September 7, 2023 • 19 mins
What if the secret to sales success was akin to the commitment of an athlete?
Join us as we unpack the parallels between a pro in the field and a pro in the sales game. We uncover why sales isn't a typical 9-5 job, but instead, a career that demands constant growth, adaptation, and a dedication to personal development. Dispel the myth that sales training is solely about product knowledge, features, and benefits. Discover the value in mastering the art of connection, of guiding someone to a better future through your product or service, and the power of being a giver in your professional life.
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Connect with Mike:
Website: Mike O'Kelly
Mike@survivingoutsidesales.com
LinkedIn: Mike O'Kelly | LinkedIn
Click to join: Surviving Outside Sales Page on LinkedIn
______________________________________________________________________
If you are in outside sales and have had any of the following:
- New to Outside Sales
- New to an industry, new product, new territory - any type of change
- Experienced, but have lacked training and business development
- Seasoned but feel like you have hit your ceiling and need a reboot
If any of those descriptions sound like you or someone you know,
If you want to have a conversation about:
- Scheduling a strategy call for your next move
- Help building your business or territory
Reach out to me:
Schedule a FREE consultation
or https://www.linkedin.com/in/mike-o-kelly-44ba352b/
mike@survivingoutsidesales.com
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:01):
The Surviving Outside Sales podcast, hosted by Mike
O'Kelly, presented by SalesBuilder Academy, the goal is to
survive and thrive all phases ofoutside sales, whether you're
getting in, dominating orgetting out.
Surviving Outside Sales.
Now on with the show.
Welcome to the SurvivingOutside Sales podcast and your
(00:30):
host, mike O'Kelly.
One question to start the daywhat are you doing in your
personal development journey?
How are you getting better?
Sales is a skill.
Being a professionalsalesperson, the word is
(00:56):
professional.
Think about athletes.
I've mentioned it before.
Lebron James does not go out onthe court without practice,
without strength training,taking care of his body, eating
right.
He has decades of process.
Every game day he has the sameroutine, the same process and
(01:20):
over the years he's added things, taken things away.
He comes up with a new planbased on the new scenarios.
In fact, I think LeBron cameout over the summer and said
there were things that got hisgame and there's things about
his preparation he was going tohave to change due to his age.
Folks, if you're in sales andyou are not developing your
(01:43):
skills, working on your skills,coming up with new plans every
single year I've mentioned itbefore you need to have a
different sales plan for everyquarter.
I know that's a lot of work,but hey, you're a professional
right.
This is not a clock in, clockout type of role.
If you want to do that, sales isnot the place you should go.
(02:05):
You can go into retail.
You can go into some other lineof work.
Sales is that glorious world ofI can sell anybody and do my
job after hours.
I could meet somebody on theweekend.
I could sell them.
That doesn't happen with mywife, who's in corporate finance
(02:28):
.
She doesn't do any work on theweekends.
She doesn't have to.
She's not going to meetsomebody over the weekend and
all of a sudden she's going toclose some big deal and make
more money.
But that's the ability of sales.
That's the glorious part ofsales.
That's what I love about sales.
You can completely transformand change your life based on
your willingness to get better,your willingness to change, your
(02:50):
willingness to do the thingsthat others won't do.
What have you done recently todevelop your skill set?
These are the things that youshould be doing.
You should get coaching.
It's interesting I had severalcalls in the last two weeks with
(03:13):
my students and I feel likethey were some of the best calls
that I've had in 2023.
The reason why is because thestudents had immediate impact on
what they had gotten.
They were thirsty.
People come to me.
(03:33):
They are thirsty for knowledge.
They are thirsting for helpBecause they're not getting it
out there in the sales world.
If you're listening to thisright now and you're thinking to
yourself I didn't get theproper training, you are not
alone.
Going for help does not makeyou weak.
(03:55):
It is a sign of strength.
It is a sign of strength thatyou are trying to get better and
you are trying to evolve.
I have spent high five figureson my development in the last
three years.
I'm pushing $100,000 that Ihave paid others to help me with
(04:19):
my skill development.
If you've got an ego, oh, Idon't need help, I'm great, I'm
this, I'm that Folks.
I have seen people who quoteunquote make President's Club
win awards and they can't sellthemselves out of a wet paper
bag.
(04:39):
They're not with that companyanymore that had that well-known
product name with an existingpipeline when that person walked
in.
If you are in sales right now,you need to develop the ability
to walk up to a stranger.
Build a connection, demonstratea better future state using
(05:04):
your product or service withthat person and get them to say
yes.
Can you do that 150 times ayear?
If the answer is no, then youneed to work on your skills.
You need to get better.
It doesn't mean you've doneanything wrong, especially in
(05:29):
the medical field.
I worked there for well over adecade, been in sales 20 years
plus.
Not every company offers greattraining.
You can't assume that I'm goingto tell you this right now.
Product training is not salestraining.
Okay, handling objections isnot sales training.
(05:51):
Features and benefits is notsales training.
I'm going to say this one moretime for the people who are hard
headed.
I know you're out there because, let's face it, you're in sales
.
Product training is not salestraining.
Features and benefits are notsales training.
(06:17):
Handling objections is notsales training.
Those are all inward facing,egocentric ideas.
You're getting a lot ofobjections because you're not
doing it right.
You do it correctly.
(06:39):
You connect with somebody.
You talk about a better futurestate.
People go from objections toquestions.
Okay, mike, tell me, how doesthis work as opposed to, yeah,
we're not interested, it's tooexpensive.
Blah, blah, blah.
I was talking to one of mystudents yesterday.
They call that an F-offquestion.
(07:00):
You're going to get questionswhere some of your buyers are
going to say F-off, in otherwords, they're going to have an
objection.
That's just so ridiculous.
They basically just want you toget out of their face.
It's an F-off.
I don't want to say the fullword, I don't want to get in
trouble for that, but yes,that's an F-off question.
You get one of those.
(07:22):
You have come completelyincorrect in front of that
prospect.
That's okay, you can come backlater.
You just have to come up with adifferent plan.
You can't just go and keepdoing the same thing over and
over again and expect adifferent result.
That is the definition ofinsanity.
That is the world we're livingin right now in the sales world
Insanity, insanity.
The only thing that executivestrust me.
(07:43):
It's a battle that I face everysingle day.
I wish I had more companies thatwere clamoring for training,
but you know what I go upagainst when I talk to some of
these executives is no, we'regood, we don't need any training
.
No, we've got the best trainingstaff.
Blah, blah, blah.
Yeah, you have the besttraining staff, but yet you just
told me you guys are onlygrowing at 9%.
9% is nothing.
(08:04):
That is nothing.
It really.
I mean, if you have anybody outin the field and people are
using your product.
You should be growing at least30 to 40%.
9% is not good enough.
If you do everything properly,the bare minimum that you should
(08:27):
be growing is 30 to 40% Yearover year the bare minimum.
If you're not setting records,if you're not crushing your
quota, if you're not havingpeople calling you up to order
or you up to have buyingmeetings, you're not doing it
right.
(08:48):
Everything is transactional.
Folks, you have to build inyour territory this idea that
you are all encompassing, youare omnipresent, you are
everywhere.
They are thinking about you24-7.
Walking in, talking featuresand benefits does not cut it.
(09:09):
You will not connect withsomebody with features and
benefits.
People do not give a shit aboutyour product.
They only care about how yourproduct will help them.
Stop talking features andbenefits.
Stop talking about how greatyour company is, how long you've
been in business, how longyou've been doing this.
(09:30):
Trust me as a buyer, nobodygives a shit.
I don't care what company I gowith.
If I can see a clear, distinct,better future state, I will say
yes, I don't care if you'vebeen in business for a year or
you've been in business for 50.
(09:52):
It's all about my as the buyerfuture state being improved
faster, with less headache andless costly than if I tried to
do it on my own.
It's that simple, folks.
So if you're listening right nowand you're driving around and
you're just pounding thepavement, good for you.
You need to learn how to managea territory, how to build a
(10:19):
business.
You should be getting orderswhen you're on vacation.
If you're going on vacation andyou're not getting orders, we
need to talk ASAP because you'renot doing it right.
And you might think to yourselfI can do this forever.
No, you can't Trust me.
I'm in my mid 40s.
There are things that I can'tdo today that I could do three,
(10:42):
four years ago.
Imagine if I was still out inthe field.
You're putting mileage on yourbody and your car, but forget
about the car.
You're putting mileage on yourbody.
You're beating yourself down.
You need to do it better.
(11:03):
Going back to the beginning, youneed to work on your skills.
Plan and simple, plan andsimple.
You need to work on your skills.
If you don't work on yourskills, you are going to be left
out.
You are constantly going to behaving an open for work banner
on your LinkedIn.
(11:28):
I do feel, for some of thesepeople that can't find work I
really do it's really difficult.
But on the other hand, I justwant to ask them what are you
doing?
One of these people that sayI've been out of work for nine
months and I can't pay my bills.
What are you doing?
What are you doing?
Stop asking everybody onLinkedIn to do something.
What are you doing?
What type of action are youtaking?
(11:48):
That is the question that Iwant to ask people.
But I know the answer.
I know the answer.
Well, you don't understand.
I've got this going on.
I've got this going on, please.
I'm opening a retail business.
I just hired people.
I'm working my coachingbusiness.
(12:11):
I'm applying to be a speaker ata conference that I'm going to
in a couple weeks.
I've got two toddlers.
I've got a wife.
I've got a family.
Like, I'm busy morning, noon andnight and I still am getting it
(12:32):
done.
Am I getting it done 100%efficiently?
No, but I'm still getting itdone.
I'm still working on thingsEvery day.
I try to improve every singleday.
You improve 1% every single dayGuess what?
And a little over 90 days, 100%better.
You'll be twice as good as youwere, and then you just rinse
(12:53):
and repeat and you constantly dothat.
You need to take action today.
This is what you need to do,and I don't care if it's with me
.
This is not self-serving.
Okay, some people are not goingto like the cut of my cloth.
Get coaching.
I offer at least three types ofcoaching in my programs If
(13:18):
you're getting in, trying to getthat first job, trying to land
that job, trying to get anindustry.
If you're trying to dominate,you want to build a business,
you want to know how to takeyour business to the next level.
You want to get real businesstraining.
And then, if you want to getout into the next phase of your
life.
I have done everything,literally everything, and I give
(13:43):
you the playbook, I give youthe blueprint.
That's why I named it SalesBuilder Blueprint.
I give you the blueprint forwhat you can do to build your
business forever, no matter whatyou do.
And if it's not with me, hey,let's have a conversation, and
if it doesn't work out, I cansend you to somebody else.
(14:04):
I am not the only sales coachout there.
There's lots of sales coachesout there.
There are a lot of people whohave been very successful and
are where you want to go that Ican connect you with, but you've
got to take action.
I'm so sick and tired, I reallyam.
I'm just.
I'm so sick and tired when Ihear salespeople who are like,
(14:27):
wow, I just don't really want toinvest in that.
Oh, that seems like a lot ofmoney.
Yeah, it's a lot of money foryour future.
You don't think that athletes?
Lebron James spends over amillion dollars a year on his
body alone.
A million dollars a year on hisbody, physical therapists,
equipment for his house,equipment on the road A million
(14:50):
dollars.
You say, well, lebron has thatmoney.
Where do you want to go?
Do you want to make a half amillion?
Do you want to make a milliondollars in sales?
Do you want to set yourself upfor success?
Or do you just want to keepmaking 125K which, by the way, I
just heard the other day,$300,000 is the equivalent of
(15:11):
$100,000.
That's 30 years ago.
$300,000 is the new six figures.
That's the same purchasingpower.
Folks, it's not going to getbetter.
It's not going to get better.
That $300,000 in five years isnot going to be 250.
It's probably going to be.
There's probably going to be insome point in 10, 15 years.
You have to make a half amillion dollars a year household
(15:33):
income to live like people did40 years ago on 100K.
If you're not making that typeof money, you better figure out
a way.
You better start developingskills that are gonna allow you
to do that.
This is what you need to do.
You need to find a coach.
Okay, I have coaches.
I have three coaches right nowthat are helping me in various
(15:53):
parts of my business.
If you don't think you needcoaching, you're an egotistical.
You know what I'm just tellingyou right now?
Okay, and if you don't let mesaying that, good, because
you're probably not gonna reachout to me anyway, I don't care,
but it needs to be said.
I'm calling a spade a spade.
If you don't think you needcoaching, you are egotistical,
as you know what, and nobodywould want to work with you
(16:17):
because you're a nodal.
And I'll tell you what.
You don't know shit.
Okay, you don't know shit.
You're not as good as you thinkyou are.
Trust me, I've met thousands ofquote unquote killers in the
sales game.
Yeah, flash in the pan, fly bynight.
Their tactics are weak.
They use bullying.
(16:38):
Can't make careers off that.
Nobody wants to work with you,get coaching.
You should be reading salesbooks weekly.
Every week Doesn't mean a fullbook.
You should spend at least 20 to30 minutes a night reading
books.
(16:58):
20 to 30 minutes a nightreading books.
You need to be listening topodcasts, not just the Surviving
Outside Sales podcast.
Thank you for listening.
You need to listen to two tothree other podcasts.
If you need recommendations,reach out to me.
I can give you recommendations.
Okay, you also need to bewatching YouTube videos.
(17:23):
Okay, you need to be watchingYouTube videos.
You need to be consumingcontent.
Stop scrolling on social media.
Stop scrolling on Instagram,tiktok, whatever it is.
Stop wasting your time onFacebook.
Spend that consuming sales.
(17:44):
You are a professional.
It is time you start actinglike it.
Dm me on LinkedIn if you wannachat.
I'm willing to help anybodywho's listening, anybody who
wants to help and anybody whowants to get better.
But I'm telling you right nowif you wanna get to the next
level, you have to act like aprofessional.
If you don't, I got no sympathyfor you.
(18:06):
When you're open to work,banner pops up no sympathy for
you, and I'll tell you what thereal people out there.
They don't have sympathy foryou either.
They might.
In public, on LinkedIn, theymight try to give you
condolences, et cetera, butprivately they're like, yeah, I
don't care, that person's notwilling to help themselves.
(18:28):
I'm only willing to help peoplewho are willing to help
themselves.
Are you gonna be one of thosepeople?
Are you gonna be a giver?
You gonna give yourself anopportunity, or are you just
gonna try to take stuff frompeople?
Choice is yours.
Thank you for listening.
Probably lost all my listenerswith this episode, but it just
(18:49):
has to be said.
You're a professional.
It's time to act like it.
We'll see you tomorrowSurviving outside sales.
Bye.
The Surviving Outside Sales podcast, hosted by Mike
O'Kelly, presented by SalesBuilder Academy, the goal is to
survive and thrive all phases ofoutside sales, whether you're
getting in, dominating orgetting out.
Surviving Outside Sales.
Now on with the show.
Welcome to the SurvivingOutside Sales podcast and your
(00:30):
host, mike O'Kelly.
One question to start the daywhat are you doing in your
personal development journey?
How are you getting better?
Sales is a skill.
Being a professionalsalesperson, the word is
(00:56):
professional.
Think about athletes.
I've mentioned it before.
Lebron James does not go out onthe court without practice,
without strength training,taking care of his body, eating
right.
He has decades of process.
Every game day he has the sameroutine, the same process and
(01:20):
over the years he's added things, taken things away.
He comes up with a new planbased on the new scenarios.
In fact, I think LeBron cameout over the summer and said
there were things that got hisgame and there's things about
his preparation he was going tohave to change due to his age.
Folks, if you're in sales andyou are not developing your
(01:43):
skills, working on your skills,coming up with new plans every
single year I've mentioned itbefore you need to have a
different sales plan for everyquarter.
I know that's a lot of work,but hey, you're a professional
right.
This is not a clock in, clockout type of role.
If you want to do that, sales isnot the place you should go.
(02:05):
You can go into retail.
You can go into some other lineof work.
Sales is that glorious world ofI can sell anybody and do my
job after hours.
I could meet somebody on theweekend.
I could sell them.
That doesn't happen with mywife, who's in corporate finance
(02:28):
.
She doesn't do any work on theweekends.
She doesn't have to.
She's not going to meetsomebody over the weekend and
all of a sudden she's going toclose some big deal and make
more money.
But that's the ability of sales.
That's the glorious part ofsales.
That's what I love about sales.
You can completely transformand change your life based on
your willingness to get better,your willingness to change, your
(02:50):
willingness to do the thingsthat others won't do.
What have you done recently todevelop your skill set?
These are the things that youshould be doing.
You should get coaching.
It's interesting I had severalcalls in the last two weeks with
(03:13):
my students and I feel likethey were some of the best calls
that I've had in 2023.
The reason why is because thestudents had immediate impact on
what they had gotten.
They were thirsty.
People come to me.
(03:33):
They are thirsty for knowledge.
They are thirsting for helpBecause they're not getting it
out there in the sales world.
If you're listening to thisright now and you're thinking to
yourself I didn't get theproper training, you are not
alone.
Going for help does not makeyou weak.
(03:55):
It is a sign of strength.
It is a sign of strength thatyou are trying to get better and
you are trying to evolve.
I have spent high five figureson my development in the last
three years.
I'm pushing $100,000 that Ihave paid others to help me with
(04:19):
my skill development.
If you've got an ego, oh, Idon't need help, I'm great, I'm
this, I'm that Folks.
I have seen people who quoteunquote make President's Club
win awards and they can't sellthemselves out of a wet paper
bag.
(04:39):
They're not with that companyanymore that had that well-known
product name with an existingpipeline when that person walked
in.
If you are in sales right now,you need to develop the ability
to walk up to a stranger.
Build a connection, demonstratea better future state using
(05:04):
your product or service withthat person and get them to say
yes.
Can you do that 150 times ayear?
If the answer is no, then youneed to work on your skills.
You need to get better.
It doesn't mean you've doneanything wrong, especially in
(05:29):
the medical field.
I worked there for well over adecade, been in sales 20 years
plus.
Not every company offers greattraining.
You can't assume that I'm goingto tell you this right now.
Product training is not salestraining.
Okay, handling objections isnot sales training.
(05:51):
Features and benefits is notsales training.
I'm going to say this one moretime for the people who are hard
headed.
I know you're out there because, let's face it, you're in sales
.
Product training is not salestraining.
Features and benefits are notsales training.
(06:17):
Handling objections is notsales training.
Those are all inward facing,egocentric ideas.
You're getting a lot ofobjections because you're not
doing it right.
You do it correctly.
(06:39):
You connect with somebody.
You talk about a better futurestate.
People go from objections toquestions.
Okay, mike, tell me, how doesthis work as opposed to, yeah,
we're not interested, it's tooexpensive.
Blah, blah, blah.
I was talking to one of mystudents yesterday.
They call that an F-offquestion.
(07:00):
You're going to get questionswhere some of your buyers are
going to say F-off, in otherwords, they're going to have an
objection.
That's just so ridiculous.
They basically just want you toget out of their face.
It's an F-off.
I don't want to say the fullword, I don't want to get in
trouble for that, but yes,that's an F-off question.
You get one of those.
(07:22):
You have come completelyincorrect in front of that
prospect.
That's okay, you can come backlater.
You just have to come up with adifferent plan.
You can't just go and keepdoing the same thing over and
over again and expect adifferent result.
That is the definition ofinsanity.
That is the world we're livingin right now in the sales world
Insanity, insanity.
The only thing that executivestrust me.
(07:43):
It's a battle that I face everysingle day.
I wish I had more companies thatwere clamoring for training,
but you know what I go upagainst when I talk to some of
these executives is no, we'regood, we don't need any training
.
No, we've got the best trainingstaff.
Blah, blah, blah.
Yeah, you have the besttraining staff, but yet you just
told me you guys are onlygrowing at 9%.
9% is nothing.
(08:04):
That is nothing.
It really.
I mean, if you have anybody outin the field and people are
using your product.
You should be growing at least30 to 40%.
9% is not good enough.
If you do everything properly,the bare minimum that you should
(08:27):
be growing is 30 to 40% Yearover year the bare minimum.
If you're not setting records,if you're not crushing your
quota, if you're not havingpeople calling you up to order
or you up to have buyingmeetings, you're not doing it
right.
(08:48):
Everything is transactional.
Folks, you have to build inyour territory this idea that
you are all encompassing, youare omnipresent, you are
everywhere.
They are thinking about you24-7.
Walking in, talking featuresand benefits does not cut it.
(09:09):
You will not connect withsomebody with features and
benefits.
People do not give a shit aboutyour product.
They only care about how yourproduct will help them.
Stop talking features andbenefits.
Stop talking about how greatyour company is, how long you've
been in business, how longyou've been doing this.
(09:30):
Trust me as a buyer, nobodygives a shit.
I don't care what company I gowith.
If I can see a clear, distinct,better future state, I will say
yes, I don't care if you'vebeen in business for a year or
you've been in business for 50.
(09:52):
It's all about my as the buyerfuture state being improved
faster, with less headache andless costly than if I tried to
do it on my own.
It's that simple, folks.
So if you're listening right nowand you're driving around and
you're just pounding thepavement, good for you.
You need to learn how to managea territory, how to build a
(10:19):
business.
You should be getting orderswhen you're on vacation.
If you're going on vacation andyou're not getting orders, we
need to talk ASAP because you'renot doing it right.
And you might think to yourselfI can do this forever.
No, you can't Trust me.
I'm in my mid 40s.
There are things that I can'tdo today that I could do three,
(10:42):
four years ago.
Imagine if I was still out inthe field.
You're putting mileage on yourbody and your car, but forget
about the car.
You're putting mileage on yourbody.
You're beating yourself down.
You need to do it better.
(11:03):
Going back to the beginning, youneed to work on your skills.
Plan and simple, plan andsimple.
You need to work on your skills.
If you don't work on yourskills, you are going to be left
out.
You are constantly going to behaving an open for work banner
on your LinkedIn.
(11:28):
I do feel, for some of thesepeople that can't find work I
really do it's really difficult.
But on the other hand, I justwant to ask them what are you
doing?
One of these people that sayI've been out of work for nine
months and I can't pay my bills.
What are you doing?
What are you doing?
Stop asking everybody onLinkedIn to do something.
What are you doing?
What type of action are youtaking?
(11:48):
That is the question that Iwant to ask people.
But I know the answer.
I know the answer.
Well, you don't understand.
I've got this going on.
I've got this going on, please.
I'm opening a retail business.
I just hired people.
I'm working my coachingbusiness.
(12:11):
I'm applying to be a speaker ata conference that I'm going to
in a couple weeks.
I've got two toddlers.
I've got a wife.
I've got a family.
Like, I'm busy morning, noon andnight and I still am getting it
(12:32):
done.
Am I getting it done 100%efficiently?
No, but I'm still getting itdone.
I'm still working on thingsEvery day.
I try to improve every singleday.
You improve 1% every single dayGuess what?
And a little over 90 days, 100%better.
You'll be twice as good as youwere, and then you just rinse
(12:53):
and repeat and you constantly dothat.
You need to take action today.
This is what you need to do,and I don't care if it's with me
.
This is not self-serving.
Okay, some people are not goingto like the cut of my cloth.
Get coaching.
I offer at least three types ofcoaching in my programs If
(13:18):
you're getting in, trying to getthat first job, trying to land
that job, trying to get anindustry.
If you're trying to dominate,you want to build a business,
you want to know how to takeyour business to the next level.
You want to get real businesstraining.
And then, if you want to getout into the next phase of your
life.
I have done everything,literally everything, and I give
(13:43):
you the playbook, I give youthe blueprint.
That's why I named it SalesBuilder Blueprint.
I give you the blueprint forwhat you can do to build your
business forever, no matter whatyou do.
And if it's not with me, hey,let's have a conversation, and
if it doesn't work out, I cansend you to somebody else.
(14:04):
I am not the only sales coachout there.
There's lots of sales coachesout there.
There are a lot of people whohave been very successful and
are where you want to go that Ican connect you with, but you've
got to take action.
I'm so sick and tired, I reallyam.
I'm just.
I'm so sick and tired when Ihear salespeople who are like,
(14:27):
wow, I just don't really want toinvest in that.
Oh, that seems like a lot ofmoney.
Yeah, it's a lot of money foryour future.
You don't think that athletes?
Lebron James spends over amillion dollars a year on his
body alone.
A million dollars a year on hisbody, physical therapists,
equipment for his house,equipment on the road A million
(14:50):
dollars.
You say, well, lebron has thatmoney.
Where do you want to go?
Do you want to make a half amillion?
Do you want to make a milliondollars in sales?
Do you want to set yourself upfor success?
Or do you just want to keepmaking 125K which, by the way, I
just heard the other day,$300,000 is the equivalent of
(15:11):
$100,000.
That's 30 years ago.
$300,000 is the new six figures.
That's the same purchasingpower.
Folks, it's not going to getbetter.
It's not going to get better.
That $300,000 in five years isnot going to be 250.
It's probably going to be.
There's probably going to be insome point in 10, 15 years.
You have to make a half amillion dollars a year household
(15:33):
income to live like people did40 years ago on 100K.
If you're not making that typeof money, you better figure out
a way.
You better start developingskills that are gonna allow you
to do that.
This is what you need to do.
You need to find a coach.
Okay, I have coaches.
I have three coaches right nowthat are helping me in various
(15:53):
parts of my business.
If you don't think you needcoaching, you're an egotistical.
You know what I'm just tellingyou right now?
Okay, and if you don't let mesaying that, good, because
you're probably not gonna reachout to me anyway, I don't care,
but it needs to be said.
I'm calling a spade a spade.
If you don't think you needcoaching, you are egotistical,
as you know what, and nobodywould want to work with you
(16:17):
because you're a nodal.
And I'll tell you what.
You don't know shit.
Okay, you don't know shit.
You're not as good as you thinkyou are.
Trust me, I've met thousands ofquote unquote killers in the
sales game.
Yeah, flash in the pan, fly bynight.
Their tactics are weak.
They use bullying.
(16:38):
Can't make careers off that.
Nobody wants to work with you,get coaching.
You should be reading salesbooks weekly.
Every week Doesn't mean a fullbook.
You should spend at least 20 to30 minutes a night reading
books.
(16:58):
20 to 30 minutes a nightreading books.
You need to be listening topodcasts, not just the Surviving
Outside Sales podcast.
Thank you for listening.
You need to listen to two tothree other podcasts.
If you need recommendations,reach out to me.
I can give you recommendations.
Okay, you also need to bewatching YouTube videos.
(17:23):
Okay, you need to be watchingYouTube videos.
You need to be consumingcontent.
Stop scrolling on social media.
Stop scrolling on Instagram,tiktok, whatever it is.
Stop wasting your time onFacebook.
Spend that consuming sales.
(17:44):
You are a professional.
It is time you start actinglike it.
Dm me on LinkedIn if you wannachat.
I'm willing to help anybodywho's listening, anybody who
wants to help and anybody whowants to get better.
But I'm telling you right nowif you wanna get to the next
level, you have to act like aprofessional.
If you don't, I got no sympathyfor you.
(18:06):
When you're open to work,banner pops up no sympathy for
you, and I'll tell you what thereal people out there.
They don't have sympathy foryou either.
They might.
In public, on LinkedIn, theymight try to give you
condolences, et cetera, butprivately they're like, yeah, I
don't care, that person's notwilling to help themselves.
(18:28):
I'm only willing to help peoplewho are willing to help
themselves.
Are you gonna be one of thosepeople?
Are you gonna be a giver?
You gonna give yourself anopportunity, or are you just
gonna try to take stuff frompeople?
Choice is yours.
Thank you for listening.
Probably lost all my listenerswith this episode, but it just
(18:49):
has to be said.
You're a professional.
It's time to act like it.
We'll see you tomorrowSurviving outside sales.
Bye.
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