This was gold Will! I just want to get rich and control my destiny, but I also know in order to experience those things I must give massive amounts of value to a ton of people!
Loved the answer starting at 25:43 "How do you get sold on cold calling when you freaking hate it? You get a goal so big that you'll do anything to get it. You got to clarify what's important to you and you got to burn that into your head so that the only thing that you're thinking about when you show up and you pick up that phone is .. I'm getting one step closer to that thing."
This isn’t what to say to crush every objection it’s how to crush every objection and that’s by role playing . Role playing is the practice of taking control and handling objections to overcome them. I love it ! Excellent interview and input .
The best way to cold call is in the communities in which we live. Door to door sales work well with physical products. I am outside, selling my poetry books.
Salesman Podcast I’ve been in sales since ‘98 and can confirm this is one of the rarest qualities in salespeople. It’s such a strange profession where most people just wing it, do little or no training but are still pissed when they don’t make six figures the first year. Without any exception, any consistent performer I’m met, trained or worked with have ALL taken the mechanics of their craft seriously. They read a lot. They go to conferences. They train. The pace their employer sets is irrelevant to them. They learn how to do what they want 🔥🚀
This was a great video. Jarrod Glandt is far better solo. Glandt and Cordone trip over each other's feet a bit... OK a lot... when doing videos together. But seperately, they are both very much gold. I was ready to write Jarrod off until seeing this, but now I see that he is a measured, logical, experienced Salesperson without CG amping him up.
I've been very impressed with every episode thus far. Thank you for putting in real work to make this show great! It deserves sooo much more attention. I shared the one with the FBI negotiator with everyone in my office. They loved the concept!
What I like about many of these videos is that it is all talk and jargon but no actual application of these theories and ideas. I want to see these so-called experts actually do a genuine cold call example on the spot and succeed at the call. THEN I will be impressed.
@@MrAbe11181 No, dude, no. Grant Cardone plans his videos so that he is selling to people with whom he has previous relationships. He is doing nothing related to cold calling. If you actually think Grant Cardone is cold calling in those videos, then you do not know the definition of cold calling. Grant Cardone is a big phony.
Jason Haradyn we can sit here and go back n forth all day.. im a beleiver in the cardone work because i have used the techniques myself fake or not the techniques work
Damn good interview! No fluff. I sell everyday and this is the truth. Moving from being dependent on an organization as a salesperson to branding myself as a closer.
The notes you're looking for rehearse rehease rehearse your objection handling. (The objection handling themselves are dime and dozen) But the rehearse is the "HOW" of this video. While this may seem obvious, the fact that the PROs (most rehearsed, most experienced, best reps) will get hanged up on and fail on a 100 calls should tell you that you MUST rehearse -- MINIMUM.
I have been working for a sales company that sells home improvement and I have same excuses that I get hit with everyday I hope to use and change some of these to help me get over them
fantastic video once again, With regards to the whole cold calling thing... i'll put it this way - if your systems are good enough, cold calling shouldn't be needed. People feel greater pressure from a cold call than from an appointment, and while a truly skilled salesman should be able to defuse that sense of pressure - i prefer not to have that added resistance at the start of my pitch. As I prospect as well as sell - the only overhead is time, not money... That being said, no matter how good your systems are, appointments and backup appointments can fall through. If you're hungry for the sale, then appointments falling over shouldn't get in the way of you reaching your targets. The cold calling skill is absolutely needed and should be developed on frequently enough, but a smart salesman who knows how to get his own leads and referrals will be so well prepared that they should rarely need to use it. As a side note, if i see the opportunity to turn a prospecting visit into a full pitch, I will - I suppose that technically makes for a cold call... but the conversation doesn't start out with a cold call as the intention. The bottom line is one word. "Systems".
Referrals are almost entirely out of the control of the sales person, and more so dependent on the referring party to make the introduction or pass on the contact info, so they can never be counted as a guaranteed way to obtain leads. Unless I'm missing something? Furthermore, many if not most businesses will or have experienced a lull where unforeseen circumstances caused a once busy company or salesperson to be hungry to bring in new business. Cold calling is absolutely essential and no inbound marketing system will bring a nearly certain outcome as cold calling does. It's numbers at the end of the day and numbers/data never lie. But referrals and systems sometimes do.
Well, when I was working for Kirby, i was pulling 20 referrals per appointment. I needed 60 leads per day to guarantee that I'd book 2 demos per each of my 3 appointments per day just incase one fell over. most other sales persons were only getting 3 or 4 referrals per appointment and had to work harder by prospecting to track down their leads - but i didnt reinvent the wheel, I was taught to pull referrals. Ignacy, these systems are about getting them to know, like, and trust you, but its also about letting people know what you're going to expect from them before it's expected of them. At the very start of the demo, I'd let them know that a large part of the way I get paid is based on referrals. I'd take the pressure off of them by letting them know that I get paid regardless of wether or not I make a sale (which was not exactly true, but I'd never lie about the product). I'd let them know that if they like me that I get paid $1 per referral, that all i need for a referal is a name, phone number, and suburb, that a referal doesn't need to book for me to get $1 for the lead, and that most people give me 20 leads wether they buy or not. After my hour and a half pitch I'd remind them by saying something like "Do you like me? Do you think i did a good job? Remember me saying I get $1 per lead you give me? If you want to help me get paid better, here's my referral sheet, if theres not enough room on this one sheet, I've got more" they'd give me around 20 to 30 referrals if they really liked me, and around 5 if they just thought I did an average job. If they needed help getting motivated to give me more leads, I'd offer them a very small discount, or an inexpensive gift (eg. a bottle of wine, a clean of another room or item of furniture, etc.) I'd build trust by proving every point I'd make, and get them to agreee with each point. If they didn't agree, I'd gently overcome the objection. proof for every point is a must. to get them to like me I'd make jokes, solve their problem, do unexpected work for free for them (eg. I'm selling a vaccuum cleaner door to door, I can do a free clean of a few items just as a thanks for letting me pitch), and speak about my moral foundation. To get them to know me, I'd tell them stories about my family, and my life. Take note of this one little pointer, though.... this method worked almost every time, but ONLY if you plant the idea in your propect's head from the very start of the demo - even if they know, like, and trust you, if you just spring it on them unexpectedly at the end without preparing them for the idea of finding you leads, it wont work at all. Timing is everything Actually the number of referrals i got was a better indicator of how well i did in the demo than anything else. The most referrals I was ever given from 1 demo was 50, they really liked me and liked the idea that giving me 50 names and phone numbers meant that I got $50 on top of my commissions. The least amount was zero - no trust, they didn't like me, you know the way the cookie crumbles sometimes. anyway, thats how it was done... i havent done sales work for a few years, so I may have forgotten a couple of elements, but that was how I did it in a nutshell. by the way, tracking down 20 leads door to door would take me around an hour of knocking, so pulling the referals really saved me a lot of effort. Adapt this method to your own demos and see how you go - I don't know that it'd fare on a short demo, i dont know that you'd be able to build enough trust quickly enough, but if the product requires a longer pitch, this method works a dream!
heres the system i'd use at kirby - as the above may be a little messy to follow, I thought I'd brake it down in steps for you to make it easier. 1) I'd plant the idea in their head the minute I started my pitch that I'll be asking for referrals at the end of my presentation. I'd directly tell them. 2) I'd let them know that if they like and trust me, that I get paid for every lead they provide me - even if they don't buy from me (take the pressure off of them) 3) I'd let them know that most of my customers give me 20 names and phone numbers, and that these numbers don't have to convert to a sale for me to get paid on them. 4) I'd let them know that I intend to earn my money today. 5) I'd work exceptionally hard to get them to know, like, and trust me and the product in the demo. I'd often do unexpected free things for them, solve some problems, and show them how they can solve them themselves with the product i was selling. 6) I'd remind them throughout the demo that they were going to give me referrals, often I'd slip it in in a joke-ish fashion so they didn't feel pressured for them. 7) At the end of the demo, I'd ask if they liked me, trusted me, and felt I did a good job. Assuming they did, I'd ask for the sale - and regardless of wether or not they buy from me I'd ask for referrals. Often if you did everything right to win the sale, but they didn't buy - you can determine how well a job you did by the number of leads they give you. Remember, they are under the impression i'm getting paid for every lead they provide me with, if they don't trust me or like me they wont give me the leads. If they love me, they'll bend over backwards to make the boss give me more pay. The most leads I ever pulled from a single demo was 50. Asking for referrals can be an awkward feeling thing if you don't do it right... and its almost impossible to pull a lot of referrals out of springing the question on them at the end of your presentation without priming them for it first. The trick is that the referral process actually starts the second you first meet with your prospect. If they understand your intentions from the get go, it should be easy to ask for the referrals come the end of it.
Everyone here who thinks this was lame, or didnt get anything out of it. He wasnt speaking on the form because he was talking about the RAW attitude and mindset it takes to do it. Without this mindset and energy you feel there is no tactic that can take as far. As a person who does door2door which is in the same lane as the navy seals and rangers this is the mindset to stay alive
I didn't dislike, but in minute 2 he's already talking about his product....totally ruined his credibility for me. If I were a self-proclaimed sales god like him, I would have Treated this video as a sales opportunity (a guest spot on a show), he should have established himself as a thought-leader in his industry first....then maybe shamelessly plugged his product at the end-or not. If what he's saying is captivating enough (which a lot of what he is saying is)....why mention the product at all? Just playing devils advocate. Personally I think you have to mention the product at some point, but not at the beginning of an interview. Just....not good sales.
He referenced what his company does because it helped answer the question that he was asked. At no point during that portion of the talk did he tell the audience to go to his website and buy something. You say it's not good sales, but are you Vice President of a multi-million dollar company, because Jarrod is. Anyways, you missed the point entirely to begin with.
Because the video is titled HOW, but only discussed WHY. I get that it’s important. I get that you can win big by doing it. I get that you want massive success in life. I get that you should practice. But what am I supposed to practice?? What steps? He lists them briefly in 2 seconds then doesn’t unpack it at all.
Everyone is looking for that magic bullet, that one new trick or tip that will help them to get better. The truth is that practice is the only way to get lasting success.
I agree, it was a lot of just talk. Yes he said role play.. but for a 40 min video, I Didn't get anything I can actually measure progress. This was like a Grant Cardone University sales video to get us to buy the course
I agree with this video and on the things a sales person or a sales team has to do in order to over come objectives. Good tips, good feedback. I would only like a bit more of a break down...but over all its good
Starting watching and am looking forward to finishing this amazing episode with one of my favourite VP's around. Great choice in guest and even better topic. I'm ready about Deliberate Practice and this is quite relevant and timely.
For any people out there who are curious about being a entrepreneur. If you want to find out if you like sales or not... apply at a car dealership and you’ll know if a sales job is for you
Awesome :D! They're actual screens. I'm literally spending the day color calibrating them so expect the videos to look much better moving forward. They're all very blue looking right now.
This video is like saying “HOW to execute the perfect bench press” followed by a 40 min discussion on WHY you would want a solid chest and all the good it’ll do you. And how he used to have a weak chest, and one guy at his gym has the best form he’s ever seen. And you gotta go practice it a lot and put in the hard work if you want results... But never shows you the proper form.
Doesnt work for me as a consumer or as a business customer because if its a cold call then i havnt invited the call and therefore the call will end before they say 4 words, i will not say anything. If i need something i will find the suppliers i need, i would never ever find the best solution and deal for me from a cold call.
Yeah....? Try the one I use... Call my number and I will immediately tell you that "You are NOT authorized to call my number UNTIL receive a check from you (or your company) to cover my phone bill for a month". Then I hang up. Never gotten a check... But then, you haven't wasted my time either... Another one that works quite - well as I am multilingual - is to answer any unknown caller number in Spanish or Vietnamese.
@@jenniferrosecutler3450 Hello Jennifer, I am Fabulous thank you, was it 2017 when I placed my comment on Will's podcast❓ How are you doing❓ Have a Fab Weekend and ALL the Best!! ~ Barry
Kenny Mentzer if you’ve ever actually been in a sales job you’d know that practice will let you know what to say under pressure when the customer objects, and how to let them know how your product will help them, leading to a close. Most people don’t practice and under pressure they freeze up because they don’t know what else to say so they say something like “okay sorry for wasting your time have a good day.”
Record yourself giving your pitch. Ask a friend to stand in and be a pain in the ass customer. Write down every objection you get (find the trends and have a rebuttal to them).
Salesman that never makes any cold calls and don't know if he would be able to do it. - Did I hear it right? Man, and you have a TH-cam channel about selling , wow! Dude
In some spaces they've been able to survive. Eg car sales, until recently you had to go to the dealership to get information about the models. That's obviously now been turned on it's head with the internet.
hitting yearly quota in August is perfect, but nothing monstrous. I mean yearly quota is for average sales person. So Hiiting in 8th month of 12 month is great, but not superstar (monstrous sales person goes 3-5 times above yearly quota for average sales people, so they hit it in March/April). Hitting it in August is merely strongly above average.
I think this need to get the deal on the day in the direct sales industry is their biggest weakness. I was at closing at a very good rate having to give something to get something as they say. But then I saw another rep closed nothing on the day but was making more money than anyone. If it's there on the day then bring it in but if you have to drop money because your manger can't wait three days for a decision, that's no good and then you are gonna lose thousands in you career. I am very laid back now I give them time they still all come but now at full money. Building desire and need is more important than the close. I wouldn't buy a marmite not matter how good the closer was because I don't like it. However a Belgium bun I would buy without any close needed. Marketing timing and desire are far more important than any close. Do you think Apple assistants have to do a hard close to sell their products of course not. Or someone at Apple will say this iPad is a£1000 but you make a decision today it's £300. It's worth what it's worth for a reason why devalue the product they tell their friends and so on, then all of a sudden your brand is worthless to you as a salesman in commission terms, so you end up going to another company because you can't make money anymore. If you can't sell at full money or close to it then something has been missed out or the customer just doesn't buy it's worth. It's not because your a shite closer it's because you haven't built desire or there is just no need or the timing is wrong. Closing is merely the nudge in the right direction at the end.
That was my take too. Click-bait title that never delivered on what it suggested. The video content was great, but it's very poor form to mislabel it like that.
When i object or reject a guy who comes to talk to me in a bar its cuz i really don't wanna talk to him ! Not cuz i want to see more of his "leading" abilities!! Lol
Oh my God… this guy represents everything people hate about sales. And what you shouldn’t do. Best sales people are those who actually like what they‘re doing and have a much more sophisticated approach. Selling B2B on Enterprise Level, which is a totally different game. Also, good luck with that approach in Europe. Cold calling is not allowed; great idea to start by breaking the law and p*ssing people off. Not. This sounds like on of those eighties/early 90s sales-I-make-you-rich-events. Will this please finally die out some day….
@@SalesmanPodcast It’s referring to this guy who talks about cold calling. Not your work, as you just offer different insights on what kind of people are running around calling themselves “sales” - and this cold calling guy isn’t one. Sales solve problems and serve the customer and BOTH companies in B2B. Even in B2C they create win-win scenarios, everything else is just deceiving, at best.
I have been a fan of this podcast for a long time but it seemed a bit like an informercial rather than a step-by-step process. He was just promoting Grant Cardone. I'm a bit disappointed, mate.
This was gold Will! I just want to get rich and control my destiny, but I also know in order to experience those things I must give massive amounts of value to a ton of people!
+Michael Gainer Hell yeah! That's 💯 the premise of the podcast. Give enough value, to enough to people and the opportunities eventually come to you.
Loved the answer starting at 25:43 "How do you get sold on cold calling when you freaking hate it? You get a goal so big that you'll do anything to get it. You got to clarify what's important to you and you got to burn that into your head so that the only thing that you're thinking about when you show up and you pick up that phone is .. I'm getting one step closer to that thing."
This isn’t what to say to crush every objection it’s how to crush every objection and that’s by role playing . Role playing is the practice of taking control and handling objections to overcome them. I love it ! Excellent interview and input .
All Professionals practice the fundamentals !
The best way to cold call is in the communities in which we live. Door to door sales work well with physical products. I am outside, selling my poetry books.
Why people are saying this is a Garbage interview, Well to me, this one of the best and REALISTIC truth on Sales. Love you both. keep it up.
He's not wrong per say. It's just a misleading title.
Doing drills and work hard Is important. But WHAT drills.
Execellent episode on mindset and strategy
“If I want to get paid like a professional, my training needs to reflect that”. Fucking EXACTLY.
This is the single most important thing that I want to drill into my audience in 2018.
Salesman Podcast I’ve been in sales since ‘98 and can confirm this is one of the rarest qualities in salespeople. It’s such a strange profession where most people just wing it, do little or no training but are still pissed when they don’t make six figures the first year. Without any exception, any consistent performer I’m met, trained or worked with have ALL taken the mechanics of their craft seriously. They read a lot. They go to conferences. They train. The pace their employer sets is irrelevant to them. They learn how to do what they want 🔥🚀
Great interview. Don't be a product of your environment. Make your environment a product of you.
Hell yeah!
either manipulate your environment or be manipulated by it.
This was a great video. Jarrod Glandt is far better solo. Glandt and Cordone trip over each other's feet a bit... OK a lot... when doing videos together. But seperately, they are both very much gold. I was ready to write Jarrod off until seeing this, but now I see that he is a measured, logical, experienced Salesperson without CG amping him up.
Currently in the gym and this gave me soo much motivation, thank you both!
They way you handled the conversation here was amazing, real engagement and flow
Hey Brian! How are you doing?
I've been very impressed with every episode thus far. Thank you for putting in real work to make this show great! It deserves sooo much more attention. I shared the one with the FBI negotiator with everyone in my office. They loved the concept!
What I like about many of these videos is that it is all talk and jargon but no actual application of these theories and ideas. I want to see these so-called experts actually do a genuine cold call example on the spot and succeed at the call. THEN I will be impressed.
We're not trying to impress you :).
@@SalesmanPodcast In that case, without application, you have not proven what you are trying to teach me.
watch Grant Cardone on youtube you will see live calls be successful.. or even better apply what you are watching and be successful on your own calls
@@MrAbe11181 No, dude, no. Grant Cardone plans his videos so that he is selling to people with whom he has previous relationships. He is doing nothing related to cold calling. If you actually think Grant Cardone is cold calling in those videos, then you do not know the definition of cold calling. Grant Cardone is a big phony.
Jason Haradyn we can sit here and go back n forth all day.. im a beleiver in the cardone work because i have used the techniques myself fake or not the techniques work
Bro we have the exact same story. I am now going to work with one of the top developers in Dubai. I feel you. Keep going strong my dude!
Good luck and keep hustlin!
Damn good interview! No fluff. I sell everyday and this is the truth. Moving from being dependent on an organization as a salesperson to branding myself as a closer.
Awesome! I'm glad you enjoyed this episode Alana.
The notes you're looking for rehearse rehease rehearse your objection handling. (The objection handling themselves are dime and dozen) But the rehearse is the "HOW" of this video. While this may seem obvious, the fact that the PROs (most rehearsed, most experienced, best reps) will get hanged up on and fail on a 100 calls should tell you that you MUST rehearse -- MINIMUM.
This is awesome! Loved Jarrod's anologies
Glad you liked it!
I have been working for a sales company that sells home improvement and I have same excuses that I get hit with everyday I hope to use and change some of these to help me get over them
fantastic video once again,
With regards to the whole cold calling thing... i'll put it this way - if your systems are good enough, cold calling shouldn't be needed. People feel greater pressure from a cold call than from an appointment, and while a truly skilled salesman should be able to defuse that sense of pressure - i prefer not to have that added resistance at the start of my pitch. As I prospect as well as sell - the only overhead is time, not money...
That being said, no matter how good your systems are, appointments and backup appointments can fall through. If you're hungry for the sale, then appointments falling over shouldn't get in the way of you reaching your targets. The cold calling skill is absolutely needed and should be developed on frequently enough, but a smart salesman who knows how to get his own leads and referrals will be so well prepared that they should rarely need to use it.
As a side note, if i see the opportunity to turn a prospecting visit into a full pitch, I will - I suppose that technically makes for a cold call... but the conversation doesn't start out with a cold call as the intention.
The bottom line is one word. "Systems".
So what are those systems if you are new to the city and no contacts at all.
Referrals are almost entirely out of the control of the sales person, and more so dependent on the referring party to make the introduction or pass on the contact info, so they can never be counted as a guaranteed way to obtain leads. Unless I'm missing something?
Furthermore, many if not most businesses will or have experienced a lull where unforeseen circumstances caused a once busy company or salesperson to be hungry to bring in new business. Cold calling is absolutely essential and no inbound marketing system will bring a nearly certain outcome as cold calling does. It's numbers at the end of the day and numbers/data never lie.
But referrals and systems sometimes do.
Well, when I was working for Kirby, i was pulling 20 referrals per appointment. I needed 60 leads per day to guarantee that I'd book 2 demos per each of my 3 appointments per day just incase one fell over. most other sales persons were only getting 3 or 4 referrals per appointment and had to work harder by prospecting to track down their leads - but i didnt reinvent the wheel, I was taught to pull referrals.
Ignacy, these systems are about getting them to know, like, and trust you, but its also about letting people know what you're going to expect from them before it's expected of them. At the very start of the demo, I'd let them know that a large part of the way I get paid is based on referrals. I'd take the pressure off of them by letting them know that I get paid regardless of wether or not I make a sale (which was not exactly true, but I'd never lie about the product). I'd let them know that if they like me that I get paid $1 per referral, that all i need for a referal is a name, phone number, and suburb, that a referal doesn't need to book for me to get $1 for the lead, and that most people give me 20 leads wether they buy or not. After my hour and a half pitch I'd remind them by saying something like "Do you like me? Do you think i did a good job? Remember me saying I get $1 per lead you give me? If you want to help me get paid better, here's my referral sheet, if theres not enough room on this one sheet, I've got more" they'd give me around 20 to 30 referrals if they really liked me, and around 5 if they just thought I did an average job. If they needed help getting motivated to give me more leads, I'd offer them a very small discount, or an inexpensive gift (eg. a bottle of wine, a clean of another room or item of furniture, etc.)
I'd build trust by proving every point I'd make, and get them to agreee with each point. If they didn't agree, I'd gently overcome the objection. proof for every point is a must.
to get them to like me I'd make jokes, solve their problem, do unexpected work for free for them (eg. I'm selling a vaccuum cleaner door to door, I can do a free clean of a few items just as a thanks for letting me pitch), and speak about my moral foundation.
To get them to know me, I'd tell them stories about my family, and my life.
Take note of this one little pointer, though.... this method worked almost every time, but ONLY if you plant the idea in your propect's head from the very start of the demo - even if they know, like, and trust you, if you just spring it on them unexpectedly at the end without preparing them for the idea of finding you leads, it wont work at all. Timing is everything
Actually the number of referrals i got was a better indicator of how well i did in the demo than anything else.
The most referrals I was ever given from 1 demo was 50, they really liked me and liked the idea that giving me 50 names and phone numbers meant that I got $50 on top of my commissions. The least amount was zero - no trust, they didn't like me, you know the way the cookie crumbles sometimes.
anyway, thats how it was done... i havent done sales work for a few years, so I may have forgotten a couple of elements, but that was how I did it in a nutshell.
by the way, tracking down 20 leads door to door would take me around an hour of knocking, so pulling the referals really saved me a lot of effort. Adapt this method to your own demos and see how you go - I don't know that it'd fare on a short demo, i dont know that you'd be able to build enough trust quickly enough, but if the product requires a longer pitch, this method works a dream!
heres the system i'd use at kirby - as the above may be a little messy to follow, I thought I'd brake it down in steps for you to make it easier.
1) I'd plant the idea in their head the minute I started my pitch that I'll be asking for referrals at the end of my presentation. I'd directly tell them.
2) I'd let them know that if they like and trust me, that I get paid for every lead they provide me - even if they don't buy from me (take the pressure off of them)
3) I'd let them know that most of my customers give me 20 names and phone numbers, and that these numbers don't have to convert to a sale for me to get paid on them.
4) I'd let them know that I intend to earn my money today.
5) I'd work exceptionally hard to get them to know, like, and trust me and the product in the demo. I'd often do unexpected free things for them, solve some problems, and show them how they can solve them themselves with the product i was selling.
6) I'd remind them throughout the demo that they were going to give me referrals, often I'd slip it in in a joke-ish fashion so they didn't feel pressured for them.
7) At the end of the demo, I'd ask if they liked me, trusted me, and felt I did a good job. Assuming they did, I'd ask for the sale - and regardless of wether or not they buy from me I'd ask for referrals. Often if you did everything right to win the sale, but they didn't buy - you can determine how well a job you did by the number of leads they give you. Remember, they are under the impression i'm getting paid for every lead they provide me with, if they don't trust me or like me they wont give me the leads. If they love me, they'll bend over backwards to make the boss give me more pay.
The most leads I ever pulled from a single demo was 50.
Asking for referrals can be an awkward feeling thing if you don't do it right... and its almost impossible to pull a lot of referrals out of springing the question on them at the end of your presentation without priming them for it first. The trick is that the referral process actually starts the second you first meet with your prospect. If they understand your intentions from the get go, it should be easy to ask for the referrals come the end of it.
Everyone here who thinks this was lame, or didnt get anything out of it.
He wasnt speaking on the form because he was talking about the RAW attitude and mindset it takes to do it. Without this mindset and energy you feel there is no tactic that can take as far. As a person who does door2door which is in the same lane as the navy seals and rangers this is the mindset to stay alive
Great point!
Jarrod adds massive value here
He's a fucking legend!
This is HANDS DOWN some of the most gold on TH-cam -- What a fucking amazing video! So helpful.
Epic! I'm glad you enjoyed the show mate.
23:30 his answer just got me fired up.
Be interested to understand why 3 people at this time disliked this video. Great segment, great guest.
+Jason Thieme So pumped you liked it! :D
I didn't dislike, but in minute 2 he's already talking about his product....totally ruined his credibility for me. If I were a self-proclaimed sales god like him, I would have Treated this video as a sales opportunity (a guest spot on a show), he should have established himself as a thought-leader in his industry first....then maybe shamelessly plugged his product at the end-or not. If what he's saying is captivating enough (which a lot of what he is saying is)....why mention the product at all? Just playing devils advocate. Personally I think you have to mention the product at some point, but not at the beginning of an interview. Just....not good sales.
He referenced what his company does because it helped answer the question that he was asked. At no point during that portion of the talk did he tell the audience to go to his website and buy something. You say it's not good sales, but are you Vice President of a multi-million dollar company, because Jarrod is. Anyways, you missed the point entirely to begin with.
Joe S Hey man just my opinion. You’re sounding oddly defensive here. Best of luck.
Because the video is titled HOW, but only discussed WHY. I get that it’s important. I get that you can win big by doing it. I get that you want massive success in life. I get that you should practice.
But what am I supposed to practice?? What steps? He lists them briefly in 2 seconds then doesn’t unpack it at all.
Anyone else pull out a notepad thinking there would be at least ONE technique in here?
He spent 15 minutes emphasizing the necessity of role-playing sales encounters. Are we watching the same video?
Everyone is looking for that magic bullet, that one new trick or tip that will help them to get better. The truth is that practice is the only way to get lasting success.
Yeah. Motivation, no specifics. I don't need to be motivated. How about a great cutoff rebuttal? Waste of time.
I agree, it was a lot of just talk. Yes he said role play.. but for a 40 min video, I Didn't get anything I can actually measure progress. This was like a Grant Cardone University sales video to get us to buy the course
To know and not to do is not to know.
These podcasts are Gold. Thank you so much!
Mate this is genius and Jarrod is GOLD!!
Hey dear! How are you doing?
10 hours of roleplay! An hour of role play a day every day. Equals to 2 weeks of armed knowledge to rebuttals! Right on, Jarrod!
Love Jarrod. What a perfect example.
Reps needs to warm up, roll play, and fire up. They need energy, enthusiasm, and confidence (positioning themselves are industry experts).
100% accurate.
I agree with this video and on the things a sales person or a sales team has to do in order to over come objectives. Good tips, good feedback. I would only like a bit more of a break down...but over all its good
Know and practice (role-play) your top 3 objections. For Jarrod, it’s “Don’t have the time, Not Interested, Too Much Money.” 💥
Starting watching and am looking forward to finishing this amazing episode with one of my favourite VP's around. Great choice in guest and even better topic. I'm ready about Deliberate Practice and this is quite relevant and timely.
Hey dear! How are you doing?
For any people out there who are curious about being a entrepreneur. If you want to find out if you like sales or not... apply at a car dealership and you’ll know if a sales job is for you
Who is the Pick Up Artist mentioned? What episode?
Wowww. I DID NOT know Jarred rocked like THAT. Raining gold bricks!!!!
He's a beaaaaaast!
great video Jarrod!
VERY INSPIRING!!!!
Title doesn't fit the content of the video at all, but it is a GREAT video.
Glad you enjoyed it.
I heard here some things that people that invite us to this career don't usually say much
What specifically?
B2B cold calling is the way to go. B2C cold calling is terrible. It all depends on who your clients are.
wow Jarrod, this is youre best interview.
Glad you enjoyed it!
Great Vid!!!!!
Really enjoying your videos. Is that a green screen behind you? Or actual screens?
Awesome :D! They're actual screens. I'm literally spending the day color calibrating them so expect the videos to look much better moving forward. They're all very blue looking right now.
Looks like they're working really well. Just out of interest as well, have you come across Sandler Sales Training?
Jared, awesome interview! Love listening to you when your down to earth.
This video is like saying “HOW to execute the perfect bench press” followed by a 40 min discussion on WHY you would want a solid chest and all the good it’ll do you. And how he used to have a weak chest, and one guy at his gym has the best form he’s ever seen. And you gotta go practice it a lot and put in the hard work if you want results...
But never shows you the proper form.
Agreed as a High ticket closer I fell like it was such a waste of time
Doesnt work for me as a consumer or as a business customer because if its a cold call then i havnt invited the call and therefore the call will end before they say 4 words, i will not say anything.
If i need something i will find the suppliers i need, i would never ever find the best solution and deal for me from a cold call.
You're, one call. I'ma make as many calls as needed to get what I want
Amazing.
Yeah....? Try the one I use... Call my number and I will immediately tell you that "You are NOT authorized to call my number UNTIL receive a check from you (or your company) to cover my phone bill for a month".
Then I hang up. Never gotten a check... But then, you haven't wasted my time either...
Another one that works quite - well as I am multilingual - is to answer any unknown caller number in Spanish or Vietnamese.
Great interview Will with Jarrod, really enjoyed it. - Barry.
Hey dear! How are you doing?
Where are you from?
@@jenniferrosecutler3450 Hello Jennifer, I am Fabulous thank you, was it 2017 when I placed my comment on Will's podcast❓ How are you doing❓ Have a Fab Weekend and ALL the Best!! ~ Barry
@@jenniferrosecutler3450 I am from the UK and you❓are you on Twitter ❓
@@BarryHallfabulous can we get to know each other better?
Amen! You don’t have to love it! It’s so much truth 😻
Thank you for making such great content.
You are very welcome Luke. Keep pushing forward mate.
If you add up the number of calls subtract from the money made you realize you get paid for the hang ups or "no's".
Talk that shit Jarrod!!!!!
+Supreme SkillSets Er what...?
Salesman Podcast it's a compliment
+Supreme SkillSets hhayyyyyoooo :D
Salesman Podcast I am going to be on this show one day 100%
+Supreme SkillSets keep hustling and when you think you're ready for a shot to give our audience massive value reach out :)
So how is practice going to crush any scenario?
Kenny Mentzer if you’ve ever actually been in a sales job you’d know that practice will let you know what to say under pressure when the customer objects, and how to let them know how your product will help them, leading to a close. Most people don’t practice and under pressure they freeze up because they don’t know what else to say so they say something like “okay sorry for wasting your time have a good day.”
Man do I hate cold calling, but I know I gotta get better at it lol
Train hard, win easy. Mantra used by some world class runners.
How do we do role play when we are selling solo? I do door to door
Record yourself giving your pitch. Ask a friend to stand in and be a pain in the ass customer. Write down every objection you get (find the trends and have a rebuttal to them).
Salesman Podcast thank you!
No worries!
This is a awsome interview!
Sick! I'm glad you liked it!
who was the pickup artist ?
Salesman that never makes any cold calls and don't know if he would be able to do it. - Did I hear it right? Man, and you have a TH-cam channel about selling , wow! Dude
" I train so hard that the game is just so easy"
Where's the meat? All I hear is how great I am, listen to me ramble on.
No doubt. Nothing about objection handling, or how to overcome slumps.
Roleplay
I'm new and I don't understand the small silly car? Anyone explain it to me?
I think it's a shallow episode, too much about his personal life compared to actually, value, but great he made it 🤙
The 86 people that disliked this are amateur sales people that don't want to cold call and probably can't close 😂
I understand why now some people don't like sales
Great points to help with cold calling.
Hey dear! How are you doing?
@@jenniferrosecutler3450 good, yourself?
@@baldeepbirak am pretty good... Where are you from?
@@jenniferrosecutler3450 UK. You?
@@baldeepbirak am from Tucson Arizona....... Are you married or single?
My role play consists of hitting the Snooze button and going back to sleep
No mention of methods or techniques?
Are Cardone’s products like this?
It was a speech that didn’t even cover how to do it.
Archer, watch it again and listen. He talks about the necessity of role play. 10 hours of role play.
Based on the quality of your comment, even if they gave you a technique you'd probably find a way to screw it up. Get your mindset straight
Role play!!! Dont pretend like you didn't hear. :)
Good stuff here!
+Tony R Sanders awesome! I'm super excited you enjoyed this one.
The video starts at 33 minutes
"I train so hard that the games were easy." -Michael Jordan
Haven’t bad salesmen always been obsolete?
In some spaces they've been able to survive. Eg car sales, until recently you had to go to the dealership to get information about the models. That's obviously now been turned on it's head with the internet.
"Automaticity".
hitting yearly quota in August is perfect, but nothing monstrous. I mean yearly quota is for average sales person. So Hiiting in 8th month of 12 month is great, but not superstar (monstrous sales person goes 3-5 times above yearly quota for average sales people, so they hit it in March/April). Hitting it in August is merely strongly above average.
I think this need to get the deal on the day in the direct sales industry is their biggest weakness.
I was at closing at a very good rate having to give something to get something as they say.
But then I saw another rep closed nothing on the day but was making more money than anyone.
If it's there on the day then bring it in but if you have to drop money because your manger can't wait three days for a decision, that's no good and
then you are gonna lose thousands in you career. I am very laid back now I give them time they still all come but now at full money. Building desire and need is more important than the close. I wouldn't buy a marmite not matter how good the closer was because I don't like it.
However a Belgium bun I would buy without any close needed.
Marketing timing and desire are far more important than any close.
Do you think Apple assistants have to do a hard close to sell their products of course not.
Or someone at Apple will say this iPad is a£1000 but you make a decision today it's £300.
It's worth what it's worth for a reason why devalue the product they tell their friends and so on, then all of a sudden your brand is worthless to you as a salesman in commission terms, so you end up going to another company because you can't make money anymore.
If you can't sell at full money or close to it then something has been missed out or the customer just doesn't buy it's worth.
It's not because your a shite closer it's because you haven't built desire or there is just no need or the timing is wrong.
Closing is merely the nudge in the right direction at the end.
How do you respond to how did you get my number?
Depends on what you're selling. You got a landing page? A good pitch is - "You left you're details a while ago regarding X..."
The interview is good but the title is so off-topic.
That was my take too. Click-bait title that never delivered on what it suggested. The video content was great, but it's very poor form to mislabel it like that.
Acknowledge repeat divert
gold
Throw some objections at him and see how he handles them!!
Half way through and nothing about objections
Im Beyer than you. But j respect and thank you.
This dude couldn't close a door.
Anyone want to be my role play partner??
Funny :-)
People didn't like it because it was all over the place...err
Such a deceiving title!!!
this dude couldnt close a door.
When i object or reject a guy who comes to talk to me in a bar its cuz i really don't wanna talk to him ! Not cuz i want to see more of his "leading" abilities!! Lol
F***, i want to get better
What's stopping you?
😎😎
Jarrod rips
Oh my God… this guy represents everything people hate about sales. And what you shouldn’t do. Best sales people are those who actually like what they‘re doing and have a much more sophisticated approach. Selling B2B on Enterprise Level, which is a totally different game.
Also, good luck with that approach in Europe. Cold calling is not allowed; great idea to start by breaking the law and p*ssing people off. Not. This sounds like on of those eighties/early 90s sales-I-make-you-rich-events. Will this please finally die out some day….
thanks for the comment.
@@SalesmanPodcast It’s referring to this guy who talks about cold calling. Not your work, as you just offer different insights on what kind of people are running around calling themselves “sales” - and this cold calling guy isn’t one. Sales solve problems and serve the customer and BOTH companies in B2B. Even in B2C they create win-win scenarios, everything else is just deceiving, at best.
Role play is bullshit cause it's not real 0 stakes so u act differently versus real interactions
Do me a favour,please save your fucking time and see Jordan Belfort's selling techniques.
meh.
I have been a fan of this podcast for a long time but it seemed a bit like an informercial rather than a step-by-step process. He was just promoting Grant Cardone. I'm a bit disappointed, mate.
Hey dear! How are you doing?
Wow, that was a total bunch of BS. More like a marketing pitch for Grant Cardone.