August 30, 2025 • 14 mins
The know, like, and trust framework is the essential foundation for both landing a sales job and closing deals with prospects. Mike O'Kelly breaks down the specific mechanics behind each component and provides actionable strategies for implementing them effectively.
• Your resume is a passive introduction that forms the first impression when you're not present
• Hiring managers filter candidates based on whether they know, like, and then trust them
• Follow-up demonstrates trustworthiness and consistency in both job hunting and sales
• Buyers care more about what happens when things go wrong than when they go right
• The rule of three applies universally across sales processes: planning, building, and launching
• Being responsive shows employers you can handle the responsibilities of the role
• The same three-phase framework applies whether you're getting into sales, dominating, or moving on
If you want to chat about your situation or get a territory audit with a free strategy session, click the link in the show notes. I do two to three sessions per week with listeners, helping sales professionals meet their goals and survive outside sales.
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Would appreciate a 5-Star Rating if deserved on Spotify & Apple Podcasts!!!
Connect with Mike:
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 (00:00):
The Surviving Outside Sales Podcast, hosted by Mike
O'Kelley, 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 I'myour host, mike O'Kelley, thank
(00:34):
you so much for joining.
Either you are trying to get asales job or you are trying to
close a deal.
There are three things that youmust do, for either you need to
be known, you have to be likedand you have to be trusted.
I know you've heard this before.
Do they know, like and trustyou?
But how it's the?
(00:56):
I know I know what to do, buthow do I do it?
That's where that's what I'mgonna talk about right now.
Okay, so those three thingsknow, like and trust.
So think about it when you'regetting into the sales world,
and this is one of the thingsthat I talk about in the sales
entry plan with my students whoare looking to get into the
sales world.
If you are struggling with that, or you are watching this video
or you are listening to thepodcast and you want to get into
(01:20):
the sales industry, reach outto me.
I help individuals likeyourself who are trying to get
into the sales world andutilizing the sales entry plan,
how you can learn how to beknown, liked and trusted by
companies and hiring managers toget that job.
But then also there's the salesbuilder accelerator that I can
(01:40):
help people with to get known,to be liked and trusted by their
buyers in order for them to sayyes.
But those are the three keys,so I'll talk about the how to do
that.
Okay, so the first one, to beknown, all right, the to known.
If you're, if you're lookingfor and I'll break this down
between getting a job and alsoif you are trying to close a
(02:00):
deal, if you're trying to get ajob, being known, the first
thing obviously you got to do isyou have to have a great resume
, and the resume is going to bethe passive way that you're
introduced to somebody.
It's actually not the activeway that you're introduced to it
, because it is on a piece ofpaper.
You're not there.
A hiring manager, somebody atthe company, hr, or a hiring
(02:20):
manager or an actual manager ora boss they're looking at your
resume.
You have no idea when they'redoing that.
They could be doing it at home.
They're scrolling over theirphone.
I have interviewed and hiredhundreds of people and I have
seen thousands of resumes and Ilook at a lot of resumes,
probably more resumes than Ishould.
However, I kind of am a suckerfor the underdog, so sometimes
(02:44):
that's gotten me in the troublein the past.
But the point is you have noidea when they are looking at
those, and so that is a digitalrepresentation of who you are.
It's the first impression andunfortunately it is.
You're not there, so you can'tinterpret what they're looking
at.
You can't give them okay.
Hey, here's my resume, and, bythe way, when it says X, y and Z
(03:07):
, I want you to take this intoaccount.
You can't do that, okay.
So what you have to do is youhave to establish the first
thing is they're going to knowyou, and then do they like you?
Okay, so when they read overthis resume, do the things that
you have listed here, do theystart to like you?
Did they start to get excitedabout what they see?
(03:27):
If the answer is no, you're notgetting interviewed.
They're not going to wastetheir time.
If the answer is yes, you'regoing to be put into a bucket,
where it's.
It's a yes Doesn't necessarilymean you are going to be
interviewed.
It just means okay, yep,putting them into a bucket.
So most hiring managers, mostpeople that are looking to get
employees, they are going tostart filtering okay, the
(03:49):
filtering process, and this iswhat a lot of people don't tell
you.
You know, if you're applyingonline especially LinkedIn or
Indeed or one of these jobboards you think, ooh, I applied
, I can't wait to hear back fromthem, chances are you're
probably not going to hear backfrom them, unless you are an
absolute layup for the role.
You've got the great experience, it's exactly what they're
looking for and the timing isright.
(04:12):
You happen to hit that jobposting in the first 24 hours
and it's not the avalanche ofresumes have come in yet.
So there still is timing witheverything.
If you've listened to thesurviving outside sales podcast
or you're you've been one of mystudents in sales builder
Academy, you know I always talkabout dating and sales go hand
in hand, just like if you'retrying to meet that right person
(04:33):
.
Sometimes timing isn't right.
You don't meet them.
You meet them at the wrong time.
You might meet them when they,when they're dating somebody.
You might meet them when you'redating somebody.
So the same thing is with jobsand opportunities, but the
timing is everything when youapply for jobs, how you can be
on the radar faster, things likethat.
All of that matters All right.
So the knowing and liking partthat sometimes can happen
(04:57):
simultaneously just by themlooking at the resume, so great.
You get yourself the phonescreen, you get yourself the
Zoom meeting, you get yourselfthe zoom meeting, you get
yourself that first interview.
That's your opportunity forthem to start to trust you.
But every interaction you arehaving, from the time that they
know who you are, you're ontheir radar, to the time that
you actually sit down with themor you actually meet with them
(05:19):
in person, you are going tothere's going to be a mental
kind of a mental kind ofdashboard from that manager of
how responsive have they been.
You know, things like ifthere's grammatical errors in
the application process itselfor if there are grammatical
errors in the resume, they'regoing to remember that Okay.
(05:40):
It doesn't necessarily meanit's a deal breaker.
It's just if you continue tonot elevate past that they're
never going to trust you.
And that's what they want Mostjobs, especially in the sales
world.
They're not super drawn out.
We're not talking about threefour-month interview processes
where you really get a chance toknow somebody.
(06:00):
Sometimes they can hire you inless than a week not not all the
times, but sometimes thathappens.
You need a quick hire.
They got to get somebody outthere and they're willing to
give somebody a shot.
So what what they're going todo is however they feel.
The better they feel towards acandidate, the better they feel
towards you and they can trustyou.
That's going to make it so mucheasier for them to say yes in
(06:22):
the future and that's what youwant to do Getting them to know,
like and trust you.
And then, on the trust side ofthe interview process, it also
happens with the follow-up.
Follow-up is crucial.
I can't tell you how many timesthat I have really liked a
candidate and I reach back outto set up a time to discuss the
role, which basically I'mletting you know hey, I want to
(06:44):
talk about the role and makesure you're still interested and
make sure you still have thatexcitement level.
That is.
My last filter of trust is ifyou come out there and you knock
it out of the park on the zoommeeting and you knock it out of
the park with the two face toface interviews and then I reach
out to you and you're super lowenergy.
You don't sound excited.
You've lost my trust.
But if you're, if you're reallyexcited for the role you, you
(07:10):
share a story, you're ready togo chomping at the bit?
I will, then that's the trustand then it's like, okay, great,
that's the final hurdle.
I have actually had candidateswhere I was excited about
probably more than maybe theywere for getting the job, and I
reached out to them and it tookthem two, three, four days to
reach back out to me and say, oh, sorry, I just got busy.
The answer is no.
(07:30):
I have lost trust in youbecause everyone is busy.
Okay, I'm busy, you're busy,everyone is busy.
We have things going on in ourlives.
Not many people are justsitting around twiddling their
thumbs.
Okay.
So if you can't handle thisright now, before you have the
job, you're never going to beable to handle what is going to
be asked of you once you havethe job.
Okay.
So if you're trying to get thejob, you need to be known, liked
(07:52):
and trusted.
Those are the three keys inorder to get hired.
So if you can do that, that isgoing to be the recipe for
success Once you get the roleand you're actually trying to
sell.
It's the exact same thing no,like and trust.
If you are known by yourprospect, if they like you, then
what they're doing is can Itrust them?
(08:13):
And the trust with them is canthey deliver what they promised?
Can I trust them that they'regoing to be here if something
goes wrong?
Buyers care more about whathappens if it goes wrong than
what happens if it goes great,because they know what's going
to happen.
You've already made the claimhey, buy this product or service
and this is what's going tohappen.
(08:34):
So they already know thatthey're not trying to trust that
.
What they're trying to trust isif things go sideways, are you
going to be there to help methrough this process?
If the answer is no, guess what.
They're not going to buy theproduct.
This process.
If the answer is no, guess what.
They're not going to buy theproduct.
So, whether you are sellingyourself to a company to get
(08:55):
that role or you're sellingyourself in order to get the
prospect to say yes, no, likeand trust, it's the exact same
process.
It's one of the things that Italk about when I built out the
sales entry plan and the salesbuilder accelerator.
The sales builder acceleratoris how you can take your
territory and scale yourterritory, basically starting
(09:16):
from the foundation all the wayup to building advocates.
It's A to Z for how to buildyour sales territory as a
business.
The sales builder acceleratorand the sales entry plan have
virtually the exact same process.
Okay, the first phase is goingto be the planning phase, the
second phase is going to be thebuilding phase and the third
(09:36):
phase is going to be thelaunching phase.
And the reason why is no matterwhat you do in this world, if
you have to convince somebody todo something, you are in sales.
If you're trying to datesomebody, guess what's going to
happen.
You're going through the exactsame three process.
Okay, you're going through theplanning stage, you're going
through the building stage andthen you're going through the
launching stage.
Now, in a relationship, thelaunching stage is you're
(09:59):
probably close at closing for acommitment, maybe to be
boyfriend, girlfriend, maybe toget engaged, maybe to get
married, whatever it is.
That's kind of the launchingphase.
But the building phase isyou're building the relationship
you're building, you'recontinuing to build on that
trust, you're building that bond.
But in the beginning it's theplanning phase.
You know, and that's kind ofthe exciting part, you know when
(10:19):
you're dating, but the theplanning phase.
But it's still the exact samesteps, the exact same process.
No matter what area you are insales, it's the exact same thing
.
On the tail end, you know thesurviving outside sales is
getting in, dominating andgetting out.
The getting in part is thesales entry plan.
The dominating is the salesbuilder accelerator there are
(10:41):
also.
There's also a process ofgetting out, getting into
management, getting into a newrole, becoming an entrepreneur.
It is the exact same.
You have to plan, you have tobuild and then you have to
execute.
So you still have the planning,the building and the launching.
It is the exact samethree-phase process, no matter
what you do in the sales world.
(11:03):
And I know if you've beenlistening to Surviving Outside
Sales podcast or if you've beenone of my students, you know I
talk all the time about the ruleof three.
The rule of three is undefeeverything in this world.
It's so easy to remember, it'sso easy to structure things in
the rule of three.
That's how I build all mysystems, processes and
frameworks.
It's the rule of three.
In fact, every one of myprograms has 27 steps, three
(11:26):
phases, three stages, threesteps per stage, nine steps per
phase.
I know I used a lot of words.
It's a lot easier if you see itin person.
But 27 steps my original, myoriginal program, the sales
builder blueprint was 86 steps.
At one point it was way toolong.
I took feedback from some of myclients.
(11:48):
It was way too long, it was waytoo much and I kind of backed
it down because I wasn'tapplying the rule of threes.
I literally was just creatingcontent and creating courses
just based on everything, andthat's just not sustainable.
So the big takeaway from thisepisode is the no, like and
trust.
These are the three things thatyou have to master and there's
a lot of nuances within those,but those are the three things
(12:09):
in order to hear a yes.
And what?
Follow up?
And again, the key is to followup, follow up in sales and then
follow up with the jobopportunity.
The follow-up is showingeverything that you talked about
and being authentic and um,that you can be trusted, that
it's going to happen again andagain and again.
And basically, what it comesdown to is your follow-up is
(12:32):
showing, hey, everything that Isaid yesterday, everything that
I promised either in the jobinterview or in the pitch
meeting excuse me, everythingthat I just said is real.
Everything that I just said isauthentic.
You are getting an authentic me.
You can trust me.
You already know me, youalready like me.
You can now trust me.
(12:53):
That is how you can close forthe job and that is how you
close for clients.
Thank you so much.
Really do appreciate it.
Hope everybody has a fantastic,fantastic rest of their week.
Please reach out to me.
Mike is surviving outsidesalescom.
I have some big, big, big stuffcoming in the next month.
(13:14):
I'm very excited.
I'm going to be sharing.
I am doing a lot behind thescenes, a lot of resources and a
lot of great stuff that I'mgoing to be offering to all the
listeners and the people thatreach out.
Thank you so much for peoplethat reach out.
I do appreciate it.
I love getting messages onLinkedIn.
I love getting emails sayinghey, I absolutely love the
podcast.
(13:34):
I'm doing X, y, z, um.
You know I I do free strategysessions for anybody that wants
to listen.
Um, the link is in the bio orthe show notes, so click on that
If you want to chat about yoursituation, if you want a
territory audit, if you want astrategy session.
I do about two to three ofthose per week, uh, from
people's, just from the show.
I don't run any ads and justmeet, meet sales professionals
(13:58):
where they are and try to givethem the best guidance they can
so that they can survive outsidesales.
Thank you so much.
Really do appreciate it.
Please share this with a friendor tag somebody you know.
Chat about this how you can getbetter at being known, liked
and trusted in your sales rolewith your colleagues and we'll
see you next time SurvivingOutside Sales.
(14:20):
Cheers.
The Surviving Outside Sales Podcast, hosted by Mike
O'Kelley, 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 I'myour host, mike O'Kelley, thank
(00:34):
you so much for joining.
Either you are trying to get asales job or you are trying to
close a deal.
There are three things that youmust do, for either you need to
be known, you have to be likedand you have to be trusted.
I know you've heard this before.
Do they know, like and trustyou?
But how it's the?
(00:56):
I know I know what to do, buthow do I do it?
That's where that's what I'mgonna talk about right now.
Okay, so those three thingsknow, like and trust.
So think about it when you'regetting into the sales world,
and this is one of the thingsthat I talk about in the sales
entry plan with my students whoare looking to get into the
sales world.
If you are struggling with that, or you are watching this video
or you are listening to thepodcast and you want to get into
(01:20):
the sales industry, reach outto me.
I help individuals likeyourself who are trying to get
into the sales world andutilizing the sales entry plan,
how you can learn how to beknown, liked and trusted by
companies and hiring managers toget that job.
But then also there's the salesbuilder accelerator that I can
(01:40):
help people with to get known,to be liked and trusted by their
buyers in order for them to sayyes.
But those are the three keys,so I'll talk about the how to do
that.
Okay, so the first one, to beknown, all right, the to known.
If you're, if you're lookingfor and I'll break this down
between getting a job and alsoif you are trying to close a
(02:00):
deal, if you're trying to get ajob, being known, the first
thing obviously you got to do isyou have to have a great resume
, and the resume is going to bethe passive way that you're
introduced to somebody.
It's actually not the activeway that you're introduced to it
, because it is on a piece ofpaper.
You're not there.
A hiring manager, somebody atthe company, hr, or a hiring
(02:20):
manager or an actual manager ora boss they're looking at your
resume.
You have no idea when they'redoing that.
They could be doing it at home.
They're scrolling over theirphone.
I have interviewed and hiredhundreds of people and I have
seen thousands of resumes and Ilook at a lot of resumes,
probably more resumes than Ishould.
However, I kind of am a suckerfor the underdog, so sometimes
(02:44):
that's gotten me in the troublein the past.
But the point is you have noidea when they are looking at
those, and so that is a digitalrepresentation of who you are.
It's the first impression andunfortunately it is.
You're not there, so you can'tinterpret what they're looking
at.
You can't give them okay.
Hey, here's my resume, and, bythe way, when it says X, y and Z
(03:07):
, I want you to take this intoaccount.
You can't do that, okay.
So what you have to do is youhave to establish the first
thing is they're going to knowyou, and then do they like you?
Okay, so when they read overthis resume, do the things that
you have listed here, do theystart to like you?
Did they start to get excitedabout what they see?
(03:27):
If the answer is no, you're notgetting interviewed.
They're not going to wastetheir time.
If the answer is yes, you'regoing to be put into a bucket,
where it's.
It's a yes Doesn't necessarilymean you are going to be
interviewed.
It just means okay, yep,putting them into a bucket.
So most hiring managers, mostpeople that are looking to get
employees, they are going tostart filtering okay, the
(03:49):
filtering process, and this iswhat a lot of people don't tell
you.
You know, if you're applyingonline especially LinkedIn or
Indeed or one of these jobboards you think, ooh, I applied
, I can't wait to hear back fromthem, chances are you're
probably not going to hear backfrom them, unless you are an
absolute layup for the role.
You've got the great experience, it's exactly what they're
looking for and the timing isright.
(04:12):
You happen to hit that jobposting in the first 24 hours
and it's not the avalanche ofresumes have come in yet.
So there still is timing witheverything.
If you've listened to thesurviving outside sales podcast
or you're you've been one of mystudents in sales builder
Academy, you know I always talkabout dating and sales go hand
in hand, just like if you'retrying to meet that right person
(04:33):
.
Sometimes timing isn't right.
You don't meet them.
You meet them at the wrong time.
You might meet them when they,when they're dating somebody.
You might meet them when you'redating somebody.
So the same thing is with jobsand opportunities, but the
timing is everything when youapply for jobs, how you can be
on the radar faster, things likethat.
All of that matters All right.
So the knowing and liking partthat sometimes can happen
(04:57):
simultaneously just by themlooking at the resume, so great.
You get yourself the phonescreen, you get yourself the
Zoom meeting, you get yourselfthe zoom meeting, you get
yourself that first interview.
That's your opportunity forthem to start to trust you.
But every interaction you arehaving, from the time that they
know who you are, you're ontheir radar, to the time that
you actually sit down with themor you actually meet with them
(05:19):
in person, you are going tothere's going to be a mental
kind of a mental kind ofdashboard from that manager of
how responsive have they been.
You know, things like ifthere's grammatical errors in
the application process itselfor if there are grammatical
errors in the resume, they'regoing to remember that Okay.
(05:40):
It doesn't necessarily meanit's a deal breaker.
It's just if you continue tonot elevate past that they're
never going to trust you.
And that's what they want Mostjobs, especially in the sales
world.
They're not super drawn out.
We're not talking about threefour-month interview processes
where you really get a chance toknow somebody.
(06:00):
Sometimes they can hire you inless than a week not not all the
times, but sometimes thathappens.
You need a quick hire.
They got to get somebody outthere and they're willing to
give somebody a shot.
So what what they're going todo is however they feel.
The better they feel towards acandidate, the better they feel
towards you and they can trustyou.
That's going to make it so mucheasier for them to say yes in
(06:22):
the future and that's what youwant to do Getting them to know,
like and trust you.
And then, on the trust side ofthe interview process, it also
happens with the follow-up.
Follow-up is crucial.
I can't tell you how many timesthat I have really liked a
candidate and I reach back outto set up a time to discuss the
role, which basically I'mletting you know hey, I want to
(06:44):
talk about the role and makesure you're still interested and
make sure you still have thatexcitement level.
That is.
My last filter of trust is ifyou come out there and you knock
it out of the park on the zoommeeting and you knock it out of
the park with the two face toface interviews and then I reach
out to you and you're super lowenergy.
You don't sound excited.
You've lost my trust.
But if you're, if you're reallyexcited for the role you, you
(07:10):
share a story, you're ready togo chomping at the bit?
I will, then that's the trustand then it's like, okay, great,
that's the final hurdle.
I have actually had candidateswhere I was excited about
probably more than maybe theywere for getting the job, and I
reached out to them and it tookthem two, three, four days to
reach back out to me and say, oh, sorry, I just got busy.
The answer is no.
(07:30):
I have lost trust in youbecause everyone is busy.
Okay, I'm busy, you're busy,everyone is busy.
We have things going on in ourlives.
Not many people are justsitting around twiddling their
thumbs.
Okay.
So if you can't handle thisright now, before you have the
job, you're never going to beable to handle what is going to
be asked of you once you havethe job.
Okay.
So if you're trying to get thejob, you need to be known, liked
(07:52):
and trusted.
Those are the three keys inorder to get hired.
So if you can do that, that isgoing to be the recipe for
success Once you get the roleand you're actually trying to
sell.
It's the exact same thing no,like and trust.
If you are known by yourprospect, if they like you, then
what they're doing is can Itrust them?
(08:13):
And the trust with them is canthey deliver what they promised?
Can I trust them that they'regoing to be here if something
goes wrong?
Buyers care more about whathappens if it goes wrong than
what happens if it goes great,because they know what's going
to happen.
You've already made the claimhey, buy this product or service
and this is what's going tohappen.
(08:34):
So they already know thatthey're not trying to trust that
.
What they're trying to trust isif things go sideways, are you
going to be there to help methrough this process?
If the answer is no, guess what.
They're not going to buy theproduct.
This process.
If the answer is no, guess what.
They're not going to buy theproduct.
So, whether you are sellingyourself to a company to get
(08:55):
that role or you're sellingyourself in order to get the
prospect to say yes, no, likeand trust, it's the exact same
process.
It's one of the things that Italk about when I built out the
sales entry plan and the salesbuilder accelerator.
The sales builder acceleratoris how you can take your
territory and scale yourterritory, basically starting
(09:16):
from the foundation all the wayup to building advocates.
It's A to Z for how to buildyour sales territory as a
business.
The sales builder acceleratorand the sales entry plan have
virtually the exact same process.
Okay, the first phase is goingto be the planning phase, the
second phase is going to be thebuilding phase and the third
(09:36):
phase is going to be thelaunching phase.
And the reason why is no matterwhat you do in this world, if
you have to convince somebody todo something, you are in sales.
If you're trying to datesomebody, guess what's going to
happen.
You're going through the exactsame three process.
Okay, you're going through theplanning stage, you're going
through the building stage andthen you're going through the
launching stage.
Now, in a relationship, thelaunching stage is you're
(09:59):
probably close at closing for acommitment, maybe to be
boyfriend, girlfriend, maybe toget engaged, maybe to get
married, whatever it is.
That's kind of the launchingphase.
But the building phase isyou're building the relationship
you're building, you'recontinuing to build on that
trust, you're building that bond.
But in the beginning it's theplanning phase.
You know, and that's kind ofthe exciting part, you know when
(10:19):
you're dating, but the theplanning phase.
But it's still the exact samesteps, the exact same process.
No matter what area you are insales, it's the exact same thing
.
On the tail end, you know thesurviving outside sales is
getting in, dominating andgetting out.
The getting in part is thesales entry plan.
The dominating is the salesbuilder accelerator there are
(10:41):
also.
There's also a process ofgetting out, getting into
management, getting into a newrole, becoming an entrepreneur.
It is the exact same.
You have to plan, you have tobuild and then you have to
execute.
So you still have the planning,the building and the launching.
It is the exact samethree-phase process, no matter
what you do in the sales world.
(11:03):
And I know if you've beenlistening to Surviving Outside
Sales podcast or if you've beenone of my students, you know I
talk all the time about the ruleof three.
The rule of three is undefeeverything in this world.
It's so easy to remember, it'sso easy to structure things in
the rule of three.
That's how I build all mysystems, processes and
frameworks.
It's the rule of three.
In fact, every one of myprograms has 27 steps, three
(11:26):
phases, three stages, threesteps per stage, nine steps per
phase.
I know I used a lot of words.
It's a lot easier if you see itin person.
But 27 steps my original, myoriginal program, the sales
builder blueprint was 86 steps.
At one point it was way toolong.
I took feedback from some of myclients.
(11:48):
It was way too long, it was waytoo much and I kind of backed
it down because I wasn'tapplying the rule of threes.
I literally was just creatingcontent and creating courses
just based on everything, andthat's just not sustainable.
So the big takeaway from thisepisode is the no, like and
trust.
These are the three things thatyou have to master and there's
a lot of nuances within those,but those are the three things
(12:09):
in order to hear a yes.
And what?
Follow up?
And again, the key is to followup, follow up in sales and then
follow up with the jobopportunity.
The follow-up is showingeverything that you talked about
and being authentic and um,that you can be trusted, that
it's going to happen again andagain and again.
And basically, what it comesdown to is your follow-up is
(12:32):
showing, hey, everything that Isaid yesterday, everything that
I promised either in the jobinterview or in the pitch
meeting excuse me, everythingthat I just said is real.
Everything that I just said isauthentic.
You are getting an authentic me.
You can trust me.
You already know me, youalready like me.
You can now trust me.
(12:53):
That is how you can close forthe job and that is how you
close for clients.
Thank you so much.
Really do appreciate it.
Hope everybody has a fantastic,fantastic rest of their week.
Please reach out to me.
Mike is surviving outsidesalescom.
I have some big, big, big stuffcoming in the next month.
(13:14):
I'm very excited.
I'm going to be sharing.
I am doing a lot behind thescenes, a lot of resources and a
lot of great stuff that I'mgoing to be offering to all the
listeners and the people thatreach out.
Thank you so much for peoplethat reach out.
I do appreciate it.
I love getting messages onLinkedIn.
I love getting emails sayinghey, I absolutely love the
podcast.
(13:34):
I'm doing X, y, z, um.
You know I I do free strategysessions for anybody that wants
to listen.
Um, the link is in the bio orthe show notes, so click on that
If you want to chat about yoursituation, if you want a
territory audit, if you want astrategy session.
I do about two to three ofthose per week, uh, from
people's, just from the show.
I don't run any ads and justmeet, meet sales professionals
(13:58):
where they are and try to givethem the best guidance they can
so that they can survive outsidesales.
Thank you so much.
Really do appreciate it.
Please share this with a friendor tag somebody you know.
Chat about this how you can getbetter at being known, liked
and trusted in your sales rolewith your colleagues and we'll
see you next time SurvivingOutside Sales.
(14:20):
Cheers.
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