October 23, 2024 • 16 mins
Join Anthony Karls, President of Rocket Clicks, as he sits down with CEO Tyler Dolph to explore the mindset essential for sales success. Discover why sales is a prerequisite for life, how to navigate selling in various scenarios, and the importance of believing in what you sell.
00:00 Introduction to Revenue Roadmap
00:20 The Mindset of a Salesperson
01:50 The Importance of Selling in Business
03:31 Key Components of Selling
05:49 Examples of Selling in Everyday Life
09:01 Belief and Passion in Sales
15:47 Final Thoughts on Sales as a Life Skill
#DigitalMarketing #Sales #BusinessGrowth
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Anthony Karls (00:00):
All right, here we go.
Welcome, welcome.
This is Revenue Roadmap where wetalk about driving revenue and
increasing profits in localbusinesses.
I'm Anthony Carls, president ofRocketClicks.
Today we are talking sales withour CEO, Tyler Dolph.
Tyler, welcome, welcome.
Tyler Dolph (00:18):
to be here.
Thank you very much.
Anthony Karls (00:20):
So today we're going to be talking a little bit
about a mindset.
And one thing I know we've runinto with our different team
members in both this businessand in the other business that I
was part of is I'm not asalesperson.
(00:41):
So we're going to talk a littlebit about that question.
But before we do that, before wedo that, I have a question for
you.
Good, sir.
Tyler Dolph (00:49):
Sure.
Anthony Karls (00:51):
So what one lesson or piece of advice
changed your life and the wayyou think?
Tyler Dolph (01:02):
Whoa, heavy, deep one to start out.
Anthony Karls (01:06):
Start out with a big, big raw question.
Tyler Dolph (01:09):
Uh, I think one piece that I hear now all the
time, but I hadn't heard it foran early part of my life, was
that hope is not a strategy.
And, uh, it's so true.
I would consider myself aneternal optimist, and I try to
find the good in everything, butit's not, it's not gonna turn
(01:31):
out well, or be perfect all thetime, and that if you don't have
a strategy, or a process, then,uh, you're never gonna get to
where you wanna go.
So, hope is not a strategy, iswhat I'm gonna go with.
Anthony Karls (01:44):
I love that.
That's a great one.
That's a great one.
That should go on a t shirt.
Tyler Dolph (01:46):
Yes.
Anthony Karls (01:49):
All right.
So let's jump into our topic.
Tyler Dolph (01:52):
do it.
Anthony Karls (01:56):
What is the right mindset for.
Anybody in a company as itpertains to that question or
that statement, maybe, but I'mnot a salesperson.
Tyler Dolph (02:09):
I think what's really interesting about that,
especially like, so I'll givegive the answer two ways.
One as a small business, if youare running a small business or
you're in a small business oreven work with small businesses,
revenue is oxygen, right?
Revenue pays the bills.
I used to always say here,right?
Because when we were muchsmaller that like our clients
(02:30):
pay our paychecks.
So we got to do a great job forour clients cause they're the
ones actually paying, they'reputting food on our table and
getting new clients is the onlyway that we're going to be able
to, right?
We have to be able to get newrevenue.
And the way to get new revenueis to sell, right?
You're either selling yourself,uh, by communicating the work
(02:50):
that you've done and you'retrying to gain confidence and
sell that idea or thatrecommendation into the client,
you're either selling on behalfof your company, trying to get
the deal, um, but in my.
In my opinion, you're alwaysselling.
I'm selling when I go hometonight and I'm trying to get
the dinner of choice or therestaurant of choice, or I'm
(03:11):
trying to sell my kids.
I'm going to bed at the righttime.
Every interaction is a potentialsale from my perspective.
Anthony Karls (03:18):
Yeah.
So Grant, uh, Grant Cardone, whowe, we use some of his, his
training material here at RocketClicks.
Uh, one of the things he says isselling is a prerequisite for
life.
So, uh, we're talking today,three different buckets.
So what does selling include?
What does selling have to dowith, and what are some
(03:42):
examples?
So let's start with the top.
Let's start with the first topone.
So what, what is included inselling?
Tyler Dolph (03:49):
So I think selling includes a number of things.
Firstly, negotiating, right?
Like if you're selling yourhouse or you have young kids
that need to go to bed at acertain time, you're constantly
negotiating going back andforth.
Listen, here's the benefit ofthat.
Getting eight hours of sleep.
Here's why you can't have 90pieces of candy before bed.
You know, all of that is anegotiation.
(04:11):
Uh, that's the fun set.
I think in the business setting.
Uh, you're negotiating yourideas versus someone else's
ideas or the price of a proposalversus what they're willing to
spend.
Every conversation startsbasically with a negotiation, a
back and forth, a discussionaround what is right versus what
you should do versus, you know,all those things involved.
(04:34):
Uh, the second is agreement.
Right.
You need to get agreement out ofthe discussion or negotiation
you're having.
Uh, and I have found that ifpeople like you or they like
doing business with you or theytrust you, you're going to be
able to get that agreementfaster.
Anthony Karls (04:48):
Ooh,
Tyler Dolph (04:49):
Um, and then you have to get others to support
you.
Right?
So hey, I have this idea.
Great.
I've sold it into this person.
But in order to get it done, Ineed the team to come on board
and to help enact that idea.
Or I need my wife to support meto say, Hey, we're putting the
kids down now.
Let's make sure that happens.
Anthony Karls (05:08):
nice.
So what are, what are, what aresome things that are included in
selling?
So like, what does it have to dowith any, like, just give me a
list of words or give me a listof circumstances on what does
selling have to do with, like,what are all of the different
scenarios?
Tyler Dolph (05:28):
Uh, let me just so it's like it's convincing.
It's persuading.
It's negotiating, debating, um,getting your way, right?
Like all of those things areinvolved in it.
And creating the sale andopportunity and, and ultimately
being able to do what you needto do in order to, to get the
job done.
Anthony Karls (05:49):
So what are some examples of this?
Cause I think, I think this iskind of where.
People can struggle sometimesbecause they're, they think
like, well, that's not my job.
My job isn't to sell.
That's a, that's an, that's aninteresting perspective.
And I think the reality is verydifferent.
I think you've given severaldifferent, really good examples
that are you approaching yourbedtime with your young child,
(06:16):
like a potential sale.
I'm like, how are you navigatingthat?
Because if you're just yellingat them.
And you just yelled at theprospect that you're trying to
sell service to, you couldprobably figure out how well
that's going to work.
So what are some other, what aresome other ways to like frame
(06:36):
selling for people to understandin a different way?
Tyler Dolph (06:41):
I'm trying to think of different scenarios.
You know, one is, uh, you're asmall business owner and you
need a loan, right?
You're going to go sell the bankon your future potential as a
business owner.
Right.
That's a hundred percent ofsale.
It's conversation and you'reasking for something.
You need to get something inreturn.
That's your, um,
Anthony Karls (07:01):
And it's not not like a component of that is your
books and the health of yourbooks and how your, your
projections look and all ofthat.
But if that's really, if that'slooking all great, but you come
and you don't really show up tothat meeting all that well, you
Tyler Dolph (07:17):
Yeah, a lot of doubt
Anthony Karls (07:18):
you may have a little different outcome than
you're anticipating because youmay have projected some
insecurity and a lot of doubt.
And like, it's just all real.
Like, I'm not sure about thiscat into that conversation.
Tyler Dolph (07:30):
100%.
I mean, even if you think aboutour business here at
RocketClicks, when we get thesale, we get a customer, but our
business is built on compoundingrecurring revenue, meaning the
longer we keep our clients, thebetter we do as a business.
And so we have to sell ourselvesevery day.
Every time we're talking to theclients, we have to instill some
confidence.
We have to sell in new ideas.
(07:51):
We have to, to create a visionof what the future of our
relationship is going to be.
In order for them to keep payingus.
You know, so those are littlemini sales that happen along the
way that should absolutely beconsidered a sale, even though
we may just be presenting dataor presenting a new idea, all of
those are sales.
Anthony Karls (08:12):
So what are some other examples?
What else you got?
Tyler Dolph (08:15):
Oh, let me think here.
Um, let's say we talked about abank loan.
We talked about internal.
If I am, uh, if I'm a plantmanager and I have employees
that aren't showing up on timeand I need them to run the
machines, you know, Whatever 12hours today, I need to sell in
the why they should come in ontime, right?
(08:36):
And I may use things like that'swhy I pay you or you get paid by
the hour.
And in order to make thispaycheck, you need to come in
and do your job again.
Those, those are conversations,but they're, they're sales
conversations.
You're negotiating an outcomebased on an ask.
And so the, the more you can getthem to do what you need them to
do, the, the better yourbusiness is going to run.
(08:59):
And, and the more sales aregoing to be able to make,
Anthony Karls (09:01):
So what, what are you, what do you feel like one
thing?
Critical to being successful atsales is when you're, when
you're having these, you know,conversations where you're
trying to convince or persuade,or you're debating an idea.
What do you, what are, um, onthe other side of that
(09:22):
conversation, what are youtrying to,
Tyler Dolph (09:26):
I mean, I think we could do a whole podcast on
this.
And I'm sure we will, but, butselling it and believing what
you're selling is so importantto achieving the outcome you
want, you know, if you look atour sales team and, and they're,
they have a great streak andthen you find that, you know,
they haven't closed something ina few weeks or a few months and
you go to them and they've lostbelief.
(09:47):
For some reason, either inthemselves or in the product
they're selling.
And I think you can correlatethat to everyday conversations,
right?
If you don't actually want yourkids to go to bed at a certain
time, you're not going to pushthat hard.
You're going to.
You know, not be, be a littlemore lenient or say, okay, 10
more minutes or whatever it is.
It's cause you don't actuallybelieve that seven o'clock is
(10:08):
right.
Maybe it's seven 30 or maybeit's eight or whatever it is.
So the, the more conviction andbelief you have in what you're
selling, the better the outcomeis going to be.
If you don't actually believeit, you're not going to sell it
with any passion.
You're probably not going tocome as prepared and it's not
going to go the way you
Anthony Karls (10:26):
yeah.
If you don't believe the, if youdon't believe the why behind
what you're, what you're doingand the value that it's going to
bring, it's gonna be prettytough to convince somebody else
to put some of their money moneyup to buy a thing.
We're really believing,
Tyler Dolph (10:41):
Yeah.
I mean, if, even if you thinkabout car salesmen, the best car
salesmen love The cars thatthey're actually selling there,
they intimately understand everydetail, every knob, every
button, every feature.
Uh, to, to sell you on like whythis is the best car for you.
Anthony Karls (11:00):
uh, let's see here.
So let's, let's ask one morequestion.
So what are, what do you feellike, uh, what do you feel like
is one of the biggest roadblocksmost businesses, um, have in
committing to believing sellingas a prerequisite for like just
(11:23):
doing life in general and havingevery position.
Really embrace that.
Like, what is the, we feel likethe road, what do you feel like
the biggest roadblock is there?
Tyler Dolph (11:33):
I mean, I think in some organizations or with some
individuals selling has anegative connotation.
Oh, I'm not, I don't sell that'sgross.
That's bad.
Anthony Karls (11:41):
Mm hmm.
Tyler Dolph (11:42):
But to me, that's a belief thing, right?
They don't believe in whatthey're selling.
So that's why they think it'sgross or they think it's bad.
Anthony Karls (11:48):
Yeah.
Tyler Dolph (11:48):
In reality, if they're passionate about
something, and if you ask themabout some reality, if they're
passionate about something, andif that is right, tell me about
your new bike that I know that.
You love because you're a longdistance bike rider and they'll
go on for 20 minutes about howthis bike is the most amazing
(12:11):
thing ever and it's carbon fiberand blah, blah, blah.
I mean, they're selling you onthis bike, right?
So they don't actually thinkselling is gross or negative.
They just don't want to sellwhat you have.
Anthony Karls (12:20):
We have to believe in what we're, what
we're selling.
And sometimes people inbusinesses will avoid selling
for the business or say, I'm nota salesperson or that's.
That's not part of my functionor, you know, so on and so
forth, those types of things.
Um, and you were saying it's,it's about belief, like there's
(12:42):
a belief issue.
So like, where, where does, howdoes that, like, how does that
manifest?
Like, how do you redirect thatconversation back into everybody
is a salesperson and here's anexample of how
Tyler Dolph (12:57):
Yeah, I mean, I think you could have an employee
who, you know, who's, who had abad experience or who doesn't
believe that they're in salesand they they'll tell you no
sales is gross.
That's not what I do.
You know, and then in the nextbreath, you could say, You
could, you could ask them aboutsomething that they're
passionate about.
Right?
Like we have an employee thatloves to long distance bike ride
(13:19):
and I could say something like,Hey, I, I heard you got a new
bike.
Tell me about it.
And don't fricking sell you onthis new bike for 20 minutes,
telling you all the features andit's titanium and blah, blah,
blah.
You know, in reality, they justdon't believe in what you want
them to sell.
So I think creating that, um,clarity with them when they come
to you and they say, well, I'mnot in sales or I don't do sales
(13:41):
and getting to the bottom oflike, well, what, what about
what we do or the product wesell or the service we have,
don't you believe in.
In order to convince someone oreven in talk passionately about
what that is.
And that's going to give you alot of perspective into who that
individual is and, andpotentially, uh, some, some
(14:04):
opportunities to improve yourproduct or service that someone
on the inside has alreadyidentified and can see.
A hundred
Anthony Karls (14:11):
Yeah.
It's a lot easier for everybodyin a business to be a
salesperson when they're proudand passionate about the thing,
the product or service that weare providing.
We're excited about it.
They're like, yeah, everybody's,everybody should have this.
Like one of the best, you know,you're really good at this for
rocket clicks over at the lawfirm that I was part of Mary.
(14:32):
She's she was so passionateabout how we approached helping
people navigate through divorce.
She.
That's how she came off on thephone.
And like, she really believedthis is the safest place for you
to be to come do this is do itwith us.
You'll be safer with us.
We felt that from her and that'swhy she was successful.
It wasn't good.
She knew what to say and when,and like, she was super, uh,
(14:53):
circusy in her language aroundthese conversations.
She just believed it and they,the clients understood like they
could feel how much she believedit.
Tyler Dolph (15:02):
I think the hardest thing to do in sales.
Especially if you're in a salesrole is to sell something you
don't believe in, right?
Like if you asked me to go sellbroken down car that I knew was
was not going to work for afamily that needed it.
That would be the most difficultsale because I would knew I knew
or I know internally that thisis not the right solution for
(15:24):
them.
If you can create a product orservice or a business.
That you're, that you'repassionate about and that you
would actually sell and believein, well then, and everyone has
that same mindset.
Well, everyone in the businessshould be selling because their
passion, they believe what youhave and what you're selling,
what you're, what you're giftingout to the world.
Anthony Karls (15:46):
Awesome.
Appreciate it.
Tyler, any final thoughts beforewe.
Before we wrap up on this, uh,this topic here, selling being a
prerequisite for life.
Tyler Dolph (15:55):
I appreciate the opportunity.
I hope it is valuable for all ofour listeners out there.
Anthony Karls (16:00):
Appreciate it, Tyler.
All right, here we go.
Welcome, welcome.
This is Revenue Roadmap where wetalk about driving revenue and
increasing profits in localbusinesses.
I'm Anthony Carls, president ofRocketClicks.
Today we are talking sales withour CEO, Tyler Dolph.
Tyler, welcome, welcome.
Tyler Dolph (00:18):
to be here.
Thank you very much.
Anthony Karls (00:20):
So today we're going to be talking a little bit
about a mindset.
And one thing I know we've runinto with our different team
members in both this businessand in the other business that I
was part of is I'm not asalesperson.
(00:41):
So we're going to talk a littlebit about that question.
But before we do that, before wedo that, I have a question for
you.
Good, sir.
Tyler Dolph (00:49):
Sure.
Anthony Karls (00:51):
So what one lesson or piece of advice
changed your life and the wayyou think?
Tyler Dolph (01:02):
Whoa, heavy, deep one to start out.
Anthony Karls (01:06):
Start out with a big, big raw question.
Tyler Dolph (01:09):
Uh, I think one piece that I hear now all the
time, but I hadn't heard it foran early part of my life, was
that hope is not a strategy.
And, uh, it's so true.
I would consider myself aneternal optimist, and I try to
find the good in everything, butit's not, it's not gonna turn
(01:31):
out well, or be perfect all thetime, and that if you don't have
a strategy, or a process, then,uh, you're never gonna get to
where you wanna go.
So, hope is not a strategy, iswhat I'm gonna go with.
Anthony Karls (01:44):
I love that.
That's a great one.
That's a great one.
That should go on a t shirt.
Tyler Dolph (01:46):
Yes.
Anthony Karls (01:49):
All right.
So let's jump into our topic.
Tyler Dolph (01:52):
do it.
Anthony Karls (01:56):
What is the right mindset for.
Anybody in a company as itpertains to that question or
that statement, maybe, but I'mnot a salesperson.
Tyler Dolph (02:09):
I think what's really interesting about that,
especially like, so I'll givegive the answer two ways.
One as a small business, if youare running a small business or
you're in a small business oreven work with small businesses,
revenue is oxygen, right?
Revenue pays the bills.
I used to always say here,right?
Because when we were muchsmaller that like our clients
(02:30):
pay our paychecks.
So we got to do a great job forour clients cause they're the
ones actually paying, they'reputting food on our table and
getting new clients is the onlyway that we're going to be able
to, right?
We have to be able to get newrevenue.
And the way to get new revenueis to sell, right?
You're either selling yourself,uh, by communicating the work
(02:50):
that you've done and you'retrying to gain confidence and
sell that idea or thatrecommendation into the client,
you're either selling on behalfof your company, trying to get
the deal, um, but in my.
In my opinion, you're alwaysselling.
I'm selling when I go hometonight and I'm trying to get
the dinner of choice or therestaurant of choice, or I'm
(03:11):
trying to sell my kids.
I'm going to bed at the righttime.
Every interaction is a potentialsale from my perspective.
Anthony Karls (03:18):
Yeah.
So Grant, uh, Grant Cardone, whowe, we use some of his, his
training material here at RocketClicks.
Uh, one of the things he says isselling is a prerequisite for
life.
So, uh, we're talking today,three different buckets.
So what does selling include?
What does selling have to dowith, and what are some
(03:42):
examples?
So let's start with the top.
Let's start with the first topone.
So what, what is included inselling?
Tyler Dolph (03:49):
So I think selling includes a number of things.
Firstly, negotiating, right?
Like if you're selling yourhouse or you have young kids
that need to go to bed at acertain time, you're constantly
negotiating going back andforth.
Listen, here's the benefit ofthat.
Getting eight hours of sleep.
Here's why you can't have 90pieces of candy before bed.
You know, all of that is anegotiation.
(04:11):
Uh, that's the fun set.
I think in the business setting.
Uh, you're negotiating yourideas versus someone else's
ideas or the price of a proposalversus what they're willing to
spend.
Every conversation startsbasically with a negotiation, a
back and forth, a discussionaround what is right versus what
you should do versus, you know,all those things involved.
(04:34):
Uh, the second is agreement.
Right.
You need to get agreement out ofthe discussion or negotiation
you're having.
Uh, and I have found that ifpeople like you or they like
doing business with you or theytrust you, you're going to be
able to get that agreementfaster.
Anthony Karls (04:48):
Ooh,
Tyler Dolph (04:49):
Um, and then you have to get others to support
you.
Right?
So hey, I have this idea.
Great.
I've sold it into this person.
But in order to get it done, Ineed the team to come on board
and to help enact that idea.
Or I need my wife to support meto say, Hey, we're putting the
kids down now.
Let's make sure that happens.
Anthony Karls (05:08):
nice.
So what are, what are, what aresome things that are included in
selling?
So like, what does it have to dowith any, like, just give me a
list of words or give me a listof circumstances on what does
selling have to do with, like,what are all of the different
scenarios?
Tyler Dolph (05:28):
Uh, let me just so it's like it's convincing.
It's persuading.
It's negotiating, debating, um,getting your way, right?
Like all of those things areinvolved in it.
And creating the sale andopportunity and, and ultimately
being able to do what you needto do in order to, to get the
job done.
Anthony Karls (05:49):
So what are some examples of this?
Cause I think, I think this iskind of where.
People can struggle sometimesbecause they're, they think
like, well, that's not my job.
My job isn't to sell.
That's a, that's an, that's aninteresting perspective.
And I think the reality is verydifferent.
I think you've given severaldifferent, really good examples
that are you approaching yourbedtime with your young child,
(06:16):
like a potential sale.
I'm like, how are you navigatingthat?
Because if you're just yellingat them.
And you just yelled at theprospect that you're trying to
sell service to, you couldprobably figure out how well
that's going to work.
So what are some other, what aresome other ways to like frame
(06:36):
selling for people to understandin a different way?
Tyler Dolph (06:41):
I'm trying to think of different scenarios.
You know, one is, uh, you're asmall business owner and you
need a loan, right?
You're going to go sell the bankon your future potential as a
business owner.
Right.
That's a hundred percent ofsale.
It's conversation and you'reasking for something.
You need to get something inreturn.
That's your, um,
Anthony Karls (07:01):
And it's not not like a component of that is your
books and the health of yourbooks and how your, your
projections look and all ofthat.
But if that's really, if that'slooking all great, but you come
and you don't really show up tothat meeting all that well, you
Tyler Dolph (07:17):
Yeah, a lot of doubt
Anthony Karls (07:18):
you may have a little different outcome than
you're anticipating because youmay have projected some
insecurity and a lot of doubt.
And like, it's just all real.
Like, I'm not sure about thiscat into that conversation.
Tyler Dolph (07:30):
100%.
I mean, even if you think aboutour business here at
RocketClicks, when we get thesale, we get a customer, but our
business is built on compoundingrecurring revenue, meaning the
longer we keep our clients, thebetter we do as a business.
And so we have to sell ourselvesevery day.
Every time we're talking to theclients, we have to instill some
confidence.
We have to sell in new ideas.
(07:51):
We have to, to create a visionof what the future of our
relationship is going to be.
In order for them to keep payingus.
You know, so those are littlemini sales that happen along the
way that should absolutely beconsidered a sale, even though
we may just be presenting dataor presenting a new idea, all of
those are sales.
Anthony Karls (08:12):
So what are some other examples?
What else you got?
Tyler Dolph (08:15):
Oh, let me think here.
Um, let's say we talked about abank loan.
We talked about internal.
If I am, uh, if I'm a plantmanager and I have employees
that aren't showing up on timeand I need them to run the
machines, you know, Whatever 12hours today, I need to sell in
the why they should come in ontime, right?
(08:36):
And I may use things like that'swhy I pay you or you get paid by
the hour.
And in order to make thispaycheck, you need to come in
and do your job again.
Those, those are conversations,but they're, they're sales
conversations.
You're negotiating an outcomebased on an ask.
And so the, the more you can getthem to do what you need them to
do, the, the better yourbusiness is going to run.
(08:59):
And, and the more sales aregoing to be able to make,
Anthony Karls (09:01):
So what, what are you, what do you feel like one
thing?
Critical to being successful atsales is when you're, when
you're having these, you know,conversations where you're
trying to convince or persuade,or you're debating an idea.
What do you, what are, um, onthe other side of that
(09:22):
conversation, what are youtrying to,
Tyler Dolph (09:26):
I mean, I think we could do a whole podcast on
this.
And I'm sure we will, but, butselling it and believing what
you're selling is so importantto achieving the outcome you
want, you know, if you look atour sales team and, and they're,
they have a great streak andthen you find that, you know,
they haven't closed something ina few weeks or a few months and
you go to them and they've lostbelief.
(09:47):
For some reason, either inthemselves or in the product
they're selling.
And I think you can correlatethat to everyday conversations,
right?
If you don't actually want yourkids to go to bed at a certain
time, you're not going to pushthat hard.
You're going to.
You know, not be, be a littlemore lenient or say, okay, 10
more minutes or whatever it is.
It's cause you don't actuallybelieve that seven o'clock is
(10:08):
right.
Maybe it's seven 30 or maybeit's eight or whatever it is.
So the, the more conviction andbelief you have in what you're
selling, the better the outcomeis going to be.
If you don't actually believeit, you're not going to sell it
with any passion.
You're probably not going tocome as prepared and it's not
going to go the way you
Anthony Karls (10:26):
yeah.
If you don't believe the, if youdon't believe the why behind
what you're, what you're doingand the value that it's going to
bring, it's gonna be prettytough to convince somebody else
to put some of their money moneyup to buy a thing.
We're really believing,
Tyler Dolph (10:41):
Yeah.
I mean, if, even if you thinkabout car salesmen, the best car
salesmen love The cars thatthey're actually selling there,
they intimately understand everydetail, every knob, every
button, every feature.
Uh, to, to sell you on like whythis is the best car for you.
Anthony Karls (11:00):
uh, let's see here.
So let's, let's ask one morequestion.
So what are, what do you feellike, uh, what do you feel like
is one of the biggest roadblocksmost businesses, um, have in
committing to believing sellingas a prerequisite for like just
(11:23):
doing life in general and havingevery position.
Really embrace that.
Like, what is the, we feel likethe road, what do you feel like
the biggest roadblock is there?
Tyler Dolph (11:33):
I mean, I think in some organizations or with some
individuals selling has anegative connotation.
Oh, I'm not, I don't sell that'sgross.
That's bad.
Anthony Karls (11:41):
Mm hmm.
Tyler Dolph (11:42):
But to me, that's a belief thing, right?
They don't believe in whatthey're selling.
So that's why they think it'sgross or they think it's bad.
Anthony Karls (11:48):
Yeah.
Tyler Dolph (11:48):
In reality, if they're passionate about
something, and if you ask themabout some reality, if they're
passionate about something, andif that is right, tell me about
your new bike that I know that.
You love because you're a longdistance bike rider and they'll
go on for 20 minutes about howthis bike is the most amazing
(12:11):
thing ever and it's carbon fiberand blah, blah, blah.
I mean, they're selling you onthis bike, right?
So they don't actually thinkselling is gross or negative.
They just don't want to sellwhat you have.
Anthony Karls (12:20):
We have to believe in what we're, what
we're selling.
And sometimes people inbusinesses will avoid selling
for the business or say, I'm nota salesperson or that's.
That's not part of my functionor, you know, so on and so
forth, those types of things.
Um, and you were saying it's,it's about belief, like there's
(12:42):
a belief issue.
So like, where, where does, howdoes that, like, how does that
manifest?
Like, how do you redirect thatconversation back into everybody
is a salesperson and here's anexample of how
Tyler Dolph (12:57):
Yeah, I mean, I think you could have an employee
who, you know, who's, who had abad experience or who doesn't
believe that they're in salesand they they'll tell you no
sales is gross.
That's not what I do.
You know, and then in the nextbreath, you could say, You
could, you could ask them aboutsomething that they're
passionate about.
Right?
Like we have an employee thatloves to long distance bike ride
(13:19):
and I could say something like,Hey, I, I heard you got a new
bike.
Tell me about it.
And don't fricking sell you onthis new bike for 20 minutes,
telling you all the features andit's titanium and blah, blah,
blah.
You know, in reality, they justdon't believe in what you want
them to sell.
So I think creating that, um,clarity with them when they come
to you and they say, well, I'mnot in sales or I don't do sales
(13:41):
and getting to the bottom oflike, well, what, what about
what we do or the product wesell or the service we have,
don't you believe in.
In order to convince someone oreven in talk passionately about
what that is.
And that's going to give you alot of perspective into who that
individual is and, andpotentially, uh, some, some
(14:04):
opportunities to improve yourproduct or service that someone
on the inside has alreadyidentified and can see.
A hundred
Anthony Karls (14:11):
Yeah.
It's a lot easier for everybodyin a business to be a
salesperson when they're proudand passionate about the thing,
the product or service that weare providing.
We're excited about it.
They're like, yeah, everybody's,everybody should have this.
Like one of the best, you know,you're really good at this for
rocket clicks over at the lawfirm that I was part of Mary.
(14:32):
She's she was so passionateabout how we approached helping
people navigate through divorce.
She.
That's how she came off on thephone.
And like, she really believedthis is the safest place for you
to be to come do this is do itwith us.
You'll be safer with us.
We felt that from her and that'swhy she was successful.
It wasn't good.
She knew what to say and when,and like, she was super, uh,
(14:53):
circusy in her language aroundthese conversations.
She just believed it and they,the clients understood like they
could feel how much she believedit.
Tyler Dolph (15:02):
I think the hardest thing to do in sales.
Especially if you're in a salesrole is to sell something you
don't believe in, right?
Like if you asked me to go sellbroken down car that I knew was
was not going to work for afamily that needed it.
That would be the most difficultsale because I would knew I knew
or I know internally that thisis not the right solution for
(15:24):
them.
If you can create a product orservice or a business.
That you're, that you'repassionate about and that you
would actually sell and believein, well then, and everyone has
that same mindset.
Well, everyone in the businessshould be selling because their
passion, they believe what youhave and what you're selling,
what you're, what you're giftingout to the world.
Anthony Karls (15:46):
Awesome.
Appreciate it.
Tyler, any final thoughts beforewe.
Before we wrap up on this, uh,this topic here, selling being a
prerequisite for life.
Tyler Dolph (15:55):
I appreciate the opportunity.
I hope it is valuable for all ofour listeners out there.
Anthony Karls (16:00):
Appreciate it, Tyler.
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