August 25, 2025 • 28 mins
Mike shares valuable sales lessons from three car-buying experiences where salespeople refused to negotiate, costing them sales when he took his business elsewhere.
• Being unwilling to negotiate with a ready buyer is a major sales mistake
• Three different car dealerships lost Mike's business by refusing reasonable offers
• Each dealership called back when it was too late, after he'd bought elsewhere
• Focus on closing the deal rather than squeezing every dollar from each transaction
• Getting a deal done and moving to the next prospect is more important than maximizing commission
• If you can't meet a customer's exact price, find creative ways to add value
• Never let a ready buyer walk away—the opportunity cost is too high
• When someone shows buying signals, do whatever you can to accommodate the sale
Mike is giving away three months of one-on-one coaching and three months of Sales Builder Accelerator. Email mike@survivingoutsidesales.com or connect on LinkedIn to enter through the end of September.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
The Surviving Outside Sales Podcast, hosted by Mike
O'Kelley, presented by SalesBuilder Academy.
The goal is to survive andthrive all phases of outside
sales, whether you're getting in, dominating or getting out.
Surviving Outside Sales I'myour host, mike O'Kelley.
(00:34):
Hope everybody has had afantastic summer.
We're rumbling towards the fall, labor Day is right around the
corner and we are preparing forthat push towards Q4.
It's the best time of the year.
There's a lot of great stuffthat is coming down the pipe and
I've got a couple ofannouncements I'm going to make
at the end of the episode.
You are not going to want tomiss that, so stick around to
(00:56):
the end of the episode.
I've got some offers and somefreebies, so stay tuned.
So today I wanted to talk aboutabout.
When you talk about the salesprocess, it is basically you are
selling something that somebodywants, but it's not about the
actual commodity and you have tounderstand that.
(01:19):
I'm going to give you an example.
My wife got into an accident alittle fender bender recently
and her car was totaled.
She's okay.
She did have some doctor'sappointments and some recovery
that she needed after theaccident, but she's doing okay,
all things considered.
Very fortunate, she was hit bya unlicensed work vehicle that
(01:41):
was carrying a big wood chipper,which I think is probably about
2000 pounds, like it was reallybad.
I mean, it was so bad that shewas at a standstill and the car
rammed into the back of her,couldn't stop, couldn't break in
time and completely totaled thecar.
The car was totaled so we hadto get a new one.
And I bring this up becauseeverybody has gone through an
(02:02):
experience at some point wherethey've had to purchase
something, and in this case thiswas a new automobile.
And I'm going to share threedifferent examples of how not
taking action and not willing towork with a buyer has cost
people sales.
Okay.
So this has happened to mespecifically with cars.
Okay, three times in my life Ihave gone out to purchase a
(02:27):
vehicle and the person was notwilling to budge, work with us.
They were sticking to theirguns.
Okay.
What you have to understand is,especially if you're selling a
high ticket product, you justwant to do whatever you can to
work with your buyer.
If somebody is interested inwhat you have and they are there
(02:48):
, they're live, they're ready togo, you want to do whatever you
can in order to accommodatethat sale.
When I was in, um, when I hadjust moved to Charlotte.
I got into a fender bender.
Um, I was T-boned at astoplight.
Uh, I was pulling out andsomebody had ran, ran a light
(03:18):
and T-boned me, totaled my car,all the airbags deployed and I
was very two thousands.
I can't remember the specificum, what was it?
20, 20, 2002.
This was 2002.
I moved to Charlotte andliterally in the first week, bam
, cars totaled.
So I get a rental car, I drivehome to Richmond, virginia, and
I work with my parents onhelping me find a car.
(03:40):
And um, so I go to a cardealership and I'll remember
this this was a Chevy dealershipand I was looking to get a
Chevy, uh, trailblazer.
I think it was the first yearof the Chevy trailblazer came
out.
If it wasn't a Chevytrailblazer, it was a Chevy SUV.
Maybe it was a Chevy blazer, Ican't remember.
(04:00):
It was a 20, 2002 Chevy SUV,but it was like a medium-sized
SUV.
And I remember sitting down andthe salesperson tries to do the
old song and dance.
And I tell the salesperson I'min town for 48 hours and I am
buying a vehicle.
I'm either going to buy it fromyou or I'm going to buy it from
another dealership.
It's all up to you.
(04:20):
And of course the salesprofessional said well, we'll do
whatever we can to get you inthat car.
I said, okay, great, comes backand has all these add-ons,
these fees and all these things.
And literally on there I saidwell, what is this fee?
Grounds maintenance fee?
They were trying to charge like$1,000.
He goes well, this is to waterthe grass around the cars and to
(04:46):
wash the cars and to pay forthe car washer to go out there
and wash the cars and to keepthe cars clean on the lot.
And I said no, I'm sorry,that's not something I'm going
to pay for.
I said you take that off, we'llsign the paperwork right now.
He refused and I said okay, andI looked at my mom and I said
let's go, let's leave.
We left, we drove to the Nissandealership.
(05:08):
I had a Pathfinder and so wewent to the Nissan dealership
and at the time I thought youknow what, I don't want to do
another Pathfinder, let's dosomething else.
So shout out to Pence.
Nissan in Midlothian VirginiaBought two cars from them in a
(05:29):
three-year period.
The first Nissan Pathfinder.
Then it was totaled.
We bought a second NissanPathfinder because we walked
onto the lot and the salespersonthere said, oh hey, have you
shopped with us before?
And I said, yes, I got my firstcar.
I had a hand-me-down when I wasin high school, but I was like
I got my first car from you guysthree years ago.
And he said oh, what's the lastname?
So he goes inside and he goes.
Oh, he goes.
Yeah, mr O'Kelly, do you havethe pathfinder?
(05:49):
I said no, sadly, it was in anaccident.
I digress, so he goes.
Well, I tell you what.
We don't want you to leave thelot.
Okay, we want to get you inanother pathfinder.
So we're going to do whateverit takes.
So you tell us the price.
We're going to work with you.
We want to get you back inanother Pathfinder.
Okay, we appreciate you beingon the lot.
Mind you, I had just left theChevy lot and I told the guy you
(06:13):
know, we're going to buy a carthis weekend, okay, so you can
either sell us a car or youcan't.
So we go to the Nissan and wehad negotiated a deal and
actually my dad had joined atthis point because he was off of
work.
So it was my dad, my mom and meand we're looking at cars and
(06:34):
so we come up with, we find abrand-new Pathfinder and we look
at the car and then all of asudden I look over and I said,
well, what about that one?
And it was the newest model, itwas the I think it was the 2003
, and this is 2002.
So we were looking at 2002Pathfinders.
But then I was like what isthat?
Because there was a littlechange in the body style.
I said what about that?
And I said can we get the sameprice on that one?
(06:56):
And we looked and the MSRP washigher on the new one.
He goes well, that carliterally just got here like a
week ago, and I said, okay, well, if we can do the same price,
I'll do that one.
And he goes back and talks tohis manager.
He goes we can do that.
We just want to get you into acar period, point blank.
We want to get you into a car.
We sold the car.
I'm driving back to Charlotte Iget a phone call.
(07:19):
And this was back when you tookphone calls, because you very
rarely got phone calls and I hadmy first flip phone from Sprint
.
So I answered the phone calland it was the same sales guy
from GMC or the Chevy dealershipand he goes hey, mike, I got
great news.
I talked to my GM and he saidyou know what, if he can come in
today, we'll do that deal.
(07:40):
And I started laughing and hegoes what's so funny?
And I was like I'm driving backto Charlotte and my new Nissan
Pathfinder Thanks for the callClick, well, snap.
You know, all that person hadto do was not let me leave.
You know, you have a buyer whosays I will do X if you do Y,
(08:03):
and it wasn't beyond the pale,it wasn't unreasonable, but he
missed out.
So I'm sure he went and toldhis general manager oh yeah,
he's, he's not in the market,he's not a real buyer, anything
to save face.
But that guy blew it.
Okay, um, fast forward to whenmy wife was getting a brand new
car in 2021.
(08:23):
Okay, the Kia Tellurides.
My wife had made the decision.
We had a Lincoln MKX and itjust wasn't going to work as far
as car seats.
We didn't have enough room.
It was a great car, she lovedit, but we needed car seats
because we just had our firstdaughter and we were expecting
our second.
So we're going to have two carseats.
It just the Lincoln MKX was notbuilt for two car seats and to
(08:46):
have any kind of room.
We saw Tellurides around.
My wife fell in love with it,but we couldn't find any.
So I this was in 2021.
I don't know if people remember,but, like new cars and used
cars were going five $10,000over MSRP or Kelly Blue Book.
It was insane.
So I remember I went to adealership in Kia dealership in
Gastonia, north Carolina,because it was one of the only
places I could find that had anactual car on the lot.
(09:06):
So I walk in there and I lookat the car and the car is
amazing, car's great.
And I said, okay, well, what'sthe MSRP?
And both of the salespeoplestarted laughing and they said,
well, we don't sell cars forMSRP anymore.
And I said, okay, well, it saysit's MSRP like 40, I think it
was like 49 or 50,000.
It was something around 50 K.
And so they said, well, wedon't do that anymore.
(09:32):
And I said, well, I, if you cando X, y and Z.
I felt like history wasrepeating itself.
Um, I said, if you can do X, yand Z, I'll buy the car today.
We're ready to go Like I'll buythe car today, I'll sign the
paperwork and I'll drive it offthe lot tonight or tomorrow.
I have to go get my wife to,you know, cause I was by myself
and obviously I don't have Ican't drive two cars.
They said no, we, we, you knowwe're going to, we're going to
wait, somebody's going to.
I said somebody is not going topay what you're, what you're
(09:55):
asking them to pay.
Nobody's going to pay over MSRPfor a car Like I'm sorry the
car has been here for two weeks,there's, there's more cars on
the lot, like we're at the tailend of the shortage of Kia
Tellurides of 2021.
(10:15):
And I said nobody's going topay it.
I said I'm willing to pay itright now.
I said I'll pay MSRP.
I'm not even looking for adiscount because I understand
the market.
Okay, I'll pay.
I'll pay sticker price.
Because I realized right now atmost Kia dealerships they're
going for three, four, five,6,000 over MSRP.
Because there was, it wassupply and demand there was.
There was so much demand andthere was very little supply.
(10:35):
So I wasn't trying to get adeal, I just said I'll do MSRP,
but I'm not paying more thanMSRP.
That's absurd.
I don't care what the scarcityis.
So they said, well, we can't doit.
And I said, okay, well, you,just you lost a sale.
I said thank you for your time,bye, and I walked out of the
dealership.
(10:56):
While I'm driving home, my wifetells me that there is a
certified used with 10,000 milesin Hickory, north Carolina.
So I called the dealership andI said, hey, I'll be there
tomorrow.
I said will you hold the car?
And they said yep, we'll holdthe car.
So I go up there.
It's a gorgeous, perfect shape.
It was a mom with two kids.
She was trading it in for aminivan, a Kia minivan, the new
(11:17):
Carnival that just came out.
So it was very low mileage.
She'd had it for about a yearand a half, hardly driven it.
It was in great mint condition.
And I asked the price.
And the price was much lowerthan the brand new model, much
lower like five or $6,000 lessthan the, than the MSRP of the
brand new model, and it only had10,000 miles on it.
(11:38):
And so I called up my wife andI kind of negotiated through her
, which also is a hot move,because then I can say oh, you
know what my wife's on the otherend she says X, y, z, like we
kept lowering the price, butwhat we got was more for our
trade in.
We got a very fair trade inaccording to Kelly Blue Book.
We got on the higher end of theKelly Blue Book, so we were
(12:01):
very happy with the deal.
We basically negotiatedeverything.
It was done.
My wife would have to come backthe next day to buy the car.
Uh, that night so this was aday after that night I get a
phone call from uh the Gastonia,uh, North Carolina Kia
dealership.
Hey, mike, great news.
You know we chatted it over and, uh, if you want to come in,
(12:24):
we'll sell it to you for MSRP.
I said I'm sorry, too late.
I bought a car from ParamountKia in Hickory, north Carolina.
You guys had your shot and youlet me walk off the lot.
I said that was your firstmistake.
You let me walk off the lot.
Hope you have a good day.
Bye, click, turn it off.
That happened twice.
You're starting to see apattern.
(12:46):
It happened a third time twoweeks ago.
My wife, when she got into theaccident, she really wanted to
do another Kia Telluride.
So we were looking at gettingcertified used and we wanted a
Kia Telluride.
You know about the same model,the 2021.
And so there was one that wasright around the corner from our
house, a Kia dealershipide youknow about the same model, the
2021.
And so there was one that wasright around the corner from our
house, a Kia dealership inCharlotte, north Carolina.
(13:08):
I'm not going to say the name,but if you Google, you know
exactly what dealership I'mtalking about.
Don't ever go to them.
They are horrible, superdisorganized and they play games
Simple as that.
So I called the sales guy whowas the sales manager and I said
look, my wife is interested inthis car.
Is it still available?
Tell me about it.
What's the best you can do?
I want you to send me your bestand final your best and final
(13:31):
out the door price.
Okay, out the door price, sendit to me, sends me the outdoor
price.
And I said well, I'm just alittle confused because online
two days ago, it was listed foralmost $2,000 less.
So I drove by the lot and youhave about 25 Kia Tellurides on
the lot.
So I don't understand why.
Because there's no supply.
There's ample supply andthere's not a crazy amount of
(13:55):
demand right now.
So I don't know why you raisedthe price.
That doesn't make any sense.
I said this is our price, outthe door, like we had a price
that we were willing to pay.
And I said look, there's otherKia dealerships that have very
similar models with bettermileage for what we want to pay.
And he said okay, well, let mesee what I can do.
And so I he goes, I'll send youover the best and final kind of
(14:18):
the offer.
We're allowing it to go out thedoor.
And he sends me the email and Isaid well, this isn't going to
work.
I can do this price.
If we do this price, I willcome in tomorrow and I'll sign
the paperwork.
We'll buy the car and what?
The price I gave him wasextremely fair.
And he said no, he got, and hecalls me and I and I, I talked
(14:40):
to him and he says I'm losingmoney if I sell it to you for
less than what I offered it toyou.
And it was something like wewere apart, like $3,100, but,
mind you, it was only $2,000 offwhat the car was literally
sitting at two days prior.
So now he's telling me he'sgoing to lose a, he's going to
(15:01):
lose a, he's going to lose moneyif he sells it to me for less
than that.
And I said okay, well, I, thisis my price.
So if you can't do that, then Iappreciate your time, but we're
going to go elsewhere.
And he goes.
Okay, yeah, go elsewhere.
See what you got a littlesnarky.
So we do.
We reach out to anotherdealership, shout out to
Hendrick Kia of Concord, northCarolina.
(15:22):
They were amazing to work with,very turnkey.
We reach out to them about thecar, see if it's still available
.
And they said yes, it's a fair,it's a very low mileage.
Kia Telluride almost identicalfeatures sunroof, leather,
navigation, whole nine yards,all black.
My wife had a white car beforewith black rims.
(15:44):
Now she's got all black withblack rims.
The car is extremely badass.
I'm very jealous.
This is a car I want to drive,but I digress.
So we were texting with thedealership and basically they're
like what is it going to takefor you to come buy the car?
We give them the number andthey were like if you come in
(16:11):
tonight and sign the paperwork,we'll do that deal.
And we were going to.
We paid several thousanddollars less for less mileage
than the previous car we werewilling to buy.
We just had to go a little bitfurther.
Both of the cars were Kiacertified, still had their a
hundred thousand mile warrantyon it, but this car had about
$9,000.
I'm sorry about 9,000 milesless than the car from the
dealership in Charlotte thatbasically told me to go pound
(16:31):
sand.
I pick up the girls, we pick upthe girls from daycare, we drive
up to Concord, north Carolina.
It's about 35, 40 minutes fromCharlotte.
We go to the dealership, wecheck out the car.
Car looks amazing.
It looks like the BatmobileAbsolutely obsessed with it,
love it.
Completely blacked out,completely blacked out.
Everything's blacked out.
Logos blacked out, namesblacked out, black interior,
(16:54):
tinted windows, sunroof it looksamazing.
While we're sitting down doingthe paperwork, my phone starts
vibrating and I look at my phoneand it says, uh, blank, blank,
kia on the caller ID.
And I just start laughing and Ishow it to my wife and I let it
go to voicemail and then I getan email and the email says hey,
(17:18):
mike, great news.
I talked to my general manager.
He's willing to do it.
If you're willing to come up alittle bit, he's willing to do
it for the $2,000, the price wehad online a couple of days ago.
He's willing to do that if youwant to do the paperwork.
And I shot him an email back.
I don't remember what thedude's name was, but I said hey,
so-and-so.
(17:39):
I'm sitting at Hendrick Kia andConcord purchasing a Telluride
as we speak.
Thank you for reaching out.
Have a good day.
If you didn't notice, it was allof the exact same three
scenarios In person.
Went to a dealership Well, Ididn't go to this Kia dealership
(18:03):
in Charlotte.
I didn't go to the dealership.
I was negotiating over thephone, three straight things.
I tell them I will buy, I'mready to buy.
I will sign the paperworktomorrow or that day.
I am ready to buy, if you cando this for me.
What pissed me off about allthree scenarios was their lack
(18:25):
of, or their unwillingness to,negotiate.
If you learn anything from thisstory, negotiate with a buyer
that is ready to buy.
Don't mess around.
If somebody is ready to buy,forget about you've got
prospects elsewhere.
(18:45):
Negotiate with them.
If you've ever watched like areality show that does real
estate and they always tell thebuyers they're like we got a
buyer right here.
Forget about the extra $10,000you're going to get.
Do the deal, get it done.
Your job is to sell something.
So if you're out there rightnow and you've, you're selling
(19:06):
things.
There are certain things youcan't budge, but try to do
something to make them feel good, like throw in a bonus Cause.
Honestly, if they had come backand said, mike, we just can't do
your price, let me see if wecan do something else and maybe
we can put a package togetherwhere, like they could have done
something like offer five yearsor three years of oil changes,
(19:27):
something that costs them verylittle, but it's a savings to me
, the buyer.
We only live about three milesaway from the dealership.
It would have been great if wehad gotten a couple of years of
oil changes.
And, by the way, the dirtylittle secret is, at dealerships
their prices are so inflatedand they get so much money from
the warranty work that they canin fact write those off and it's
(19:52):
not a huge deal.
They could have had a car soldthat has the Dutch Miller.
Oh, I already said it, sorry.
I let the cat out of the bag.
It says the Kia name on theback of the car.
I let the cat out of the bag.
It says the Kia name on theback of the car.
They could have had that.
They could have had that.
It's a walking advertisement.
(20:14):
I never take off thedealership's sticker off the car
or like the name plate oranything like that.
If I appreciate what they havedone in the sales process, I
never do that.
The only time I've ever takenoff those tags is when I really
didn't have a great relationshipor great experience at the
dealership.
I have bought two other carswhere I did not have great
experience at the dealership.
It was just they had thespecific car that I needed at
the time and so I just went withit them, you know letting
(20:41):
people know.
But three times I could havebought something from the one of
the first people that I Ireached out to and in each
instance I ended up buying threedifferent cars from the, from
the salespeople and the businessthat was willing to negotiate.
(21:02):
They understand the value ofhaving somebody live in front of
them.
I can't stress it enough.
If you have somebody that'sgiving you buying signals,
they're asking buying questions,they're asking you to negotiate
, figure out what you have to doto get the deal done, period.
(21:22):
Don't worry about anything else.
Especially, do not worry aboutyour commission.
Get the deal done.
Don't try to squeeze out anextra dollar or two or extra
thousand or extra 10,000.
Don't think about yourcommission.
Well, if I can get them to doanother 10,000, I'm going to get
(21:45):
X, y and Z more.
Don't just get the deal done.
Get the deal done and then moveon to the next deal.
Then get that deal done andmove on to the next one and the
next one and the next one.
That is what you should befocusing on is not trying to
squeeze every single dollar outof every single deal, but you
(22:06):
want to be able to know is thisa good deal?
Am I getting a good?
Am I giving a good offer?
And get them to say yes andmove on to the next one.
Get them to say yes and thenmove on to the next one.
Get them to say yes and thenmove on to the next one.
It's a classic case of peoplesticking to their guns, trying
to get as much as possible,probably because they had
incentives that they were tryingto hit, and they were trying to
(22:29):
get me to hit their incentivesto make more money so that their
commission could be larger, andin the end, it bit them in the
ass.
So, hopefully, the car buyingexperience and I know a lot of
people have very similar carbuying experiences that they
have gone through in the past.
So again, it's one of thosethings where you don't buy cars
(22:52):
very often and when you do, someof those sales professionals
use certain tactics to try toget over on you.
But I digress, point beingplease just focus on closing the
deal.
Get the deal done and move onto the next one, and don't worry
about the timing, don't worryabout, oh, if I just hold this
over for another day, don'tsandbag, just try to get the
(23:14):
deal done, move on to the next.
Make money, live the life ofyour dreams through sales, all
right.
So I kind of teased in thebeginning that I had an offer
that I wanted to give out topeople.
So what I'm going to do is um,I have a.
I have a lot of people thathave been reaching out to me
recently about getting into thesales industry and, as as we
(23:35):
talk about surviving outsidesales, there are three uh facets
there's getting in, there'sdominating and then there's
getting out.
You know the dominating part.
That is how you work on yourcraft and you become a
professional.
You learn things like the P3sales method.
I have students that areworking through the sales
builder blueprint and the salesbuilder accelerator and then you
(23:57):
also have the people trying toget their first job, and that's
called the sales entry plan.
So I haven't talked about thisin a while.
If you're new to the umsurviving outside sales universe
, do me a favor.
Um, please.
Uh, give a review on anyplatform you're listening to.
It really helps out the show.
It helps to spread it to otherpeople.
Leave a review.
(24:18):
Uh, connect with me on LinkedIn.
Just search Michael Kellysurviving outside sales.
Uh, connect with me on LinkedIn.
Shoot me a message.
Just search Michael KellySurviving Outside Sales.
Connect with me on LinkedIn.
Shoot me a message If you wantto chat about whatever's going
on in your life.
I usually chat with about threeto four people per week three
to four new people per weekabout where they are in their
sales journey, et cetera.
I'd love to help you get towhere you want to go, if
(24:40):
possible.
Sales entry plan these are forprofessionals who have no idea
where to start and they'relooking to get into the sales
world.
There's a nine-step processthat I can run you through.
It's very simple.
I can run you through thatprocess of how to get your first
job and the goal is to get youthe best offer possible and then
(25:03):
get you onboarded and then,once you get that job, if you
want to learn the salesmethodologies of the sales
builder accelerator and the P3sales method the last sales
method you're ever going to needfor the rest of your life you
can do that as well.
But I am going to be doing a Iguess you could say a raffle for
(25:23):
individuals who want to sign up.
I'm going to be giving away uhthree months of one-on-one
coaching with uh one person whowins the contest.
So it's going to run throughthe end of September.
You can sign up.
You can just email me say hey,I'm in, I want to learn, I want
to learn more about it.
You can reach out to me, mike,at survivingoutsidesalescom.
(25:49):
I will have a website with aform that you can sign up with,
but I'll be giving away one spotfor somebody in the sales world
.
So reach out to me.
If you're looking to get intosales, you're trying to find
that new or you're trying tofind that new role you could be
in sales and you're looking toget into another industry.
You have to be able to have aplan and you have to have a
(26:10):
structure around your job search.
You can't just apply for jobson LinkedIn.
Very rarely are you ever goingto get a job.
There's, there are thingsbehind the scenes.
There's preparations.
I have spoken I mean, I'veinterviewed and I've hired
hundreds of people in my life.
I'm an I'm an expert now ofhiring people and looking at
(26:33):
resumes and I see some terribleresumes.
I see terrible resumes.
I see terrible reach out.
I see terrible followup.
People are unprepared forinterviews.
Some of the times they don'teven know what they've, what
they've applied for, and thatjust infuriates a person on a
discovery call or first time.
And it's also gonna be the samething if you reach out to a
recruiter or a recruiter reachesout to you.
(26:55):
But um, also, I will be alsogiving away a um three months of
sales builderator as well.
So if you're in sales right nowor you've just gotten into a
sales role and you want to learnmore, you want to learn the
ways of how to build your salesbusiness as your sales territory
(27:15):
and treat it like a businessagain, reach out to me.
So I'm going to be announcingin the next subsequent podcasts
how you can enter that.
But don't wait.
Make sure you enter.
You can just shoot me an email,mike at
SurvivingOutsideSalescom, or youcan connect with me on LinkedIn
and say, hey, I want to knowmore about XYZ.
I also do a free territoryaudit if you're in the field, or
(27:35):
I also do a free consult callif you're looking to get into
the industry and just kind ofsee how I's um, see how I can
help or what I can do to assistyou in any way possible.
So thank you so much foreverybody who's been listening
to this five and outside salespodcast.
Um, it has been absolutely crazy.
This summer has been thecraziest summer of my life.
Um, I feel like I've beenburning the candle at both ends
(27:58):
to the point of where all of myfingers are burnt.
But I'm going to be having morepodcasts.
My goal is still to get to 500podcasts, so I'm a hundred and
something away.
I'm going to keep going at it,keep grinding and trying to help
as many sales professionals aspossible in this beautiful game
of outside sales live the lifethat they want.
So reach out to me, connectwith me.
(28:20):
I'd love to hear about whatyou're going through and love to
hear from you.
So reach out to me, connectwith me.
I'd love to hear about whatyou're going through.
I'd love to hear from you.
This has been until next time.
This has been Surviving OutsideSales Cheers.
The Surviving Outside Sales Podcast, hosted by Mike
O'Kelley, presented by SalesBuilder Academy.
The goal is to survive andthrive all phases of outside
sales, whether you're getting in, dominating or getting out.
Surviving Outside Sales I'myour host, mike O'Kelley.
(00:34):
Hope everybody has had afantastic summer.
We're rumbling towards the fall, labor Day is right around the
corner and we are preparing forthat push towards Q4.
It's the best time of the year.
There's a lot of great stuffthat is coming down the pipe and
I've got a couple ofannouncements I'm going to make
at the end of the episode.
You are not going to want tomiss that, so stick around to
(00:56):
the end of the episode.
I've got some offers and somefreebies, so stay tuned.
So today I wanted to talk aboutabout.
When you talk about the salesprocess, it is basically you are
selling something that somebodywants, but it's not about the
actual commodity and you have tounderstand that.
(01:19):
I'm going to give you an example.
My wife got into an accident alittle fender bender recently
and her car was totaled.
She's okay.
She did have some doctor'sappointments and some recovery
that she needed after theaccident, but she's doing okay,
all things considered.
Very fortunate, she was hit bya unlicensed work vehicle that
(01:41):
was carrying a big wood chipper,which I think is probably about
2000 pounds, like it was reallybad.
I mean, it was so bad that shewas at a standstill and the car
rammed into the back of her,couldn't stop, couldn't break in
time and completely totaled thecar.
The car was totaled so we hadto get a new one.
And I bring this up becauseeverybody has gone through an
(02:02):
experience at some point wherethey've had to purchase
something, and in this case thiswas a new automobile.
And I'm going to share threedifferent examples of how not
taking action and not willing towork with a buyer has cost
people sales.
Okay.
So this has happened to mespecifically with cars.
Okay, three times in my life Ihave gone out to purchase a
(02:27):
vehicle and the person was notwilling to budge, work with us.
They were sticking to theirguns.
Okay.
What you have to understand is,especially if you're selling a
high ticket product, you justwant to do whatever you can to
work with your buyer.
If somebody is interested inwhat you have and they are there
(02:48):
, they're live, they're ready togo, you want to do whatever you
can in order to accommodatethat sale.
When I was in, um, when I hadjust moved to Charlotte.
I got into a fender bender.
Um, I was T-boned at astoplight.
Uh, I was pulling out andsomebody had ran, ran a light
(03:18):
and T-boned me, totaled my car,all the airbags deployed and I
was very two thousands.
I can't remember the specificum, what was it?
20, 20, 2002.
This was 2002.
I moved to Charlotte andliterally in the first week, bam
, cars totaled.
So I get a rental car, I drivehome to Richmond, virginia, and
I work with my parents onhelping me find a car.
(03:40):
And um, so I go to a cardealership and I'll remember
this this was a Chevy dealershipand I was looking to get a
Chevy, uh, trailblazer.
I think it was the first yearof the Chevy trailblazer came
out.
If it wasn't a Chevytrailblazer, it was a Chevy SUV.
Maybe it was a Chevy blazer, Ican't remember.
(04:00):
It was a 20, 2002 Chevy SUV,but it was like a medium-sized
SUV.
And I remember sitting down andthe salesperson tries to do the
old song and dance.
And I tell the salesperson I'min town for 48 hours and I am
buying a vehicle.
I'm either going to buy it fromyou or I'm going to buy it from
another dealership.
It's all up to you.
(04:20):
And of course the salesprofessional said well, we'll do
whatever we can to get you inthat car.
I said, okay, great, comes backand has all these add-ons,
these fees and all these things.
And literally on there I saidwell, what is this fee?
Grounds maintenance fee?
They were trying to charge like$1,000.
He goes well, this is to waterthe grass around the cars and to
(04:46):
wash the cars and to pay forthe car washer to go out there
and wash the cars and to keepthe cars clean on the lot.
And I said no, I'm sorry,that's not something I'm going
to pay for.
I said you take that off, we'llsign the paperwork right now.
He refused and I said okay, andI looked at my mom and I said
let's go, let's leave.
We left, we drove to the Nissandealership.
(05:08):
I had a Pathfinder and so wewent to the Nissan dealership
and at the time I thought youknow what, I don't want to do
another Pathfinder, let's dosomething else.
So shout out to Pence.
Nissan in Midlothian VirginiaBought two cars from them in a
(05:29):
three-year period.
The first Nissan Pathfinder.
Then it was totaled.
We bought a second NissanPathfinder because we walked
onto the lot and the salespersonthere said, oh hey, have you
shopped with us before?
And I said, yes, I got my firstcar.
I had a hand-me-down when I wasin high school, but I was like
I got my first car from you guysthree years ago.
And he said oh, what's the lastname?
So he goes inside and he goes.
Oh, he goes.
Yeah, mr O'Kelly, do you havethe pathfinder?
(05:49):
I said no, sadly, it was in anaccident.
I digress, so he goes.
Well, I tell you what.
We don't want you to leave thelot.
Okay, we want to get you inanother pathfinder.
So we're going to do whateverit takes.
So you tell us the price.
We're going to work with you.
We want to get you back inanother Pathfinder.
Okay, we appreciate you beingon the lot.
Mind you, I had just left theChevy lot and I told the guy you
(06:13):
know, we're going to buy a carthis weekend, okay, so you can
either sell us a car or youcan't.
So we go to the Nissan and wehad negotiated a deal and
actually my dad had joined atthis point because he was off of
work.
So it was my dad, my mom and meand we're looking at cars and
(06:34):
so we come up with, we find abrand-new Pathfinder and we look
at the car and then all of asudden I look over and I said,
well, what about that one?
And it was the newest model, itwas the I think it was the 2003
, and this is 2002.
So we were looking at 2002Pathfinders.
But then I was like what isthat?
Because there was a littlechange in the body style.
I said what about that?
And I said can we get the sameprice on that one?
(06:56):
And we looked and the MSRP washigher on the new one.
He goes well, that carliterally just got here like a
week ago, and I said, okay, well, if we can do the same price,
I'll do that one.
And he goes back and talks tohis manager.
He goes we can do that.
We just want to get you into acar period, point blank.
We want to get you into a car.
We sold the car.
I'm driving back to Charlotte Iget a phone call.
(07:19):
And this was back when you tookphone calls, because you very
rarely got phone calls and I hadmy first flip phone from Sprint
.
So I answered the phone calland it was the same sales guy
from GMC or the Chevy dealershipand he goes hey, mike, I got
great news.
I talked to my GM and he saidyou know what, if he can come in
today, we'll do that deal.
(07:40):
And I started laughing and hegoes what's so funny?
And I was like I'm driving backto Charlotte and my new Nissan
Pathfinder Thanks for the callClick, well, snap.
You know, all that person hadto do was not let me leave.
You know, you have a buyer whosays I will do X if you do Y,
(08:03):
and it wasn't beyond the pale,it wasn't unreasonable, but he
missed out.
So I'm sure he went and toldhis general manager oh yeah,
he's, he's not in the market,he's not a real buyer, anything
to save face.
But that guy blew it.
Okay, um, fast forward to whenmy wife was getting a brand new
car in 2021.
(08:23):
Okay, the Kia Tellurides.
My wife had made the decision.
We had a Lincoln MKX and itjust wasn't going to work as far
as car seats.
We didn't have enough room.
It was a great car, she lovedit, but we needed car seats
because we just had our firstdaughter and we were expecting
our second.
So we're going to have two carseats.
It just the Lincoln MKX was notbuilt for two car seats and to
(08:46):
have any kind of room.
We saw Tellurides around.
My wife fell in love with it,but we couldn't find any.
So I this was in 2021.
I don't know if people remember,but, like new cars and used
cars were going five $10,000over MSRP or Kelly Blue Book.
It was insane.
So I remember I went to adealership in Kia dealership in
Gastonia, north Carolina,because it was one of the only
places I could find that had anactual car on the lot.
(09:06):
So I walk in there and I lookat the car and the car is
amazing, car's great.
And I said, okay, well, what'sthe MSRP?
And both of the salespeoplestarted laughing and they said,
well, we don't sell cars forMSRP anymore.
And I said, okay, well, it saysit's MSRP like 40, I think it
was like 49 or 50,000.
It was something around 50 K.
And so they said, well, wedon't do that anymore.
(09:32):
And I said, well, I, if you cando X, y and Z.
I felt like history wasrepeating itself.
Um, I said, if you can do X, yand Z, I'll buy the car today.
We're ready to go Like I'll buythe car today, I'll sign the
paperwork and I'll drive it offthe lot tonight or tomorrow.
I have to go get my wife to,you know, cause I was by myself
and obviously I don't have Ican't drive two cars.
They said no, we, we, you knowwe're going to, we're going to
wait, somebody's going to.
I said somebody is not going topay what you're, what you're
(09:55):
asking them to pay.
Nobody's going to pay over MSRPfor a car Like I'm sorry the
car has been here for two weeks,there's, there's more cars on
the lot, like we're at the tailend of the shortage of Kia
Tellurides of 2021.
(10:15):
And I said nobody's going topay it.
I said I'm willing to pay itright now.
I said I'll pay MSRP.
I'm not even looking for adiscount because I understand
the market.
Okay, I'll pay.
I'll pay sticker price.
Because I realized right now atmost Kia dealerships they're
going for three, four, five,6,000 over MSRP.
Because there was, it wassupply and demand there was.
There was so much demand andthere was very little supply.
(10:35):
So I wasn't trying to get adeal, I just said I'll do MSRP,
but I'm not paying more thanMSRP.
That's absurd.
I don't care what the scarcityis.
So they said, well, we can't doit.
And I said, okay, well, you,just you lost a sale.
I said thank you for your time,bye, and I walked out of the
dealership.
(10:56):
While I'm driving home, my wifetells me that there is a
certified used with 10,000 milesin Hickory, north Carolina.
So I called the dealership andI said, hey, I'll be there
tomorrow.
I said will you hold the car?
And they said yep, we'll holdthe car.
So I go up there.
It's a gorgeous, perfect shape.
It was a mom with two kids.
She was trading it in for aminivan, a Kia minivan, the new
(11:17):
Carnival that just came out.
So it was very low mileage.
She'd had it for about a yearand a half, hardly driven it.
It was in great mint condition.
And I asked the price.
And the price was much lowerthan the brand new model, much
lower like five or $6,000 lessthan the, than the MSRP of the
brand new model, and it only had10,000 miles on it.
(11:38):
And so I called up my wife andI kind of negotiated through her
, which also is a hot move,because then I can say oh, you
know what my wife's on the otherend she says X, y, z, like we
kept lowering the price, butwhat we got was more for our
trade in.
We got a very fair trade inaccording to Kelly Blue Book.
We got on the higher end of theKelly Blue Book, so we were
(12:01):
very happy with the deal.
We basically negotiatedeverything.
It was done.
My wife would have to come backthe next day to buy the car.
Uh, that night so this was aday after that night I get a
phone call from uh the Gastonia,uh, North Carolina Kia
dealership.
Hey, mike, great news.
You know we chatted it over and, uh, if you want to come in,
(12:24):
we'll sell it to you for MSRP.
I said I'm sorry, too late.
I bought a car from ParamountKia in Hickory, north Carolina.
You guys had your shot and youlet me walk off the lot.
I said that was your firstmistake.
You let me walk off the lot.
Hope you have a good day.
Bye, click, turn it off.
That happened twice.
You're starting to see apattern.
(12:46):
It happened a third time twoweeks ago.
My wife, when she got into theaccident, she really wanted to
do another Kia Telluride.
So we were looking at gettingcertified used and we wanted a
Kia Telluride.
You know about the same model,the 2021.
And so there was one that wasright around the corner from our
house, a Kia dealershipide youknow about the same model, the
2021.
And so there was one that wasright around the corner from our
house, a Kia dealership inCharlotte, north Carolina.
(13:08):
I'm not going to say the name,but if you Google, you know
exactly what dealership I'mtalking about.
Don't ever go to them.
They are horrible, superdisorganized and they play games
Simple as that.
So I called the sales guy whowas the sales manager and I said
look, my wife is interested inthis car.
Is it still available?
Tell me about it.
What's the best you can do?
I want you to send me your bestand final your best and final
(13:31):
out the door price.
Okay, out the door price, sendit to me, sends me the outdoor
price.
And I said well, I'm just alittle confused because online
two days ago, it was listed foralmost $2,000 less.
So I drove by the lot and youhave about 25 Kia Tellurides on
the lot.
So I don't understand why.
Because there's no supply.
There's ample supply andthere's not a crazy amount of
(13:55):
demand right now.
So I don't know why you raisedthe price.
That doesn't make any sense.
I said this is our price, outthe door, like we had a price
that we were willing to pay.
And I said look, there's otherKia dealerships that have very
similar models with bettermileage for what we want to pay.
And he said okay, well, let mesee what I can do.
And so I he goes, I'll send youover the best and final kind of
(14:18):
the offer.
We're allowing it to go out thedoor.
And he sends me the email and Isaid well, this isn't going to
work.
I can do this price.
If we do this price, I willcome in tomorrow and I'll sign
the paperwork.
We'll buy the car and what?
The price I gave him wasextremely fair.
And he said no, he got, and hecalls me and I and I, I talked
(14:40):
to him and he says I'm losingmoney if I sell it to you for
less than what I offered it toyou.
And it was something like wewere apart, like $3,100, but,
mind you, it was only $2,000 offwhat the car was literally
sitting at two days prior.
So now he's telling me he'sgoing to lose a, he's going to
(15:01):
lose a, he's going to lose moneyif he sells it to me for less
than that.
And I said okay, well, I, thisis my price.
So if you can't do that, then Iappreciate your time, but we're
going to go elsewhere.
And he goes.
Okay, yeah, go elsewhere.
See what you got a littlesnarky.
So we do.
We reach out to anotherdealership, shout out to
Hendrick Kia of Concord, northCarolina.
(15:22):
They were amazing to work with,very turnkey.
We reach out to them about thecar, see if it's still available
.
And they said yes, it's a fair,it's a very low mileage.
Kia Telluride almost identicalfeatures sunroof, leather,
navigation, whole nine yards,all black.
My wife had a white car beforewith black rims.
(15:44):
Now she's got all black withblack rims.
The car is extremely badass.
I'm very jealous.
This is a car I want to drive,but I digress.
So we were texting with thedealership and basically they're
like what is it going to takefor you to come buy the car?
We give them the number andthey were like if you come in
(16:11):
tonight and sign the paperwork,we'll do that deal.
And we were going to.
We paid several thousanddollars less for less mileage
than the previous car we werewilling to buy.
We just had to go a little bitfurther.
Both of the cars were Kiacertified, still had their a
hundred thousand mile warrantyon it, but this car had about
$9,000.
I'm sorry about 9,000 milesless than the car from the
dealership in Charlotte thatbasically told me to go pound
(16:31):
sand.
I pick up the girls, we pick upthe girls from daycare, we drive
up to Concord, north Carolina.
It's about 35, 40 minutes fromCharlotte.
We go to the dealership, wecheck out the car.
Car looks amazing.
It looks like the BatmobileAbsolutely obsessed with it,
love it.
Completely blacked out,completely blacked out.
Everything's blacked out.
Logos blacked out, namesblacked out, black interior,
(16:54):
tinted windows, sunroof it looksamazing.
While we're sitting down doingthe paperwork, my phone starts
vibrating and I look at my phoneand it says, uh, blank, blank,
kia on the caller ID.
And I just start laughing and Ishow it to my wife and I let it
go to voicemail and then I getan email and the email says hey,
(17:18):
mike, great news.
I talked to my general manager.
He's willing to do it.
If you're willing to come up alittle bit, he's willing to do
it for the $2,000, the price wehad online a couple of days ago.
He's willing to do that if youwant to do the paperwork.
And I shot him an email back.
I don't remember what thedude's name was, but I said hey,
so-and-so.
(17:39):
I'm sitting at Hendrick Kia andConcord purchasing a Telluride
as we speak.
Thank you for reaching out.
Have a good day.
If you didn't notice, it was allof the exact same three
scenarios In person.
Went to a dealership Well, Ididn't go to this Kia dealership
(18:03):
in Charlotte.
I didn't go to the dealership.
I was negotiating over thephone, three straight things.
I tell them I will buy, I'mready to buy.
I will sign the paperworktomorrow or that day.
I am ready to buy, if you cando this for me.
What pissed me off about allthree scenarios was their lack
(18:25):
of, or their unwillingness to,negotiate.
If you learn anything from thisstory, negotiate with a buyer
that is ready to buy.
Don't mess around.
If somebody is ready to buy,forget about you've got
prospects elsewhere.
(18:45):
Negotiate with them.
If you've ever watched like areality show that does real
estate and they always tell thebuyers they're like we got a
buyer right here.
Forget about the extra $10,000you're going to get.
Do the deal, get it done.
Your job is to sell something.
So if you're out there rightnow and you've, you're selling
(19:06):
things.
There are certain things youcan't budge, but try to do
something to make them feel good, like throw in a bonus Cause.
Honestly, if they had come backand said, mike, we just can't do
your price, let me see if wecan do something else and maybe
we can put a package togetherwhere, like they could have done
something like offer five yearsor three years of oil changes,
(19:27):
something that costs them verylittle, but it's a savings to me
, the buyer.
We only live about three milesaway from the dealership.
It would have been great if wehad gotten a couple of years of
oil changes.
And, by the way, the dirtylittle secret is, at dealerships
their prices are so inflatedand they get so much money from
the warranty work that they canin fact write those off and it's
(19:52):
not a huge deal.
They could have had a car soldthat has the Dutch Miller.
Oh, I already said it, sorry.
I let the cat out of the bag.
It says the Kia name on theback of the car.
I let the cat out of the bag.
It says the Kia name on theback of the car.
They could have had that.
They could have had that.
It's a walking advertisement.
(20:14):
I never take off thedealership's sticker off the car
or like the name plate oranything like that.
If I appreciate what they havedone in the sales process, I
never do that.
The only time I've ever takenoff those tags is when I really
didn't have a great relationshipor great experience at the
dealership.
I have bought two other carswhere I did not have great
experience at the dealership.
It was just they had thespecific car that I needed at
the time and so I just went withit them, you know letting
(20:41):
people know.
But three times I could havebought something from the one of
the first people that I Ireached out to and in each
instance I ended up buying threedifferent cars from the, from
the salespeople and the businessthat was willing to negotiate.
(21:02):
They understand the value ofhaving somebody live in front of
them.
I can't stress it enough.
If you have somebody that'sgiving you buying signals,
they're asking buying questions,they're asking you to negotiate
, figure out what you have to doto get the deal done, period.
(21:22):
Don't worry about anything else.
Especially, do not worry aboutyour commission.
Get the deal done.
Don't try to squeeze out anextra dollar or two or extra
thousand or extra 10,000.
Don't think about yourcommission.
Well, if I can get them to doanother 10,000, I'm going to get
(21:45):
X, y and Z more.
Don't just get the deal done.
Get the deal done and then moveon to the next deal.
Then get that deal done andmove on to the next one and the
next one and the next one.
That is what you should befocusing on is not trying to
squeeze every single dollar outof every single deal, but you
(22:06):
want to be able to know is thisa good deal?
Am I getting a good?
Am I giving a good offer?
And get them to say yes andmove on to the next one.
Get them to say yes and thenmove on to the next one.
Get them to say yes and thenmove on to the next one.
It's a classic case of peoplesticking to their guns, trying
to get as much as possible,probably because they had
incentives that they were tryingto hit, and they were trying to
(22:29):
get me to hit their incentivesto make more money so that their
commission could be larger, andin the end, it bit them in the
ass.
So, hopefully, the car buyingexperience and I know a lot of
people have very similar carbuying experiences that they
have gone through in the past.
So again, it's one of thosethings where you don't buy cars
(22:52):
very often and when you do, someof those sales professionals
use certain tactics to try toget over on you.
But I digress, point beingplease just focus on closing the
deal.
Get the deal done and move onto the next one, and don't worry
about the timing, don't worryabout, oh, if I just hold this
over for another day, don'tsandbag, just try to get the
(23:14):
deal done, move on to the next.
Make money, live the life ofyour dreams through sales, all
right.
So I kind of teased in thebeginning that I had an offer
that I wanted to give out topeople.
So what I'm going to do is um,I have a.
I have a lot of people thathave been reaching out to me
recently about getting into thesales industry and, as as we
(23:35):
talk about surviving outsidesales, there are three uh facets
there's getting in, there'sdominating and then there's
getting out.
You know the dominating part.
That is how you work on yourcraft and you become a
professional.
You learn things like the P3sales method.
I have students that areworking through the sales
builder blueprint and the salesbuilder accelerator and then you
(23:57):
also have the people trying toget their first job, and that's
called the sales entry plan.
So I haven't talked about thisin a while.
If you're new to the umsurviving outside sales universe
, do me a favor.
Um, please.
Uh, give a review on anyplatform you're listening to.
It really helps out the show.
It helps to spread it to otherpeople.
Leave a review.
(24:18):
Uh, connect with me on LinkedIn.
Just search Michael Kellysurviving outside sales.
Uh, connect with me on LinkedIn.
Shoot me a message.
Just search Michael KellySurviving Outside Sales.
Connect with me on LinkedIn.
Shoot me a message If you wantto chat about whatever's going
on in your life.
I usually chat with about threeto four people per week three
to four new people per weekabout where they are in their
sales journey, et cetera.
I'd love to help you get towhere you want to go, if
(24:40):
possible.
Sales entry plan these are forprofessionals who have no idea
where to start and they'relooking to get into the sales
world.
There's a nine-step processthat I can run you through.
It's very simple.
I can run you through thatprocess of how to get your first
job and the goal is to get youthe best offer possible and then
(25:03):
get you onboarded and then,once you get that job, if you
want to learn the salesmethodologies of the sales
builder accelerator and the P3sales method the last sales
method you're ever going to needfor the rest of your life you
can do that as well.
But I am going to be doing a Iguess you could say a raffle for
(25:23):
individuals who want to sign up.
I'm going to be giving away uhthree months of one-on-one
coaching with uh one person whowins the contest.
So it's going to run throughthe end of September.
You can sign up.
You can just email me say hey,I'm in, I want to learn, I want
to learn more about it.
You can reach out to me, mike,at survivingoutsidesalescom.
(25:49):
I will have a website with aform that you can sign up with,
but I'll be giving away one spotfor somebody in the sales world
.
So reach out to me.
If you're looking to get intosales, you're trying to find
that new or you're trying tofind that new role you could be
in sales and you're looking toget into another industry.
You have to be able to have aplan and you have to have a
(26:10):
structure around your job search.
You can't just apply for jobson LinkedIn.
Very rarely are you ever goingto get a job.
There's, there are thingsbehind the scenes.
There's preparations.
I have spoken I mean, I'veinterviewed and I've hired
hundreds of people in my life.
I'm an I'm an expert now ofhiring people and looking at
(26:33):
resumes and I see some terribleresumes.
I see terrible resumes.
I see terrible reach out.
I see terrible followup.
People are unprepared forinterviews.
Some of the times they don'teven know what they've, what
they've applied for, and thatjust infuriates a person on a
discovery call or first time.
And it's also gonna be the samething if you reach out to a
recruiter or a recruiter reachesout to you.
(26:55):
But um, also, I will be alsogiving away a um three months of
sales builderator as well.
So if you're in sales right nowor you've just gotten into a
sales role and you want to learnmore, you want to learn the
ways of how to build your salesbusiness as your sales territory
(27:15):
and treat it like a businessagain, reach out to me.
So I'm going to be announcingin the next subsequent podcasts
how you can enter that.
But don't wait.
Make sure you enter.
You can just shoot me an email,mike at
SurvivingOutsideSalescom, or youcan connect with me on LinkedIn
and say, hey, I want to knowmore about XYZ.
I also do a free territoryaudit if you're in the field, or
(27:35):
I also do a free consult callif you're looking to get into
the industry and just kind ofsee how I's um, see how I can
help or what I can do to assistyou in any way possible.
So thank you so much foreverybody who's been listening
to this five and outside salespodcast.
Um, it has been absolutely crazy.
This summer has been thecraziest summer of my life.
Um, I feel like I've beenburning the candle at both ends
(27:58):
to the point of where all of myfingers are burnt.
But I'm going to be having morepodcasts.
My goal is still to get to 500podcasts, so I'm a hundred and
something away.
I'm going to keep going at it,keep grinding and trying to help
as many sales professionals aspossible in this beautiful game
of outside sales live the lifethat they want.
So reach out to me, connectwith me.
(28:20):
I'd love to hear about whatyou're going through and love to
hear from you.
So reach out to me, connectwith me.
I'd love to hear about whatyou're going through.
I'd love to hear from you.
This has been until next time.
This has been Surviving OutsideSales Cheers.
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