How This Salesperson Unlocked the Path to Sales Savagery by Leaving His Comfort Zone

Hey, guys, what's up? Welcome to another episode of Copies for Closers. So we got Anthony, Anthony v. Matt, Big Man, Slappy Happy.

How's it going, man?

Good, brother, good. What we're going to talk about today is like sales working at Sales Sniper. Like what we think it takes to be a successful sales guy. And make sure you, like, subscribe, hit notification, but all that kind of good stuff. Make sure you watch all the way through to the end and we'll see you on the other side. Cue the intro.

If you listen to this podcast, you will make your first million within three years. I'm going to repeat that. You will a million dollars within three years of the first episode. You listen to we don't want pikers. We're not here to save the manatees. We're here to make podcasts. You really want this, you listen and review.

Put that coffee down. What's going on, dude?

Good, man. Just flew in, landed what, an hour ago. Straight to the office. Straight ready to roll.

Client meeting.

Yeah.

Lunch client meeting, podcast.

Straight into it, man. Sales Call in 20 minutes, bro.

Yeah, we got to keep an eye on the time.

Let's do it.

So give us a run through. What do you do here?

I'm one of the sales guys. Just one of the boring sales guys.

Yeah.

Manage a few of the accounts as well on the Australian side.

Yeah.

And yeah, I'm actual sales dude as well to actually taking calls.

Crazy.

Cracking necks, slapping checks, helping a lot.

Of people, practicing what he preaches.

That's it, man. Yeah, a few slaps exactly when needed.

What?

So you were in closing for a while. We actually worked together.

We did.

When we first met, we were together on an account where you were the internal and our team came in externally to do the USA sales. Essentially.

Yeah.

I think we had a pretty good. Pretty good relationship.

Yeah.

Actually learned a lot from you because. Well, because like I'd been closing for a long time, but like not in the high ticket space.

Space.

Right.

Even closing high ticket for longer than I have.

Yeah. Right.

But I've done 10 years of selling before I did high ticket, you know, and so like, I think like the thing that I opened to me when one was, you're really good. It's a different type of selling, but I could see it was really good.

Yeah.

But two, like, I guess like just the way in which you. I don't know if like sales professionalism like you had. You were very processed.

Yeah.

And I think that's one of the biggest things, like when you started, I Remember, you know, going through, sending you a bunch of recordings and a bunch of calls. And I don't believe at the time, correct me if I'm wrong, but I don't think you were selling with a script at the time. No, you weren't.

Yeah. Yeah.

So I remember sending you a bunch of my calls and it was essentially the same call because I was just following a script and I was very process driven. And then from there, because it was Marco yourself and. And Will on the account.

Yeah.

And then I think you then adopted the scripting.

Yeah, I used your scripting.

My scripting?

Yeah. Yeah.

How did it work out for you?

It was really good.

It was, it was really long. Very long.

Yeah.

Like very, like 90 minutes.

90 minutes?

Yeah.

Without injections.

Yeah. So what I. I cut out.

Yeah.

A lot of it. A lot of it. But I cut out probably half of it because I knew my objection handling was so good.

Yeah.

I knew I could get away with murder until the very end.

Yeah.

But it really helped me to follow a structure and that's when I started looking for like different structures and that's when I found Jeremy.

Yeah.

So I was looking for like a really structured approach to selling because I adapted that and I was like, oh man, this makes it way easier.

Yeah.

Like I'd always used a framework, but I never use like an actual script, you know.

Yeah.

And so by adopting that, I was like, okay, this makes my life a bit easier. And then I started kind of processing everything more and more and more. Because I was just good at sales.

Yeah.

It's just there's just sort of lots of experience and objection handling and I could.

Yeah.

Like navigate. But every call was totally different.

That's what I'll say. The difference between me, because it was you, you get to the end and you're comfortable in your ability to. Objection. Handle me. It was the other way around. Like I was never good at objections. I didn't have 10 years of experience selling gyms. Like that's the first account I got chucked on Finish university straight onto high ticket selling.

Yeah.

So I didn't have the, the gyms and, and all the fitness hours experience. So my calls would go for 90 minutes to two and a half hours. And I remember posting call recordings in the Slack channel. I mean, hey guys, I just made a sale. I remember one day you commented back, you and James, like two and a half hours. Holy moly. Or something like that.

Yeah.

I didn't know any different, but the difference was about 98% of my closes. And I sold. I sold that program like crazy.

Yeah.

We're objectionless.

Yeah.

Just did not get objections because I was just so process driven. But then I found Jeremy and that dude. It actually blew my. Blew my mind that now I'm closing deals in 30 minutes. That took me 90 minutes or two hours.

Yeah.

But it just. It completely blew my mind.

Yeah.

I think, like, I think I could be wrong. One of the driving factors for you wanting to do that was, like. Because you were probably better than I was in terms of, like, the ability to especially close that deal. Right, right. Because you're so processed. It was like you could just smash it through. I was probably, like, better at objection handling and certain things. But you were really good at closing that deal better than I was.

That I was just all in.

Yeah.

All in. Yeah.

But then when I started any pq.

Yeah.

That all changed.

Yeah, man.

And so I think, like, as you sort of kept in touch every now and then.

I was watching, man.

Yeah.

I was watching very closely. I was.

Yeah.

I remember your first podcast you posted. I was following behind the scenes. And then Jeremy's first masterclass where you weren't running it, someone else was. I was following very closely. And then I remember. I remember a post you did on Facebook once. You said, the internal sales rep is pretty much dead. And then you gave a bunch of reasons why and gave it a little, like. I was like, yeah, it makes sense. Like, you know, you're very lying on one form of marketing. You don't have the opportunity to work multiple accounts. And then. And then you just took off, man. I'm like. I'm like, where did this guy come from? You just. It was like the hockey stick for you. And I. I watched it because I saw you at the start.

Yeah.

When you first started Sales sniper.

Yeah.

And then I just saw your growth, man. And I'm like, yeah.

Yeah.

I gotta be part of that.

Yeah.

Awesome.

Yeah. Yeah.

What is it? Like, besides that? What is it kind of. Because obviously it was a big deal.

Yeah.

You've been an account. Been providing you with an income, all that kind of stuff. We don't have to go into the backstory of some of the. The other stuff that was going on there. But, like, I guess, like, what was it about? I guess I don't want you to, like, jerk me off or anything if.

You want to, but maybe later, just.

Sort of like from a culture or maybe like a accounts perspective. That's.

Yeah.

Drew. To wanting to come over here as opposed to staying in a Quite a strong.

Yep.

Internal coaching business.

It was tough, man. Making the decision for me was. Was tough to do it. And I almost talked myself out of it. I think the biggest thing for me was, like, I was, I. I was just. I excelled at that account. Like, I was really, really, really good, you know, great company, great, I guess people I was working with some really cool people in the office and whatnot. I just felt a bit stagnant in terms of the growth. Okay. It just gets a bit boring. Okay, what's next? Yeah, it's just like, how many, how many times can you do the exact same process, how many calls can you do until you just get a bit bored? Like, what's next? Right. So, like, when I had a chat to you, how to chat to Marco, I think the biggest thing you said to me, you sent me a voice message and you said, hey, hey, hey, mate.

Hope you're well.

This is when I had joined and I had started is two things I care about for you, man. It's like your ability to make as much money as you want, which is big for me because I didn't want that ceiling. I didn't want, you know, my. My success being kind of, you know, being pigeonholed.

Yeah, yeah.

And then the second thing you said, I'm never going to pigeonholed you in a position just because you're making me money. And I guess, yeah, it was just like I'd never heard that kind of before.

Yeah.

And it was just good to hear that. Hey, man, like, you actually care about me and my growth and my ability to move up. And I've already seen it, man. I'm ready in. I'm with you now for six months. You're already giving me more opportunity managerial kind of positions. And. Yeah, just the ability for growth, man, which I've. I've, you know, seen in six months, which is awesome.

Awesome. Yeah. I think, like, the big thing is for a lot of sales guys out there is, like, I think salespeople, I think sales people are quite loyal to the business they work for because I think you get so bought in.

Yeah.

But it's the best thing ever because you have to, because you sell it all the time. And I think that a lot of people pigeonhole themselves to do things that isn't really making them that happy because, like, they've spent so long selling it that they're sold on themselves. But it's like, would that. And I've had conversations. I've had this conversation with you, maybe I have, but it was like, well, you're that loyal. But if that business person had the opportunity to hire someone who was just as good at sales for half the price, but they do it. And it's like, for me, like, I wouldn't.

Yeah.

Like, I've turned down really, really good salespeople just because I don't think there's a. Like, I don't see the long term play there. Not only from like maybe a money point of view, but I just don't think business has to be fun. Like, it really does. And if it's not fun, just don't do it, you know? So I think if you have to enjoy who you work with, you have to enjoy where you're going. I think the reason why we've managed to collect such good people is because. Because, like, we just go, where do you want to go? And like, because if I can create, like, if somebody was like, man, I'd love to start my own. Like, I'm so passionate about herbal tea, and I'd love to start my own giant herbal tea conglomerate. And I'd be like, all right, man, like, that's weird. But if I can help you do it, do you want to do it here? And they'd be like, yeah. And I'd be like, all right, let's map it out. Like, how far away are we from doing this? You know what I mean? So, because, like, I just think if you have a group and a mix of really good people, then I just don't know how you fail, you know? And like, maybe I forego short term income. Like, I could pay myself a lot more than what I do. I pay myself pretty well, to be fair, but I could pay myself more. But then, like, that would stop me from being able to get more good people. Like, we just got Jimmy and his whole team on board. That cost me 30,000 US a month. Right. We just got another sales guy, Jeff, back. I had to give him a $10,000 signing bonus. Why is that? Because I was like, I really want you to work for me.

Yeah.

And I know the situation that's going on behind. So I was like, I will give you a signing bonus. And this is the salary package and the management and the growth package that I'll give you.

Yeah.

It's like, it's like you can't say no to it. But it's like, okay, so I'll happily over infrastructure us and like, just collect the best people and just try and like, tank the profit margins of this business as much as possible.

Well, it shows, man.

You can just grow.

It's your, it's your growth, though. Like, I nearly talked myself out of it. Like, you had to sell me in, in making that jump. Like, I had a chat. We had been speaking about it, and then me, you, and James had a zoom meeting booked in, and I was, I was prepared on that zooming. I don't think I've told you this, but I was going into that zoom meeting, telling you guys, talking myself out of it, saying, hey, I don't think this is the right thing for me.

Yeah, right.

Because that fear kind of came over. It's like I had only known that I would be going from an account that, you know, really good account, like, really good people. I was working with cool clients and all of that to something new, working from home, different scripting. Because you said I have to adopt any pq, which I wasn't allowed to implement.

Yeah.

You know, it wasn't like there was so process driven. That makes sense. It makes sense.

It's not broken.

Exactly. It's not broken. Don't fix it. And then jumped on the call, and then you basically said, hey, man, you got to step up. Like, what do you want? Where do you want to be? And yeah, and it was, it was good, man.

Like, best possible.

I remember getting off the zoom, though, man. I was like, it was like, did. I just. Did I disagree. You're like, you're in. You're in. I'm like, all right, I'm in.

Yeah.

I couldn't get back on my words. So.

Yeah, got you that congruence, Frank.

You did. You really did. You got me the congruence frame. And I said to you, hey, man, now I know. I now know what my clients feel like when they're in fear.

Yeah. Yeah.

It's interesting, though, because I think, like, difficult decisions are difficult for a reason.

Yeah.

You know, it's really hard when you don't have to make the decision. Right. Like, when I started Sales Sniper, I was in a really bad position. So I was like, man, I need to figure something out. Out. So I was like, I just started doing stuff, hoping the activity would create something.

Yeah.

You know what I mean? And then, like. But I was not in a good position. Like, I, I. So I keep my wallet in my left hand pocket even though I'm right handed, but most of the time, because I had a pair of jeans that had a hole in the right hand pocket.

Right.

And I couldn't afford to buy new jeans, so I just started having my wallet in my other pocket.

Now it's ingrained in you.

Yeah.

So I just had it in my left.

Yeah.

Because I had those jeans for ages, the jeans I wore.

That's what happens. You have a heavy wallet though, man. It puts holes in your pocket. So I actually don't blame you.

Yeah.

Yeah, well, you know, that might be the case these days, but definitely not the case back then. Yeah, sweet, man. So like, I guess like as a, like what are your, like where do you want to go? Like where do you, where what are your, you know, I know some of it, but yeah, for the people at home, like where, where do you see yourself in say a year's time? Like what are things that you want to sell or do you want to move out of selling and move into more development? Like what's, what's the 13 year picture for?

Yeah, I know we've had a few chats about this. Definitely see myself doing more like of the managerial. That interests me. Like business interests me.

Yeah.

So like learning from you, like someone that's in 18 months has been able to, you know, turn two businesses into a million a month from that. Say that.

Yeah.

Cool. Probably more now, but yeah, just learning like the business side of things. And I think like, you know, your dad David's like been awesome as well. So just learning from him and then learning from some of your mentors as well and then just doing more of the, the fun stuff, man. Like at the moment we're closing six figure deals, you know, in one deal. So doing more of the big, big sales. But yeah, man, just, just growing personally. Not just being seen as the sales guy.

Yep.

That's just going to be on the phone just banging out deals with every day. Like it can be boring.

I think we're like, for, I think for a while like you want to have that element.

Yeah.

You know, I mean, but I think like if you, once you expand your vision of what sales is like, if we expand into persuasion.

Yeah.

You know what I mean? Like I've persuaded seven people to give me equity in their business this year.

Yeah.

Right. So it's like I might not be on the phone selling. I closed a pretty decent sized deal last week.

It's pretty small, man.

I don't know.

What was this?

Yeah.

775 US.

Yeah.

Pretty tiny, man. Lift your game.

And I had to actually sell that.

Yeah.

But like most of my selling is like convincing good sales reps to come on board or it's convincing, you know, accounts to upsell or stay or trying to get what I want out of the account.

Yeah.

I mean, like, I want to onboard three new reps and, like, oh, I don't know. So, like, it's all about persuasion, right? So. And the persuasion, like, it leads to us being able to make decisions, and it leads to us being able to get what we want out of the accounts, which means we can grow the business so we can do all those things and then just getting really good people on board. Like, I think, you know, like Thanos Stones over here. We're just going after everyone.

Tearing it up now.

Yeah, bro.

Everyone better watch out.

We're going hard in the paint right now. Recruitment drive. I don't know. Whatever Sean Ray's doing, he's going hard.

Something's working, man.

Yeah, well, it's funny. Like, I'm fully transparent. Like, I was telling someone the other day, he's like, how do you collect it? Well, if I need accounts, all I have to do is talk about return of ad spend.

Yeah, right.

And I have to do is show all the things that we have, which shows like the volume of sale, the high cash collection, and the good return of ad spend that we have. Yeah, Sales reps don't care about that. Sales reps care about the size of the deal. So then when I want sales reps, I just keep posting about the sizes of some of the deals that we close. And then everyone goes, what are you guys selling? Everything. I go, come find out.

Yeah.

And more than that, man, I want to ask you because, like, more than that, it's like, you've created a really awesome culture, and most of our guys are remote as well. So, like, what are you actually looking for in a. In a rep? First of all, what did you see in me that made you want me to come over? Because I know we. We had. We had spoke in the past, but what do you look for in a rep to, you know, fuel that culture that you've created?

I think, like, trainability is a good one. So that's why, like, so work ethic is first. So we put them through that boot bootcamp, right? So we can see if they actually have, like, the inbuilt work ethic. Because you can't teach it someone's. It can be amazing and lazy. It's like, it's not gonna work out, Right? So work ethic is number one. The second thing is then, like, do they just fit in with the people that are around them? So, like, are they gonna be, like, a good social. Socially? Are they, like, good to work with? So we have Meetings with them. So it's like, Candace, have a meeting. Sean will have a meeting meeting. Ben and Marco will have meetings, and I'll usually meet them or James will meet them. So it's like looking for any sort of red flags in terms of, like, social. Because you can kill a culture with one bad person.

Yep.

Like you. So you got to be really careful to let Lynn. So the last thing we probably look at is skill set, because almost all the people that come on are going to come on as a Charlie. And the reason for that is, is that we can get them young and we can get them when they. They have very, very low financial responsibility, so they can make not much money and be comfortable.

Yeah.

And then we can instill the work ethic, the culture, and the skill set in them over a period of time. Because, like, if you look like it takes most guys a year to get good enough to where they're, like, closing, say, you know, a decent amount to where they can make a good living. Right. Like, it took me a year to get rode to where he is. You know what I mean? That now he's obviously been doing it for longer than that, but now he's awesome. Right. But, like, from where to go, that's kind of what it took. And so the cool thing is with that is, like, I got to train all of the first guys, and all those guys are still here.

Yeah.

Right. So now, like, all those guys are trained by me. So, like, I got to instill my culture, my work ethic, my skill sets into them. And then they took that and ran with that in their own ways. And now they've become the leaders. Will Odoms, Road, Marco, you know, all those dudes who've just been around, like, road has been here. Road, Tony and Tony as well. Those four have been here for, like, two years. Like, Will was, like, the third sales rep we got. I think road was the fourth, and Tony was the fifth.

You know, they're all savages.

They're all really good. Really good, you know, and so now they're sort of like leadership team that kind of trickle down. And they have all had different sort of roles in sales and everything. You've come in as well. You came in as a known skill set element. And then I just always liked you. I thought you were a good dude.

We only spoke a few times. Must have made a good impression.

Yeah. And so I was like, man, he'd be really good like that. And I think you would reach out to me every now and then, just saying something. Nice. Hey man, this, that part, that was really good. Yeah, just nice stuff. So I was like, oh, thing is a good cool dude. And so, yeah, and then I think like when we got the opportunity, I was like, man, like Anthony is a killer. Like, we need a killer in Australia. Someone who's a proven element, really, really good. And also like, for you, I was like, you've been in the back of a coaching business for a long time, so you have some insight that I don't have because I've never spent a really long time in the back end of one business. So there's all these like other elements that you kind of bring to the table which we can use in all the business businesses that we work in. And now that you're in seventh level as well, like seventh level is a really established, really good coaching company. So it's like you can bolt on into there and everything's pretty much seamless. You know what I mean? So yeah, I think like culture is number one, you know, so if they're a good culture fit, like if you want to have a beer with them, that's good. If you don't have a beer with them straight away, see you later. Bye. Make them go through a boot camp. So make it hard for them, but make it fair. Yeah, people who count the other side, they're probably gonna pretty good, pretty good fit and then just make them work themselves on the chain. Which means that like all of our recruitment starts from the bottom up. It makes it way easier. Yeah, we do get some really high, really, really good guys that we just get. But most of those guys have been in our ecosystem for a while.

Yeah.

So it's like, we know they're a good culture fit. We know they're good closers. They've been in inner circle for a year. You know, they're getting to close. Great results. And it's just like now we have accounts that are just super appetizing. So it's like, here you go. Like, you know, we have heaps of E Com accounts that are doing six figure deals and stuff like that. So yeah, it just becomes really advertising to the guys who are like, they want to be the sales guy. And then we're super transparent with like, where do you want to be in a year? Because like, if you don't want to be on the phones in a year, like, I just need to know that.

That'S the biggest, I think that's the biggest difference. Like you asking questions how much money you want to make and like, where do you want to be in a year.

Yeah.

Where I just think, you know, there's some people are in businesses that they would never have that type of conversation. So when they meet you and you, that's the first thing you ask them. It's just like, all right, now I'm. I know I'm. I'm at the right place, but I'm surrounded by people and culture that it's going to look after me, you know.

Yeah.

Not just look at me as a dollar sign. So.

Yeah.

Which I think is a position. A lot of salespeople get them something.

Yeah.

So you have a sales call, though. Thanks, guys. I hope you enjoyed the podcast. Make sure you like, subscribe, hit notification, but all that kind of good stuff. Check us out. Sales sniper.net wherever it is you can do. Make sure you comment down below. Say thanks to Anthony and we'll see you later, guys. Bye.

Thanks, guys.

James is still in the States doing absolutely nothing productive whatsoever. Shout out to big James. I don't know.

Growing, man. Growing.

And buying house to Sydney.

And.

Buying a house in Sydney. Moving to Sydney. We'll see. We'll see. He's trying to sell me on that. So we'll see if he gets it across the line. That was good, man.

Thanks, man.

I appreciate it.