Patrick Zupic grew his sales from $300K to dramatically higher after off-season training with Hawx. He tells new reps to build certainty in themselves and their product, use multiple pitches to raise volume, and stay in control of each conversation.
I'm here with Patrick Zupik. He just did a Golden Door with Hawx, right? So one of the things I love about Patrick is he documented his entire journey and it was the most real. Like, you would know if he was having an incredible day or if things weren't going so well. Um, you were really authentic. I appreciate that about you. Of course. One of my questions for you is, what role did training play to get you from— what did you do the previous summer?
I hit, uh, 300K.
And so you went from 300 to That's awesome. What role did training have in that jump?
For sure, it was massive. I mean, you have to have the technical knowledge and the skill set behind what you're doing. It's one thing to just say like, hey, I'm just going to go out there and grind and knock on more doors. And it's another thing to just be like, I'm just going to get better, right? And that's, that's kind of what it was for me. It was just like the idea of, you know, implementing my, my sales tactics and just improving and being a student of the game. So training is absolutely massive. If you're not training in the offseason and then you're just, you're just not gonna, you're just dying, right? You're just not growing. So tactical knowledge is everything when it comes to sales.
For a rookie that's just starting out in their company, um, what tools would you recommend they do? Like role plays? Would you recommend them studying their script? What are the things, if you have a brand new rep, what are the 3 things you would tell them to just dive right into?
Right, so I got 3 things. Number 1 would be increase your certainty, right? So you gotta increase the certainty behind what you're selling. Certainty in yourself, Certainty in the industry, certainty in your product, and certainty in your company. Those things have to be bulletproof. If you're not certain on each one of those things, forget it, right? So that's number 1. Number 2 is smokescreens. You gotta get through the pitch, right? The more pitches you're gonna go through, the more pitches you're gonna be able to deliver to the customer, the higher volume of sales you're gonna make. And then number 3 would just be keep active control, right? Be able to actually get through every single pitch and make sure you're actually focusing on each, you know, aspect of the pitch, getting through the entire pitch every single time. So those 3 things are what I would say for, for a new rookie.
I love, I love it, man. Thank you so much for sharing, and, uh, you influenced a lot of summers this year, so appreciate it.
