This Is Killing Your Sales (7-figure sales rep shows you what to do instead)

In sales and business coaching today, it seems like everyone is focused on what you're doing wrong rather than mapping out what is actually working for you. Because it's really not very profitable. If you just tell people, hey, go and listen to your most successful calls, map out what you're doing, and then figure out how to replicate that. It's just not a great way to sell coaching. And in today's video, I'm going to show you how you can start actually developing yourself as a sales rep or as a business owner, how to start replicating success instead of constantly focusing on the things that you're doing wrong. My name is Matt Ryder. I've been a multiple 7-figure earning sales rep. I've bigger businesses. Replicating success is something that I love to do and have done really, really well. All I see is people telling you what you're doing wrong. So in today's video, I'm going to start telling you this is probably what you're doing right, and this is how you do more of it. All right, Matt here. Yes, I know my face is a little bit blurry. I'm on vacation in far north Queensland with my kids. So you're lucky you got a fucking video. So come at me in the comments, bro. All right, guys. So step 1 is what is success? Success is not the outcome of the call. Success is the process. Okay. I'm going to explain this in a way because everyone thinks that a good call closed and a bad call didn't, but your best call might be a no sale. And you guys have to kind of understand that. And if you don't, then I'm going to explain why and hope you do by the end of the video. But you can do everything perfectly and they just don't buy. And you can also completely shit the bed the entire way through it and they still buy. So what do we learn from that? And that's that some people will always buy. Some people will never buy. So what you're looking for is the people that are in the middle. But it means that you should be focused on the process, not the outcome, because the outcome is not a reflection of the call. And every single sale, no sale, whatever it may be, should be a reflection of you, your sales professionalism, and your skill set. And so, like, some of my best calls I've ever done have been no sales. Like, it's just the way that it is, because again, you can do everything perfectly and they don't buy. There's nothing you could do differently. Like, it's perfect, right? So using that as your backstop is a very important thing because you stop looking for things to change. And if you're always looking for things to change, you'll find them. But if you have a great process, um, and you're, and you're looking for reasons to change it, then like you're just going to start changing things for no reason. And then all of a sudden now you're in this like kind of crazy environment where you've created so many variables for yourself that it's very, very difficult to stay on track. And it's actually very difficult to get really good at anything doing that. So that's the number one. You have to figure out like, what is success? And success is doing the process consistently. And then doing it well. And there's going to be varying degrees in that based on your skill set and where you're at. Okay. It's not very sexy. And most coaches will never say this, but it's the correct answer. Right. The second thing is what do you replicate and what do you model off? So I'm actually going to go into the performance dashboards that we have at Dollar.io. So one of the things that we have in here is that we have success insights. Okay. I think it's really important for managers and for salespeople to understand like what is, what is the like aggregate of the success look like if you've done like over here, okay, we have 84 successful calls. The average duration is 12 minutes, 12.9 minutes, okay. Average words per minute is 195, yada yada yada, but the talk ratio is 47%. So let's just say they're talking half the time, they're listening half the time. And this is an outbound setting call, right? And around 13 minutes is great. What this means is that you're starting to see that calls that go 20 minutes are useless, right? Straight away, your average call is 13 minutes. So you should try and stick to 13 minutes. Now, one of the other interesting things here that we have right? So we've got call. This is all for the managers and dialer, but this is stuff that you can do yourself just with a simple spreadsheet. One interesting thing is that you can see that there are these checkpoints that we've created based on the script of the business. And every single successful call hit every single checkpoint. And these are the checkpoints which are based off the script. So what that means is that like, this is a very well dialed in company. It's a company that I've been working with for a very long time, right? And everything is fairly dialed in now, but it means that like, In order to be successful, you must do this process. And these are the 10 key milestones in which you must do every single time. And you can go through and you can run the unsuccessful calls and you can see straight away that they're not doing one or many of them. Okay. And so like replicating success is a case of like, okay, what are the things that I need to do? Now, a lot of the time it's okay. I want to be on a script. I think being on a script is important. I think it's really beneficial and useful. The reason for that is it gives you a way to be quite predictable in what you're doing because you're not asking questions slightly different every time. If I'm doing objection handling and I'm going to go, money aside, would you do it? Versus money aside, do you feel like this could be the answer for you? That is a different question. Okay, that's a very different question. But even if I go like, why is that important to you now though? Versus, well, why is that important to you now though? Again, I'm going to get a different answer. So scripts allow you to maintain consistency and predictability. And so it makes it easier to develop someone who is using a script and who is executing it well. So step one is like, if you see that there are certain common threads between the calls that you would consider good, and you can use success as a way, like I set the call as your first point of call in order to figure out what's working. Take your last 50 successful calls, put them all into an AI, and then go, give me the common threads, give me like average talk to all that kind of stuff, right? So you want to go like, first things first, what, what, what, like, what is success? And it's like, then from there, you need to start to create consistency in your execution of that. Because if you do that every single time, you have the highest likelihood of success. You can always get better at tonality. You can always get better at probing, clarifying. You can always get better at objection handling. You can— there's always room to get better at these things. However, your lowest hanging fruit is usually going to be, do I ask the same questions in the same way at the same time? Do I have a good reasoning and thought process of what I'm doing on the call to bring them down? Am I able to lock in and listen to this person very intently so that I don't miss things that they're saying? And then all of a all of a sudden go down kind of rabbit holes. Am I interjecting well? Am I keeping them on track? Am I sticking to a good time frame? If I'm doing a sales call, am I pitching by minute 25? Stuff like that, right? These are the things that are going to have a huge impact on your sale, but none of those things really matter and are even able to be fixed if you are inconsistent in your execution of what you're doing. Being able to pattern and model off success, right, by going through all of your successful calls, and going like, I'm going to work diligently on replicating this portion of my successful script. And then it's, you work down the line. Now, after say 2 months of doing that, now you have a replicatable blueprint that you are sticking to quite diligently. That is going to mean that any development that you do in those more closed skill sets, right? And if you want to know more about closed and open skill sets, I have a video that I can link down below. But also if you want to join my community, there's a school group, there are about 1,000 members now. It's $69 a month and you can go up to $199 and we have up to 25, 30 coaching sessions a week with about 15 different coaches. Plus we even have a weekly competition where I give away $1,000. So that's fun. But back to the story, right? So once you have those closed and open skills, closed skills are like, uh, tonality training, right? Like learning how to be curious or challenging. Like, hey, how are you? Hey, how are you? How are you? Right? Those are all different things. All right. And they're going to cause and elicit different responses in the prospect. But so training that would be a closed skill. An open skill would be using that in a role play environment. Okay. Pretty, pretty simple. Once you replicate your success, then you can go, okay, cool. Now I'm going to work really diligently to create an execution plan that is the same every single time. And then what that allows you to do is any coaching that you do receive is able to be implemented and the changes are able to be seen instantaneously because it is the only new introduced variable, which is how you get good at anything. If you're looking to get good at shooting, you can't have 10 different variables and then expect to get better by changing multiple ones at once. You need consistency. You need to do the one thing really, really well. You need to have a good foundation. Now you can come to a coach, you can come to a coaching session, right? And you can go, I would like to work on this one thing. And you can see a tangible uptake, you can see a tangible increase in the outcome, but also you can see what it does to your process, if it causes downstream problems, if it helps downstream. And these things become very obvious because everything else that you do is extremely consistent. By reviewing your own calls and by doing it this way, you put yourself on a development path that is very intentional. And it's actually very achievable to become a lot better in a relatively short period of time. I say relatively 6, 12, 18 months. Okay. The next thing is when you're reviewing your own calls, which I think is probably the best form of sales coaching that you can do in the beginner to intermediate level, right? Is because you have your own thought process already in. So if you were to listen to one of my calls, like you just wouldn't You would honestly think that the subject was a laydown, right? Because I've posted that before. Oh, this is easy. It's like, no, it's just a good sales process makes every prospect seem easy to sell. That's the whole point of it, right? But you know what you were thinking, so you can critically analyze and think about, okay, what did they say there? And did they say that? Did I induce that? What was I thinking? What was I going for? How did I execute that? Okay, they said these things. Did I miss anything? Did I pick up on it? All right, perfect. So you can start to actually analyze what you're doing right, what you're doing wrong. And if you have that foundation of very, very strong, like, this is the correct way of doing things, I'm being really consistent, I'm replicating success, you can start to identify really easily where your dead spots are. Like maybe you just during, there are certain parts of the call where your tonality drops off. It's just not there. Maybe you, for some reason, don't do consequence questions, whatever it may be. Right. But you'll find these little things in your, in little holes in your game. And then it's quite easy to fill them because doing targeted training is just much simpler than going like me, get better at sales, right? Like me, me better sales. Go through replicate success. Don't worry about all the things that you're doing wrong all the time, because you're always going to do things wrong and you can always do things better. But if you're starting off a foundation that has got proven success, And if it's not you, you can do it with somebody else. You can take somebody else's calls and you can map them out and go, okay, what is the successful model here? And then from there, like, development is a lot easier. Don't tell the sales coaches of the world that I taught you this, but you might not even need sales coaching. If you want it, certainly don't go and pay $10,000 for it unless you want like one-on-one, in which case the person needs to be very good at coaching, not just good at sales. But yeah, guys, I hope that was helpful. Like, subscribe, notification bell, go and join the school group. Love your work, bye.