Seek Discomfort In Sales

What I wanted to talk about, like, today is, like, not being afraid of, like, getting to the objection, right? So, like, even for instance, like, with that conversation with the dude on the weekend, it's like, I just go straight into, like, the biggest, hairiest point, which is, like, price. Like, I just dive straight into it. Like, why aren't you spending more money? What do you mean, why? Why? Like, because I know I'm gonna be more expensive than what his other agency is, right? So instead of, like, trying to build the value and do all this, Stu, you just jump straight into the hairiest objection of, like, why isn't it that you're not spending more money? Like, if you're speaking to a business owner that's doing digital marketing and they say things are going well, or they're getting a forex roas on their Facebook ads. Awesome. How much are you spending? Or three grand a month? Why aren't you spending more? Because that's a logical thing. Like, why aren't you spending more than getting a 4x return on your money? Are you scared? Like, what's. What's the problem here? But that goes regardless of what the objection is. Like, don't be afraid. Afraid just to go grab it by the horns and wrestle it to the ground straight out the gate, right? Most people don't. Most people will avoid those objections. Like, my big thing is obviously trying to unearth that silent objection, because you can't address or close over a fake objection, so you need to find out the real objection. And in order to do that, you just have to be really, really comfortable in getting every single objection, right? And that's why, like, you know, Andy's running those meetings in the morning is like, you don't want to get surprised when you get punched in the face on a call and hit that objection the first time. And even for you senior guys, like, you have to just be so comfortable going into the most hairy objections with multiple stakeholders on the phone, and that's, like, your comfort zone. Do you know what I mean? Like, I really enjoy it. Like, I got a thrill out of doing that deal. Do you know what I mean? Just, like, a Persian rug deal. That's exciting for me as closing, you know, whoever it might be, it's. It's the thrill of doing it. And it's like, just going in and handling their objections and helping to create a situation where I know that we can really help these people. But people naturally don't, like, want to get into those uncomfortable positions, right? Us as human beings, like, we naturally Gravitate towards being comfortable. Right. We don't seek discomfort, but you have to seek discomfort if you want to grow. Because, like, you're not going to ever grow when you're comfortable. Right. You're only going to grow when you're really uncomfortable. And when you are uncomfortable, what do you do? You take action. Right. And action is, like, the prerequisite for being successful. So it's just like pushing yourself in all of those situations. Like, if you look at, like, you know, forever, all the seasons guys that have done big deals, we know. We know the game. We know that it's going to be really hard to do the deals, and we know that it's going to get really uncomfortable. And for you new guys, like, you realize when these people, when these older guys are doing deals, it's like the conversations are getting very uncomfortable. But so, like, I'm big on going, like, wide and having lots of deals and then going deep on everything as well. Right. But it's always like, you know, when you go into those calls and you have conviction and you address the objection and you just try to wrestle it straight to the ground, there's something very real about that, and people can sense that realness, and that's where, like, the deals get done. Yeah, but you just. I can't stress that enough about, like, those really hairy conversations. And, you know, I just. You just always hear them. You hear Dave in them when Brock was in the office. You hear him getting into those really hairy conversations, and all of these guys will really tell you that that's what it takes. It's not like you're not just going to send out the paperwork and they're like, yep, this all sounds fantastic. Sign me up for this $36,000 deal, this $50,000 deal, or even this $12,000 deal. You're gonna need to go in there and if you. Even with the season guys, if you feel like you're on that pitch and it just doesn't seem right, like something isn't right and they're not opening up or they're not telling you something, literally, just ask the dude. How much of what I told you do you believe? Or I don't have your attention yet. Do I? Do you know me? Like, you see you're in a call and that you're not on the same. You're not on their level looking eye to eye with them and they're being honest with you. You need to, like, throw a pattern interrupt in there that just shakes them up to get them to actually be Real with you? Yeah. Look, I'll just send out the paperwork. Just go silent for a moment. Okay, cool. Look, it does. It doesn't sound like I've got your attention yet in terms of you. If you're not, like, asking me the serious questions about what it is that you're going, what is it that I've said that you don't believe in? Or what have I told you that someone else has told you? Or how much of what I said don't you believe in? These are uncomfortable questions. Right? But it's going to get straight to the heart of the matter, right? And this is like, it's not about being agreeable. It's not just about, you know, just trying to coast through it and hope that at the end of the day, the deal gets done. Yeah. You have to agree. You don't want to, like, bump heads with them, but you still need to navigate that call to the real hairy nitty gritty questions. And for you veteran guys, like, that's something that it doesn't stop. Like, you just keep getting better at doing that and better doing that. And that was like, the big thing with Dave in the beginning. He was just not able to navigate in those difficult times, and he lost so many deals as a result of it. And, you know, over the last four years, that's the thing that's really, like, changed for Dave. It's not his output. It's not the number of calls or the number of props that he gets out there. It's simply his ability to navigate very hairy situations with multiple stakeholders and just keep his cool to get the deal done. And that's something that it will be a challenge for you newer guys to get done because it comes from experience. Right? But being comfortable. And that's why I say, like, you guys are gonna suck until you get the volume. Like, you just are. Because you're not going to have the confidence or you're not going to know every move before you get put into that situation. And the reason that you should be getting better and better and better, even for the guys that have been for three years, is because you just put yourself in more and more and more of those situations, right? It's like in a UFC fight, it's like when the dude gets into a guillotine on the ground, like, for them not to panic because they've already been on the mat role playing this so many times that they don't need to freak out when they get put into that situation. And it's especially true of all the big deals. Whether you guys are trying to, like, sell multiple services, SEO's trying to do everything. You know that it's going to be put into an uncomfortable situation. Hey, guys, if you were, if you enjoyed this video, make sure that you click the like button and subscribe. 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