No BS Sales School

The best salespeople have a sense of urgency!

You know that you’ve only got a limited amount of time to achieve the success you want in your life. Every moment you spend with a prospect who’s not gonna buy is a moment you’ll never get back.

Be clear about your intentions from the beginning of every conversation. Decide with your prospect what Yes or No decision the two of you will make at the end of the meeting.

Embrace “no.”

Let it be your second favorite word.

If they’re not gonna buy, when do you want to know?

Now or after 6 meetings and months of chasing?

Let “no” be your second favorite word.
If they don’t have a sense of urgency to take a step forward now, call it a “no” (politely) and move on.

This is the best way to play the long game. Everyone’s world changes every 90 days. You can keep in touch to see if anything has changed. If you didn’t pressure them last time, it’s a whole lot easier to set a meeting with them again this time when they may be ready for your help. 🤝

⚡️ Series: Me vs. Me
🎙️Episode 254: “Where’s Your Sense of Urgency?”

Know how to choose the RIGHT prospects.

The right prospect needs to answer two questions themselves:

“Am I ready to do something different or differently to solve this problem?”

And then (only after answering the first one)

“who, if anyone, am I gonna trust to help?”

Change is hard. Most aren’t willing to change unless they have to. You must be skeptical (outloud) that your prospect would actually make a change. Ask your prospect questions challenging them that they’re ready. Once they’ve convinced you, then it’s ok to talk about what you do that might help them.
Crappy salespeople skip question #1 and roll right into attempting to answer question #2. This amateur move often leads to free consulting and hurt feelings when the sale doesn’t happen.
🎙️Episode 253: “Who is Your Ideal Prospect and What Would They Be Saying?”

We only make what we believe we deserve.

“Inspect what you expect.

How much money do you expect to make?

REALLY?

How much money do you believe you DESERVE to make.

The decisions you’ve made in your life have put you right here in this position making what you think you deserve.”

⚡️ Series: Me vs. Me

🎙️Episode 249: What's Your Money Script?

"GET TO THE DAMN POINT.

Because really, if they’re just being nice, do you really want to call them back?

Don’t waste your time there. We should be talking to people who are ready to make a change. If they can’t prove they’re ready to make a change, stop wasting time."

🎙Episode 248: Go Ahead and Just Ask

YOU’RE NOT LISTENING!!!

HEARING, LISTENING, ACTIVE LISTENING…
THEY’RE ALL THE SAME RIGHT?

NOPE, THEY’RE NOT.

In this episode, we talk about the difference between the three types of listening..

1) Listening to Win
2) Listening to Fix
3) Listening to Understand

Head to the full podcast (link below) to learn how each type of listening helps you win or lose a sale and which one delivers the best value for your prospect.

🎙: “You’re Not Listening!!!”

Full Episode Here!
https://open.spotify.com/episode/4N3DbEs3zWK2nqAj1kpW0D?si=jEMTZrCeTnCs9Vb7eE_ebg

It’s NOT about 👏 the 👏 product 👏

Let’s be honest, all the product knowledge in the world can’t make a good sales person. But what really makes one? In this episode, we skip the BS and cut to the chase about some common sales confusion.

🎙: “It’s Not About Your Product or Service”
Listen to the full episode here!

https://open.spotify.com/episode/0uo7GGypSuHpv9jhPSh7q9?si=H8oF3z7CRn65fMfdA-oUBg&context=spotify%3Ashow%3A5giOEGTMjWfdh3pw9t8zMx