Everything You Need to Know About Sales: Part 1

[Ubermensch]

@Thiago Machado approached me about doing recorded interviews - via Skype - about sales.

Listen to PART ONE of the recording here.

Listen to PART TWO of the recording here.

Basically, we recorded a Skype conversation, and had a conversation about the following:

• Sales
• How to find fast-growing, successful companies to sales - already doing millions in revenue - to sell for
• How to fast-track your sales success (bypass the need discovery phase)
  
• Pros and Cons of going to college
• Jordan Belfort - and other sales gurus.
  
• Hedge Funds
• The two fundamentally different types of sales, and the two fundamentally different types of clients
• How to guarantee sales success (based on empirical research and the FACTS of selling).

We figured members like @OVOvince, @Cyriex, @Kingmaker, @ChasingPaper and @marklov would appreciate this, and potentially want to participate in future conversations.

 

Dislike ads? Remove them and support the forum: Subscribe to Fastlane Insiders.

[Silverhawk851]

Good talk guys

Application is key for all those getting into sales

..or any skill for that matter

 

[Ubermensch]

Stopped listening 11:30 in. Can anyone comment if it gets better?

I don't want to be rude. Just that with audio it's harder to gauge value before investing time.

Personally, I think the best part of our conversation occurred in part three.

Listen to Part 3 Here.

In retrospect, we probably should have broken the conversation into 3 - 5 minute chunks, because we jump around from topic-to-topic pretty often.

Below is a summary breakdown of part three of the recording.

@Thiago Machado came up with a pretty funny term: "Noob Robot."

I goofed off with that term a bit in this recording. A "Noob Robot" is usually a millennial on this forum, wants to make "$10,000 per month," declares the desire to buy (insert his color) a car with a six-figure price tag,

0:00 - 3:00:

• The sales and money relation.
• Focus

3:30 - 7:00

• Focus and Goals
• Grant Cardone and 10X (6:00)

7:00 - 8:30

• The influence and effect of mentors.

9:00 - 11:00:

• Sales goals: Pizza, planes, yachts, nice cars... and FREEDOM.
• @Andy Black and one of the best quotes on this forum.

12:00:

• Ayn Rand and CEOs

15:00 - 19:00:

• How do you get in contact with an influential business, business person, mentor, etc - especially when you are a beginner and have "nothing to offer"?

19:00 - 20:00:

• College.

20:00 - 22:00:

• Mastering sales for global freedom.

23:00 - 25:00:

• Ubiquitous sales advice, cult-like followings, etc.

25:30 - 30:00:

• Jordan Belfort, and the Staight Line/Tony Robbins/Chet Holmes and cult-like followings VERSUS the scientifically and empirically proven superior methods of prospecting and closing.

• The best way to learn sales (hint: NOT by staring at your computer screen!)

30:00 - 32:00

• Revenue, profit and how to calculate and negotiate your fees.

33:00:

• The WHOLE POINT of doing sales in the first place.

 

[Thiago Machado]

@Lukebrisbane,

You asked: " What would be a good number to start with to cold call? Maybe 100?"

We answered your question on a call...

We're going to upload it soon, so be sure to tune in to hear it.

In the meantime, I found something that I think may help you out.

In the text below, the author mentions brokers, but I honestly think this can be applied to anything.

Just change the word broker to _________ and your good to go.

Remember, there's no blueprint or secret formula to success. Everybody has their own unique experience. However, there are specific habits you can adopt that can help you along the way, and I believe this is one of them.

Consider this as a "blueprint" to answer your question, but not the ONLY solution to it. Take the gold nuggets of information found in the text below and apply it to your business and your life.

The 500 Day War

​

This is some advice that I would give to someone starting out for their first 500 days as a producing advisor. A new broker with no substantial contacts/connections; someone who is willing to put in the sweat equity to survive and eventually prosper. After all, survival is the key as any successful veteran broker will tell you. Some of these may appear somewhat controversial; it is simply my experience/view and what I would do. In no particular order:

• Speak to 25,000 people via telephone; business owners and corporate directories only. It will amount to 2500 leads and 250 new accounts (households). Average account should be 100k; that's 25 million @ 1% paying you 250k gross on an annual basis.

• Make an effort to open all accounts over the phone; discourage appointments (we'll revisit this theory later on) unless it is high 6 figures or a million dollar prospect. Takes too much time. With the travel, meeting time, etc; we are solely focusing on the numbers here. Eventually you'll meet with them AFTER they become clients.

• Purchase a laptop for your contact management; have this in front of you at all times and place the firm workstation BEHIND you. Too distracting and you will rarely need it anyway in the first two years.

• Have all of the compliance approved marketing material as well as new account/ACAT documents available via email to send to prospects. Make every effort to utilize this at all times to speed up the process.

• On a monthly basis, send a blast email as well as a paper-based copy of some idea/market related info to all of your prospects. This is to be done on Saturday unless you can afford to hire someone to do it for you.

• If there is no "sale" on the first follow up call, make every effort to (politely) try and disqualify them. This is done to prevent clogging up the pipeline with nice people who are (in reality) not interest or not qualified. Or both.

• Don't consider spending any of your time on seminars, networking, wholesalers. Too much time/effort with unpredictable results. These activities can be initiated after you've survived and have built a base to build on.

• Make 3 cold calls for every follow up call during the day. It insures you are always talking to new people and not getting comfortable/lazy speaking only with existing prospects who will likely treat you in a kinder manner.

• Don't solicit or accept friend or family accounts. In addition, politely let them know that you are not to be called at work before 6 pm unless there is an emergency. No time for idle chit/chat and friendly calls often turn into long conversations. Keep up contact evenings/weekends.

• Plan the next day (in particular you call list) before you leave. 30 minutes after arriving to work you should be on the phone.

• Do not take active traders for clients, especially fee-based traders. Takes too much time and interferes with prospecting.

• Ask every prospect if it would be ok to call them on Saturdays; great day to call/reach people in a relaxed state; this is the only time I would call home #'s and only after they've given you permission.

• Use regular mail and email to keep your name in front of prospects on a regular basis. However, ALL outgoing phone calls should be dedicated to asking for orders.

• During the week, gather all research/articles/etc and put it in a pile; this is to be read on Sunday when you have time, and not interfering with prospecting efforts.

• Keep diligent notes on conversations with prospects; quickly peruse them before following up and mention previous things they've said. Sets you apart and will impress any prospect.

• Promote referrals immediately after the first sale is made. Something along the lines of sending them an additional brochure for someone they may know. Do not ask for specific names, simply let them know you would appreciate any introductions.

• Be the first to arrive and generally the last to leave. Do not socialize with fellow brokers as they want you to fail. Bust your tail and impress them via your work ethic and results. You are the only one who decides your paycheck.

• Find a city that you would like to visit often, preferably on the opposite coast (different time zone). Spend 1-2 hours calling this area every day. If you are on the East Coast and calling SF, this can be done in the evening (your time) while it's still afternoon out there. Conversely, West Coast people can be calling east at 6 am.

• Keep a daily scorecard and be diligent tracking activity/results. Set ambitious (yet reasonable) goals and exceed them. Time management is crucial; waste one hour a day and you have just wasted 25 working days a year. Yeah, it's that much.

• Assume everyone has caller ID and always leave messages for existing prospects; no messages on cold calls. Leave one message a week for a prospect. And when you get a new prospect, ask them what time and what # they prefer to be contacted.

• Work for today but keep tomorrow in mind.

Try and build a business that is primarily fee-based/recurring revenue.

It's a great feeling to come into year 3 with 250k already "done" and to see dividends for years to come as a result of the 500 day war.

So there's a start and I'll try and add more as I think of them.

In addition, I'll post some ideas on what a broker in their 3rd year should start considering doing to grow the business.

* Source: http://wealthmanagement.com/forums/prospecting-marketing-and-selling/500-day-war-rookies

 

Dislike ads? Remove them and support the forum: Subscribe to Fastlane Insiders.

[Ubermensch]

This thread makes me feel empowered

Lesson #1, Joker to Joker:

You get in sales for one main reason: To get paid.

Sorry. That previous sentence was incomplete. I'll fix it:

You get in sales for one reason: To get paid a helluva lot of money - in the form of checks and direct deposits - preferably with a mix of 1) those coming in a very large one-lump sum, and 2) those that recur annually - like annuities - month-after month, year-after-year... potentially decade after-decade (depending on the length of the client engagement/agreement.)

Step one: Pick an industry (take no longer than a week).

Step two: Pick a company (or several) to sign agreements with, preferably for a split of net profits.

Step three: Sell. Sell. Sell (preferably a product with a short sales cycle with a short sales cycle. A short sales cycle - which @Ubermensch defines as "less than one month" means you can get paid ).

Step four: Get paid.

There is minutiae between the steps, and that is the overall gist.

 

Dislike ads? Remove them and support the forum: Subscribe to Fastlane Insiders.

[Thiago Machado]

Hahaha! Thanks @OVOvince

This is something that's been on our mind.

While the internet is a great tool that can get you all of the information you need in an instant, the problem is, you've got to filter out a lot of the crap to get to the golden nuggets!

It's easy to get lost in the sea of content.

We noticed that many people on the forum suffer from information overload and analysis paralysis.

Having too much information can be a problem. A lot of times, people wind up feeling even more confused than when they started. We have so many options available to us. Once we immerse ourselves into the various books, courses, etc, we do learn things, but we start to overthink and procrastinate on when and how to start.

This then leads to analysis paralysis. People will ponder on this information and not take action. They are always seeking out the "perfect" way to go about things.

The truth is, there is never a perfect way or perfect time.

Our goal was to record our chat and hopefully share with others on the forum our "No B.S. Guide to Sales."

Many people are lost on the subject (I once was too).

@Ubermensch has given some pretty solid advice on getting started in the field. All you need to do now is put this information into action!

 

[Thiago Machado]

@Disruptor

Don't know what you're up to.

But I wouldn't recommend jumping into various things at the same time.

In my opinion, this works best...

 

[Ubermensch]

Yeah I see what you're saying. I'm thinking like, instead of watching netflix or chasing pussy, my thinking is that I could start doing deals as a side gig.

You lose money by chasing women.

You do NOT lose women by chasing money.

 

[OVOvince]

agreement done

35% commission. ready to start doing everything mayne. i blew their F*cking minds with the email i sent them and during the meeting (talking about the mysterious PACE). literally the whole management team knew about me before i came. already made list of trade conferences/ ACG meetings to go to. gonna rip through the how to sell to affluent people book. gonna start developing strategy on how to create a scalable sales system and shit. im fukin excited. haven't felt this damn good since the last podcast in this thread (btw yall need to make another one).

 

[Thiago Machado]

So I noticed some people are saying no in the poll above.

The question is.. "Do you consider yourself a salesman?"

Whether you said yes or no, it doesn't matter...

In my opinion, everybody needs to read this article!

- http://wallstreetplayboys.com/you-dont-want-to-sell-too-bad/

 

[Ubermensch]

Brilliant stuff guys. The book / trade journal / website recommendations alone are gold.

I tore through that Rainmaker book in one night and took pages of notes. It's definitely going to change the way I sell going forward.

Glad to hear it.

Listen to Part Three (the final part) here:

This is honestly my favorite recording that we've done so far. We didn't just have fun; I think we hit on some real truths, and I'm confident that the truly ambitious salespeople out there will relate.

Today is April 15th, sales warriors.

There are ten business days left in this month. What did you do this month to fill your pipeline with leads you can close?

No matter what position you're in, you need to be filling your pipeline.

If you're @OVOvince or @welshmin (we talk about welshmin's thread, right after talking about @Andy Black 's comment about "working for the person who controls the invoice") you need to fill your pipeline with many different businesses, all vying to sign with YOU. You want to make businesses compete over you, so that they give you a competitive commission rate. You can ask for anywhere between 10% and 90% net profit fee for selling. If you have a pipeline full of companies, you can play them against each other and demand a higher rate.

If you already have a business you're selling for (either your own or someone else's), you need to be filling your pipeline with leads that you can close.

The more leads you have, the more business you will get. It's a numbers game, and if you're not filling your pipeline, you're losing.

At the end of the day, sales is really simple. Play the numbers game. Fill the pipeline, and the closing will take care of itself.

 

[Ubermensch]

I've got a interview at a company tomorrow where you can potentially make well over six figures, with average order value of $10-50k.

Any advice for 3 most important things I should focus on to nail this interview?

I listened to all your podcasts, you seem like a really chill dude. Like someone who'd be great to have a beer with. Anyway, I remember on one of the episodes you talked about how a guy could hustle from 2am and just call businesses in a different country. It sounded interesting when you talked about hedge funds, like are you actually saying someone without a finance degree could call up hedge funds and offer to sell for them? Wouldn't you need to have some sort of degree? If not that sounds so wicked.

Also, say I make a list of say 100 construction or hedge funds, Or maybe 500 as many as I can find, I'm reading spin selling, so would you suggest to apply the basics principles in that? I mean, I know if i go through with this i'm throwing myself in the deep end, I guess I just want to prepare like some mini script for myself, I know i'm going to get a lot of receptionists so i first would have to plan to get around them. I work in an admin role 9-5 and notice that the salesmen trying to get past me always say "it's a personal call" its tacky but i suppose its worked.

So i'm also looking up fastest growing companies in Australia, I've only found about 9 or so in the 1-20 million range so far, I suppose you'd suggest just looking up as many western countries as possible that have lists on revenue for businesses, What would be a good number to start with to cold call? Maybe 100.

Focus on construction.

Forget hedge funds.

Watch the show Billions.

Construction industry is highly UNREGULATED, aside from laws about licensing, bonding, insurance, etc.

You want a bunch of regulators poking around in your business?

No thanks.

I got @Thiago Machado and @axiom addicted to Billions, fyi. So, if you like Gordon Gekko, Jordan Belfort, Ari Gold, Boiler Room, the Alec Baldwin Glen Gary Glen Ross scene, and The Big Short, be careful... you might get addicted.

 

[Disruptor]

@Disruptor

Don't know what you're up to.

But I wouldn't recommend jumping into various things at the same time.

In my opinion, this works best...

Yeah I see what you're saying. I'm thinking like, instead of watching netflix or chasing pussy, my thinking is that I could start doing deals as a side gig.
So main focus is sales job, but when I got time at hand. I'll go out and do my own deals instead, being a F*cking machine. I want this badly.

How can we best set up like a mastermind for this? Maybe start with a facebook group or whatever and then do weekly or biweekly skype calls?

Feels like we're all creating like this new path, instead of chasing bitcoins and facebook likes, we're tycoons going out in the real world. Old school but with contemporary game.

 

[Deleted35442]

@Thiago Machado approached me about doing recorded interviews - via Skype - about sales.

Listen to PART ONE of the recording here.

Listen to PART TWO of the recording here.

Basically, we recorded a Skype conversation, and had a conversation about the following:

• Sales
• How to find fast-growing, successful companies to sales - already doing millions in revenue - to sell for
• How to fast-track your sales success (bypass the need discovery phase)
  
• Pros and Cons of going to college
• Jordan Belfort - and other sales gurus.
  
• Hedge Funds
• The two fundamentally different types of sales, and the two fundamentally different types of clients
• How to guarantee sales success (based on empirical research and the FACTS of selling).

We figured members like @OVOvince, @Cyriex, @Kingmaker, @ChasingPaper and @marklov would appreciate this, and potentially want to participate in future conversations.

Nice pep talk. I'm surprised to finally see someone mention Wall Street Playboys here @Thiago Machado. Some quality content, but they're definitely on the fence about giving Wall Street your best years rather than build a biz. Cause they're "Wall Street Playboys". I picked them up originally when I was posting on Wall Street Oasis back in college. Still, great article nonetheless.

@Ubermensch great talk man. I listened to the whole thing. I got some training I received in the past that the company spent thousands on us for. Not only did I read his books, but had an instructor specifically trained in his preachings flown in on high company dime to chit chat with us. Look up the Sandler Sales Methodology. It's all about listening, it's all about understanding pain points, it's all about reverse engineering the sales process. Hell, guys talk to me about incorporating it to spit game, and I've even tried it. It works. I'm not here to sell anybody on it. But I read a ton on sales and echo all the points you make in this. Hedge fund managers is all about bullshiting. Sales is an entirely different breed since all your institutional investors are different, esp. pension fund managers, that are bleeding for returns. Lots to say on this, since I networked my balls off to get these guys one-on-one in a room. Former Goldman Sachs partners, former Lehman MD's sort of guys. Make no mistake, guys in this industry don't make money the way grandfather Warren Buffet do anymore. There's not a whole lot of value investing going on these days. What they're teaching in school is diametrically opposed to everything you do your first day on any trading desk. Guys that went straight to hedge funds out of college had some pretty high level quant/engineering backgrounds.

Next talk you guys have, I'll gladly hop on and go more in-depth on all this. Finance, sales, whatever.

Never heard of Thomas J. Stanley till today which is odd for me. His books got some glowing reviews on Amazon published in the mid to late 90's. That book you mentioned, Selling to the Affluent seems to have the pdf out there if anyone else wants it. Was the no. 2 result on Bing.

http://qubranx.com/systemadmin/mbt.resources/The Art of Selling To The Affluent.pdf

I'll go through this and report back. I almost exclusively sell to the affluent right now.

(Update: Just saw that I subconsciously must have put "Sanders" instead of Sandler. It's the SANDLER Sales Methodology. Ugh. Anyways, halfway through the book, and noticed later on as well, that this book I posted above isn't published by Stanley, they're just titled similarly, nonetheless, it's got some quality material and great Amazon ratings.)

 

[Ubermensch]

Listen to Part 2 of Episode Two Here:

0:00 - 10:00

• How to search for and find salespeople to sell your product or service.
• What specific resources to use to find the intimate contact details for business development professionals (personal e-mail, home phone number, and cell phone number).
• If you are new in sales, what to bring to the table and how to present yourself to a business you are pitching.
• Gordon Gekko's thoughts on recruiting.

10:00 - 20:00

• "Small talk," answering @100k regarding how to sell, even if you don't like people.
• Discipline versus having fun.

20:00 - 25:00

• "Pick up" game, sales game, and the right focus.
• "Act as if"
• Habits
• Creating attraction
• Tony Montana makes a guest appearance and gives @Almantas advice on money, power and women.

25:00 - 30:00

• Thomas J. Stanley
• The fastest way to get around players - business owners and C-level executives - in any industry.
• The Association for Corporate Growth... the way to meet the type of people in the @Cyriex rolodex.

 

Dislike ads? Remove them and support the forum: Subscribe to Fastlane Insiders.

[Deleted35442]

Hey @Cyriex,

Thanks for listening in.

Just checked out the book you recommended. Seems good. The real money in sales (especially when you're a one man show) is in high ticket items. So I can definitely sense that there will be some golden nuggets in there. Thanks for the recommendation!

HA! I check out Wall Street Oasis every once in a while. Never knew you were posting stuff on there.

As for Wall Street Playboys, I love those guys! They drop true, no fluff wisdom, left and right. I have yet to find another blog like theirs. Do you know any?

They recommended this one: https://illimitablemen.com/ Started following them too. Ever seen it?

But enough about blogs. It's back to the grind! (haha)

You seem to be on the same page as me and @Ubermensch. We've been wanting to get on a call with other fellow fastlaners who share the same mindset. Lets get on a call soon, brother!

- Thiago

Lol. Here is a very underrated thread that you unappreciative mothas hardly commented on that I found months after being here. If @vinylawesome still comes here maybe he'd want to weigh in here, because I've used this thread like gold for everything from finding Head of HR to get my latest venture to add to their suite of corporate benefits for employees. I've also used this to email CEOs like Jeff Bezos of Amazon, Devin Wenig of eBay, Dan Schulman of PayPal, and others over everyday F*ckups that a CEO should/would want to know about. In all cases, I'd get a phone call direct from their executive office solving my problem instantly. Get on these guys radars one way or another. Arm yourself with a Sales CRM and said above thread, and you're gold.

@Thiago Machado The real money is in sales. Way I see it, if you want to go the way @Ubermensch was suggesting, that's totes respectable. If you have a proven system you're selling like he says, you're basically soft selling because these companies have the budgets to build brand awareness. Starting in sales and creating your own system is, essentially, "entrepreneurship". It's as simple as that. Illimitable Men seems geared at game-specific stuff - never had issues there and happily committed earlier than expected. Solid book rec's though. I'd think @relentlessaction has tons of recommended reading/blogs he'd add as he's always linking me with some quality material.

Nobody said Capitalism was fair guys. Stronger marketing and SALES is key. The best product doesn't always win. I just came off this other thread and this joker actually put spent money on a backend system to add an almost meaningless feature to create a notes app that already comes as complimentary in Samsung phones. Seriously,. what will it take to get all these sugarcoatering "quit your 9-5 and find financial freedom today" wannabes to just admit that somebodys idea sucks? Just think of how much time you save when a bunch of people tell you that your idea is shit. Anyways.....

Let's get on that call. Just give me the particulars. I'm open this coming week after noon at most times. Looking forward to it.

 

Dislike ads? Remove them and support the forum: Subscribe to Fastlane Insiders.

[OVOvince]

Man I F*ckING LOVE this damn thread.

Feels like I'm making some alright forward progress now. I have an official meeting and tour with the LED company this week and I already have a warm lead that fell out of the sky into my lap. I want to demand a decent cut out of the NET Profit, so i will use that initially. I told the LED guy over the phone that I have a warm lead, probably should not have done that. He knows about it now before the meeting. Oh well. I plan on asking for a 40% cut right off the bat despite only having 1 warm lead, any tips for negotiating?

 

[Ubermensch]

Im down for the mastermind group. I have a lot of intricate questions I want to ask, and for some reason, I feel like it's better that I dont ask my suppliers to keep credibility.

Smart.

this whole thing changed my perspective on fastlane completely

Nice.

Man I F*ckING LOVE this damn thread.

Feels like I'm making some alright forward progress now. I have an official meeting and tour with the LED company this week and I already have a warm lead that fell out of the sky into my lap. I want to demand a decent cut out of the NET Profit, so i will use that initially. I told the LED guy over the phone that I have a warm lead, probably should not have done that. He knows about it now before the meeting. Oh well. I plan on asking for a 40% cut right off the bat despite only having 1 warm lead, any tips for negotiating?

The term "LED company" is too vague to use when there is so much margin on the line.

When you look at the construction industry, you have to understand that it is broken up into sub-trades, such as electrical construction, roofing construction, HVAC (heating and air conditioning) construction, etc.

The "lighting" portion of the construction industry falls under the rubric of electrical construction.

There are many companies that may consider themselves "LED Companies."

1) There are "old-school electrical construction companies that do old-school construction projects (i.e. new builds, work with wiring, conduit, pipe, switch gear, etc).

2) There are "new-school" electrical construction companies, and they are sometimes called "ESCOs" (stands for Energy Service Company). These companies typically specialize in energy efficiency, and perform LED lighting retrofits, solar upgrades, HVAC upgrades, all of it catered towards energy efficiency.

3) There are distribution companies. These are the local Home Depot and Lowes type stores that carry massive inventory that contractors buy on a daily, weekly, monthly or "per project" basis.

4) There are manufacturers reps. These companies typically rep just one main manufacturer (like one of the big boys: Hubble, Cooper, Acuity, GE, Phillips, etc).

5) There are the manufacturers themselves. Hard to get access to these guys. If you do, you can make all the money. The margins in the lighting game are insane. To win, you just have to know how to play the game.

All of the above is just scratching the service of the massive LED industry. The LED market in the United States alone is projected to reach $30,000,000,000 (30 billion) in 2016.

There are guys winning big and cashing in on this wave. Where you are int he food chain will determine if you're laughing at the end of the experience, or licking your wounds.

 

Dislike ads? Remove them and support the forum: Subscribe to Fastlane Insiders.

[Ubermensch]

Often, the best ones to help are "already in motion". They might be the ones with a big Yellow Pages listing, or an AdWords campaign. This shows they already understand "ROI". They don't need convincing that spending a bit to make more is a good idea.

Many of the uninitiated understand "ROI" well. Some of them have revenues of tens of millions or even hundreds of millions.

At the end of the day, @RahKnee and @axiom and anyone else out in the industry needs to be talking to CEO's.

If not, you'll get some bitch a$$ 20% - 30% agreement.

The novices usually erase themselves off of the board before they ever get started. They don't go to the CEO (act like a King to be treated as one) to talk to business.

Subordinates (subs) negotiate with other subs.

Don't be an emasculated sub.

You want that big boy money, don't you? So talk big money talk with the CEO, and settle for nothing less.

Cold calling is hard enough. Why make the problem worse by cold-calling from a weak position?

Play the game.

Make good moves.

Play to win.

 

[Deleted35442]

Came across this browsing RedPill. Is in line with a lot of the types of sales we're doing @Ubermensch detailing the value of getting into traditional B2B roles and a roadmap to get started. Take a look all. @axiom, @Omega, @Almantas, @ApparentHorizon, @Kingmaker, @ChasingPaper, @marklov.

https://www.reddit.com/r/TheRedPill/comments/4lkhtq/sales_is_persistance_then_silence/

 

[Ubermensch]

NOOB ROBOT REPORTING!

SEEKING JOB SECURITY!

RISK IS BAD!

WHERE IS CUBICLE?! WHERE IS STEADY JOB?

I'VE BROUGHT MY DEGREES.... noob robot sad....

Interview is worth it for noob robot, belfort clips, and uber's evil a$$ laugh lmfao.

@Thiago Machado
@ChasingPaper
@Kingmaker
@Cyriex
@Andy Black
@OVOvince
@Disruptor
@Silverhawk851
@100k
@maleek
@AgainstAllOdds
@SinisterLex
@axiom
@MKHB

@Ubermensch laughs the "evil" laugh.

By the way, anyone tagged above can consider themselves officially invited to the next conversation.

@maleek asked some good questions about recruiting, and the answers to his questions will reveal a lot. Not too many people out there talk about recruiting 100% commission salespeople. At the end of the day, if you are selling to produce revenue and profit, the fastest way to scale is to multiply yourself.

Many of the real-world action-takers on this forum do not have much of a rep bank.

@axiom is a good example. It would be interesting to get his take on sales, because I know he's out there in the real world, doing real business.

@ChasingPaper is also a super-freak talent, a natural at making money.

@MKHB On the other hand, is one of the more "senior" guys, an old-timer with a sharp eye for what "moves the needle" on the bottom line.

 

[Ubermensch]

@welshmin
@blueoceanblues
@axiom
@OVOvince
@Disruptor
@Thiago Machado
@Cyriex
@ChasingPaper
@Silverhawk851

How many of you have a Linkedin account?

How many of you have 500+ connections on your Linkedin account?

I bet none of you, except perhaps @Silverhawk851 and @Cyriex and @ChasingPaper... maybe @Disruptor 'cause he seems like a player. I'd also wager that @TheNextTrump might have a fat Linkedin profile.

I know for a FACT that @MKHB does.

How many of you have a Facebook account?

I'm going to wager that you probably have a Facebook account, and probably don't have a Linkedin in account. And if you do have a Linkedin account, you probably don't have 500+ connections.

If you're not using Linkedin, you're missing out on easily generated social proof, and a quick-and-easy way to look super-legit, even if you're young, just starting out, and have zero connections.

I KNOW HOW TO TAKE ANY LINKEDIN ACCOUNT FROM ZERO TO 500+ CONNECTIONS IN ONE MONTH. IN SOME CASES, LESS THAN THAT.

DO YOU?

@Thiago Machado needs to talk about Linkedin - and the importance of looking legit on Linkedin - in the next recording.

Us millennials use social media, and don't fully leverage the power of the biggest social media platform for working professionals in the real world.

 

[Thiago Machado]

@Disruptor

Here are some gold nuggets for you brother...

@Ubermensch has mentioned the power of strategic partnerships before.

You might want to have a look at this.

"Making a million dollars with no capital, business or inventory"

"If Jay Abraham had to pick one strategy"

 

[Ubermensch]

a great strategic alliance is found by linking 2 non-competing companies within the same market, correct?

so for example, LED lights ----> Smart Thermometer or Solar Panels etc

Yes, which is why you should be paying attention to PACE, even though @Cyriex thinks I should stop talking about PACE on this forum, especially since it's so cutting edge.

@SteveO and @MKHB have seen the case study and news story about a multi-million dollar PACE transaction I recently closed with some construction partners and a commercial real estate client of mine.

He thinks I should keep it a secret.

@OVOvince PACE is your best strategic weapon as a salesguy in the United States construction industry (specifically the energy efficiency sector). It allows you to sell LED's, solar panels, window film, etc much more easily.

Fast fact: 4 out of 5 LED retrofit do NOT happen due to lack of available capital from the client. PACE solves for this.

 

[Ubermensch]

Axiom,
I'm in the Houston area. Calling Sales Directors of general contracting firms to see if they'll agree to work with me as an independent, commission based, sales rep for their services. Interested in doing this to try to learn more about the construction business while I figure out how to get a piece of the pie. So far, all I've gotten is "he's in a meeting, can I take message?".

That gets old after about the thirtieth time in a day. I understand some people are busy, but surely this guy isn't booked solid for the next five weeks. I've got the names and office locations of some of these guys. I'm under the impression that it's considered rude to just show up without an appointment, but that might be my next move. Any feedback?

If you're not careful, working with the wrong GC can lead to months of wasted time, with zero return.

Dealing with construction companies can be a horrible pain in the a$$, if you're not talking to a profit-motivated individual.

The industry is filled with managers comfortably earning six-figures, with no desire to change. Realize that most of the industry is filled with slow laners.

This is precisely why the industry is poised for extreme disruption.

 

[OVOvince]

@Thiago Machado

Really appreciate both of yall for doing this. i never thought getting a shout out would be so embarrassing tho LMAO but ill take the credit for strategically creating garbage threads that produced gold mines like this haha.

anyways, i now have a great sense of direction and more

 

[Disruptor]

Good stuff!

Taking notes.Which one of the different "Rainmaker" books is it you are referring to? The one by Jeffrey J. Fox?

I'm new to the sales profession. Took my first job in sales and that was in Swedens biggest media group, in the second month I became the number one sales person in a team of 25, brought in a deal 50 times bigger than previous records and sold for the budget of 7 individually in one day.

And I can say that much of what you're talking about is reason for my performance. Especially the art of asking questions, but that's not easy.
Especially as you mentioned in one call closes, the short sale, as this was. I called up and closed deals with for example the Swedish CEO of Goldman Sachs. And dealing with those guys, if you ask questions in the wrong way will lead to resistance and responses like "get to the point!".
I somehow learnt to deal with that, by using permission manipulation lol.

Also would like to see if anyone has any advice here. I'm moving to London next week actually.
And I'll be looking for a new job in some kind of sales where you can make big money. No idea what to look for though, got some answers to my question from your recording, but more ideas would be awesome.

 

Dislike ads? Remove them and support the forum: Subscribe to Fastlane Insiders.

[Thiago Machado]

I've got a interview at a company tomorrow where you can potentially make well over six figures, with average order value of $10-50k.

Any advice for 3 most important things I should focus on to nail this interview?

Congrats brother!

Me and @Ubermensch stumbled upon this video. -

Check it out. I think it's perfect for your situation at the moment.

If there's anything we can help you with, let us know.

Keeps us updated!

Good luck!

 

[Thiago Machado]

@welshmin,

We have also addressed your question in a call.

Be sure to tune in to hear what we have to say.

In the mean time. Try to focus on the quality of your prospects / leads.

Figure out who your ideal customers are and figure out a way to get in front of them.

Here's a way to figure this out... http://blog.thewholebraingroup.com/steps-to-creating-an-ideal-customer-profile

How do you get in front of them? Here are some free lead sources to get your brain juices flowing:

1. Google.com
2. Yelp.com
3. Linkedin.com
3. Reference USA - https://www.ebscohost.com/public/referenceusa
4. Manta.com
5. Trade Magazines
6. Business / Trade Associations

Also, Here are 4 rules that lead to a deal 99% of the time.

1. Figure out who is your ideal prospect.

2. What problem are they trying to solve?

3. If there is no problem, then make them fall in love with something.

4. After making a call and somebody picks up, are you talking to the decision maker or dealing with an influencer? You need to cater your speech / script according to who your talking to within a company.

Read and apply the knowledge my friend.

Keep us updated.

Best of luck!

- Thiago

 

[Ubermensch]

hey man, so I was making a list of expos and tradeshows and a lot of the good ones in the construction industry (and the ones related like energy efficiency) are not coming anytime soon.

you recommend emailing the execs in my case if i can get their exact emails, or would that be a bad idea strategically and therefore just wait till the event? besides that, im talking to another company's President, but the guy has been busy and we had to reschedule for next week. I just want to have multiple options so I don't end up waiting for months before I get started.

@Thiago Machado

AGRE$$ION

Prospecting tactics vary in aggressiveness.

In-person selling is - by far - the most aggressive sell.

We (@Thiago Machado) talked about this in our last conversation.

E-mail is great. Technology is great.

JP Morgan didn't have e-mail, though. Neither did Andrew Carnegie.

And yet, their net worth's make Zuckerberg's, Gate's and Buffett's nest egg's seem small.

Think about it.