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I Finally See That There Really Is NO Excuses

Logan P

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Hello All!,

Logan here! I just wanted to take a couple minutes to do a quick summary of what's happened to me in the past couple months since joining our forum. I've read both TMF and UNSCRIPTED of which I finished UNSCRIPTED about a month and a half to two months ago. I'll be honest...TMF is a stellar book (both of these books are in my Top 3 of must-read recommendations to friends and family and my personal favorites), but UNSCRIPTED was really the game changer for me because it describes how to make the system that leads you into TMF.

However, although UNSCRIPTED lit a fire under my a$$ and seriously made me feel like I could tackle the world and be the next billionaire I still never took action. I'm not entirely sure as to why I still wasn't taking action, but I believe I was caught up in the OVERWHELMING amount of information out there and I dont mean just this forum, but everywhere!

No matter what, if you do what I was doing and researching, studying, and learning all the time, but never put it into motion...then what is the purpose of acquiring your new found knowledge and skills? Anyways, about a month into joining here I subscribed to be an Insider. I was particularly doing it only to utilize the INE section because I was struggling horribly with finding ideas even when trying to "listen" for problems, etc. So I go through INE and quite frankly I was disappointed by it's lack of INE. Another bust.

At this point I'm still burning with fuel and drive but STILL dont have a way to release any of it. That's when I say to myself "f*ck it" I'll just go with the flow for a little bit and see if I can't conjure up or pick out an idea naturally throughout daily life. I start browsing the Insider Forum now to find what kind of juicy knowledge is throughout and that's when I stumbled upon a post by RHL. It's an Insider GOLD thread so I'll keep the details discrete, but the post basically gave a "No excuse, man the f*ck up and do it" example of how to start hustling and grinding STAT w/no worries of any real risk.

I immediately blew through the post and absorbed the knowledge and technique like a sponge. I got in my car and ripped it to the nearest store where I knew I could execute this strategy. While barely containing my excitement I found what I needed to and I threw down a handful on hundreds and had my first inventory consisting of exactly four products. Anyways, needless to say last night I had my first sale (In-Person) on a jacket I purchased for $220. I sold it for $400! a profit of $180 or about $60/hr (minus fuel to purchase jacket down the road). Now I know I know...$180 big whoopdeedoo, but for me I FINALLY understand what it means to take action. I understand the feeling that I so often see from people who took action describe on this forum about what that first sale feels like. I understand the addiction to produce your OWN income.

I’ve been selling someone elses products for the last 4 years and ITS BULLSHIT!!! Ive never experienced a thrill like this. Knowing that there is no one who can stop you except yourself and that everything is a DIRECT reflection of how much effort you put into your system. Granted, this is a super small feat in regards to the bigger picture, but during this time I managed to find my INE and know that it is a WINNER.

So to sum it up, I not only got myself out of my shitty "action-faking" lifestyle, but...I made my first sale, profited nicely, and found the INE that is going to accelerate my reality into the reality I envision for myself and my family. Big thanks too to some of the big players out there on this forum that have definitely contributed to what has happened to me and what is going to happen to me when I execute on content posted by these folks @ SinisterLex, RHL, & MJ
 

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Logan P

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Good job on that first in-person sale, but there's also no excuse to not break up that wall of text into paragraphs to make it easier to read.
My bad Charnell! First content I’ve written on here and completely forgot about making it easy to read lol will edit if I can figure out how to! :)
 

sonofodin366

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Congrats, man! That's amazing. I definitely feel your pain with the concept of all prep and little action. It's difficult to have so much fire and passion and feel like there's no outlet. This is not reality. I'm currently trying to figure out the problems of those around me and see if I can help solve them. I'm also always listening and watching while I go about my day for an opportunity to seize and act upon!
 
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Dunkafelics

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Good job on that first in-person sale, but there's also no excuse to not break up that wall of text into paragraphs to make it easier to read.

Hahaha! That made me have a good laugh.

Great job @Logan P and I liked your brief overview of the two books. I agree that Unscripted was that extra kick to stop action faking and instead start taking action.

One of the biggest issues I have also run into so far with Facebook Marketing, Gurus, Funnels, etc. is the extreme amount of information overload out there. So you are wise to put an end to it and narrow down your focus to areas which will be of the best benefit to you.

Have you made any considerations as to what you would like to do in the future for your business?

You said that you've done sales for over four years, could you turn that into a business model for yourself?

All the best to you man, you seem like you are making the right moves.
 

RogueInnovation

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There are no excuses of course, excuses are just a way to choke you up and make you not a person of your word, but IME the excuses are a symptom not the dysfunction itself.
Usually the dysfunction is a real lack of self confidence which ironically can manifest as the DESIRE to not make any excuses.

Therefor, it shouldn't matter to you whether or not you are making excuses, but you should prefer not to, as it is common sense. If you wanna do something, do it, don't look for morale support and praise for each act. Each thing you do is somewhat on your own, so I mean, you have to have focus and genuine desire to complete the task. If not you'll always fall back to more platitudes and things that treat the symptoms.

I dunno, my desire for biz is increasing as I take the "must do" and "has to be done" stuff off my shoulders, cuz now I'm thinking instead "yeah I guess I could do that" "yeah that seems a good reason for it" which is a more confident way to achieve the same thing
 

LittleWolfie

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There are no excuses of course, excuses are just a way to choke you up and make you not a person of your word, but IME the excuses are a symptom not the dysfunction itself.
Usually the dysfunction is a real lack of self confidence which ironically can manifest as the DESIRE to not make any excuses.

Therefor, it shouldn't matter to you whether or not you are making excuses, but you should prefer not to, as it is common sense. If you wanna do something, do it, don't look for morale support and praise for each act. Each thing you do is somewhat on your own, so I mean, you have to have focus and genuine desire to complete the task. If not you'll always fall back to more platitudes and things that treat the symptoms.

I dunno, my desire for biz is increasing as I take the "must do" and "has to be done" stuff off my shoulders, cuz now I'm thinking instead "yeah I guess I could do that" "yeah that seems a good reason for it" which is a more confident way to achieve the same thing

That's interesting, I'm told I'm very confident yet I have trouble selling, maybe it's the audience or the product.
 

Logan P

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That's interesting, I'm told I'm very confident yet I have trouble selling, maybe it's the audience or the product.
LittleWolfie, let me ask you this. Where, and/or why,do you think you're struggling with selling?

Is your confidence in you, your abilities, your product/service, etc.?
 

LittleWolfie

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LittleWolfie, let me ask you this. Where, and/or why,do you think you're struggling with selling?

Is your confidence in you, your abilities, your product/service, etc.?

I have confidence in me generally, and I've been told I'm confident. I certainly have a lot of confidence in myself and my abilities, but they don't seem to include sales.

I think the why is simply because I don't know how to salestalk. I understand you have to show how a product meets their needs, so I have to find a product that meets someone's needs and I can be confident in. However I can't seem to show people(from my point of view it should be obvious and well sell itself.

The where is holbeach hurn or online. I need to learn copywriting and identify something I can really sell (online) to a large audience. That means knowing where the customers are and what they want.
 

Logan P

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I have confidence in me generally, and I've been told I'm confident. I certainly have a lot of confidence in myself and my abilities, but they don't seem to include sales.

I think the why is simply because I don't know how to salestalk. I understand you have to show how a product meets their needs, so I have to find a product that meets someone's needs and I can be confident in. However I can't seem to show people(from my point of view it should be obvious and well sell itself.

The where is holbeach hurn or online. I need to learn copywriting and identify something I can really sell (online) to a large audience. That means knowing where the customers are and what they want.
I mean the first thing that comes to mind when I read your response was the product portion of selling. I agree with you that the first thing to do is find a product you can seriously get behind. It doesn't matter how great you become at selling...if you hate, don't believe in, etc. the product you're pitching, then it's going to show through every presentation you conduct no matter how hard you try to cover it up. Trust me, I've been there.

As for the selling part and, how you put it, "salestalk". That doesn't have to be something that's difficult to learn or acquire as a skill. There's so many great resources online for learning how to sell that don't even cost a dime. The important part of this, though, is making sure you're getting information from solid, reputable sources that have a proven track record of success. There's too much shit and poor quality information plastered throughout the internet on selling that it's now more important than ever to be able to effectively filter through it all.

Equally as important, is making sure you limit the amount of feed you take in from high-quality sources. The reason being, you will quickly become overwhelmed if you attempt to learn selling all at once and from, say, more than a couple main/major sources. It's okay to take in tidbits from any amount of sources, but you want to make sure you're limiting how many major information-delivering sources you have.

With that being said, however, I would recommend getting on some sort of training platform with whatever spare income you have at your disposal, if any at all. A great sales training platform will have high-quality, proven information and should provide you with all the materials necessary to get you up to speed and excelling in sales in as little time as possible. Whether you get your information using free resources or paid resources, there's still one thing that needs done with both options and that's practice:

Without practice, repetition, and implementation of what you're learning, you mine as well not even bother starting in the first place.

One last thing just on the "where" portion. You've got the right idea there, but I personally like to take it way further than what you're saying. I want a product/service that isn't confined to only a single location. I'd look for a product/service to get behind that has as minimal as possible limitation, geographically, for who it can be sold to. Like you were saying, a digital product (online) is extremely advantageous for that reason, among others!

P.S. Remember to keep in mind that, put directly, people don't give a s*** about why you love your product. Seriously. It sounds a bit cruel, but it's a lesson I learned the hard way and that took me quite some time to figure out. To start improving your ability to present effectively, though, it sounds to me like you first need to work on your "active listening" skills. If you're familiar any bit with Emotional Intelligence, this would be improving Social Awareness and Relationship Management too.

Essentially, it all comes down to stopping everything you're doing and consciously interpreting what someone is saying to you. Really focus on understanding and processing what's being said. Find the message, meaning in what's being conveyed to you. Once you become more and more proficient with that, you'll quickly be able to find out the "why" behind your prospect's inquiry in your product/service. These 'whys' are their pain/selling points. Each REAL (it's your job to distinguish fake reasons/excuses from the genuine, authentic reasons) selling point they have, should be addressed by you in your presentation and how your product/service helps to eliminate, minimize, maximize etc. whatever that selling point is.

The better you get at identifying prospects' selling points, the quicker you will be able to start presenting to them in a catered manner that will speak directly to them! You can practice actively listening with friends, family, store cashiers, clerks, really with whoever will hold a conversation with you. Granted you can only get so good with practicing on people who aren't real customers, but the exposure prior to working with a live customer will certainly be beneficial and take some time off the learning-curve, thus resulting in practicing on less live customers!
 
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amp0193

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The better you get at identifying prospects' selling points, the quicker you will be able to start presenting to them in a catered manner that will speak directly to them!

I have zero experience in my industry. Most of my competitors have decades.

I am making a big mess trying to figure out adding dealers. Going in, I had no idea what "normal" operating procedure is... I'm just winging it as I go, and getting some drive-by advice from some local contacts in the industry.

Nothing teaches quicker, then getting some warm leads to stock your product. You just schlep through the deal, trying not to sound like an idiot, and address all of their points and concerns.

Soon, I'll have a blue print that I can extract on to the world of cold contacts. I'll know all of the right things to say and the right buttons to push.
 

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Logan P

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I have zero experience in my industry. Most of my competitors have decades.

I am making a big mess trying to figure out adding dealers. Going in, I had no idea what "normal" operating procedure is... I'm just winging it as I go, and getting some drive-by advice from some local contacts in the industry.

Nothing teaches quicker, then getting some warm leads to stock your product. You just schlep through the deal, trying not to sound like an idiot, and address all of their points and concerns.

Soon, I'll have a blue print that I can extract on to the world of cold contacts. I'll know all of the right things to say and the right buttons to push.
Absolutely! I agree 100% on getting as much practical,real-world experience as possible as it truly is one of the best teachers, especially when looking to accelerate whatever it is you're after!

I'd still recommend filling in any spare time gaps with practicing and training though. Training offers so much upside potential in addition to acquiring the experience firsthand! It can help you prevent yourself from even making a mistake that you may have made had you not been exposed to how to handle the situation prior to! But really the main point of training is to a) establish a solidified base of knowledge (if applicable) and b) to continuously fine-tune and hone in on your selling abilities through repetition and reflection on what you're currently doing.

Kind of like buying a knife. Sure, I can buy a J.A. Henckle pre-sharpened to an ungodly sharpness, but if I continue to use it while, acquiring my real-world experience, without ever sharpening it...it will eventually get to a point where it can only cut the same products over and over again because it cannot get any duller than dull. It just lets a lot of opportunity go by that very well could have been capitalized on! :D
 

LittleWolfie

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. The important part of this, though, is making sure you're getting information from solid, reputable sources that have a proven track record of success.

I have no idea how to validate any of these sources though.

None of them are running chartmogul or similar to share their results. How do I tell faker full of s**t from high quality sources?
If you're familiar any bit with Emotional Intelligence, this would be improving Social Awareness and Relationship Mangement

You can practice actively listening with friends, family, store cashiers, clerks, really with whoever will hold a conversation with you.

Yup, I'm familiar with EI, mine is way below average, that's why when I was younger I had a psychologist try to help me increase my EQ and teach me active listening. Now I do the repeat back what they are saying trick "e.g. can you lift box from a to b? You want me to pick up box from place a and move to place b"

As a way to show that I understood. A major problem I had (revealed by the testing of the psychologist) was that I understood and processed what was said as shown by being able to answer questions on a test later but didn't give the appearance of understanding and processing, some people do the reverse (this is where the fakers, bull****ers drop in)

On the flip side reason and excuse is easier for me to distinguish because I know how to test if something literally is an Excuse or a reason. As I know exactly what the difference is literally, since a reason is verifiable. Well, I know what steps to do to verify it, and I can do this in a conversation.

There are no store cashiers or clerks here (I manage just fine with people who know me,that skews the results though and there is a lack of strangers for me to practise on.

Yet again, I've found I seem to overcome this more in person than via phone calls or online. I can't get enough or long enough conversations online.
 

Logan P

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I have no idea how to validate any of these sources though.

None of them are running chartmogul or similar to share their results. How do I tell faker full of s**t from high quality sources?


Yup, I'm familiar with EI, mine is way below average, that's why when I was younger I had a psychologist try to help me increase my EQ and teach me active listening. Now I do the repeat back what they are saying trick "e.g. can you lift box from a to b? You want me to pick up box from place a and move to place b"

As a way to show that I understood. A major problem I had (revealed by the testing of the psychologist) was that I understood and processed what was said as shown by being able to answer questions on a test later but didn't give the appearance of understanding and processing, some people do the reverse (this is where the fakers, bull****ers drop in)

On the flip side reason and excuse is easier for me to distinguish because I know how to test if something literally is an Excuse or a reason. As I know exactly what the difference is literally, since a reason is verifiable. Well, I know what steps to do to verify it, and I can do this in a conversation.

There are no store cashiers or clerks here (I manage just fine with people who know me,that skews the results though and there is a lack of strangers for me to practise on.

Yet again, I've found I seem to overcome this more in person than via phone calls or online. I can't get enough or long enough conversations online.
So for finding quality content and mentors it's not nearly as difficult make it out to be. The test is very simple.

1) Find someone who is achieving what you want to achieve/improve/etc.. I.e. Who is selling really well right now or has a reputable, verifiable record of selling in the past? (Easy answers to this would be the typical sales greats: Grant Cardone, Tai Lopez, Dale Carnegie, Steve Jobs, etc.)

2) Verify they are truly doing what you're trying to improve yourself. I.e. Using Tony Robbins as an example: He's doing well because he's a great motivational speaker, right? Yes and no. Yes because his service is motivational speaker/consulting/etc., but No because really what he is great at is selling his courses, books, speeches, consultation services, himself, etc.. He has built out his business (think early stages) by selling himself. That's where his current success stems from and that's ultimately what he continues to expand his business with...through selling his services/products more and more effectively using the MASSIVE degree of personal brand awareness that he's created over the last 30 years.

With Tony Robbins as the example, I could successfully evaluate his success, determine where it truly stems from (this is where a lot of people go wrong...by misinterpreting why/how someone has truly become successful [Another example: Dave Ramsey tells people how to become rich by getting rid of debt and hoarding money...but is that what Dave Ramsey is doing? No...he's SELLING his products to multiply his income. So effectively, he's telling people to become rich by saving, but he isn't practicing his own principle. This would be a fraud mentor/content), and then make the final evaluation on whether or not he's delivering genuine content based of what he is actually doing to achieve higher levels of success. <---- That last bit is what makes the final decision for whether you can figure out if you're being fed bullshit or quality information.

Does that make sense or not really? It can be a relatively difficult concept to explain via text, so please let me know if it doesn't and I can attempt to rephrase.

As for the second part of your response and the Emotional Intelligence. It's great to read that you're aware of this and have put in work on improving this aspect of your life too. Keep in mind, though, that's simply an example I was using for how you can present more effectively, immediately. Simple practices like, as you said too, improving your active listening skills can drastically change your sales numbers. What you referred to, I personally like to call the "Parrot Method" because that's really what Im doing. Repeating the same thing back to you except in a confirmational manner/tone.

Back on track though, in regard to the overall idea and art of selling (not solely the presentation like we were discussing before) I think the first thing you need to do is find a quality source (or two) and adopt one of their sales processes. Let's use Steve Schiffman as an example for this (Verified Expert Salesman). He has a sales process solely for his cold-calling (you want one for your entire sales process from initial point of contact to close, keep in mind. This is just a specific example for cold-calling). It looks like this

Opening ---> Information ---> Presentation ---> Close

You need a process, like that, that you can follow EVERY time with EVERY customer. Of course, yours (to start) needs to focus on the entire sales process, not just cold-calling. So it may be something very similar to the above, but more catered to your product/service and not solely calling either:

Greeting/Opening ---> Identifying Needs/Fact-Finding ---> Demonstration for Meeting Those Needs/Pain Points ---> Confident Close

The thing is, all sales processes stem from the same core, but are just 'coined' differently for personalization and selling purposed to that individual person, company. So find someone you've verified as delivering quality information, figure out their sales process (these guys usually have an article or someting on this), and focus on adopting ONLY that sales process.

From there, you break each step in the process down (Let's say Opening) and work solely on the opening now. Once you're able to work your way through your opening to a level that you can get by and into the next step (Information), you can start working on Information in the same manner...until you can successfully get through that step as well and into Demonstration. Keep doing that until you have closed your first customer after going through all four steps (using the example above)

ONLY THEN can you start fine-tuning your process. Reason being...if you haven't even closed your first customer yet, then you haven't figured out your adopted sales process enough to a degree that you know it will work, therefore you can't really be able to fine-tune it into a lethal combination...that's ultimately what you want to be: lethal. Keep in mind, you are NOT supposed to be able to flow through your sales process perfectly in the step before this!!! You are finding out what you NATURALLY do to make it through the sales process for the first time entirely. Because of this (now that you have felt your entire sales process and carried through with it til your first close naturally) you can go by and constructively work on each step, eventually mastering each area. It looks like this: (Went through entire sales process and closed for the first time)

"Great! I closed my first one! I know that I can definitely improve on my Opening right off the bat. Opening with "I'm only interested in your money, but I happen to have an amazing product that actually warrants this exchange too.." probably isn't the best opening for customers and it's no wonder it took me 100 live customers, prospects to finally close my first one!"

Im essentially suggesting that you need to experience your sales process completely, once, before you can have a thorough enough understanding of it, to effectively hone in on it.

Bear with me if this second part doesn't make as much sense (and let me know too) because I worked on the response intermittently as I was squeezing in other tasks in between completing it ;)
 
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LittleWolfie

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@Logan P thanks. Lots to chew on there. I think I need to find someone who has had success selling purely online in a low EQ manner. I also get the idea behind the verification, I don't see how I can tell what is actually said. How can I verify Dale Carnige actually used the principles in how to win friends and influence people? What are the other sources?

Who has verified Steve Schifferman? How do I know that is a trusted source? The word of a faker isn't much use in verifying. Can I see his sales records somewhere?
 

Danny Sullivan

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Hey @LittleWolfie ,

i just finished reading Gary Halbert's Boron Letters and experienced them as quite helpful in certain aspects i haven't dived in so far. The overall topic is copywriting and closing sales (mixed with health and life advice).

I know reading is considered action-faking around here, but i thought i'd drop the link anyway in case you haven't:

All Of Gary Halbert's Boron Letters From Prison (In Order)

The "good stuff" starts at letter no. 5, yet there's no harm in reading the former 4.
 

LittleWolfie

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As for the second part of your response and the Emotional Intelligence. It's great to read that you're aware of this and have put in work on improving this aspect of your life too.

I can't take credit for being aware of that, I was tested and my EQ was very low.

It's easy to be aware of a psychologist's report and to follow the steps and process that they have outlined.

Conversly my verbal comprehension was high, This causes a lot of miscommunication because I don't read between the lines and I don't write between them either.

As a result high and average EQ type people struggle to understand what I really mean (because they are looking for a subtext that simply isn't there) this is the same with tone(I am very monotonous) and I'm practically tone deaf.

At least in person/Skype/Telegram I can make active efforts to compensate (glass of water so I don't close my arms,parroting etc)


This does have the advantage that I miss people being short/rude/mean to me and effectively have a thick.skin (short of a literal swearword,I probably won't notice)

This doesn't always come across online so much.

I think this and struggling with hyperbole has given me issues with copywriting, I'm trying though.
 

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