Episode of My First Million with Sam Parr and Shaan Puri.
Transcript
Note: This transcript was auto-generated from YouTube captions. It may contain errors and lacks speaker identification. A full Gemini audio transcript will replace this.
Kind: captions Language: en [Music] and if somebody wants to get good at selling what uh like you know there’s a go out there and you know try to sell a thousand times it’s one way to get get better uh but if you wanted to improve your rate of learning what books courses whatever what what youtube videos uh like do you remember that like that really clicked for me and that was like kind of like a game-changing uh thing for me and getting better at selling i have relatively stronger beliefs about the topic um so i think first off a lot of people read books before they start selling and i’ve thought a lot about it and i don’t think that’s the right path because you don’t know what they’re talking about yeah like you only know like what the concept of building rapport is until you’ve not had rapport and like oh okay now i understand how this works but like until you like until you confront the reality like you can’t you can’t bucket the knowledge into something that’s actionable so i’m a proponent of doing first realizing the deficiencies and then going to find the information now to match the the real life scenarios that you have encountered um the second part of the question is like which books or things like made things click so um there’s one moment that made things click which was i said this in the book sam which is like make people offer so good they’d feel stupid saying no which was the secret of selling right it’s like if you just make it so good that they won’t say no then it makes your job a hundred times easier and so i did work really hard on that side to make my job easier and just as a quick caveat to complete the loop from like 40 minutes ago you said like what was the book or training or whatever that so it’s my belief if you look at belford you look at bradley you look at grant cardone some of the big sales trainers that are out there almost all of them invariably have the same story which was i started selling and was the best guy on the team by a [ ] mile and then i tried to figure out what i was doing and so i do think that some people naturally based on their childhood their upbringings their whatever or just have a higher proclivity for selling which yeah just a gift of gab and and empathy yeah and i think it carries over into how you recruit for selling too because we’ve built a lot of sales teams and i actually have a very short allowing for people to fail at sales cycle probably much shorter than most people and it’s just because i’ve never had a killer sales person who didn’t do pretty well the first week and so for me we you know we turn through this quickly but as a result of that the team is just killers and they know that so i like this quote from from grant cardone he says you know my sales team’s a dangerous place to work and i i love that so in terms of uh sales stuff i think that i think people don’t know how people are really freaked out about the idea of selling right and so i think the first reframe is like you’re not selling you’re helping someone make a decision that’s going to help themselves and the the the front part of that is that i do think that the number one predictor of good sales is conviction and so fundamentally you have one person who should believe in something another person who does not believe it yet and trust is the thing that transfers that conviction so if fundamentally there’s the two things you need you need trust and need conviction most times sales people don’t have 100 trust sorry 100 conviction and so the also the idea of conviction as a binary is false so it’s not like i believe it or i don’t believe it is to what extent do i believe it right and so that’s why like in terms of if i want to improve a sales team i can do the drills which we do and that’s like blocking tackling but the thing that really juices the sales team is hearing the testimonials of the people that they sold last week and what they’re doing today and how their lives have changed and so i noticed this because on my sales teams when we were in person whenever i did weigh out day which is when everyone finished their challenges and everybody was crying and so excited i tried to stack as many sales appointments as i could while people were weighing out and during those days we closed like 100 because people were like dude how can you not think this works it’s right there and so the thing is is like you can either trick yourself into having the right tone or you can train yourself and i think that it’s much easier to trick yourself into it by just simply believing because if you talk if you truly believe in the product you will talk about it differently and so in terms of an understanding of selling if you need to have conviction you need to have trust trust is going to come from expertise and some level of rapport right and so um i think that overarchingly to help someone sell we just have to ask the right questions to get someone to come to the conclusion on their own and so most sales conversations follow more or less the same framework if you know what you’re doing otherwise people are just chasing their tail and trying to chase a prospect to an outcome that the prospect doesn’t know how like we’ve had this conversation a hundred times they have only had it once we should be the one knowing how this conversation is supposed to go right we should also come in with a massive advantage to how to have this conversation go the way we wanted to because we do it on [ ] day right and so you know big big front end pieces is like why are they there what’s the problem what have they done so far understanding where they failed seeing why our product is different from the things that they failed asking for permission to explain about the product explaining the product not in any way based on features but only based on the experiences that they will have as a result of it and using analogies to explain those experiences right um and then and then having a close at the end which the the tick tock i think that you he references like a no base close and i think a lot of natural sales people do this anyways like if i want something i might be like hey can you do this for me i’m like hey would you mind and they say no they don’t i don’t mind right like it’s natural communication dynamics that most people who naturally know how to persuade people or at least influence do that on their own this is just retroactively looking at and saying what did i do different like why is this different and um in terms of like overcoming because people are afraid of confrontation right that’s what they’re afraid of and so i believe that you can sell without ever having confrontation and you can do that with what i like to call childlike curiosity and so if someone says well my husband’s not going to approve that i’m like why wouldn’t he like huh that’s so interesting tell me more about that rather than like all right let’s like your husband’s an [ __ ] like that’s not going to work because in arguments no one wins right and so like why would he think that because because i would think that he wants what’s best for you right yeah he wants what’s best does he know you’re struggling with this right now well i mean yeah he knows i’m struggling with it okay so he wants a special you know you’re struggling with it so why do you think he would be opposed to solving something that that you’re currently struggling with just so i understand would he be happier if you continue to struggle well no it’s like well great then would you be opposed to moving forward today and that way and hey if you go home to your husband and you make a joke in the light of scenario then you close it right and so it’s i think childlike curiosity is the immediate that you have to train because people get defensive so that is one thing that like fighters talk about when they’re in the ring like in the beginning you breathe in too much right i don’t know if like if you’ve been like sparring and stuff like you breathe in you breathe too much you hyperventilate and so the guys who’ve done it enough they slow down their breathing because when they get things get intense they can slow it down and so i think sales is a lot the same way where you’re like your adrenaline kicks in start breathing faster it’s fight or flight so you gotta be able to slow down and be like huh that’s crazy i wouldn’t have thought that okay tell me more about that and like now you’re interested and then they don’t feel like you’re combating them they feel like you genuinely are interested and want to help them which is what you should be doing because you should be them dude only if it makes sense