.060 Like the best salespeople are consistent because they never don't do the basics the tactics don't change 85 00:07:16.060 --> 00:07:18.060 It's just your execution of them 86 00:07:18.060 --> 00:07:22.140 All right, and so when I look at professional development. So this is a big zoom out, but I think it's important 87 00:07:22.780 --> 00:07:27.660 When I when I talk to higher level, you know entrepreneurs who are at like 10 million 20 million etc 88 00:07:28.620 --> 00:07:33.020 And they're like, what do I need to do to you know to get to the next next thing is I see three 89 00:07:33.500 --> 00:07:36.780 Major breaking points in professional development as an entrepreneur 90 00:07:37.420 --> 00:07:42.140 The first is skills right people enter the marketplace of entrepreneurship with no skills 91 00:07:42.540 --> 00:07:47.660 They have nothing to offer of value and so they have to go acquire skills and there's far more skills 92 00:07:47.660 --> 00:07:50.860 That you need to acquire than you think right like I need to be able to get customers 93 00:07:50.860 --> 00:07:54.860 But be able to get customers is a lot of skills put together right? 94 00:07:54.940 --> 00:07:57.660 You have to know how to write copy you know have to know how to create creative 95 00:07:57.660 --> 00:07:59.260 You know have to know how to build landing pages 96 00:07:59.260 --> 00:08:02.380 You know have to have to have to be able to buy and place traffic 97 00:08:03.100 --> 00:08:08.300 You know have to know how to nurture leads to get them to show up to both schedule and shop to a sales event 98 00:08:08.540 --> 00:08:11.820 You have to know what type of sales event you want to have is it going to be a presentation? 99 00:08:11.820 --> 00:08:14.940 Is it going to be a sales call? Is it going to be an in-person appointment? 100 00:08:14.940 --> 00:08:19.260 Is it going to be a two-step sale like you have to know what the conversion mechanism is it going to be a sales page right? 101 00:08:19.740 --> 00:08:22.780 You have to know the conversion mechanism is going to be right and then from there 102 00:08:23.020 --> 00:08:28.620 You have to know the actual scripting closing mechanism is not just the words is how to say the words with the tonalities 103 00:08:28.620 --> 00:08:33.020 How you ask the questions how you confront obstacles how you overcome them how to process payments 104 00:08:33.260 --> 00:08:37.980 How like that like this you know, I mean like the the number of skills stacks in order to make it 105 00:08:37.980 --> 00:08:42.460 But it skills is the first block right the second block 106 00:08:43.660 --> 00:08:51.900 Is the character traits to execute the skills right as soon as you have your first your first box of tools 107 00:08:52.460 --> 00:08:58.940 What separates the people who are really successful from the ones who are just moderately successful is that they have the patience the endurance the discipline 108 00:08:59.660 --> 00:09:07.420 Right to execute their skills within a defined way and that is how they're able to consistently grow because they're consistently 109 00:09:07.740 --> 00:09:14.060 Executing and so it goes from needing to acquire skills in the beginning to needing to acquire character traits 110 00:09:14.140 --> 00:09:18.780 Which is why I love the game of entrepreneurship is that the way that you win consistently evolves right? 111 00:09:18.780 --> 00:09:22.540 It's literally not just more. It's different at every level, right? 112 00:09:23.020 --> 00:09:27.660 And then that's kind of level two is that you have to develop the character traits to be able to execute the skills 113 00:09:28.700 --> 00:09:30.700 and then the third 114 00:09:30.700 --> 00:09:35.820 Is your beliefs right your beliefs about the world your beliefs about the market your belief about what's possible your tolerance 115 00:09:36.620 --> 00:09:42.460 Of what is acceptable in your organization from an act a standpoint of speed a standpoint of excellence 116 00:09:43.100 --> 00:09:46.860 Um, and those beliefs are top down those are from you, right? 117 00:09:47.100 --> 00:09:51.500 And so as you move move through I think it's cyclical, right? 118 00:09:51.500 --> 00:09:55.660 I think it's every level encompasses all three of those things 119 00:09:56.060 --> 00:09:59.980 And you kind of have to spin your way through the three of those things over and over again 120 00:10:00.300 --> 00:10:03.980 And the reason it gets difficult is that you still have to maintain the skills 121 00:10:04.780 --> 00:10:10.620 The beliefs the character traits of the base below before you can get to the next level where you have new beliefs 122 00:10:11.100 --> 00:10:14.140 New skills new character traits that need to be developed 123 00:10:14.540 --> 00:10:19.260 And that's why I think most people love entrepreneurship or at least hopefully you like entrepreneurship if you're in it 124 00:10:19.740 --> 00:10:24.460 Um, is that it constantly forces you to grow and growth is painful, right? 125 00:10:24.460 --> 00:10:29.980 And so it's this weird masochistic desire to continue to improve and yet suffer the entire way 126 00:10:30.380 --> 00:10:33.500 But love the process while you're suffering. So it's this kind of meta thing 127 00:10:33.500 --> 00:10:39.260 But anyways, I won't get too deep into that big point here is that if you're trying to close and you're trying to get your sales team to close 128 00:10:39.660 --> 00:10:45.020 The person who cares the most about the buyer will win if the buyer cares more about their outcome than you do 129 00:10:45.420 --> 00:10:48.620 Then they will win if you care more about their outcome 130 00:10:48.940 --> 00:10:53.980 Genuinely than they do they will feel that a and b when you confront their beliefs 131 00:10:53.980 --> 00:10:56.940 They'll see it from a place of genuine care and they will be real with you 132 00:10:57.180 --> 00:11:03.340 And then when you get to the clothes, they're not going to bring their baggage because you confronted the baggage because you did it from a place of care 133 00:11:03.660 --> 00:11:07.660 And then they will trust you in the clothes to take them where they need to go 134 00:11:08.060 --> 00:11:10.780 All right, so that's the big point. That was the big 135 00:11:11.420 --> 00:11:14.380 That was one of the things that I'm going to be I'm putting it to ourselves trading right now 136 00:11:15.020 --> 00:11:18.380 Hope you enjoyed this if you did drop a like or a comment if you didn't 137 00:11:19.340 --> 00:11:21.340 Still drop a like or a comment 138 00:11:21.340 --> 00:11:24.140 All right anyways have an amazing Thursday. I'll catch you guys soon