No BS Advice to Make $20k Per Month In Sales Quick

I've closed over $7 million in sales. I've helped hundreds of salespeople hit record breaking months in commissions. So this is going to be the nine things I wish I knew when I got into sales to get you to 20,000 per month as quick as possible. So this is my no BS advice on how to make 20,000 per month in sales as quick as possible. Number one conversationality over everything. One thing you want to keep in mind in your sales conversation is you want resistance to them having that conversation to be at an all time low. Because if their resistance is high, if they're painfully aware that they're on a sales conversation, just understand you're not going to have a reliable sales process. Why is that? Is because if somebody is in a conversation with you and they know that you're a salesperson, they're not going to be as truthful. And if you don't have people who are being truthful, you can't have a reliable process. So a key thing that I always do and I always keep in mind is is this person being open with me and is this person being truthful with me? And if they're being open and they're being truthful, I'm able to truly connect with the prospect and I'm able to actually solve the problems. But the only way I'm going to be able to do that is if I'm able to let their guard down. So a key thing that I always keep in mind is if I'm not going to say in a conversation with a friend, I'm going to avoid it. Two big things that come up to mind that a lot of people use, number one is agendas. I very, very, very, very rarely ever use agendas. Why? It really cuts up the conversation and makes it less conversational. And then two, it makes it painfully aware that they're in a sales process. Now I know a lot of sales trainers out there tell you like, hey, use this agenda, use this, use this, use that. I'm telling you, most agendas are more for the salespeople to just make them more comfortable. It doesn't do much for the actual prospect. Again, I've taken thousands of calls and I've also been on tons of calls myself. Whether they gave me an agenda or not never really made much of a difference. All it really did is just let me know, like, okay, this is a sales conversation. They're going to take me through a sales process and then they're going to try to sell me at the end. Just think about this if you're hanging out with your buddy and you're about to have a conversation, like, would you just like, hey, this conversation, I'm gonna ask you a few questions. No, it's weird. And it just breaks up the conversation. And then most likely they're not gonna be as open because you made them painfully aware that they're in a sales process. The next thing is going to be repeating back what they said throughout the conversation. Now, I have no clue what, why so many people do this or where this really came from, but again, it's something that breaks up the conversation. So when like somebody says, oh, like I'm running into this, this and this problem, and you re repeat back to them, okay, so what I hear is you're running into this, this and this problem. Like, yeah, no shit, that's what I just said. So like, if you're out with your friends and you're ordering something to eat and they're like, oh, I'm going to get a burger and fries. Oh, so what I hear is you're going to order a burger and fries, you would look at your friend like, what is wrong with you? So these are just things that break the veil and just let people know that they're in a sales conversation, which is just going to make it to where people aren't as open with you as they should be. And if you want a reliable sales conversation, you need people to be open and be truthful. Now, when it comes to the sales conversation, you have a debate that I start, see, creeping up is going to be scriptless selling versus having a script while you're selling. Now, me personally, over my years, I've always had a process. I've always had a script. I think the reason why scriptless selling is starting to make a surgeons right now is, and this is just what I've heard from people that I've trained is there are so many scripts out there that a lot of people, when they're looking for sales training or they're looking to get help, all they're really looking for are what are the magic words that I say. So most people, they get a script without really understanding it. They don't understand what the questions, like why they're actually asking the questions. They don't understand the tone, they don't understand the psychology behind the questions. They just have this script and they think that that solves the problem. So then some people who see that like, oh, like it's not your fault because you didn't know the why, you didn't Understand the psychology. You didn't understand the tonality. It's just, it's the script's fault. You shouldn't have a script. That's the reason. Okay, I've heard a lot of the people who teach scriptless selling. I've heard their actual sales calls. I've heard the sales calls of the people that they teach. Oftentimes what I see is just a lack of direction in the call, which just hurts you. Overall, it seems like a lot of them are searching. And honestly, most of the time it seems less conversational. If you do have a bin versus you have a script, but you. But you just have it internalized. So I'm somewhere in the middle. Like, I have a script, but I never look at it. While I'm on a sales call, I have that script memorize frontwards to backwards. And I also understand the why behind each of the questions. And I understand what actual answers I'm looking to get and what tone I need to use. And tone is a big thing that a lot of people overlook. And it's hard to teach tone specifically because in each conversation you're going to have to use your tone a bit different depending on the person that you're talking to. But the biggest hack that I can give you to understanding tone is if you understand the why behind the questions that you're asking and you understand the emotion you're trying to invoke in the conversation, tone becomes very natural. Because if you understand the emotion you're trying to get, then you have to understand, okay, the tone is going to be the thing that invokes that emotion. But just broad overview. When it comes to typically the types of tone you'll use at the beginning of the conversation, you're going to have a more curious tone. And the reason why you want to have a more curious tone. The why right behind why you need to have a curious tone is because you want people to let their guards down. You want them to understand that you're just not like everyone else. You're not just someone who just is trying to push them through the process. You genuinely want to understand what is going on and you are there for them. Okay, so at the beginning of the conversation, now when you start to dig more into their problems, you're going to be curious. But now we're a little bit concerned and you have to think about this again. If you're talking to a friend, if somebody was telling you all these problems, would you just be like saying it? Like, oh, like, hey, how's your Day. Like, your tone doesn't change. No, your tone would change. Like you would be concerned for this person. And when we were talking about. If you're concerned all the time and throughout the entire conversation, then your concerned tone doesn't mean anything. So it's the change in your tone that draws more attention to it. So if they tell you something that is painful and you have a concerned tone, what they're going to do is they're going to mirror your emotions. Like, they're going to become more concerned about this as well. But what I see a lot of is either there's no change in tone or secondly, because we're uncomfortable talking about somebody's pain, we actually break the tension. We smile, we laugh, which causes them to smile and laugh, and then they treat their pain like a joke. So when we're moving on in the sales conversation, when we're challenging things like that, like, we have to use a challenging, a skeptical tone. So it just depends on where you are in the conversation. But. But the biggest hack to that is understanding why you actually say certain things and understanding what are you actually trying to get out of it. Number two, become obsessed with human behavior.

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If you understand humans on a deep level, you'll never worry about money, ever, because that's all the top salespeople do. That's all the top marketers. They all are obsessed with human behaviors and just understanding how. How human beings work. If you understand why people do what they do, then you're really able to connect with people and really just give them what they want because you know how human beings work. And you should have a process and you should have conversations that work with human behavior rather than against it. I work with a lot of younger guys, okay? And maybe this is just more prevalent because, like, as younger guys, we don't talk much about our feelings or emotions or anything like that. All oftentimes, I find myself just having to teach basic human behavior, basic needs to people of, like, why we should really focus on this in our conversations versus something else.

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So if you are just obsessed with human behavior and you really start to understand how human beings work, that's going to be the hack to accelerate your sales results. And I want to just stick to people who teach sales. Right, Right. Like I teach sales. But one thing that I've done a lot, a lot of research into are, like, people who do, like, interrogations. FBI, CIA, like, understanding body language is a big one that I don't think a lot of people in the sales space talk about. And When I teach some of the people about body language, about self soothing, like how people are coming across nervous, like how did I know to go down this rabbit hole versus that rabbit hole? And how did I know this was a fear objection rather than just a money objection. It's just like sitting down and breaking down, like okay, well they are fidgeting right now, which indicates to me that they are nervous. And because they're nervous, I need to help them relax. And I understand that it's fear. So if you become obsessed with human behavior, it's just really a shortcut to reading people. And if you're good at reading people, you'll be good at sales. Number three, focus is your greatest weapon, especially in this environment. Everyone wants your attention. You're watching this video right now. I want your attention. But there is no better hack out there than to be able to focus your attention on one specific thing and just eliminate everything else. I know for me personally, my first year or so in sales, like I did better than average and I was like the top guy on a SaaS company. But I didn't get really crazy outsized returns in my sales results until sales became the thing for me. Like there is no other thing. Because I got into sales first and foremost just because I'm a small town kid in Kansas Covid hit and I wanted to just work from anywhere. And that's what I did. I got a sales job, moved to Miami. You know, lots of distractions there as well. But it wasn't until like I really hunkered down and just like, okay, sales is the thing. Because what can happen is most people who are in sales tend to be very entrepreneurial minded and there are always opportunities out there that are the next big thing. But the problem is, is like a lot of those things are more flash in the pan and it can, it just really takes away from your ability to be the best salesperson you can be. Because there was times where I was making, you know, 20, 30, 40,000 per month in sales and I was really wanting to like, okay, how do I get to the next level? The next level, the next level when it came to just making money and it was always like, oh, try this business model, this business model. And then my focus would wane and, and then my income would just plummet. It wasn't until like I said, okay, sales is just the thing. I'm going to be hyper focused on human behavior, right, like I said before, but hyper focused on sales is when I was really able to outperform everyone else. Around me. So your focus is your greatest weapon. If you are going to focus on being great at sales, focus on being great at sales. Eliminate everything else. And I tell you right now, if you become great at sales, it's a skill set that you'll have for the rest of your life and then you'll never have to worry about money again. Number four, destroy your limiting beliefs to overcome others limiting beliefs. Now, this one is a big one. Sales is leadership. But the thing is, you have to lead yourself first. Oftentimes, let's take objections, for example. Oftentimes when I'm training people and they have a certain objection that comes up for them, it comes down to they believe in that objection themselves. For example, I was just training someone yesterday and they said the objection that they always have a hard time with is when they get to the end of the conversation and the prospect tells them, this sounds great. I'm totally on board. I just need to talk to a couple other companies just so I know what I'm comparing it to. And he said he buys into that because that's how he makes decisions. And I told him straight up of like, hey man, if you keep making decisions like that, you're never going to be able to actually overcome these objections. And then I had to walk him through why that mentality is not the best.

Okay.

And I'll walk you through the process as well, because you got to understand something. And the example I gave him is, let's say you have a heating unit in your apartment, in your house, whatever it is, like your, your air conditioner, heater unit, and it's broken. Like, how much do you know about, like your AC unit? I know, I know nothing. Even though that's what my dad does for a living and I've helped him before, I still have no clue about heating units, AC units. You could probably tell just by the way I'm talking about it. Like, that is a huge light lack of knowledge. And most of the people that you're talking to, you have the keys to the kingdom. Like, they are seeking knowledge from you. So it's like, does it really help me to sit and talk to three separate people about a topic that I know nothing about? Right? Because, like, they can tell me anything. And I have no frame of reference on whether that's the right thing or whether that's not the right thing. Like, I, I just don't have the knowledge. And the only way I'm going to have the knowledge is if I put in the work. I like research. I do all these different things. But then it comes down to, is that worth my time? No, it's not worth my time. So is it in my best interest to talk to three other companies, 10 other companies, and just really at that point be comparing the price, but I don't even know what that stuff should cost. So it just comes down to, is it in someone's best interest to be spending 3, 4, 5, 10 hours of their time really getting, getting quotes, hopping on sales calls about a topic that they don't really know much about? The answer is probably no, really. It just comes down to can their problem get solved? And if the first person they talk to can solve their problem and it's for a price that they can afford, it's probably in their best interest just to get that problem solved right then and there. Because is it worth the time of delaying this another week, two weeks, whatever it is, to talk to more people? And then now, because we just don't have the knowledge on the subject, our mind is muddy and we don't really know where we're actually going. Okay, so this is what I explained to him, and for him, it clicked, okay? Because, like, for me, if it makes sense, like, if I hop on a call, like, if it makes sense, like, I'm just going to go ahead and move forward, I am the easiest person to sell. If you, If I hop on a call with you, I already know that I'm going to buy your stuff, okay? So it just comes down to that. Another big limiting belief that I see people really fall into is people who are doing fairly well, right? And I get a lot of questions on that of like, hey, how do you deal with people who are doing well? And my response always is, what the fuck does that even mean, doing well? Like, compared to what? Because you got to understand when people hop on a call with you, okay, they're wanting to go somewhere, they have a problem that they are looking for help with. And this is from, from Chase Hughes, who, who's a really, really good, like, body language expert, human behavior expert, highly, highly recommend. But he always says every single person that you talk to is insecure. Every single person that you talk to is a result of childhood trauma. And every single person you talk to is wearing a mask. So you're not talking to the real self. You're talking to the Persona as I'm talking to you right now. Like, I have a Persona. Everyone does. It just happens to be that people who have more material success, they have more outside things that they can put on their mask, so they tend to just have a thicker mask. So people tend to just not be good at lowering their mask. So how you deal with people who are doing well is you just don't buy into their frame. Because if you buy into their frame, that that mask is their real person. It's a real self. They're not actually insecure, they don't actually have problems. They just, you know, things are great. I'm just, you know, wanted to see what you guys have. If you buy into that, then you're dead in the water. And you're never going to sell those type of people because people don't buy from people that they like. They buy from people that they trust. And they're only going to trust somebody can get them to a certain point if they feel like they are better than them at a certain particular thing. You don't have to be better at everything, you just have to be better at the one thing you guys are talking about. And if you feel like you are a step ahead of that person, even if you're just a slight step ahead and you can help them, you should have the confidence to talk to them and really dig into what their actual problems are and not buy into the fact of the mass that they are putting up. Number five, you need to get comfortable having uncomfortable conversations. In sales, the person who is the most comfortable in the conversation tend to have the strongest frame which tend to wind. So you have to be the person who's most comfortable in the conversation. Because human beings are really, really good on picking up on small things. Like we're social beings, okay? And if they pick up on small things and it's not always going to be a conscious thing that's in the front of their mind, like, oh, this person is doing this or this or that, they're nervous. No, it's. What it is going to be is there's going to be a gut feeling, right? Like something is off with this person and the little things are going to change their perception of you. Biggest thing that I see is people who are nervous. So if they're looking down, if they're self soothing, okay? If you don't know what self soothing is, it's like you're touching your neck, your ear, you're tapping, you're trying to calm your body down. Like your body has a lot of energy, you're trying to calm it down. If you're looking at somebody and you see that they're fidgeting, they're moving around, then you understand just subconsciously like, okay, this person is a little bit more nervous, okay. Which is going to change the perception of them. If they are supposed to be the authority, the expert, and they're nervous, that says something about them. Maybe I shouldn't be giving them my money.

Okay?

That's what's going to be going through people's mind. So you have to be the most comfortable person in the conversation. Couple tips on that.

Okay.

This super simple move like you're in water. So you don't need to move like you're in slow motion, but you move like you're in water. If you think about like you being in a pool, right? You just, you can't move super fast, so you shouldn't be making any fast movements. Also, as well, you should have fairly open body language like I have right now. Open palms.

Okay.

Open chest. If you can actually show your torso and show your hands, it shows that you're not hiding anything. These all, these are all things that help in the sales conversation. And it just makes it to where it comes across like you're just more comfortable. For me, one big thing I have to do is I have to keep my AC high because I get hot and my cheeks flush. And this is just from being white.

Okay.

If your cheeks flush, it just seems like you're nervous even though you just might be hot, which is like, okay. But they don't know that they're not where you're at. So, like, these are things like I have to do to just make sure, like, I come across as comfortable as possible. And then also again, other things you can do to just get more comfortable in your conversations. And one thing I recommend people, because most of the time, people get more uncomfortable when we're talking about objection handling. When we get to the end of the conversation and things start to ratchet up, they get a little bit more uncomfortable. And honestly, this is the most crucial time that you need to be comfortable because you should have these conversations a lot more than your prospect. Okay. This is like the first time, the fifth time, the tenth time they've had a conversation like this. You should have these conversations thousands of times. So something I would recommend to anybody to get more comfortable in the objection handling process, in the sales process is when you're role playing, go for 30 minutes straight with the person you're role playing with and they can't say yes to you. No matter what you do, no matter how persuasive you are, they cannot say yes. So what this will allow you to do is, number one, like, now you're Starting to get comfortable in those uncomfortable conversations. Number two, you need to be able to think on your feet. Because oftentimes an objection handling what will happen is people get uncomfortable when they just don't know where to take it and they just don't know what to say.

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So if you get more comfortable actually knowing where to take the conversation or just at least thinking on your feet so you try a couple different rabbit holes, then you're going to be more comfortable in the conversation. So get comfortable having uncomfortable conversations. This will highly, highly, highly increase your conversion rate. Number six, Ask the question the prospect is scared you're going to ask. Now, this isn't like, oh, you ask questions that are like, rude or it's going to be like a bad question or anything like that. When I say, you ask the question that the prospect is scared you're going to ask, you have to think to yourself, where is the pain of this person I am talking to? That's in the back of their mind. And it's in the back of their mind because it is so painful to even think about that they don't want you to ask that question. Because if they have to answer the question, it's going to bring up so much pain and so much urgency to change. They just don't want it being asked. So this is something that my mentor taught me that just shifted the way that I have sales conversations. Like, what he said is basically everything in the sales conversation is just a setup to the real questions that they are scared that you're going to ask them. And the way that, like, I always think about this is I put myself in the prospect's shoes to my, to the best of my ability.

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Like, I've lived a very fair, like, varied life. I've had a lot of life experiences. But even if you have it, you can at least implement.