If I Wanted To Learn Sales In 2025, I'd Do This

In this video I'm going to be covering what I would do if I had to start over again in sales, right? So 2025 at the time of this recording, it's about June. I'm going to go through step by step what I would do if I was going to go back in time, reenter sales. I'm 41 now. I've made a lot of money in sales, been able to, you know, my great home and support my family and all that kind of good stuff. So basically what I would do if I could do it over again, first thing I would do is like if I was going to tell my son who, if he wanted to go into sales, right, if he had that particular level of hatred for himself, what I would do is I would tell him, first thing you got to do is high volume, okay? If you haven't sold high volume, you really haven't sold, okay? It's the first thing that you should do in order to shortcut your development. A lot of people are buying expensive sales training or they're going to these gurus that have sold like four things in their entire life. There are exceptions to this rule. Like I think someone like a Cole Gordon, I think he's phenomenal at sales. He wasn't a full time sales rep for that long, but he's very, very good. He's very process driven and can really teach it. Generally speaking, if you have not been in sales for like maybe eight to 10 years, you're just not very good. You might have had success. However, you're not good at sales, right? You haven't, if you haven't sold multiple industries, if you haven't sold roi non roi, all that kind of stuff, you just haven't had enough to actually be what I would consider to be good at sales or someone who could give me a run for my money, right? The reason being is because you never learned how to do the things to someone like me. Like if I'm the business owner to make you valuable in my eyes, not as a person but as like a sales rep, okay? So because like I'm quite good at sales and so like someone skill on the, on the phone like doesn't do a lot for me because like I'm likely to be either as good or better. And so like it's not a quality that I'm really looking for, okay. And it's difficult to get some of these things through if you've never actually sold in a high volume. So first thing is high volume, ideally something in like a non Roi like a fitness. The first thing I would tell my son do is like go and sell gym memberships face to face, not high ticket coaching and gym memberships. The reason being is because you're going to get a ton of people, it's going to be like low value. So that means that you have a lot of time to get, get better. You're not going to have a really difficult path in order to have the expectation of being successful early. That's, that's the thing that kills a lot of people in sales. They come in and they're like, you know, they, they close at 5% or 10%. There's not enough money in it for you for you to be able to be allowed to continue to do that for a long period of time before I crack the shits and fire you. Whereas if you've got, if you're essentially generating your own leads, going out there and cold calling and speaking to people and cold approaching people, you learn a ton, right? And if you can cold approach 100 people a day or 50 people a day, like after six or eight weeks of that, like you will learn how to cold approach. Otherwise you'll just learn that that's not for you and you're never going to figure it out. And so it gives you the ability to problem solve and it gives you time and it gives you like a really good foundation to go from. And then you can learn to do upsells but you have to go out there and get the uncomfortable stuff out of the way early. Then from there I'd want to do like kind of stay in that kind of high volume game, maybe go into like a low ticket fitness, right? The reason why fitness is great is because you're looking to sell something that's phys demanding. You have to stop doing things that you love and you got to pay for the pleasure and then take time to do it. And so it's a difficult sell. It's much harder than ROI selling. I've had people that have come on to like you know, guys who are like seven figure closers come on to like fitness offers and they can't close a door because like there's no backup of like yeah, but you're going to triple your money, right? So non roi selling is much more difficult. The people that I see that do the best are people that come from door knocking and fitness backgrounds, right. Because again I think door knocking has that high level of like, you have to figure it the out. So if you were in door knocking and did pretty well Chances are you're pretty good at sales. I think anyone who says like, you know, sales is really just judged by the results that you get on a consistent basis. Like that's what determines a good rep. I think there are other factors that like a long term good rep or someone that I would consider good, whatever. But if you can get results on anything, then you're a good rep, right? So people who say, oh, this sales trainer should, or this sales turner, like, because I don't like what they're saying, that's stupid. Like, you know, giving feedback on like objection handles is like whatever. Like someone could be a killer rep and be shitty on the phone, like, or be like not super skilled in the phone. Like those two things don't have to be the same thing. You can be a great rep without having tons of skill in the same way where you can be kind of a shitty rep but have a lot of skill on the phone but you don't do anything else. If highly qualified leads don't come onto your calendar, then like you can't produce sales. Which means like to me you're absolutely useless. Like totally useless. And I don't, you know, want you or need you. Peace be with you somewhere else. But like not around me, right? Because like that's just not something that I require. So high volume fitness, non roi. Then from there I would want to like slowly transition, you know, into selling, you know, high ticket stuff, eventually going into maybe more B2B. I think the highest amount of money that you can make as a sales rep. You know, that's like in the realms of what most people would actually be able to get in terms of like a job would probably be in the high ticket space. You know, you can earn 40, 50, 60, 80, 100 grand a month commissions if you're pretty decent. The trick is like, can you do it over time and on multiple offers? Like I was someone who earned a lot of money as a sales rep and high ticket on every single offer I was ever on and I was able to stay on offers, right? Because the thing that I was good at doing is creating an ecosystem, okay? And so going back to the video, which is what I would do and how I would restart sales. So once I went through and I was doing my high high volume, I would do the following things whilst I was on my high volume non ROI thing. One, I would get good at referrals, right? Referrals are essential. People who can't get referrals are useless. If you don't get referrals and ask for referrals. You're leaving so much money on the table. There's a reason for it besides just the fact that you're getting referrals, okay? So you need a mechanism to stay on an offer or to stay in a business. Because a lot of the sales reps these days, they don't know how to do anything sales wise. They for talk on the phone and stuff. So as soon as the marketing goes down, they have to change. Now if they're doing that multiple times throughout the year, which they probably are, because every three to four, five months, whatever marketing will, something will happen or shit the bed. Now if they have no follow up, no referral, no outbound ability and they have nothing, then like that one month, right, or that six weeks, the marketing starts to drop off. They can't stay there, right, because most people aren't good with their money. And so they're probably, no matter what they're making, they're probably spending it, right? And so they see a gun, they go and they offer to whatever and then they go to a different one. So meanwhile it's been on the down. They haven't made any sales or barely any sales for three to four weeks and they go to a new offer and it takes three to four weeks to ramp up. So let's just say worst case, best case scenario, it's four weeks from a time of like where they're starting to make money again. And then they do that two or three times throughout a year. It's super common. You guys see it all the time. Like they're offer hopping. And so what that means is that their 12 month months is actually not 12 months, it's actually like eight or nine. So let's say, you know, they're making 40 grand a month, but they're only making that for eight months out of the year. Whereas like the person who stays there the whole time is able to probably do, you know, if they're of equivalent skill and they're doing other things, they're going to make say 50 grand a month, but the entire time, because as soon as that marketing goes down, you turn those screws up. So referrals is number one, follow up is number two. People who say don't do follow up are. It's just douchebag sales. Sales guys that are trying to like it's a marketing hook, right? It's like it's just going after people who are like a little bit lazy and they want to find like the easiest way in. Whereas like I'm the opposite. Like if you're lazy, I don't want to be around you, right? Like you as a person, that's fine, but I don't want you working with me. Follow up is essential. It's essential. Part it also tells me that person's never done any complex selling because for example, software is basically 100% follow up sales, right? Anything B2B is like a hundred percent follow up sales. So it shows to me like a juvenile nature of someone's sales that they're like don't do can follow up. It's like you're an idiot, right? And you've only ever sold one thing and it's probably like high ticket coaching. And I can tell everything about you because I'm 41 and I've been in sales for a long time and I can see that you're this, right? The next one is like that pipeline management and having an ability to like really nurture a pipeline of people right over the course of time, which is like a more refined version of follow up. Someone I should be able to say hey, what's in your pipeline? And someone should be able to tell me, I feel like, what do you mean? Buy or die? This is stupid, right? And then as well, the next thing is being able to farm a CRM. So going back through old leads and creating strategies that farms a CRM. The reason why this is essential is again is because there are deals in the pipeline. There are deals in somebody else's pipeline. When reps cycle out and reps aren't very good when they first start, you can go and grab their, you can get a bunch of lay downs. What people don't realize is that when they're trying to do things the easy way, they're doing it the hard way. People who don't give referrals don't do follow up, don't do outbound, don't do CRM farming stuff. They're doing it the hardest possible way and they're going to make less money. Which is why like I'll happily put myself up against anyone and say go make sales. And I'll be like sweet. Because I wouldn't even ask where the fucking leads are. I would just go and figure it out, right? They're coming for me, right? So this is why these, these people, like they're, they're not good is because like they require the lead to be given to them in a state where it's ready to go, right? That's not a salesperson, that's a checkout chick. Or checkout person or check out them. I'm not sure what it's called these days, right. So essentially the way that I see that is that you're like a lion in a zoo. And you just get up and in the morning you go rawr. And then daddy feeds you a steak and if he doesn't you die. Now I'm a man, like an actual man, like the old school one with a penis, right? And I have kids and there's no way I'm going to teach someone that they should allow that person to dictate the financial ability of me to be able to feed my kids. And that's what you're doing when you're doing inbound only like you are telling another man or another person that like hey, can you please be the one who's completely in charge of the financial success of my family, sir? And the reason why that's so dumb is because like, like loyalty in business is, is doesn't really exist that much, right? Or at least it's not two ways. Like it's not possible a lot of times because like they're not going to financially destroy them themselves so that you can get coals when you're not closing at a high rate or when the coals get hard to get, they're only going to be able to have so much inbound and then you have to then facilitate different strategies in order to be able to continually get that and give them a reason. It's the reason why it's seventh level. Like I started using ROI is a significant metric. So how much am I putting into you versus how much am I getting out? If you don't get referrals, if you don't get upsells back end sales follow ups pipeline like the chances of the you having a really good ROI is pretty low. It's only going to be for a short period of time. And so these are the things that I would want to like have in place if I'm doing sales again, if I'm starting at scratch and I would really make an effort to develop those strategies as early as humanly possible. I would work less on skill and more on process. I would learn more and be more attentive to the things that are working early on so I could shortcut my development. And instead of spending time tons of money on sales training, like I would want to shadow people who are highly active and be the most active person inside of a sales organization. And then from there the skill will come. Like you're going to be kind of shitty at it for a long time. So you have to, you have to negate that with activity and process. And I know that having run hundreds of sales organizations and been a part of the thousands and thousands of reps, the reps that I want are the ones that are like decent enough talking wise, but like, they're awesome at follow ups, referral and getting after it, and they're highly processed. Like my sales guy at Dialer Frankie is like, exactly that. Like, he's pretty good on the phones. The dude's pretty good that. But I mean, his follow up everything is tenacious and the dude is just really, really effective. And that's something that's a type of salesperson who will be like, totally fine and good to go in any economic environment. And that's what you want to be like. You don't want to be the guy who just, you know, made a bunch of money once by selling a unicorn offer. Like, that's lame. You don't want to be the lion that starves if they didn't give you a lead. So, you know, anyway, hope that helped. Bye.