Get ahead of 99% of sales people (simpler than you think)

Getting ahead of 99% of salespeople is simpler than what you think. Most people just overcomplicate these things in their mind to justify why they are not there. So in this video, I'll be going over the three main things that I focus on in order to get me to the top 1% in sales. Okay, this is coming from somebody in my short sales career has closed over $6 million in sales and I've also trained hundreds of other students to make 10, 20, 30,000 plus. So I know most of my videos is focused more on call reviews and going over the actual skill set. But in this video, what I'll be doing is mostly just talking at the camera minimum edits. So hopefully you get value from this. So on the three main things we need to focus on, number one is going to be what, Number two is going to be who, and number three is going to be how. Now, when we start with number one, what do we actually want? Now why this is important because. Because if you don't know what you want, then you don't have an aim. And success is a very small target. So if we don't know where we're aiming, it is highly unlikely that you're going to accidentally hit the target. And if you do not have a clear vision for yourself, oftentimes you're going to find yourself in someone else's vision. So you need to understand what you actually want and create a clear vision for yourselves. Now, with sales, and it's the closest thing to sports in business, either the ball goes in the net or it doesn't go in the net. So either you make the sale, you make the commissions, or you don't make the sale and you don't get the commission. So for you, in order to be in the top 1% in the sales position that you're in, you need to take a look at the top 1% as far as the sales you need to be making and the commissions you're going to be earning. Now, once you actually have that number, for me, very first number I wanted to hit was 15,000 per month. I needed to understand why did I need to make that. So for you, you need to sit down and understand the why. Like what do you actually want? But more importantly, why do you actually want it? The why is so much more important than the what. And if you're having sales conversations, the biggest thing you need to do in these sales conversations is get to people's why. But. But you're gonna have a hard time getting to people's why if you can't even get to your own why and deeply understand that. So when you sit down and you really map out what do I want to be making work? So big thing that I needed to go through is I needed to remove living beliefs I've had and create conviction in myself. Because if you're on a sales conversation with somebody and they have certain limiting beliefs, maybe they think, oh, well, it's not important right now, or maybe I'm too young, so I have a lot of time. Whatever it is, they have these limiting beliefs. When I sit and I review people's calls, the two biggest things that I see is they just let limiting beliefs go by so they're not identifying it or they don't have enough conviction to actually overcome those. So the very first thing we need to do is we need to understand and identify our own limiting beliefs. What are beliefs that we're holding onto right now that are preventing us from getting the outcomes that we need? Then once we remove those, we can have better conversations with other people. If you're telling yourself that you don't have the money to invest in yourself, whatever it is, and you hop on a call and somebody else tells you that, how on any level are you going to help them overcome that belief in their mind if you can't even overcome it for yourselves? So whatever belief that you feel like is holding you back, you need to make sure you're able to let go of it, write it out. Is it actually true or is it just a story that you're telling yourselves? 99% of the time it's a story that you're telling yourself. And once you start understanding and identifying these stories that you tell yourself, you can start identifying that in other people. For me, that's how I became really, really good at pre handling and overcoming objections. I understood these limiting beliefs in myself and I created conviction and, and how to overcome that in other people. Because the first person I had to convince was myself. Next is going to be making sure we're showing up to every single call the way that we should. That's going to be state management. So how you show up to each call is going to shape how that call goes. So we need to make sure you're taking care of yourself because that brings us back to being an athlete. It's the closest thing to sports in business. So you have to have that athlete mentality. For me, having a routine, making sure I'm taking care of myself physically, it is going to directly impact how I'm showing up on my calls. And one thing I did, especially when I was in tough situations, whether it be with like money, things needed to happen, Whatever it is, I was in a tough situation. What I would do is I would play out the worst case scenario in my mind and I would minimize it. So when I had first moved to Miami and I was in a bit of a pickle, right where I had to like jump positions and things like that, and I wasn't making the money, I really didn't need it to be making, to really make ends meet in Miami. I would be playing out in my mind, what's the worst thing that can happen? The worst thing that can happen is I have to kind of renege on my lease and drive back to Kansas and go live with my dad. That's really not that bad, right. So what that allowed me to do is show up on calls without needing the sale from somebody. Because that need is what is going to repel people. Because you can say the exact same thing with the exact same tone. But if there's an underlying that you need the sale, it'll show up in your little mannerisms and people can pick up on that. So you need to make sure when you're on the sales conversation, you're showing up as somebody who doesn't need the sale, but you also need to show up as somebody who has the correct energy to help people change. So something I'll do as well is I'll listen back to, to my sales conversations where I absolutely knocked it out of the park. What are beliefs that we're holding onto right now that are preventing us from getting the outcomes that we need? And then once we remove those, we can have better conversations with other people. If you're telling yourself that you don't have the money to invest in yourself, whatever it is, and you hop on a call and somebody else tells you that, how, how on any level are you going to help them overcome that belief in their mind if you can't even overcome it for yourselves? So whatever belief that you feel like is holding you back, you need to make sure you're able to let go of it, write it out. Is it actually true or is it just a story that you're telling yourselves? 99% of the time it's a story that you're telling yourself. And once you start understanding and identifying these stories that, that you tell yourself, you can start identifying that in other people. For me, that's how I became really, really good at pre handling and overcoming objections. I understood these limiting beliefs in myself. And I created conviction and how to overcome that in other people. Because the first person I had to convince was myself. Next is going to be making sure we're showing up to every single call the way that we should. That's going to be state management. So how you show up to each call is going to shape how that call goes. So we need to make sure you're taking care of yourself because that brings us back to being an athlete. It's the closest thing to sports in business. So you have to have that athlete mentality. For me, having a routine, making sure I'm taking care of myself physically, it is going directly impact how I'm showing up on my calls. And one thing I did, especially when I was in tough situations, whether it be with like money, things needed to happen, whatever it is, I was in a tough situation. What I would do is I would play out the worst case scenario in my mind and I would minimize it. So when I had first moved to Miami and I was in a bit of a pickle, right where I had to like jump positions and things like that, and I wasn't making the money I really needed to be making to really make ends meet in Miami, I would be playing out in my mind, what's the worst thing that could happen? The worst thing that can happen is I have to kind of renege on my lease and drive back to Kansas and go live with my dad. That's really not that bad. Right. So what that allowed me to do is show up on calls without needing the sale from somebody. Because that need is what is going to repel people. Because you can say the exact same thing with the exact same tone. But if there's an underlying that you need the sale, it'll show up in your little mannerisms and people can pick up on that. So you need to make sure when you're on the sales conversation, you're showing up as somebody who doesn't need the sale. But you also need to show up as somebody who has the correct energy to help people change. So something I'll do as well is I'll listen back to my sales conversations where I absolutely knocked it out of the park, killed it, did amazing. And two big things I would focus on is the energy, which I showed up to the call and, and then what I did well on that call because in the self improvement space, especially in sales, what I see oftentimes with people that I coach is they only focus on what they can get better at, which is important. Making sure we can focus on what we get better at. But if we never sit and actually focus on, hey, I do this really well, it's going to etch at our confidence. So we need to make sure that we're keeping our confidence high. And another way I'll make sure I'll keep my confidence high is through visualizations. So every night before I go to bed, I would look at my calendar before I go to bed and I'll visualize having a conversation with each of those people and them giving me their credit card information. And then I would go back in the sales conversations I had that previous day. And any sales conversation that didn't go my way, I would visualize and rewrite history in my mind of them having good conversations and them giving me their credit card. So for me, in my mind, I always close 100%. Okay? So it's going to be hard to etch up my confidence to make sure I'm showing up to every call. I need to show up as I do have a video that goes a little bit more in depth on like the visualizations and things that I did. So you can definitely check that out if you want. Once we understand, like the identity of who we actually need to be, then a big key aspect is understanding the skillset that we need to have to make sure we're getting the most out of our conversations. Skill set in sales is very, very important. It's not just about motivation and identity. We also need to make sure we're actually doing the right things. I would say the four main things to focus on would be like, questions, making sure you have the right tone, objection, prevention, and objection, handling. If you can get those things down, you'll be very, very efficient at sales. I have a ton of videos going over each of those different topics. And if you want even more hands on help, I have a specific group that goes more in depth on that. That's in the description. Go ahead and click it out. Check it out if you'd like, but if not, check out the other videos on the channel. So now that we have the identity and the skillset, we checked off who now we need to understand how do we get it done and when it comes to how, the big thing is going to be opportunity. Okay, so there's two big things when it comes to opportunity. Number one is being on the right offer, how do you actually find a job? And. And then number two is going to be the leverage. Once we're at a position, how do I leverage to make as much money as possible when we dive into how to find a job. If you're new, I would recommend starting off like as a setter to just get your feet wet and get into a role. Typically, people who are just starting off, they haven't had as many conversations to be comfortable enough to get into a closing role. And what I see a lot of times and what I've seen people suggest is as far as, like, when they're first starting off, I would highly recommend now you don't have to do mine, but some type of training because it is unreasonable for you to expect somebody to be spending thousands, if not hundreds of thousands of dollars on ads to get people in front of you and then for you to learn while burning their money. Okay? So if you're new, I would start as a setter. That's a lower skill set you would need. And if you have experience, go for a closer role. Now, there are four ways that I found jobs I've worked for, like Jeremy Miner, Ravi with Scaling with Systems, Alec Heck with ad outreach, a bunch of different companies. Okay? There's four ways that I've gotten those. Number one is cold outreach. Okay? If I know a company that I want to work for, for example, that's how I got the job with Scaling with Systems. I found Robbie's email and I just emailed him, okay? Now, when you are reaching out to somebody, understand that you are a business on some level as a salesperson. So when you're reaching out to somebody, you need to provide value. My value as a salesperson is I am really good at sales. So what I do is I'll send a resume and a call recording where I knocked it out of the park. If you don't have a good call recording, I'm telling you, it makes everything harder. But if you have really good call recordings, it just makes everything easier. Because they know that you are good at sales, because they literally have visual evidence that you are. They have like a video of you selling somebody. So if you don't have that, get it, okay? And something you could do as well is you can have like a role play. It's not going to be as powerful, but it is something that you can do. So when we're talking about cold outreach, what, what I did is I found companies I wanted to work for. Whether you see them through ads or you just know of the company, go ahead, find their email. You can find it on LinkedIn, YouTube, there's a bunch of different ways. It's not hard to find these people's email. And then you reach out to them and you offer them value, you know, through, you know, resume call recordings, things along those lines. That's how you can go ahead about cold outreach when we're talking about. The second one is going to be job boards. I've tried a ton of different job boards. I most of them absolute garbage. And I've never found a good position from a sales group on Facebook. Okay. The only thing that I've found that's worked for me is LinkedIn. There are pluses and minuses to LinkedIn. Plus, most people are posting on LinkedIn are more professional, which means they tend to be more established. Minus, there's a lot more people there, you have a lot more people that you're going against. So you need to be able to stand out. So what I'll do is I will reach out. Anytime I apply for a company, I'll reach out to them personally. And again, making sure I'm sending my resume, sending a really good call, recording I'm providing value, showing them I'm good at sales. The very first sales job that I got where I made my first 15,000 run in the high ticket coaching space, I did that in SaaS before. But like in the high ticket coaching space, which is a little bit harder to break into, the very first sales job I did that on is stock navigators. Now, in order for me to get that job, I found it on LinkedIn. But I had. It was about three days after they had posted and they got a ton of applications. So what I did is I reached out, I found the sales manager on LinkedIn and I had messaged him. It turns out he wasn't still the sales manager, but he pointed me to the right guy. Okay. Because they appreciated that I had the initiative to go ahead and reach out. So then I got the number of the sales manager. We had talked a little bit, I had sent him over a couple of sales calls. He loved it, hired me. They had stopped taking applications by the time I had sent my application in. And they had already done the first round of interviews before I even talked to the sales manager. And they're about to set up the next round of interviews where they were gonna do mock calls. They didn't even have me do a mock call. They just hired me on the spot because they saw through what I provided that I was really good at what I did. Okay, so make sure if you're going to be reaching out on job boards, that you're able to stand out from just everyone else, because that's going to be the biggest thing that's going to make job boards actually useful. Next after job boards is going to be recruiters. Most recruiters, absolute garbage. Okay. There are not very many good recruiters that have good positions. And not that they're bad people, it's just they don't have access to good positions. I found a few that have really good positions, but they're really few and far between. So if you find a good recruiter, it's a fantastic.