How I Outsold Every Rep for 15 Years (Sales Cheat Codes)

In this video I'm going to give you a cheat code that means you no longer have to worry about the skill of getting better at sales, but you can actually cheat your way into being the best rep on the team. So follow me and I'm going to show you exactly how I've developed a system that has made me the top rep in every single company I've been in over the last 15 years. Okay? All right, let's go through. First of all, it's all about having an unfair advantage. The first thing I'm going to go through is a follow up system. I'm going to teach you how to actually follow up with people, okay? And that will give you an unfair advantage because most reps are lazy as fuck, right? But not all of this is going to be like just pound outbound. That's not what it's going to be. I always had this like a diagram or like a whiteboard next to my desk and this is how I kept track of my follow ups. I found as a sales rep the thing I struggled most with follow up was just doing it. And the reason for that is because there just didn't seem to be like a good system. And I think everyone tries to use automations and everyone tries to do all these things but like none of it really works. And so I wanted to be good at follow up. I wanted to have a good chunk of my sales B from follow up and there's so much money in it. So what did I need? I needed like a visual reference points that made it so that it was in my face all of the time. All right, so here it is. So we have days out from sale. So 90, 60, 30, 14, 7 and then you got your sale. And down here we have like potential commissions. So in my 90 day, okay, we have 30,000 worth of potential commissions. In my 14 day we have 2,000. I'm just using arbitrary numbers here. And the goal was that every single time I have a either time blocked out in my diary to do follow ups or, or even better, I have it as a planned yet unscheduled activity. Right? So planned, right, but unscheduled, okay, that means that it's like one of the boxes that I have to tick for the week but I know that I'm going to have no shows and so I'm going to do it in that time. Now what I want to do is like I have Jeff, right? And my goal is to get Jeff from 90 down to sale. But like that's a really big thing. To do. And so what it's going to be is it's going to be like Jeff is going to go from here to here to here to here to here, right? And so each time I go and I. And I have this, like a no show, I'm going to pick some people and I'm going to go like, okay, well, when was the last time I reached out to them? Okay, Jeff reached out to a couple of days ago. Let's talk about camera to Andy. Scott. Okay, Scott, reach out to Scott. Boom. Turns out Scotty is, like, solved his problem. Now he's good to go. Now he's seven days out. So now I can move Scotty down. I'm like, sweet. And then I can, you know, change this to change this, etc. Etc. Right? So now I've got more people down there, but really I want to. I just want to hop people down. I just want to hop them down. It's nothing. Just tap it in. Just give a little tappy. No tap, tap, taparoo. Okay? And like, this changed the game for me because just having a visual, like, representation of how much money I could make from each one of those things, it stopped it being fake. And it's up to being like a pipeline in a CRM. And I was like, oh, man, like this there's, you know, 70,000 bucks or whatever it is there. And I'm like, oh, this is sick. So I want to go off of that money Also, like, you can condense your pipeline. Maybe there's deals that you can do, stuff like that maybe, you know, might be into the quarter and you want to do a bit of a cash push, or maybe you're going to go on holiday for two, three weeks. You're like, man, I really want to have some extra cash. So now you just hammer everyone, okay? You try and negotiate with your boss so you can get a deal going. Maybe you can get like, hey, for the next two weeks, it's like no joining fee or some shit like that, right? So that you can sort of start pushing people down that line. But this saved me because as someone who's like, relatively unorganized adhd, that kind of stuff, this was like a way that I never forgot to do it. Now, once you have this good to go, then we want to do, like, what is follow up and how do we do it? The first thing is, like, they have to want the product or service what follow up is not. And in a little bit, I'm going to go over what not to do with follow up. What follow up is not, it's not like you setting an appointment in two weeks with someone who doesn't want the thing just because you couldn't overcome an objection like this is we've gone through, there's an obstacle in the way and we're going to overcome it. So they want the product or service incredibly clear. Then we agree on the obstacle. Is it time? Is it money? Is there something in the way? And once we figure out the box and we're looking to tick the box, right? So we need to, they want it. We agree upon the obstacle. Like whatever concern it is, we agree upon a timeline. Okay. The way that I like to word that is led to go, hey, how long do you think it will take you to, you know, solve XYZ problem takes three weeks. Hey, if I challenge you to do it in two, you think you could do it? Yep. Sweet. All right, cool. Then what we do now, we agreed in the timeline, then we set a schedule. This is a big one that most people don't do. The way that I do that is go, okay. Hey, how often are you okay with me reaching out to you to make sure that you're on track? Right. And they're like, oh, you know, I think I should be okay. It's like, what if I reached out to you once a week? Like, would that be cool? They're like, yep, sweet. So now we've set a schedule. Okay. And what we're not going to do is like set appointments. This is like a follow up schedule and this is where you can just be direct and go, hey, how are you going with X? You don't have to do value based follow up. All that stuff is for people who like are super long term. 6, 12, 18 months. They don't really know what the obstacle is and they don't really know the timeline. That's more of like an ethereal type thing. Okay, then you have to be diligent. That's really important. You need to set these things as tasks in your CRM. I'm going to go through CRM and how you do it in a second. Okay. But you need to be diligent with these things. You need to follow up with these people. You just set tasks for yourself, don't forget. And the goal should be to have like at least 30% of your sales will be coming from follow up. You want 30% of your sales coming from like people who are, say, you know, anywhere from seven to 90 days out. What that means is that you're going to be heavily Insulated from the ups and downs of marketing. Right? Marketing is always going to kind of go up peak and you're going to have feast and famine. Then from there what you can do is you can go back to this, right? This, this whole, this, this follow up bad boy. You can go back to it and go, okay, I have all these people, all I have to do is just try and condense them down. And then that gives me the time to, then, you know, that gives me that time to sort of build it back up while the marketing is getting fixed. You sort of cash out this entire thing and then you go back to business as usual and then you start with a blank slate and you start adding people to it again. Okay? Which means that like hopefully the point is that your sales stays relatively similar. It doesn't go like bam, bam, bam, bam, bam, bam. Okay? Which is what people do when they, when they, when they offer hop so they want it. You understand the obstacle. Agree on a timeline, set a schedule, you're diligent, 30 and 30%. That is a cheat code to getting more sales. Now these are the follow up don'ts. Do not set meetings unless they are in. You don't need to hop on a 20 minute phone call to discuss the payment plan that someone's not going to do. Do we understand that? We don't need that. It's ridiculous. So you can say, hey, I'll speak to you at some stage next Wednesday and then you might try and get in, touch them, text them, email them, call them, whatever. But do not set up meetings of people who are not like, yes, I've solved the concern. Follow up is not a fallback when you can't handle objections. What it's not is like, hey, I guess we should just like schedule a call for two weeks. No, that's not follow up. That's just you getting ghosted. Okay? Automation does not replace action. Robert. Matt, Can I, can I just automate? No, you're lazy and poor. Just text and call people. It's not that fucking difficult. Automations will not be an effective follow up tool for you. They can be a part of it, but you have to do it. You're a sales rep. I know it's hard and know it's hard, but you suck and you're lazy. You the one watching this don't let status, don't let status bullshit stop you. Just make the sale, I don't care. People are like, you know, you want to maintain your status now you know what I want to do? I want to make fucking sales. I don't give a shit about status. I don't care. And that is the highest status thing you can do. Does everyone know that? Do you know that not caring about status is the highest status you can do? I don't give two fucks what you think or these people think. I'm like, my status comes from my ability to do my job well. And I am trying to get that person to buy a product or service. So I am going to be amenable. I'm going to be available, yada. Do not let status bullshit stop you. Oh, well, you know, I'm. I'm available for 17 minutes in three weeks. Hey, now I got time tomorrow when you want to, you know, I'm a fucking sales machine. I am a sales machine. Okay, so here's a story about a follow up. Okay, so there's a large company other than mine. It was Pace Morbi's company, so Pace Moreby. Nick Fisher. Nick Fisher is a good friend of mine. I really like him. I met him through this process. Okay. We met at one of Cole Gordon's events and they were looking to come onto Dialer. And they're a big organization cause they have a lot of different brands. And initially I had the first sales conversation in April. I had about four or five different meetings with different people, tech people, stuff like that. And I didn't sell them until September. So it took those many months. Now, as part of my follow up, I sent tons of text messages. I called them all the time. I also sent I'll put some photos up. I sent them the word Dialer spelled out in balloons because they had received the proposal but they had not signed it. And the note said, a friendly reminder to sign your proposal from your friends at Dialect. Now this is the kind of stuff that I do because like, I'm a huge fan of follow up. I think it's amazing. I even got feedback that their reps loved it so much that they went and started to do more follow up. And so follow up is something that I think like you should embrace, you should be into. It's a lot of fun. I recently sold Cardo and Ventures and I have message after message of them ignoring me at first. And I don't take it personally. It's fine, it's not a big deal. But what it is is it's me relentless. And I make little jokes out of it and stuff like that. I am relentless when it comes to follow up. Just, I follow my process, I come here, I create my follow up. I Understand what it is. I'm not going to set meetings up unless they're in or unless they're like, you know, if they're a big company they need to talk about something specific or if they're need to have a specific conversation, then we'll do that. Right, but that needs to be like, it can't just be, hey, let's meet in two weeks for no reason. Follow up is not when you can't overcome an objection. I don't use automations. Right. One of the best like ways to do it is just to send them like pattern interrupts, like memes, GIFs, videos. I have cameos that I send people out. Some of them are funny, some of them are aggressive. Right. And don't let status get in your way. If you let status get in your way, you are missing out on money 100%. And if you think that like a lot of status comes from money, then why miss out on money? For the, for the sake of status. Okay, it's fucking stupid, all right. But this is like CRM, this is like hacking. I'm going to teach you the deep dark secrets of being a truly scumbag rep. And when I mean that, I mean like there's no I in team scumbag rep to the other reps in the, in the business, not to the prospects. The prospects are going to love you. But tasks are your best friend. CRM farming. I'm going to teach you how to do it. So task your best friend in your CRM. You use your task. As soon as you have a follow up to do, you set a task to do it. You need to remind yourself to do things. You have to set tasks so like use the tops of your best friend, rank all of the reps. Okay, I'll tag my seven levels of rep video. Rank all of the reps in the business from best to worst. And then we are going to go after the no sales, the no shows and the follow up pipeline of all of the worst reps. Okay? So if you've got Billy and this, this person, this person, you know there's that guy in your team right now who like just can't overcome objections for shit. Yeah. Well if you can then start getting his guys. So what you have to do is figure out what is the rule for when a lead becomes fair game. When does it become fair game? Now if there is no rule, then do it whenever you want and then they'll make a rule. Right? I guarantee it. But you have to have that and what you do is you set an alert, okay, for when that person's leads. You need to set alerts that only you can see. In the same way you can usually build lists that only you can see. You can set alerts for when like that person if they haven't been spoken to in two weeks or if they're two weeks post sale. Only automated stuff is going to out in my businesses it's like automated follow up doesn't count as contact. It has to be like manual. And so what you do is you set up an alert for the worst reps and all of their no sales, right? Because let's just say the worst reps don't sell three people a day and there's three of them. It's nine opportunities a day for people who went all the way through. At least one of them is a lay down. I guarantee you they just suck at sales, right? So you set alerts, it's like 14 days. You just give them a call. Hey, I saw that you had a chat with Jimmy, you know, and that you had a couple of issues. X, Y, Z, run me through. Like what were you looking to achieve? That's it. You need to know how to use the CRM better than everyone else. Like imagine a sniper who couldn't maintain their own rifle. That person would be a ridiculous joke of a human. We can all agree upon that a sales rep who doesn't deeply understand the CRM is a joke of a human. So if that's you, you can either choose to ignore what I say or you could accept it as truth and then you could start to try and do better. But I tell you what, he who knows the CRM best wins. I could probably come into all of your offers, not sit any sales calls and make more money than most of you because I would like get all everyone's no sales and everyone's no shows and I could probably farm deals through text. You would be shocked as to how effective that is if you just give it a crack. If you really know how to use a CRM, I know how to use all the filters. And it's like when I was a rep I would have special filters set up for the certain ways that people answer answer certain application questions so that I had speed to lead on like the best leads that came in so that I and I knew what the best lead with the best question answers were for the questions and I knew how to filter for all that. So I could just have like bing, bing, bing, done. These are all the best leads as soon as they come in and then like just check it all the time. Lead comes in, bang, call them. If you have a speed, leave under five minutes, you're 100 times more likely to sell that person. That's a true stat. And then you block out time during low show rate times to really kind of farm the CRM and do that. All right, okay. So that is like the trick. That is the cheat code to absolutely smashing sales. If you have a strategic way of doing follow up where you actually chasing the sale, chasing the money, and you're organized about it and you farm the CRM like this, right? Which is just going after like the worst reps, scraps. It's an easy five to seven sales a month. Guys. Like, this is easy. This is Scumbag Operations 101. And I'm all about it. When I was on Sniper Force, one of the guys running and said, if you are not cheating, you are not trying. And if I catch you cheating, I'll fucking crucify you. Which is short for like, just don't get fucking caught. So another, any of this is cheating, but it like, it feels like cheating, right? But you're there to make the most amount of sales as possible. And this is one of the strategies that you can use to do it. No one teaches this shit because no one's fucking right. Got the brain power, right? This is Scumbag Operations. Yes. Has like sales. Scumbag. Let me know if you're still here. Comment. Scumbag down below. All right. Yeah, guys, this how you do it. Bye.