Live Better Sell Better July Highlights

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Better Sell Better podcast.

This is your host Kevin Dorsey, AKA kd. And today we're actually having a recap. Let's be honest, not everyone's got time to go through every 45 minute episode. So we're bringing the best of the best into this episode. Only here Live Better Better Sell Better podcast.

You gotta give yourself grace. I'll say that first is progress over perfection. Making sure you're realizing like these habits have been ingrained with you for your whole life. So you're not just gonna be able to flip the switch and turn into a robo productive KD or Ian Cognac right out the gate.

Right?

I've been spending years and years trying to get to this place where I genuinely am exhausted at the end of the day. And I've only worked an eight or nine hour a day. Cause it's intense work and that's how it should feel. That's a good thing. Okay. That shouldn't be once a feel great. No, that's every day. That's how you become very successful. So fundamentally, if you, if you get out of sorts, if you've been out of sorts forever, you should feel normal for you because that's, that's just your norm.

I have in various places in my house and the, and these devices, these, these, these cold wallet devices come with little cards like they know. So you Write down your 12 to 24 word secret phrase, put them in your safe, put one in your drawer, put one under your mattress. Whatever you got to do to keep redundancy kind of out yourself and outthink your human flaws. Some people could argue that these central exchanges spend millions and millions and millions of dollars on security. And I think that's a valid argument. But like I said, I think crypto is the ultimate expression of self reliance and autonomy. Now that could be a two edged sword because if you do something stupid and give somebody your private keys, you've given them your crypto.

So the piece of this that I've noticed the most, and you can, you know, kind of COVID in any piece I miss. But to me, what I've noticed the most is that fear has an effect not just on the learning up front, but on the implementation part of it. Because physiologically, when your brain is in a fear response, it changes how your brain functions. And your brain has a much harder time trying out new things, running new bits of code that it hasn't run before. Under a fear situation, your brain just defaults to what's most familiar. And for true learning to take place, you have to try new things, you have to run new bits of code and say, hey, I usually handle the situation this way, but I read this book, I attended this training, let me try handling it this way. Physiologically, that's just not how the brain works under fear conditions, right? Under fear conditions, your brain plays it safe and goes what it knows. So again, if an objection comes up and I'm on a high variable and I'm worried about paying my mortgage, my brain is going into fear response when I hear that objection. And I'm not even necessarily physiologically going to have to choice to try implementing that new behavior I learned last week about objections. I'm just gonna have to go with the default because that's what my brain is for, versus if I got a 90% base. You know, I want this deal to close, so I'm gonna try my best, but it's not really make or break. I may be able to avoid that fear response and my brain may be in a place where it's better able to access what it learned last week and try it on for size. So on the implementation piece where I've noticed a big difference, where fear really hinders implementation of new things, we have.

To open our digital mouth. We have to share what we know, share what we've experienced. And I don't care if you're, you know, three months, six month SDR or BBR or your 40 year AE, we all have experience. And when we authentically share those experiences, hey, I read this and this is what I learned. This is what I thought. What do you guys think? We're opening up those digital conversations now? Why is it so Important that we share posts like that. Well, to earn the right to a meeting, our buyers, our prospects, need to be able to read and see who we are, what we think and the value we offer before they'll agree to a meeting with us. Because we're out of that stage where people will accept, you know, accept the meeting to learn about you. They don't have time for it, and there's so much competition. They don't have to take their time to give you their valuable time for you to be able to prove that you have value, you have to prove it before they're willing to accept the meeting.

When times are tough, you gotta get scrappy. You just gotta hustle your way through it. I mean, like, there's. I wish I had a great answer of, like, philosophically, I don't know that I agree with commission only sales roles or whatever. Like, all that shit goes down the drainage. Like, we, like, you know, when times are tough, you gotta find a way to break through. And I think, you know, whether it's something as simple as you make a post on LinkedIn and then you get a bunch of people that comment, right? There's people that do that. Here's the real question. How many people responded to all those comments? How many people actually got on the phone and scheduled 15 or 30 minutes with the people that commented saying, I'm still hiring? How many people actually saw the people that said, hey, we're not hiring right now, but good luck to you, and said, hey, thanks so much for reaching out. It's awesome that you did that. I know you're not hiring right now, but at some point in the future, I'm sure you'll be hiring. Could we catch up? So that when that time comes, you at least know who I am, what I'm about, and if we could have operated like, people don't do those things, right? They don't. It's kind of like, you know, the best salespeople do this as well, where, like, you know, the window opens just a crack and they take the fucking crowbar and they cram open that thing and are in through the door before you know it. And then, you know, other salespeople that see it, like, you know, a partially open door, and they kind of look at it and they're like, yeah, probably one that's a little bit more open. You know, like. And so when times get tough, you got to have that crowbar mentality. You got to have that, like, how do I get in? No matter what little crack I can find and if so, if there's a sales leader out there who says, you know what, I'm willing to take a shot on you as a commission only rep for a couple months while we try to figure things out. And you really like this company and you believe in this leader. I would go for that in a heartbeat.

So. So, I mean, maybe this is like a product of growing up with a, with a coach as a father, but, like, I'm just a process guy. Like, I talked about operating rhythm and cadence as a seller. You gotta have the same thing in your, in your, like, wellness practice, right? So like, I, and I did this as a sales leader too. I have a morning routine called Maverick. And the way. The reason it's called Maverick is it stands for meditation, affirmations, visualization, exercise, reading. The I stands for inscribing, which is journaling. C is I contact two people, I text two people that I haven't talked to within six months. And then the K stands for keep coming back. So do that every day. So my whole thing is like, you've got to build the habit into your operating rhythm as a human being. So I think you've got to. And you can't do it all at once, and you can't do too much because then it becomes too much of a challenge for you and it's not fun. So start small. Pick a habit that you want to change and just do it, do it for, you know, 30 days. And eventually, you know, as, you know, these things become habits. And I think you can build on a practice over time. Right? Like, Maverick wasn't born on day one when I got sober. In fact, my first probably year of sobriety was like the only daily habit that I had was don't drink today. But for that, like, wellness practice to transform into that, I think it's pick up, pick the thing that you want to do the most and just do it every day. Build it into your operating rhythm and then build on top of that. That's kind of how that's where I had success with it.

And so this is why one of the things that we kind of. We saw this across our customers and we realized that there was an opportunity for us to just like, help them better manage their teams, like, get, get better at management. So we actually work with, I'm sure, you know, Richard Harris, we, We actually work with Richard Harris that just.

We.

We have a monthly manager boot camp that we just make available to our. To. To all of our customers. And actually we make it available to the community too. If anyone wants to sign up, it's just@hq.com forward/bootcamp. Because often, like people managers don't like, new managers don't get coached. On coaching, I know it's kind of meta, right? But they don't get, like, taught how to have those, those kind of, like, coaching conversations and hard conversations. And, you know, it's like, it's not hard for, like, old fogies like you and me because we've been doing it forever. But it's tough for some folks. And if you, if they don't have the muscle, then, like, you know, the behaviors aren't going to change. The behaviors aren't going to change. The then, like, the outputs are not going to change.