Power of the Sales Skill Set (#FIREHOUR S4, E12)

Welcome back to Fire Hour, Season 4, Episode 12. On today's episode, we're going to cover the topic sales. Okay, sales. Every single person needs sales, sales skills, whether you're in business or not. You use sales every single day, whether you know it or not. So there's so much more to it, but obviously everyone here is in business, so we're gonna We're going to go very specific and intentional with sales, upping the sales skill. Okay. Leveling up your sales skill. Who here is new to sales? Who here has been doing sales all their life? Does everyone understand? Like, do you understand the importance of sales? Thank you, Lena. Gigi says she's new to it.

Nice.

Angela, sales her whole life. Nice. Elainy says, where the money's at. 100%. Callan says, semi-new. Excellent. So as a leader, as a sponsor, and as a brand new promoter, and any position that you're in, whether you're new to it, semi-new, whether you've been doing your whole entire life, Sales, the sales skill, there's no downside to getting better at it. There's no downside to mastering it. I'm gonna have to check this thing. And when it comes to, when it comes to you learning sales, right? It's not just about you learning it. It's also about your team. Every single person that gets started with you, because when you build a sales force, when you build a sales team, when you build an army of people who are trained, leaders who are trained in the sales skill, your entire business can change simply because, you know, let's say for example, it's you, it's only you on your team and you don't know anything about sales. Well, actually, you know everything about sales.

You've been selling your whole life.

You've been selling your whole life. And you know, you have an opportunity that arises. Where you're able to, to close the deal. Guess what? You know, will that sales skill help you? The answer is yes, because it's not going to hurt you. It's only going to help. And when you close that deal, money comes in, right? Or whatever you're selling, it happens. Okay, so you bring it into your reality, and then from there, you know, you move on to the next thing. But when it comes to your team, Like imagine you have someone on your team now and they're good at sales too. Like what happens? You just multiply. You're multiplying the efforts. You're multiplying the effect. You're adding and activating compound effect. So I was going to, I was going to make it super complex with that, but it's just super simple. Let me check the thing.

Simplicity is key. Uh, so, you know, I actually yesterday. I was watching a video, um, and I was watching a video on a man that did a lot of studies on like millionaires and billionaires, right? And he said that like most millionaires were made and billionaires were made through sales, right? So sales is an opportunity to make more based on your skill set. And at first when you're doing it, maybe sometimes you're not that good, or maybe sometimes you're really, really good, right? But like with anything, it takes a lot of practice. I don't know how many of you guys have like sales jobs or something where you get commissions, right? Like you will have your hourly pay or your salary. And if you're in a place where you also make commissions on top of that based on selling, it gives you an opportunity to be able to make more than what you would have made in the same amount of time. So typically, if you calculate what you can make, uh, based on your salary versus like a sale of something, you'll see that if you can sell something and you can sell a few units of that something, you may make the same amount of money in the same amount of time as if you were going to like go to work and like clock in and clock out. It's definitely a skill set to have and It's just an opportunity, right? Like, it's an opportunity to be able to make more than what you thought you would have made. And in the process of it, you're just going to get better and better because it's not easy to face rejection, especially if you've never faced rejection before. Sometimes I think people tend to take it very personally when someone says no to you, uh, and You know, like I said, the statistics that I've read and that you guys have probably all read is that it takes sometimes 5 to 8 touches before you make a sale. Uh, can you get better and can it be less touches? Yeah, for sure. But it's something that you would have to practice and study and you'd really have to get to know, you know, who your audience is. Um, and being self-aware in yourself. Is only going to lead you to be better with understanding other people, right? If you have a hard time understanding yourself, how can you understand other people? And if you take everything so personally, then you're going to— then you're going to quit very often, right? Because you're going to think that someone's rejecting you as opposed to like they're not ready. Or maybe you didn't sell it properly, sell something properly, like the benefits, right? Yeah.

And then you're talking about mindset, right?

Yeah.

You talked about like the, the profit over wages too.

Yeah. A lot of mindset goes into sales because it has to be greater than you. Like, why are you doing this? You know, why are you selling something? Most of the time it's probably because you believe in it or you're trying to give yourself a better life.

100%. So let me ask you a question first before we begin this training, because this is super important to ask. Like, for everyone here too, ask yourself this question, right? Especially if you are just venturing into sales, and then also if you've already been doing sales your whole entire life. Like, what was the inspiration for you to get into this? What was the inspiration? Why did you get into sales? Why did you decide to learn sales? Why did you decide that it's something important?. And if you haven't decided that's important yet, right? Maybe this is the call for you to decide on that. But if you're in business, like what Crystal said, successful people, highly successful people, sales skills is part of their arsenal. The sales skill is an essential tool for them. Okay? So if people who are successful, not just in finances, but in all aspects of life, but especially in business for sure. Right? If they are saying that sales is part of my arsenal because it helps me become more successful, why not you? Okay? And I'm talking about people who are not just multimillionaires, but billionaires, people at the top, people who are changing the world. Even in philanthropy, sales is involved. Okay? So it's just a skill. That's it. Um, and then, yeah, for you?

Well, I would say, you you know, you're selling your whole life, whether you know it or not. Like, whether you make a commission on something or you don't, you're still selling something. If you watched a movie and you really liked it and you shared it with a friend, like, sharing is kind of selling. You're just not getting paid, right? Um, and so you're also like, if you're also trying to convince someone to do something that maybe they do want to do or they don't want to do, or you have an interest in them doing something for you, like, you're basically selling them. So whether you know it or not, like, you're selling all the time. And kids are like the best salespeople. They're relentless. They don't give up, right? Like if they want to go play outside or if they want to eat candy, they will ask you probably 5 to 10 times until you cave in, right? It— that's just like humans. And that's just, that's just like adults, right? So I would say for people that are uncomfortable with selling, If you look at everything you do, you are selling every day. You sell yourself every day. You sell an idea every day. You sell something that you're sharing. But back to your question, what were you asking?

Oh, my question was like, why, why, why did you get into sales?

I think I just fell into it, really. I know that when I was When I was 17, I was working at the mall selling hermit crabs, right? So I was selling hermit crabs, and then I had another job selling ice cream, and then I had another job selling these pillows that they used to have at like the malls. You know, those, those animal-looking things with like the little teeny tiny Styrofoam balls inside? I don't even know if they're called Styrofoam. And I know that like the owner was like, hey, I'll give you 50 cents per pillow that you sell on top of your salary, like on top of your hourly rate. And so I was like, I'm gonna sell the crap out of these, you know what I mean? Like, I think back then it was like $7 an hour, and then if you can make 50 cents per pillow, um, then you have an opportunity to make more in the same amount of time that you're already making money. So I think for myself, it's just I kind of fell into sales jobs, and once I realized you can make more on top of your hourly rate, or you can make more selling an item as opposed to just sitting there for an hour. Like, what if you sold one thing and you made your whole day or your whole week's hourly rate, you know? Um, so I was always looking for ways to make more money faster just because I wanted to be able to help my mom and my brother. And so having sales as a skill set to be able to use to make up your time and to make up your energy is something that Once you realize, you're like, I'm never going back if I don't have to.

Yeah, that's such a good point. I think we're going to talk about that today. We should explore that for sure, because it's— you're talking about commissions and you're talking about making more faster.

Yeah.

But with less time.

Yeah.

Okay. So we're going to, we're going to cover that, um, on today's call as well, because that's, again, that's super important for me. Like when I learned about sales, It was because I just, I fell into it, you know, it's like what you did, but the one thing that changed my life was when I made my first commission check. When I made my first commission check, that's when I understood the power of sales. Okay. I didn't even understand, like, to your extent, like you, you're definitely super smart, smarter than me because when I don't think I'm smarter when I, when I heard this, uh, the commission and the wages and how you can make more money in less time. I didn't even understand that at all. I have no idea. I was just going through the motions. But some of you may feel that way. Some of you may not. But regardless, if you've never made like a commission check, if you've never made money in like 30 seconds, if you never made money like easy like that, uh, I'm not saying that it's easy to make money. What I'm saying is that It is possible. And especially when you learn sales and you position yourself in a, in a place where you can activate sales, you can activate commissions, you can activate, you know, like a bigger margin for each deal that you do, then that's when you're harnessing and unlocking the power of sales. And so I want to cover it. I just want to get like the background story because I think it's really important of, you know, why why you learned it in the first place, why I learned it in the first place. For me, like one of the biggest things, and then we'll go into the training, is I used to be in credit card debt in 2013, like 2014, 2013. And it was not, it was not a lot. It was like I had like maybe $1,800. Okay. I don't know if it's on my Instagram or not, but I remember posting on my Instagram where I paid off my credit card debt, the $1,800, because of sales, because of commissions. Previously to that, I only had an hourly wage job. I only had a job that paid me per hour. Okay. So every single hour I showed up, I got paid. Uh, it was $8 an hour. And then when I had the opportunity to learn about sales and not only to learn about it, but to actually do it, apply it, use it every single day. Then that's when I started to earn a commission, right? So when I transitioned to the second job, I was making $15— no, I was making $10 an hour. Okay, $10 an hour plus commissions, plus commissions on top. The commissions were super small. It was like maybe like 3% or 5% of each sale, but I would close deals and every single, every single 2 weeks I'd get paid my commission. So $10 times like 80 hours, right? 40 hours a week. Yeah. 80. Okay. So that's what, $800, um, every 2 weeks. My commission check was bigger than the $800. My commission check was bigger. So I would get like an extra $1,000 every 2 weeks.

Nice.

Yeah. Which was great.

Very nice.

So I was making $1,800 every 2 weeks then. Let's just hypothetically speaking, cause I don't remember the real numbers. Uh, it was probably less than that, but I was making around like that much every 2 weeks. That changed my entire life because the amount of money I was making prior with just hourly was not enough. It was like $800 every 2 weeks. Now add $2,000 to that. Like I'm making $3,000 now almost because minus taxes, all the fees, whatever. So I was making so much more money at the time where I was able— I had extra. I basically had extra on top of my, my over overall check. Now I was able to allocate that, the extra funds to paying off my debt. And it was thanks to sales. It was only thanks to because I had the extra margin and the extra income on top. That's it. Okay. So that's how it changed my life. It changed my life because I was able to pay off my credit card debt simply because I was able to just make more money. Okay. How many people here have said to themselves, I need to make more money? Or how do I need— how do I make more money every day? Who here has heard other people say, I need to make more money? Right. What about I don't have the money for that?

Yeah.

What about I don't have enough for that?

Yeah.

Okay. I've said all these. I've said all these phrases. You might be saying it because maybe you want to buy a Rolls-Royce and you don't have enough money for that. I'm saying that right now. Okay. Not right now. Yes. The right way.

Yeah. And you know what? Most of the time people don't say I need to make more money. They're usually saying I don't have enough for that. That's not in my budget. I can't right now, you know? And it's the same thing as really, I don't have enough money. But rather than saying that, what if you said, I need to make more money? Because then you subconsciously program yourself to say, I need to make money. Like, I need to go do that so I can have this, so I can buy that, right? Like, instead of saying, like, I don't have enough to pay for this, 'Or I don't have enough to pay for that.' What about 'I need to make more money'? Yeah, I need to make more money. How can I make more money in the same amount of time as I'm spending now? What opportunities are out there that have a low-cost entry point and a low risk that I can do on the side of everything that I'm doing, just for a chance or an opportunity to make more money? Because whether you're making $5 an hour extra or you know, $10 or $20, which is commission, right? Like, how long did it really take you to make that little bit of extra money? And it's a skill set that you're developing within yourself and within us, within like your arsenal of things that you can offer, that you can provide. And it's only going to snowball into like bigger and bigger things, right? So a long time ago, I was making 50 cents per pillow that I sold. And you might think 50 cents is not a big deal, and maybe it's not a big deal, but to me it was a big deal because it was an opportunity to make a little bit more with the same amount of time and energy that I was already putting in. So why not, right? And pretty soon 50 cents became, I have a skill set now, I know how to sell, and I know selling makes me more money in less time than if I was to spend my time just sitting here doing whatever I'm doing, right? And so that can lead to bigger sales. Like, if you can sell something at 50 cents, you know, per piece, why can't you sell something for $3,000, $5,000, $10,000, $30,000?

Right.

But how do you expect to sell something for $10,000, $20,000, $30,000, $40,000, $50,000 if you can't even sell something for like $0.50? Right.

Yeah. And the number, just to add on to that, the number, it's irrelevant. It actually doesn't matter. And we're going to explain why in this episode. But if you can sell something for a dollar, for $0.50, you can sell something for $1,000. You can sell something for $50,000. You can sell something for $100,000. You can sell something as long as you're in the right position.

Skill set too.

Okay. Position plus skill set equals bigger income, bigger commissions, bigger paycheck, bigger margin.

Okay.

And I'm going to share with— and we're going to go into this, but for example, I mean, there's too much to go into, but with Thrive, right? And that's one thing, very low barrier of entry, right? Network marketing is the perfect opportunity, the perfect vehicle, the perfect place, the perfect position for anybody anywhere who has access to network marketing to get started in. Okay. There's many opportunities in network marketing. The one that we are in is Thrive. The vehicle that we have chosen for network marketing specifically is Thrive. And there's many factors to that which we won't get into, but it's a low barrier of entry. Every network marketing company is low barrier of entry and high, you know, there's high reward if you do the work and there's high reward if you stick and stay and you do, if you, there's high reward if you play the long-term game, there's high reward if you're in the right vehicle. It's all about the right vehicle. Okay. Angela says our packages used to be $275 with tax and shipping. We sold that all day.

Yeah.

So $160 is super affordable. Absolutely. For me in another vehicle, right? Another network marketing company, my packages were not like $275. My packages like were started at like $550 and then the top package was $2,000 and I would literally only sell like the $1,000 package and the $2,000 package. That was what I was dealing with.

And how long ago was that?

And this was in 2013.

Right, $2,000 over like 10 years ago. That's a lot, you know, that's a lot of money, especially for 10 years ago.

Yeah, and guess who was I was selling to? I was selling to like people at my age at the time, which was like 23 years old. Okay, how does a 23-year-old have $2,000 to spend on skincare or on vitamins or on, you know, like all these things? Okay, so I was, I was just in the, I was in the right I was in a vehicle that allowed me to participate in sales. So that was, it was a plus. I learned so much. That was like part of my foundation. But anyways, we're going to go into it. So there's, there's something called the Persuasion Run, right? Which it's a sales training program that I intentionally created because of all my, my sales experience basically. And I created this entire blueprint and this entire curriculum. It's a training program specifically for sales training. Okay. I put it together after working with a multimillionaire. All right. And so I got to experience so much. I got to learn from people who are making millions. I'm talking about 9 figures. There's people who are making 10 figures, billionaires, everyone here, all these things that I learned in terms of sales. I just packaged it into like what I know, because again, there's a difference between doing sales, I mean coaching sales, like where you're not in the trenches. And there's also the type of sales where you're actually in the trenches. So you know what works because you're literally speaking to people every single day. You're speaking, you're like pitching people, you're greeting people, you're doing all these different things. You're going into the sales discussion and then you have to get, you have to close the deal, right? So there's the trenches and then there's coaching. Like right now we're going to talk about is in the trenches. Okay, persuasion, Ryan, is all about being in the trenches. It's sentences. It's verbatim, like speeches. It's verbatim, like flows. It's all these things. We're going to talk about it right now. Okay. Angela says, if you want to get good at sales, oops, if you want to get good at sales, get great at customer acquisition. The best entrepreneurs are good at customer service. It's their reputation and brand, speed and reliability. Yes. And that's two different things, right? It's sales. So, so what she said, this is super important because we'll talk about this customer acquisition, right? Customer acquisition, it's basically saying getting customers, right? And by getting customers, there's an entire process that you go through. But when you do that, when you become like the best at getting more customers, getting new customers in, guess what? Like the only thing that happens is your revenue goes up., right? And then when it comes to customer, uh, service, right? Customer service, client service, the excellence that you deliver through your service, through your process, that right there, if you can make that the number one thing that your customers, your clients experience, they'll always refer you. They'll always come back to you. They'll ask you for more deals. Okay? So those super powerful, super important. Uh, Angela, thank you for sharing those. Lee, you want to read this one?

Lena says, I struggled with that as well, selling insurance in my 20s, and it didn't jumpstart at first because it wasn't priority for the young people my age at that time. I used that time to learn from others and kept going. Yes. And when you start sales and you're selling something high ticket and you're young, it makes it a little bit more difficult because the credibility, like, it isn't there. Somehow people associate age with experience. Experience and credibility. And is that true? For sure, yes. But also, if you have a skill set and you're able to articulate that skill set, you're only going to get better at sales, right? Like, I remember when I first started selling loans and doing residential mortgages, I was in my early 20s, right? And so I'm selling residential mortgages for like hundreds of thousands of dollars. Like, you want a loan for $300,000, $400,000, $1 million, I can help you, right? And I'm like the salesperson and I look so And so sometimes, like, looking young, people are— they don't, they don't know how experienced you are. So you have to get better at what you're doing and how you articulate what you are selling and the benefits for that person. So sometimes I feel like part of the sales process is very educational. You're educating someone for them to be able to make a decision, right?

Yes. And that's part of presentation, right? That's a part of the sales pillars, actually, the sales flow. I'm going to show you an example, a visual. Uh, but you know, to your point, because I actually wanted to share this as well, but like every single item that you've seen online, almost every single item was once sold by a human, was once sold by a person, right? If you go to the, if you go on Amazon, like how many things can you buy that was once sold by a person? There's so many.

Unlimited.

Yeah.

Infinite.

And now, now with AI and with technology and with software, how many people need to be face to face to other people? It's really like, it depends on what it is now, right?

Yeah.

You can even buy real estate virtually, right? So all these, these different things, like it's what's going to happen in the future. Is that you're not going to— like, sales is always going to be a necessary skill no matter what, because there's, there's copywriting, right? What is copywriting? Sales in the form of print, right? There's marketing. How do you write your ad? That's— it's copywriting again. It's advertising. How do you write your ad— your advertisements? But it's like sales psychology. It's about knowing people. It's about being able to read people. It's about what is the story in someone's mind, right? In someone's head. How do you articulate, like what Crystal was saying, your message to convey a sense of urgency, sense of education, a sense of this is maybe this is exactly what you need, right? This is all sales. It's, it's sales. It's psychology. It's the sales psychology. It's people skills. It's all these things that this is all part of sales. Okay. So whether you're buying this, I just wanted to make that point is that, you know, you can buy digital products, you can buy real estate online, you can buy all these different things like without having to talk to someone. But again, even through chat, you're still using sales. Even with all the technology, they're still implementing sales. Okay? They're implementing all these different things. So it's really, I just want to make them the most important, like, point is like whether you, you believe that sales is something for you, like, just know that if you're in business, you're going to be learning sales. You're going to be, you're going to want to master it. And if you're building a team, you want everyone on this episode. You want everyone want to, to learn and master sales. You want everyone to up their skillset because the best trained team wins. Okay? The best trained team wins. So when it comes to sales training, if you have people selling a product, selling a service, if you have a team, if you have employees, if you have people who are driving revenue into the door, revenue into your business, you better You best believe, and you better have them training no matter what. Okay. So we're going to talk about it right now. Uh, the Persuasion Run program, right? I'm going to just, I'm going to run through it real quick. And there's, I think there's 7 categories I created, but the first one is mistakes to avoid. Okay. I encourage everyone to write notes. Mistakes to avoid. Second one is qualifying. Third one is presenting. Fourth one is objections. Fifth one is closing. Sixth one is follow-up. And then the seventh one is mindset. And then there's advanced bonus frameworks, okay? Which we will not get into today. But mindset is overarching, right? That's why we have leadership development. That's why we have FIRE Hour. That's why if you're reading books, you're reading books, you're listening to Audible, Audibles, you're reading, you're listening to a podcast, all these different things. Mindset is everything, okay? Whether you have the skillset or not, like if you get the success without mindset, without development, then it's going to crash. It can crash, okay? Angela says, be intentional. Just now I did my third follow-up saying I text you, but I'm sure you're busy. I'm giving you $25 if you wanted to take advantage. Open-ended question. She said, ah, sweet. I go with a call to action. Let me know when you want to— let me know when you want so I can send. Then she answered, now send since I'm up, and then it's closed. Oh, okay, nice. Don't be scared to reach out, offer something. It's like Fashion Nova, they are always— they're also following up like 20 times a day. Yeah, that's very true. Right. And like their process is probably like automated, right?

Yeah. So like text message or emails or you left something in your cart.

Yeah. There's, there's, that's like on the technology side, right? That's on the website side, the funnels, the sales funnels, the email list, the automations, like all these different things, like everyone, like you can have access to that, like that there's technology out there. I offer it like there's all these different things that you can set up. So it just depends on like, you know, the. It depends on your position, depends on your vehicle, depends on like your goal, right? But if you, obviously, if you can automate the process, the sales process, then sometimes that's best.

It's leveraging your time. Like, would you rather talk to like 20 or 100 or follow up that many times, which is great. But if you have like a system and you have like a certain amount of people that you have to follow up with a day, like imagine just pushing like a few buttons and you're done.

Yeah. 100%. Yeah, so this, okay, so here's the Persuasion Run. This is just the ebook, like everyone here can get it for free, but it's the Persuasion Run ebook. It's a training manual. And basically like what this is in a nutshell is the online course, but in book format. Okay. And so this, like I call it the Persuasion Run because when I, when I created this, like I needed to make money yesterday. So. Like the, for me, like when I created this, I wanted everyone who was on my team to learn this as fast as humanly possible so that way they can implement it into their daily sales job, into their daily life, to their business, and then get results right away. Okay? Get results right away. The whole thing I do is the 20% that gets the 80% done. How can I cut someone's learning curve and get them to their results as fast as humanly possible? That is why I created this. Okay, that is why I created the online course. It was my very first, like, business success online. Okay, this was the very first digital product I ever sold in 2017. And so this is just super timeless. But anyways, again, table of contents is right here. And I talk about how to get, how to get the most out of the Persuasion Run training manual. We're going to get, we're going to do it today. Okay. If you have people who are not on just yet, make sure that they watch the episode, make sure that they watch the replay, or have them get the ebook, like whatever it is. But step one is because you're here, okay? Step one is congratulating yourself for being here, for patting yourself on the back, for saying to yourself that, you know what, like this is for me and I'm here, I'm ready, I'm open to learning, I'm a student. And I'm willing to learn and take action after. Okay. Step 2 is use this consistently. Every— and this is for all skills that you learn. Every single skill that you learn, you're going to be applying this into your business, especially when it comes to business, especially when it comes to sales. You're going to want to be using sales every single day and sharpening and refining your sales skill every single day.

Okay.

So use the training, like use this training program Use this episode, use Fire Hour, use whatever you take from this consistently every single day to sharpen and get better, to level up. And when you feel like you've mastered the skill, who can you teach? Who on your team can you teach? Who on your team needs more sales training? Who on your team needs more help? Number 3, right? Number 3 is become an adapting machine, become a learning machine. Okay? So those are just 3 steps. It's, it's that simple. It's be coachable and congratulate yourself on getting started. Number 2, use this consistently. Okay? Consistency is everything. Number 3 is become a learning machine. Always a student. I know a lot of leaders here, you already have that mindset of student, but I just, this is for everyone who's new or for everyone who's never heard this before. Okay? Uh, the reason why I talk, uh, I start with category number 1, which is mistakes to avoid. Okay, mistakes to avoid is simply because, again, the whole frame I want to share is how can I cut someone's learning curve and how can I show them on the map all of the pitfalls to avoid? Because I don't want anyone to make mistakes, especially when they're learning from me. Like, yes, it's good to learn about mistakes, you know, from your, for your own experience. But when it comes to you on my team, and you making money and we all make money together, why would I want you to make a mistake? I wouldn't. Okay. There's going to be things that you learn and you grow through. But if I can cut the learning curves, if I can cut the mistakes that you're going to make because those are their amateur mistakes, then guess what? Why not? Right. So that's why I start with mistakes. Okay. And if you're, if you're taking notes to create your own ebook, to create your own training course, to create whatever you want, This is a clue. Okay. This is a clue because I truly believe in helping people and I truly want people to not make the mistakes I made that are painful. The ones that are costly, especially in business. If you make these mistakes, it will cost the business. That's why I put it together. Okay. So, uh, I'm just going to go briefly, but, and this is part of the, uh, Jackie's on right now. So welcome to the call. Um, this is the Alpha Sales Concept. Okay, this question— this is the first mistake to avoid— is get your questions answered. And what I mean by that is, if you— and I'm going to just share the Alpha Sales Concept like really quickly. So if you've ever— if you— who here has never been on a plane? If you've never been on a plane, then maybe this will not be relevant for you. Okay, but if you've ever flown on a plane, okay, I know some— we're all— most of us are flying, uh, to New Orleans, right, next week. So guess what? Everyone's gonna be on a plane. Pay attention to this, okay? Notice this. Unless you're flying private, but even, even if you're flying private, it's still the same thing. So when it comes to you going on the plane, okay, when it comes to you going on the plane Who is helping you out? Who is helping you out? It's, you know, there's someone at the check-in, right? There's someone that when you go into the plane, there's like the flight attendant. When you sit, when you get seated down, like they're on the intercom, they're saying, you know, buckle up, and then they go through the safety protocols, and then the last person to speak is like the pilot, right? And then you guys take off. So all these people All of these people who are guiding you, who are guiding you through just boarding the plane, getting in your seat, taking off for your experience, those people are the, the leaders. Okay? You in that position, you're the follower at that position at that time. The whole goal of the Alpha Sales Concept is for you to position yourself in the leadership role, in the the guide's role as fast as humanly possible prior to you even beginning your sales presentation, prior to you even beginning the sales discussion, the sales conversation, you selling a product, you selling a service, whatever the case may be. You, you must establish yourself in a position of authority right from the get-go so that way the person that you're talking to, the person that you're sharing with, the person that you're selling to, they automatically go into the follower position. Okay, if you are the pilot and you're, you're, you're, you're the one that's going to be flying the plane, you are the leader. You're the captain of that, that ship. You're the captain of the plane. So everyone who's on board is your passengers, is your followers. They're, they're here because they trust in you to get them to safety, okay, to get them to their destination safely. I have a 2-minute video that I'll share. It's from 6 years ago, 7 years ago. That talks about this, because I'm butchering it right now. But that's basically what it is. Position yourself in the authority position, in the leadership role, very— in the very beginning before you do a sales conversation, because that's the difference. That can make the difference. We— especially if you're selling face-to-face, okay? If you're selling person-to-person, if you're not using automations, if you're not using AI, if you're not using technology, if you are the person that is selling, then you must become the authority. You must become the leader. You must establish your, your credibility right away, even before the sales process begins on social media, right? If you're, if you're building on social media, you must always establish authority because you're positioning yourself in a place where people will listen, people will follow, people will, will look at you as a guide. Okay, that's number one. Once you do that, getting your questions answered is super simple, okay? Getting your questions answered is super simple. If you do not get your questions answered, you are not in control of the sales conversation. It's that simple. And you must, and it's very important to be in control of the sales conversation, okay? Because if you're not, then those who are not in control, it's just, you might not close the deal. Training on your team. Okay? It's super important. This is mistake number 2, and I'm going to skip around because, uh, we have 20 minutes left, but training on your team, right? Versus training on your customers. It's super important to train with your team or to train by yourself, to do role-playing, to sharpen your sales skill. That's why training is so important because if you train on your customers, you train on your clients. You train out there in the field and you're just, you're hype, you're just like trying to test things, you know? Yes, it's good to test at times, but if you need to make money now and you need to ramp up revenue and you're just driving momentum, you want the best trained team out there for every single deal that comes to them. They close 100% close rate. Okay, that's ideal. So if you're not training with your team, if you don't have a place to train together with your team, then that, that training, that sharpening is not happening, right? That's why every single day, especially in a sales position, like especially in the mornings when a sales, a team of sales get together, the sales department, et cetera, they, they sharpen, they role play, they, they ask them the questions. They ask them like, hey, what did you need help with the other day? What did you need help with? What did you stumble on? You're, this is, in the trenches, okay? This is all about in the trenches. Like this is actively happening every single day for sales departments, for people in sales, okay? So that's the importance of training on your team because if you train on the people, you train on the customers, you train on the clients, you train out in the field, that's when mistakes happen. That's when it costs you your business. It costs business, okay? Don't, you don't want to lose out on any business if you, if you can avoid it, if you can mitigate it. All right. Skipping steps in the sales process is another mistake. We'll get to that. Celebrating before the close. Who here has ever felt like they, they, they're like, you know, this person said they're going to sign up. This person said they're going to buy the products. This person said they're going to get started with my services. And you celebrate. You're like, yes, like finally, like your guard's down now. You can relax a little bit. And then you find out that they didn't do the deal. You find out that like they were just playing. You find out that, you know, they, they didn't have the money. You find out that they couldn't go through with the process. Like what, what did that do for you?

Right?

Yes. Yeah. And guess what? Guess what? It, it's, that's every day. So amateurs, okay, we're going to, let's separate ourselves. There's amateurs and there's professionals. Okay. There's amateurs and professionals. Amateurs celebrate before the close, okay? Amateurs celebrate before the close. I once was an amateur seller— amateur celebrating before the close, okay? Only to find out that the person didn't make the money, or the person didn't close the deal, so my commission check was lower, okay? Or I spent an hour presenting to someone and they're like, yes, I'm gonna do it, yes, I'm gonna take action, yes, blah blah blah. All talk, and then they don't do anything, right? This right here, do not celebrate before the close, okay? Celebrate after the money is in, the deal has closed. And, and also, like, after you celebrate, then move on. Like, move on to the next thing, okay? Don't, don't stay up in that. Like, use that energy, harness it, and what can you do better? What's the next, right? Um, Don't be a robot. Okay? This was something that was super relevant before because not being a robot is not being you. That's all it is. So the mistake to avoid here is be you. Okay? You want to be you. Do not be like a robot. Do not be like someone else. Just be you. If you are, if you are you, you will sell more. I'll tell you that right now. If you are you, you will sell more. If you are trying to pretend to be someone else, it, it's just not gonna— that, that's what I'm talking about right here. Okay? Don't be a robot. That, that's what I'm talking about right there. Negativity. Don't bring negativity into your work environment into— because negativity is a po— I'm just gonna read it. So it's right here. Don't bring negativity. Don't bring negative energy into your work environment. Negativity is poison to the mind, body, and soul. It will affect everyone around you, including your customers and your clients. If you need a break from life in general, take the day off. It's human to have bad days, right? Just make sure to bounce back and bring the fire when you return. Boom. Okay, so negativity, bounce back from it fast. All right, and don't, don't ever bring it into your work environment, into like the place where you need to make money. And this is something I learned recently, but money, like money is energy. All right. And so do you think that money wants to come into a place where it's negative? The answer is no. So you want to create an environment where it's positive. Money is abundant. It's, it's attracting to you, is being pulled to you. Okay. So another one, arguing with customers. I remember one time I was in Las Vegas selling and this was in Walmart and the guy had a gun like on his hip and I was getting so upset with this person. Because this guy was just, I don't know what you, I don't know what happened, but it was just all bad basically. And so I was, I was arguing with the customer, okay, for no reason basically. And I didn't care if he had a gun or not. Like what, it didn't matter to me. But the point of the story is that didn't do anything for the customer. That didn't do anything for me, right? Like we both lost in that situation. Never argue with customers. Never, never argue with with your clients. Like, there's just no point. Okay? There is really no point. It's a mistake. I, I've seen people, I've been the person, the salesperson on the phone, in person, and just going back and forth with the customer because my belief system was so strong that I, I felt like this is what this person needs. Like they needed this product, they needed this service. It's going to help change their life. It's going to help them get to their goal. And I truly believed, okay, I truly believed, yet the other person didn't. And then they would attack, they would attack that. It's just lack of development right there. Okay, so learn to detach from that. But there's more to that story. Uh, and there's so many more examples with that. But Lena says, let go of the high blood pressure situation. Yes, it just doesn't serve you. It doesn't serve them. It doesn't serve you. Uh, ignoring customers. I've seen this so many times. I've been a customer that has been ignored. Like, never ignore people. And the reason, I mean, it depends, but especially in a sales position, never ignore your customers because they could be a potential customer. And especially if they're asking you for help, if they're asking you for guidance, if they're asking you for assistance, why would you not, as a human being, help them if you can? Okay, don't ignore them. There's people out there, I've seen like coworkers before, I've seen people in sales And they literally just, they're just so rude to ignore someone, right? They don't even, yeah, like Angela said, communication is key, right? If you're busy, say, be right back. Like, that's so true. Like, in person, like, don't ignore people. It's that simple because it's just rude and disrespectful. And that person could have referred you someone. Boom. All right.

So something that I learned, like, real quick, just because we're talking about customers, is when you're commission-based, you're only as good as your next commission, right? So if you treat every customer as if like that might be your last customer, you would speak to them much differently. And you would, if you just keep that in mind, like you're only as good as your next commission, right? So if you don't make another commission after that commission, then where are you going to be? You're going to be stagnant.

Yes, 100%. Brittany says, what would you do about customers that are always inconsistent with the product? So there's two things. One is I'll find, like, find out why, right? Like, have a conversation. Why? Like, why are they struggling? What's their constraint? Why are they having— why are they being inconsistent with the product? And then what is their goal? Okay, what is their goal? If their goal doesn't align If their goal doesn't align with them taking the product, then that's probably why there's inconsistency, right? It might also be a lack of education, but find out the reason why. And then the second thing is move on to the next customer. Like, look for more customers. Continue to look for the lookers. Continue to look for the people who are ready to take action. Brittany says they say they need it but lack taking it. They say forgetfulness. They have like every excuse. Basically, like, they, they just have lack of education.

They're not ready yet to, you know, sometimes people don't want to admit that they want these changes, but they're not willing to make the changes. So they're going to make excuses or they're going to, like, blame, you know, other people or other things. Right. And it's only because they're not ready. And what can you do? You really can't do anything. You can't force anyone to commit to their word and follow through. All you can do is just be like, Okay, like, I'm here if you need me, if you need help, I'm here to support you. I'm here to, you know, when you're ready or when you have questions and just let them know that you're there for them and then you have to move on, right? Because if you're spending so much time with one person who says something but then acts differently, then you're probably— then you have to believe what they do, right? And so something that has been like a recurring lesson for me is watch what someone does over what they say, because what they say is what they want to do and is what they want you to think that they're going to do. But what they do is what they do, and that's it.

Yeah. Good. He says don't take it personal. Yeah, but move— like, but move on to the next person. Look for the person who's like, oh, I just learned about— I just learned about this product, like, help me take it.

Okay.

Uh, let's see. Rach says, think of how you want to be treated. Yes, 100%. And then, but think of how you would treat, want other people to be treated, right? To treat the other people the way that they would want to be treated. Jackie says, such good tips. I don't, yeah, I don't know. I don't remember the Alpha Sales Call in the OG Fire Hour. Maybe I didn't talk about it. Maybe it's probably, you're probably right. Goodie says, can't take it personal. Yes, The Four Agreements, right? Never take anything personal. Twin says, we aren't just in sales, we are in MLM where we have recur— where we have recurring sales, whereas regular sales jobs start at zero every day. So when you're not working, you're not making money. We are lucky here. Yes, that's very true, right? It's recurring revenue.

Um, if people continue to purchase and you're able to build a team that is actually, you know, running with you, it will continue, right? You have that opportunity. So one sale may not just be one sale, but it's also how much effort you put into it, right? And also the fact, like, you, you have to keep going, you know, like, and you want to keep going, like, why wouldn't you want to keep going, right? So there are a lot of opportunities here where you're not just as good as your next commission, but there will be times where if you might only be good as your next commission, right? So treat it as such in order to have the mindset that you're never just going to just quit on yourself.

100%. Angela says, master your emotions. Don't focus on one touch and go. Business is war. Yes. Giddy says, keep moving.

100%.

Twin says, my girlfriend is in real estate. She's burnt out because she has to hustle for every sale every day. When she says when she's away on vacation, she makes zero. Yes, and that's very true, right?

Yep. I was in real estate before and doing mortgages, but once you build a really good client base and they love your service, they will refer you, right? So you have to treat each customer as if like they were your last, because they may be or they may not be, right? And, um, yeah, like if it's just only you and you don't own a brokerage with multiple salespeople, like it is just going to stop at you unless you're building your brand so big and you are so loud and so reputable that people are just flying in the doors to you, right? Knocking on your door.

Yeah, 100%. Oh, OB appointment. Good luck. Enjoy. Those are moments to remember, actually. That'll be— that's life change right there. Much love. So, okay, so yeah, there's so much that we can go off of this, you know, like it. But if you're in sales, if you're in a position of sales where you don't have recurring revenue, right, like you, you will eventually want to add recurring revenue. Okay, you will eventually want to add recurring revenue to your business, to your way of making money. For me, one of the recurring revenues I have is Resurrection Media software services, selling websites. I have website hosting. So every single month or every single, whenever someone signs up, I get monthly recurring revenue. Okay, so Thrive, every single time you have a customer sign up and they love their Thrive experience, You activated recurring revenue, right? Sales is how do you get that person to close a deal with you right away? That's the first step, especially when you have recurring revenue, because then now you just did the sales one time and now it's what Angela said earlier. It's customer service. It's their customer experience, their Thrive experience, the software experiences. What is their experience? How can you make it the best experience possible? That's through optimization, okay? Product optimization, experience optimization, all these different things, okay? That's like for another business talk, but it's really important, right? Let's move on, okay? Let's just real quick, ignoring customers, talking about your customers, don't let customers rush you, telling price, like burning bridges. There's a lot of mistakes to avoid. And when you avoid these mistakes, you just get yourself closer to closing the deal. Okay? Because if you make the mistake in the beginning, sometimes it— the reason why I put these mistakes together again is because when I made this mistake, it ended the deal. It closed the business for me. Okay? In terms of a bad— like the customer went away. Okay? Didn't come in. Okay? Category number 2, who's qualified to you, for you. Damn, there's so much we can go over. Because this— I mix like sales and marketing in this book. Angela.

Angela says, don't wake up when you're 100 years old and regret that you focus on what people think. They don't pay your bills. Self-doubt comes, self-doubt comes from validation from others. I am human. I've been there when I said no one wants Thrive. Yes. And I was there when you said it in Jamaica, teaching you The early struggles so you can succeed faster. Yeah, like people's opinions is like a dime a dozen, right? And most of the time it's not even about you. It's about what they're projecting inside is going on in their internal world. So really building, you know, that outside part of you to be stronger. Like, imagine if you lived in a world where, like, people didn't judge and people didn't say anything and everyone is free to do what they wanted, right? Like, how much more free would you live? Like, how would you live your life? Um, so back to reality, that doesn't really happen. But imagine if you just did not care about what other people said or what other people did, right? Because in order to be successful and to be somewhere you've never been before, it's going to take another version of you. And I always say this because time and time again, It's going to hold true. Like, if you care so much about, about what people think and their opinions, like, then there's something going on inside of you. Like, you're probably really insecure. And actually, I think to some degree we're all insecure, but you can use that insecurity as a way of being like, I should be successful because I think that I can't. So because you think that you can't, maybe you actually really should, right? So there have been studies done that the most successful people are actually the most insecure. And I know it seems very strange, but there's been so many studies on it, right? So no matter how confident a person is, they're always striving for more. Why? Because there's still a part of them that feels insecure, almost like they haven't reached that milestone or that goal yet. Or once they do, there's still another one. So they humble themselves. To be able to start over again.

Mm-hmm. Yeah, there's, there's so much to that, but that's mindset. Okay. Yeah. There's a category specifically for mindset, uh, in the persuasion one because mindset is everything, right? Uh, but I'm gonna just run through it real quick so that way you guys have a list, uh, because we're not gonna cover all of it today and I just wanna show you a visual of the sales flow. But you know, that's, so mistakes to avoid is one category. Every single person who is doing sales, who's actively in the trenches, who has a sales team, get your people, get your team on sales training. Okay? It's consistency. Qualifying. There's a qualifying category, right? Who is qualified to talk to you? I wasted my time with so many people, hours of my life I can never get back with people who are just not qualified to talk to me. They were not. And what I mean by that is they like, what they needed was not what I had to offer. So why would I spend my time with them? Okay. I would be spending an hour, 2 hours, 3 hours, 5 hours a month with someone talking to them and their entire goal is not aligned with like what I offer. Why would I waste my time? Do not do that. Okay. You gotta know who's qualified to talk to you. Okay. Well, in your cir— in this circumstance for this, this group right here for the team, You know, like if you're, if someone is talking about their health and they really, and they want like better gut health, they want to improve their fitness, they want to improve their weight management, they want to get mental clarity, they all the, they want to get their energy up, talk about Thrive because they are qualified to talk about Thrive because those goals are aligned with Thrive directly, right? So if someone's saying that something else, then it doesn't align, then don't talk to them.

You know what I mean?

It's like that. You can be friends, but don't talk. Knowing your target audience.

You can be friends, but don't talk.

Knowing your target audience. Okay. AIDA. This is marketing. Attention, interest, desire, action. It's all you need. Really. It's all you need to get someone's attention, to gather their interest, understand their desire, and then for them to take action. Okay. Opening potential customers up. This is part of the sales flow. Form. Family, occupation, recreation, motivation, active listening. These are all skills, tangible and intangible skills. Open-ended questions, right? All these are 3 levels people judge you on, right? 3 levels that people judge you on. Level 1, how you look. Level 2, what you say. Level 3, what you do, right? We were talking about that earlier. Uh, I'm gonna skip through because there's, there's literally so many things, okay? I have a lot. I have 6 different categories. 7 with mindset, and then bonus for advanced frameworks, which is super important. But I wanted to share this right here before we all go. Okay, so the perfect sales diagram. Okay, I'm going to just talk about the perfect sale real quick. The perfect sale happens when I'm— and again, you get— you can get the ebook. The perfect sale happens when a customer comes to you and buys without you doing anything to influence the customer to make a buying decision. Okay. All right. Can you say sales? Yeah. Sales. All right. So good job, baby. So when you apply every category with mastery, you will enjoy the benefit of the perfect sale. This is what I encourage every entrepreneur to aspire to achieve because it is possible. Okay. The perfect sale is possible. No, the perfect sale is possible. Okay. This, it says, Sean Gunn's proven perfect sale example. Customer comes to my— okay, so this is for a website. This is for— this is related to you because everyone here has a website. Uh, customer comes to my website, finds a product or service that they want, buys, uses product or service, gets the results, refers same product or service to a friend, friend buys, process repeats. Okay. That's the perfect sale. Question of the day, map out your perfect sale. What does that look like for you?

Okay.

I see a little Bella in her. Yeah, that's true. So that's, that's the perfect sale. Okay. You, again, you can all have this, but that's the perfect sale and this is what it looks like. Wait, the perf— okay. So just to give more context, the perfect sale happens when a customer comes to you and buys without you doing anything to influence the customer's buying decision. When you apply every category with mastery, you'll enjoy the benefit of the perfect sale. This is what I encourage every entrepreneur to aspire to achieve because it is possible, right? I just repeated myself, but that's what it says. Here is the perfect sale diagram, okay? It's right here. Can everyone see that? So it basically starts with qualifying, number 1, okay? I'm just going to read it. The perfect sale happens when a customer goes through the sales process without your influence. Step 1, qualifying. Step 2, presenting. Step 3, objections. And objections only happen if the presentation didn't cover all the objections, okay? In your presentation, in your presentation, that's where you cover objections.

That's a good one.

That is, this is part of the sales process, okay? And then if your presentation didn't cover all the objections, if you didn't overcome all the objections, the constraints, the pushback, right, the rebuttals in your presentation, that means that your presentation has more room for improvement. Okay, you should never have to face objections if your presentation covers it all. Then number 4 is closing. Okay, closing the deal, right? Closing the deal is when pen meets paper, when the signature has been signed, when the checkbook has been written, when the money has been deposited, when the money comes in. Okay, when cash is handed to you. That is when the deal is closed. Okay? So that's, that's step number 4. And step number 5 is follow up, right? And fortune is in the follow up, right? But it's not just about you following up with them. It's about reframing the follow up, activating high status networking, having people follow up with you instead of you following up with them. Every single person, I just tell them, follow up with me, follow up with me, follow up with me, follow up with me. If they don't follow up with me, It doesn't matter to me because why? I am on to the next. How many other people out there that is a better fit for this product or service? Resurrection Media website services, website hosting. Yes, there is all these other website hosting platforms. Guess what? I've used them all. And the reason why I sell Resurrection Media website services is simply because I packaged everything together that an entrepreneur will actually need. And then from there, I lowered the price. So it's more affordable so that they can actually make re and get results without having to worry about piecing all these other things together like I did for 3 freaking years. Okay? So that's why that right there, who is qualified for that? In my presentation, it's the sales funnel, it's the website, it does the presentation for me. And then from there they get to get started. And if they do, I had nothing to do with it aside from marketing. Okay, marketing is in the qualifying process, right? This is, that's part of AIDA, attention, interest, desire, action. I know I'm going very fast, but it's because there's a lot to cover. Okay, this is another example right here. Okay, Sean Gunner's proven perfect sale example. I'm just reading what I created before, but if you are selling anything, this can work for you too. Okay, and the reason why I'm going to share with you is because again, Everyone here, everyone here should have a website. Okay? Everyone in Thrive, you have a website. If you are selling a, a product or service aside from Thrive, you must have a website. It's super important. If you're a real estate, real estate agent, why not have a website? If you are selling cars, why not have a website? If you're selling coaching or consulting, why not have a website? Everything. Add technology to your arsenal. Add technology to your business, your roadmap. Add technology to what you offer because it's only going to help you. It's only going to get you better. If you are doing sales without a website, this is what you are doing. You are doing sales like whenever you're up. That's it. A website, a bot, an AI, anything that has to do with software can help you sell 365 days, 24/7, 365, all day long. That's what, that's why having a website is so important. Okay. Babe, I'm not done here. So this right here, Shungun is perfect. Yeah, the proven perfect sale example. Oh no, Devin, you want to, you want to learn about this perfect proven perfect sale example? Okay. Again, this is for everyone here. If you are selling anything, okay, this can work for you too. Okay, now I'm going to share right here. It's 5 steps again. Okay. I just added technology to this, right? So number 1 is customers find your website. Number 2, customers find an offer that they want. Number 3, the customer buys, you collect the check. Number 4, they get their desired result, right? Because they're using their product or service because Thrive works because my website services work because your coaching works because your consulting works. Whatever it is that you're selling. Okay. Your house works, right? The real estate agents. Okay. All right.

So because people need a house.

So number 4 is they get their desired result. Number 5 is if the, if the customer, the client got their desired result and their experience was good, they will share with their friend. Okay. They will share with their friend. They refer a friend that, that right there. That right there is the perfect, the proven perfect sale example, okay? That is a proven perfect sale example right there, right? Everyone can add this to their arsenal. You can add this to your, to what you do, to your sales process, to your sales flow. Like it's so important to automate the process. If you can automate the things that you do every single day, if you can automate the things that you have to do that you have to repeat, why wouldn't you? Because there— I'm telling you right now, there is a way to automate what you do. That's part of the 5 pillars of massive scale, right? Foundation, system, automation— third pillar, automation— scale, and then expand or exit. Okay, it just depends on what your goal is, but everyone should automate the things that you do daily no matter what. Um, it's only going to help you. Okay, That, that was number 1. That, that was the first thing for the sales process. I know I want to go faster because we got to go, but having the paperwork ready, okay? The readiness factor. This is part of mindset as well as toolset, okay? There is mindset and toolset, but for you, when it comes to mindset, like, this is why you prepare. This is why we train. This is why we have Fire Hour. This is why we have weekly training. This is leadership development, leadership mastery, but you should also have sales training, right? You should have business training, you should have marketing training, you should be training with your team, training in the trenches, training every day that you can with people who are doing things that are bigger or they're one step ahead of you. You can always learn from someone, right? So having that ready, like the mindset is one thing, but the second thing is your tools. Okay? Having the paperwork ready. That means that if someone was to sign up with me today, Do I have like, do I have everything I need to collect their information, collect their payment and get it done? Close the deal, right? Are my website services ready to go where someone can just go to the website, click get started, the free trial, and then enter their information without me doing anything and then they get started? Yes, it's already set up. Okay, so if Thrive, if someone goes to your link, can they become a customer? Can they become a promoter? The answer is yes. Reduce the friction that someone can get started with you, automate the process, optimize everything, help drive more traffic to it, get results. It's super simple. All right. If everything fails, oh, this is super important.

Okay.

If you've done, and there's, again, we skipped a lot of the stuff, but we skipped the entire thing, but at the very end, okay, this is, I just want to bring you to the very end of your sales discussion, your sales conversation, the sales presentation, the sales flow. Okay. If everything fails, if the sale is not a go, make sure to leave the customer or client happy. Okay. The impression you leave on your customer is truly lasting. If the impression is negative, it will not serve you. If the impression is positive, it will serve you because they might refer someone. They might feel good. They just— even having them feel good is a win. Okay. Um, no matter what you do, do your best to give the customer a positive experience that they will remember. Okay? Not only will they have a positive experience, but you will have a positive experience as well.

Okay?

And question of the day, regardless if you close a deal or not, what's your game plan on ensuring that your customer walks away with a positive memory? That is a fire question to ask.

Okay?

Ask yourself that. How can you do that for yourself? Did you want to add to that?

I do, because there have been times, and I, and I've heard this amongst all of you guys as well, and this has happened for myself too. Whether someone was ready to get started or not, it doesn't matter. If you leave a really good impression on them and you're kind, even if they didn't purchase something from you, they will refer you. There's been many times where maybe this was not for someone, but they're like, you know what, I know someone and they've been telling me they've been struggling with energy or wanting to quit coffee or that they want to work on their gut health or lose some weight. Like, I'm going to refer them to you. And they may not be a customer that purchases from you, but because you left a really good, lasting, positive experience for them, they're going to go out and they're going to refer people to you. Right? So never close the door just because someone simply didn't purchase from you for whatever reason. It doesn't matter, right? We're in the people business.

100%. Yeah. And again, like, life is long. Okay, life is long. You're going to be in business for the rest of your life. So people in your life, you know, it's play long-term game, right? Mindset, play long-term game. Angela says, yes, this happens to me a lot. They refer friends, they don't thrive with me. Boom, right? The biggest— like, that, that's right there, Angela. If that is the 20% that gets the 80% done, if you've identified your customer acquisition, like, like where you get the most people right through the door, then dive into that if that is the biggest one, right? Whatever it is for you, however you get your, the most clients or customers, like go hard on that, double down on that, continue to experiment and figure out other ways to, to activate more. But that is part of the doubling down effect. Okay. The factor. This is another one. This is advanced.

Okay.

This is more advanced. But leveraging internal forces. So leveraging internal forces, it's important to pair urgency with value and value with urgency. Uh, boom. This is something that I, I, I include this in the sales training, but it's important to pair urgency with value and value with urgency. Whenever you provide value, you should always provide urgency. Whenever there's urgency, always provide value. Those two things go hand in hand. It's like bread and butter. Okay? That right there, it, it's, if you, if you just, it's essential. Okay? It's just a, it's an advanced tactic. It's, it's an advanced philosophy in my mind. But if you always pair urgency with value, why would someone not get started? Why would someone not take action? Right? That right there is, is everything. Urgency counter, Uh, so urgency counters disinterest— I mean procrastination, sorry. Urgency counters procrastination, value counters disinterest. If you master injecting this concept with closing, you will leverage the internal forces that all humans naturally feel. Pro tip: always remember that value is subjective, in the beholder's eye, right? Question of the day: how can you identify what is valuable to the customer, right? Ask them. Ask them what their goal is. Ask for 'em. Everything again is in the presentation. There's everything is here. It's all here. This is the ebook version. I have the online course. This is a training program again. Okay? I'm telling you right now, like this, I put this together because it's just timeless. It's like, I look at this because I'm in sales. I look at this because I'm in the trenches. I have businesses. I have to do this. My team needs to do this. I want my team to be the best trained team because the best trained team wins, right? So why would I not offer this? Why would I not provide the tools, the solutions, my pitfalls, the, the wisdom that I've had, my experience? This is part of, of cutting the learning curve, right? Again, as a leader, my goal, this is just part of what I want to do as a leader is I want to provide the tools, the trainings, the courses, the coaching, the guidance, the frameworks, the blueprint, the roadmap. I'm providing as much as I can possibly to add value to you, right? This right here, Fire Hour, it's all free. This is free right here. Why not use it? Take advantage of it. This is years, this is decades of my experience all in one little short ebook, right? Get it. It's free, okay? It's free. Use it, right? Master Funnel Diagram. This right here, this is the entire sales process in diagram form, okay? Again, you know, you can download this, but customers, it's all going to be on the website resurrectionmedia.com, okay? It'll be there. If it's not there yet, it will be there. Just check it out or ask me. Just hit me up if it's not there. This is the entire sales process in diagram form, okay? You can all copy this. Everyone here, every business basically uses this, okay? If you're using technology and software, right? Number 1, customer finds your website because they find your— they found your offer, right? They find the offer that they want, they buy, you collect the paycheck, the customer gets the results, right? They refer a friend, their friend refers another person, they check out your website, your offer, they get started. So you collect another paycheck., then they get their results and then they, they refer another friend. Okay? The cycle repeats. How— my question to you is, how do you automate this process? Do you have a process in place that automates this? That's why web— having a website, having automations, having sales flows, having email lists, having email automation, the autoresponders, having SMS, All these things are important. Okay. Obviously, like there's compliance, there's legalities, especially if you're in network marketing. If you're in the network marketing industry, like there's compliance. Talk to the compliance team, figure out what can you do, what can you activate, what automations can you do? Do they even allow you to do automations? What is the legalities? What do they not want you to do? Ask the compliance team and see what you can activate. If they say yes, that you can do sales funnels, If they say yes, you can do email automations, email marketing. They say yes, you can do all these things, then it's only to your advantage. Okay? It's only to your benefit because I, I'm telling you right now, you're going to want to automate as much as you can in order to alleviate your time and energy. All right? And if you don't want to, that's totally fine too. It just depends on what you want to do, but do what is best for you. I'm just showing you the tools, showing you the roadmaps, showing you what is possible, what is out there.. And if you're doing any other business aside from network marketing, obviously you're going to want to have this right in the, in the shop, like our automotive repair shop, right? Star Motor Works. For me, I'm trying to figure out how can I automate certain things with AI, right? I have all in Resurrection Media Services, I have AI, so I'm able to offer AI conversation, meaning like I can activate AI, uh, sales funnels and sales flows. So I'm just trying to figure that out for the shop because obviously with us, with the shop specifically, like we like to have the human-to-human interaction. So does it make sense for us to automate that process? I don't know. We haven't tested it yet. So I want to experiment with that and see what we can do, right? There's so many things we can do with technology and software. It just depends on how you use it and what is your purpose? What is your intention? Right. Uh, Shangana pro tip: if your business infrastructure and systems are set up, focus all efforts in marketing your brand to increase sales revenue and brand awareness. That is 100% what it is, right? Alex says APIs and Microsoft Copilot. Yeah, there, there's so much, right? Like, there's so many different tools out there that you can use. Use the one that's going to serve you, okay? This right here, again, everyone can activate this. If you're, if you're not using automations, not using software, you're not using websites, right? Like use this diagram and, and write it out and map it out for how you would do it, right? Again, technology is just what like humans were doing prior to technology. So all this a human can do, it's just, it's all manual work. You can all do this. Helpful resources to consider. It's all on the website. There's so many things. Business resources. Hi. So sales and marketing, personal branding, business networking, recommended books. Okay, everything is all on the website, but this right here, again, if you need, if you now understand, right, sales and, or you have a deeper understanding of why it's so important for your team and for you to train on sales consistently, right? It's only going to help your business grow. It's only going to help your revenue skyrocket. It's only going to help you close more deals, but I'm going to share with you one last thing. You have to pair sales with marketing. Okay. And if you focus in on just marketing, you go all out on social media, you go all out on whatever your marketing channel is, right? It's going to drive attention to your sales process, to this, to this entire process right here., and then that's where you activate this stuff. Okay? When you do copywriting, sales in the form of print, when you're writing your captions, you're, you're creating stories, you're creating your content, that's all sales and it's all marketing. It's psychology. So how do you activate more marketing? How do you, how do you get better at marketing? How do you improve your, your retention rate? How do you improve your views? How do you improve your, your attention? How you, how do you improve your brand recognition? How do you improve your brand awareness? How do you improve all these things, right? Angela says, yes, normalize that we are in sales. Own it 100%. Like there's nothing wrong with sales. Sales is business. Sales is life. If you're in business, you are doing sales. If you are, if you're in business, just forget about all the limiting beliefs that other people put onto you. Like own it 100%. Like she says, that's the gap between where you want to go and you guys don't want to be in sales, but you are. For people who keep on saying that, you know, I don't like sales or I don't want to be in sales or all these limiting beliefs, okay? It is just labels. People are believing in labels that other people have programmed on them. Remove the programming, get with the picture, be present, be smart, adapt, be open-minded, be coachable, be a student. And then from there, get mastery in your sales, okay? Master sales because it's part of business. It's part of life every single day. If you are, if you are buying something, okay, someone is selling to you. What's wrong with that? Nothing. There's nothing wrong with it. Okay. There's nothing wrong with it as long as it's ethical. Okay. It's ethical. It's, it's, it's a net positive. It's good. It's helping someone else providing value. Like, boom, it's sales right there. Okay. You are the provider. Yes, 100%. And that's true. If you are a business owner, if you are in business and you are providing a product or service, you are the provider. And your whole goal is to feed your business more sales, is to feed your business more people that need your product or service, that can get value from your product or service because it's only— it's going to benefit their life. It's a positive for their life. They're— you're helping them solve a problem, right? You are the solution to their problem. So that is the whole entire point of this, right? And marketing, we, we talked about this in previous episodes, but marketing is everything, right? For, for this again, okay? If you have any questions for sales, right? Ask it in the comment section, ask it in the chat, ask it in the DMs, whatever the case may be. But, but get your questions answered, right? And activate your training process for sales. If you haven't, if you haven't started training, in sales, you haven't started sharpening your sales skill, refining it, now is the time to start. Today is your sign to start. Okay? Take action on that. And then from there, you know, if you want to get the program, get the program, get the ebook, get the ebook, whatever is going to help you get the tools that are going to help you take action. Let your learning lead to action and continue to improve and share these resources with your team. Share the resources, share this episode with who needs it, with someone who needs it. Share it with people who are in business. Like just, it's free. Okay. So with that being said, if there's any questions about that, then just ask in the chat or ask in the comments, ask in the DMs. Last but not least, there's two things. Number one, Angela says, yes, we are in business. Mean you employ yourself. I truly work for myself. Things don't happen overnight. When you're in motion, you'll gain so much confidence and belief. Let your learning experience lead to action. 100%. That's 100% true, right? That's even a message I got yesterday too. And number 2, for next episode, okay, next episode, I don't know if copywriting is an interest of you guys, if, if anyone's interested in copywriting, but every single day that you're creating content, you are writing copy. Every single day. If you're scripting out your reels, if you're scripting out the copy, like the the caption, if you're scripting out your videos that you're going to shoot, whatever you're doing, this is all part of copywriting. It's all part of the process of writing copy, of writing, of transforming your ideas into your message. And that message that you're posting on social media, that is your sales. That is sales right there for you. So if you are, if you want to refine that, you want to talk about that, then we can, if you want to. It just depends on what you want to talk about. Depends on what, what is needed., right? But sales is one thing. Again, sales go hand in hand with marketing. If you need marketing help, then we'll go over it too. But this right here is everything. Multiply everything and continue to go. I, I will read that, Alex. Okay, let me, let me, yeah, we, we could talk more, after as well, but I will, I'll copy this message and, and end it. Okay, yeah, hit me up. Hit me up if you need help. Dabble. So just to summarize the sentence just for everyone, because I was just reading a message, but thank you so much for sending that message, Alex. I see it and you got it. You're going to freaking crush it. So for everyone here, okay, just, I'm going to give you a framework and then we'll end the call. But this is what I learned from my mentor, one of my main mentors that really impacted my life. I worked with him for 2 years, okay? Every single day, right? A multimillionaire. And like, I was watching one of his videos the other day and one of his companies did $850 million, okay? $850 million. That's what he says. So that is one of the companies. And so, uh, this guy has spent over $1 billion with his partner on ads. I didn't even know that, like, when I was working with him, I had no idea. I found out after I left. But for him, like, one of the things that he taught me was you want to adopt the mindset of becoming a mad scientist. And what he means by that is you want to become a learning machine. Right? You want to become someone who experiments every day, who experiments every week, who experiments every month with something different, with something new. And if you are, if you're, so for example, if you are dabbling in software, you're learning about AI, you are learning about technology, you're trying to figure out, all right, this is something new, this is innovative, this is something that the world is going after. How can you adapt and adopt it and learn it and take action on it so that way it benefits your life? It benefits your customers, your clients. It benefits the people in your, in your surroundings, in your associations. How can you help them if that's something that you want to do? All right? And what I want to share with you, with everyone as a call to action is when you adopt the mentality and the mindset of a learning machine, the mad scientist, and this goes back to the One Page Productivity Workbook, right? That's part of the, like what I have, but you want to like you want to take action on it as fast as humanly possible. Okay? You want to experiment as fast as humanly possible. I'm going to show with you one last thing and then we'll go. This one, the One Page Productivity Workbook. Okay? This right here in the very end, the bonus section. Okay? Number 10, bonus, Mad Scientist. Okay? That Mad Scientist section right there, I'm going to show you right now. Mad Scientist. Okay? I'm going to, I'm just going to read it and then we'll end the call. 12 experiments for 12 months. Okay. Reference mapping your journey worksheets inside this, this workbook. Okay. Here's the, here's the experiment. Okay. Run one new experiment of your choice every month for 12 months straight. Each experiment should aim to get you closer towards your overall vision for your life and business. The purpose of this bonus worksheet is to push you towards experiencing the unknown. Okay. It's like what you said, Alex, like you're, you're, You're running into this right now. You're learning, you're still in training, but you are learning something. And when you, when you feel like you have enough confidence and education and implementation, boom, you're taking action, right? This is something that I wanna share with you all, right? Become the mad scientist of your life. Choose 12 different experiments. Choose one, one new experiment today. What is that one new experiment that you're gonna dabble in, that you're gonna experience, that you're going to explore? Again, so here's just some examples, right? Example, socially awkward. If you are socially awkward, challenge yourself and go to a networking event. Clumsy on your feet, take a dance class. Want to improve your health? Check out Gut Health. I included that in here. Want to get in shape? Hire a trainer. Get into the gym. Go outside in the sun and do some pushups. Or do some jumping jacks, whatever it is, right? Just take action. Want to speak on stage? Post online that you're looking for opportunity to speak. You never know. List goes on, okay? The call to action is have fun with each experiment you decide to explore. Document for yourself on social media and let me know how it goes. All right, so that is the bonus section right there. But I encourage everyone again to, to adopt that mindset. Become the learning machine. Take action, right? Take action on what you want to pursue, on your passions, on what is interesting to you. And you never know what it can lead to. You never know what doors will open from that experience, from that experiment, from that action, right? So no matter what, again, I know we went over by 30 minutes, but you got this 100%. If you want to experiment, you want to learn about website services, I've already— I have the research, I did the experiment. Just ask me, right? If you are doing it on your own, if you're in a job, in a career, if you are learning about AI, if you are Googling it, if you are YouTubing it, whatever it may be, right? Take action. Take action. Take action. Let the learning lead to action. But you got it 100%. All right? Have an amazing day. Crush it. Dominate your path. Make it happen. Become a learning machine. Add all the sales training to your arsenal, to your team, to yourself. Adopt software, technology, AI, get better, adapt, improve, innovate, continue to get better and figure out how can you level up, surpass your level, the glass ceiling that you have in terms of your, your personal development, your self-mastery, break through it, figure out what's next. Every level has a different devil. Overcome it. Surround yourself with people who are doing bigger, better, smarter things who are achieving more. Who are going after new things, whatever it is, but go after it. And next week, okay, again, the importance of environmental exposure, of who you associate with is who you become, of surrounding yourself with people who are 10 steps ahead of you, 10 years ahead of you, people who are just beginning, because you're a student and a teacher at both at the same time. You can always learn from each other. Next week we are going to be in New Orleans. Guess what? Why are we there? It's— there's so many reasons why we're there. Okay, what's the reason why you're going to be there? What's the reason why you can't be there? How can you overcome that reason this week? How can you overcome that reason today? How can you get yourself on the plane, experience what I was talking about, the Alpha Sales Concept, being guided onto the plane safely, onto your journey into New Orleans, and get yourself to the event? How can you get yourself there? What do you need to do? How do you overcome your own objections? How do you overcome your own excuses? What is the reason why you started here in the first place? What is the reason why you are doing all this? Why do you show up at 6:00 AM, stay on for an hour and 30 minutes, listen to something that I created in 2017? What, what is this? Okay, why are you here? Why are you not going to be there next week? Why are you— if you— if this is your first time hearing about it, go get a ticket. Go reach out to me. Reach out to someone that you know. Reach out to someone. There's more events, but this one right here is next week. This is happening only one time. Who's gonna be there? We're all gonna be there, right? Angela says, I'm coming to Palooza and I will impact someone's life. That is my mission. Yes. Jackie says evergreen. Angela. Yes, 100%. Angela says, I am here to become the best version of myself. Let's fucking go. 100%. Let's do this. All right. Have an amazing day. Lena says, good stuff. Thank you. Have an amazing day. Crush it. Dominate your path. Let's get it. All right. We love you all. Have an amazing day. Crush it. We'll see you next week. We'll see you on— I don't know if episode— if Fire Hour is happening next week. We'll see. OK. I don't know where we're going to be at, but we will see. Thanks. GG says thanks, lots of notes. Absolutely, you're welcome. Let's get it. All right, have an amazing day. Crush and dominate your path. Make it happen. We will see you on the next episode. All right, peace out.