Hey, everybody can.
And I'm very, very grateful that my good friend Blessing are here.
Awesome to be here, Matt.
Let's talk about what are some of the basic things that people miss in sales?
Okay, a couple things.
First of all, sales equals income.
We've established that if you don't if you can't sell, there's no income.
And anybody that's ever complained about lack of anything
in particular lifestyle or money, it's because they can't sell.
Yeah, pure and simple.
They think the prodigal sell itself.
They think somebody else will sell it for them.
All that garbage, which is basically garbage.
Once again, I know how Robert.
I love Robert because he goes, Well, if you don't,
if you can't go on a date, you can't sell.
It's just basically like, you know, if you can't get a date, you can't sell, right?
It's all right.
It's in these areas and it's true.
It's true. It's true.
So that's one thing people miss.
So they try to they abdicate it.
Second thing is, we have an expression that telling is not selling.
When you you just pontificating
about what you are offering and talk the talk,
talk, talk, talk, talk, talk, talk, talk that doesn't sell anything.
It bores people.
They check out. They're not interested.
And that's what everybody thinks selling is, right?
Actually, Right? Yeah. It's about value. Value about.
Yeah, it is. But it's it's
not even so much what you're saying is the way you communicate it.
There are some people that have horrible product knowledge
or probably not that articulate, but they sell well because they know
how to engage a prospect or engage an audience.
It's a good online or offline.
Yeah, and that's and that's what mostly it takes.
I assume when I coach people or train people that your product is good.
Okay, Otherwise don't come to me because your product is schlocky,
that nothing's going to help you. But I always watch.
You know, it's funny because most business owners are not like brand
new, like revolutionary.
They're they're just small variations of something that is already out, you know?
You know what I mean?
So I always find it fascinating where, you know, there's there's there's brands
that make it to a certain point companies and then somebody just
says, you know, I can market this better and I could do this better.
But really, they're doing the exact same thing.
And I think one of the most obvious ones is, is insurance,
you know,
or banking, like they're all the same.
Right. Right.
But if past is fascinating, how different a strategy each one has.
And that's kind of what you're saying is some some hit you here in the heart.
Yeah.
Some, you know, try to get you in the head
and the ones that hit you in the heart of the ones that went. Yeah.
And so think about your bank. Okay.
So if all banks do the same thing, which one are you going to go with?
And it's going to be, it's going to be something about their service.
Yeah, it's I learned this early is that it's not what you do.
It's the way you do it that makes the big difference. And.
Right. And.
And as this world gets crazier and crazier
and crazier, that's even more important right now.
And I know one of the things
we studied with Rich Dad over the years was this what we call the buy triangle.
And there's a triangle and the product is the smallest piece.
And that's what everyone focuses on right, is you know,
everybody thinks that their product is like, you know,
is, is the thing that should should require all the focus.
But it's communication.
It's cash flow, it's legal, it's systems, it's
the marketing, the branding and all that.
The product is almost irrelevant, right?
I mean, it's not irrelevant, obviously, but it can be.
It can be.
And, you know, and the and the art form is a piece as you're talking about.
What's your internal communication like?
How how functional is your team?
How well do they work together. Yeah.
How well do you market out to the public?
You know, all that's marketing.
And by the way,
sales is not just about selling a product, it's also about recruiting.
I mean, if you want to bring somebody on your team, you want to build a great team.
Why would they want to work for you?
Yeah. Why were they
were all these people resigning over the last couple of years? Why?
Because businesses are given, don't know what their employees wants.
And so they're not they're not providing that effort.
Yeah, I'll tell you.
You know what that hit me the hardest was when I first
early on started speaking with you guys and going around on the road.
I remember Robert's
like, Well, he goes, Let's create a product.
This is right before we went up on stage and I'm like, What are you talking about?
He's like, Well, we're going to create a product,
you know, the keys to cash flow like or have a product left out.
He's like, It matter.
I'm like, okay, so you're up on stage.
He's like, How many people would like, you know, this CD said,
I think at the time a CDs from Can and a little workbook on the keys
to cash flow and like
like hundreds of people raise their hand he sold about so we didn't have a product
I like oh my gosh like it is really it was really a mind blower for me
because I realized that what he was doing was solving a problem
that people had and he knew that I could do the product.
But I think a lot of times people create a product
and then they try to sell it without even knowing if it's what people want.
Yeah,
and you notice it in that scenario, the first thing you did is ask them, Yeah.
So how many of you would like this that does this, this, this, this, this?
I mean, like if nobody raise their hand, there would have been no problem.
Correct. Okay.
But because they responded and you created one, it was broke.
It blew my mind because it's the exact opposite of what you learn in school.
You know, I was a marketing major and in in the business school and finance, too.
But but they don't teach you that.
They teach you.
You know, this is how you market this.
It's all completely nonsense.
Now, because of social media and all the stuff
that's happened at the moment.
But it is is very, very interesting.
And so that was the other question I want to ask you is how do you stay
relevant today with the way things are moving online?
Well, it's a challenge.
Okay. But I try to one of the thing Dr.
Buckminster Fuller taught us is about principles.
You know, principles like gravity is a principle.
It's true all the time.
Now it is no exception.
So I just find in business, if I can just if I'm teach, particularly in teaching
and coaching, is I can just stay with the principle
and apply the principle to whatever is going on right now.
Like what I say. Yeah, telling is not selling.
That's that doesn't matter
what's going on in social media, it's even more exacerbated that.
You know it's a good you know what I'm saying?
So it's about staying with the principles involved.
What is sales?
Find out what people want, find out asking
what's right, find out what people want and help them get it simple.
That doesn't change.
And I always say the the biggest thing about sales, by
the way, is I saw your customer not just recruiting.
The tougher sell of all is you selling you to yourself.
Oh, wow. You know, tell me more about that.
What do you mean?
Well, you know, as an entrepreneur,
as an entrepreneur, you know, we face obstacles.
We make mistakes, we fall down.
And the question is, can you get back up and keep going?
Right.
I remember my first sales position back with Unisys, way back when in Honolulu.
There was a sign on the wall
that says salesmanship begins when the customer says no.
And I go, okay, I got this.
I had never saw anything before.
I'm going to go out, handled, handle objections.
And I got I got slashed.
I mean, I had people just barbecuing me, slicing me up.
I couldn't even give a presentation.
I go, Wow, this is tough.
Next day I saw the sign again.
Salesmanship gives a customer says, okay, so I'm going to go more energy tomorrow.
So I then the second day I go out on the job, I gather more energy to sell.
Well, the problem with that is my energy was higher,
their energy was higher, and they're screaming at me,
Get out of here, Holly, boy, you don't belong here.
Go back to the mainland. We don't want.
I mean, it was brutal. I was going to quit. That's it.
My experience in sales was two days.
I'm quitting. I go back into buy.
I was going back to my manager.
This is not for me. I can't do this.
And I saw that sign one more time and it froze me
and I looked at the sign and as salesman, she begins when the customer says no.
Okay, I get it.
It's not about the customer, but when the customer says no, that's
when doubt, lack of confidence and all that stuff starts seeping in.
That's when I got to start selling me to me to get my ass back
up, go out there and learn what I need to learn and keep going.
And that that was a game changer for me.
The third day I got there make I don't know how many 5060 calls sold.
Nothing.
But I accomplished the most important sale, which is me.
Sign me to me.
Yeah and so what I find is that's a principle true in all cases
is that at the end of the day,
no matter what's going on, and there's a lot going on grant you,
but you got to be able to sell yourself to keep going, sell yourself on yourself,
sell yourself on your ability to take another step forward.