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Daniel G and the speaker are discussing what separates a world-class salesperson from an average one. They agree that training and skillset are crucial. The speaker emphasizes the importance of having both a positive attitude and strong skills, rather than relying on just one. They also discuss the misconception that introverts can't excel in sales, stating that introverts can be successful if they have a burning desire and overcome the labeling of being introverted. They both agree that passion is not necessary to make money in sales, and that hunger and a strong work ethic are more important. Daniel G, my man. My guy. Welcome back to the podcast, brother. Appreciate you having me, man. And welcome to Australia. Thank you, thank you. You finally got let in. Yeah, yeah, yeah. Mate, I wanna dive right into this. Obviously, we're about to have an amazing night tonight. We're about to run an event in Sydney, all on sales, mindset, business. And I know one thing you're really big on is world-class standards. I think your whole thing is world-class closures, right? Yep. So, in your opinion, what separates a world-class salesperson from someone who's just average and mediocre? Somebody that's trained. Somebody that's trained. Most people don't focus on being trained, you know? So, they wing sales. I always say either you're a world-class closer or you're a world-class winger. You know, like winger, like most people improvise sales. They feed off sales off their good enthusiasm, good charisma, just like you and I, maybe, you know, high energy, good charisma, good enthusiasm. It takes you to one point inside of sales. But then I always say somebody that's a closer, you know, is a person that mix in their good attitude plus their skillset. They don't rely on one. Some people, they always, you know, they usually try to get picky. Meaning, if they have good charisma, they're like, well, I don't need the skillsets. Or they have good skillsets, they're like, well, I will need a positive attitude today. It's like, why fucking pick? It's just like, just do both. You know, have good charisma. And at the same time, you know, mixing it with skillsets. I think, you know, the charisma, the enthusiasm thing, it takes you to a six-figure income, 100,000, 200,000. But then that person that mix it in with skillset, they just become a beast. To me, it's like, you know, you have people saying, you know, you don't need thick skin inside of sales. You just need to be skilled. So I hear one trainer say this. Man, you don't need to be thick skin. It's so stupid to work your numbers. You don't need to work hard. Don't be that burnout sales rep. And then you have another sales trainer saying, no, no, no, work your numbers and work your ass off. And then I always sat down listening to sales trainers when I was young, and I'm like, well, why not just fucking do both? Why not have thick skin at the same time, have thick skin and also have a sharp ax every single time? That person becomes a beast. Like, why pick? Like, have the thick skin and the skills. Like, have the skin and the skills. You know what I mean? Most people, they either have thick skin in the beginning, and then they develop the skills slowly, naturally, or get trained. And then the way they lose is they lose the thick skin, which is the work ethic and the numbers. Because now they got the skills. So what they can do in half of the amount of time, right? Now they can reach out to 100 people and get 10 closes instead of reaching out to 1,000 people and get 10 closes. And then their thick skin fricking loses. I always say in sales, just do both. You know what I mean? Don't pick. That's what I think a world-class closer does. They have thick fricking skin, and they have great skills, and they never stop sharpening their skills. You mentioned about the charisma. So talk to me about that, because I know some people who are pretty introverted that make killer salespeople as well. So do you have to have this charisma, this extrovertedness kind of like you to crush at sales, or how does someone who's kind of more introverted bring out their inner charisma? The introverts that you see crushing inside of sales have a burning desire, and meaning it doesn't have to be extroverted where they're yelling off mountaintops, but they have a constrained enthusiasm where their hunger outweighs their charisma and their passion. Because I feel like introverts, just like you said, because you and I have seen introverts smash it inside of sales. The people that say, oh, I'm introverted. I don't know if I'm gonna be good at sales. I said, well, that doesn't mean you're fucking lazy. Doesn't mean you're lazy. Introverts doesn't mean you're lazy. Introverts just means you're not feeding off other people's energy when you're going to rooms and you're going to events. That's the first thing. The second thing is this. I almost feel like you gotta understand that you almost been effed to say you're an introvert. So this is good for people to listen to. It's like, well, of course you're a fucking introvert. Of course. You're not programmed to be an extrovert. You're programmed to be an introvert. You're not programmed. Heck, we got in trouble for being extroverts inside school. We got in trouble. If you spoke too loud inside of class, if you made jokes to somebody, you got in trouble for being an extrovert inside of school. So of course you're supposed to grow up with this label, just saying, hey, by the way, I'm introverted. Like if you really think of it, think of the school system, modern day school system, where actually school hasn't even fricking changed. It's like, okay, go to school, sit down 90% of the time, present five to 10% of the time on shit that you don't even like, by the way. So of course you're not programmed to be an effective communicator, et cetera. So I always feel like you almost have to say, wait, am I actually introverted? Or is this somebody that just labeled me to be introverted? And that was a repetition, of course, through school. So you just repeat it, say, okay, now I'm an introvert. And the only way to break that pattern is repeat it the opposite way now. Do sales enough times, forget about the label, reach out to enough people, get the pit out of your stomach and realize it's actually easy, right? Realize, hey, by the way, handling some of these objections is not fricking rocket science. It's like we overthink it. Prospecting somebody and shaking a hand or reaching out to somebody on Instagram, it's not rocket science, it's just a repetition game, right? I wanna talk about this more as well. So let me ask you a question. When it comes time for you to recharge your battery, you personally, do you like to be by yourself or do you like to be around? Alone, usually. So you're probably more introverted. Majority of the time. Right, but I know a lot of people probably look at you and go, oh, but I can't do what he does, he's so extroverted. I know people look at me and say the same thing. I'm actually more introverted. When I like to, and I'm on stage for 40 hours at a time at a weekend seminar with people, but when it's time for me to recharge, I'm like, everyone leave me alone, I wanna just be by myself. And I think the whole labeling of what people perceive, because I know a lot of people think, oh, but I'm introverted, I can't be good at sales or I can't be good at communication or whatever. But the wrong labeling of it, I think is what's fucking them up the most because you just said that and I'm the same. Probably technically by real label definition, I'm actually more introverted and kind of so are you. But it's like, we know when the time's to perform and do our thing, we bring out our best. Yeah, exactly. The labels I think are fucking most people. Yeah, I mean, it's like, listen, to me, the shit's gotten so soft, like entrepreneurship and business has gotten soft. I never even thought of this. When I was younger, I wasn't even thinking about, am I introverted or am I extroverted? I'll give you the deal. My deal was this. My parents split up when I was young. I was 13 and a half and I got my first direct sales job, door-to-door sales. I didn't have fucking time to think if I was introverted or extroverted. I didn't have time to think if I was shy or not. They got me a sales job. They said, here's a machine, it pokes holes in people's grass, knock on doors, sell the service. I didn't have time to think of a couple of different things. Am I introverted or am I fucking extroverted? Am I passionate or am I not passionate? Both of the bullshit things that you hear in today's site, do you have to be passionate to sell a product? It's like, I didn't have time to think about it. My work ethic and my fucking hunger, me being broke, over-suffocated both of those two things. Introverted and extroverted, passionate or not freaking passionate. My hunger to make money suffocated both of those things. So I said, your hunger and desire to freaking win should suffocate the label of you being introverted or extroverted, should suffocate you being passionate or not freaking passionate. Passion is just the cherry on top. Being extroverted and high enthusiasm is the freaking cherry on top. And you might not even get there until you figure out you like it, maybe getting a few extra dollars in your pocket. You're like, oh shit, I like doing this. I'm making a little bit more money. Love turns into passion. Maybe you start to develop your passion, but I always say passion is the cherry on top inside of sales. And I don't think you need to be passionate, by the way, to make a lot of money in sales. This is also a myth. Like, hey, do you have to be passionate about the product that you're selling? And it's good for Instagram for entrepreneurs to say, oh yeah, you have to be passionate about the thing that you're doing. Have to is a big word. Have to, wait, wait, wait, let's describe it. To make a million bucks, you don't have to be passionate to make a million bucks. How? I know a lot of freaking CEOs that are not fucking passionate about designing bottle caps for toothpaste tubes. Well, guess what they did? They made a product, found the people that needed the freaking product, solved the problem, sold them the product. Fucking sales. They're more passionate about the business. Yeah, they're just passionate. They're just hungry to win. That's the difference. Their hunger outweighs the passion. It's like in sales, you just don't have to be passionate. And if you land right now in a position, right? And I think obviously passion is the cherry on top. Of course, you're gonna thrive when you're passionate about something. But what are you gonna do? Wait 18 years until you find a fucking passionate opportunity? Sometimes in the direction of walking in the unknown, you find things that you like and don't like inside of life. So I always say it's like, hey, in sales, the product that you have right now, you solve a problem, find the prospects that have those problems, solve the problem, get paid a commission. That's sales, right? So yeah, I think it's just a label, man. How much does one's self-worth come into play when they're selling, growing a business? Yeah, it's huge. I mean, my whole line has always been this. Maybe you've heard me say this on Instagram, but my whole line has always been, you can never outperform the person that you think you are inside of the future. That's been my whole line. So what that stems down to is, if you don't feel you're worth a $50,000 a month, let's just say, or $100,000 a month, your self-worth, you don't feel like you're worth $100,000 a month, then everything you do from an investment standpoint, a strategy standpoint, an actionable standpoint, a sales standpoint, it can never outperform that number what you feel like you're worth. So even from an investment standpoint, if you feel like you're only worth $20,000 a month, and you've already hit 15,000 last month inside of commissions, and you only feel that you're worth 20, well, now with that $15,000 that you made in commissions last month in November, you won't go take that 15,000, put 10,000 back into your business because you feel like you're worth a $50,000 a month business. You'll probably go take the 15,000 and go spend the money because you'll never outperform even from an actionable standpoint or from an investment standpoint what you feel like you're worth inside of the future. Every single action that you take today, if I were to go pee on this wall, what that means is, if I literally go take a piss on the side of the wall right now, and I know somebody could be recording it, like I think can be recording or some shit, what does that mean? That basically means that I don't think in the future, I would be somebody public, so it dictates my actions today. So whatever I do today is a complete reflection of who I think I'm gonna become inside the future. So if I do fuck all today, I don't think I'm gonna become somebody big inside the future. Obviously, I don't care about my public image if I go piss on a wall, I don't care if it ends up in the newspaper seven years down the road. Your self-worth, and I think it's actually, it's insanity sometimes, because I think some people put a goal over their human capabilities. They put a materialistic goal over a human capability that probably created the goal that they wanted. And people watching this are like, what the fuck does that mean? So this year, in the beginning of the year, I told my guys, I'm like, guys, 2025, we're gonna fly private every single event. This is gonna be my jet. These are gonna be the seats. This is how many people it's gonna hold. It's gonna hold 12 people. This is gonna be my fucking captain. I already got my flight crew set up. I got my captain set up. He has his co-pilot set up, and I'm telling them all this. I'm talking about- You said this is in your mind, right? Yeah, I'm telling all my guys this. Beginning this February, I told them this. First thing, you already start to hear the feedback. Yeah, man, do you think we really need it, man? That's a little bit difficult. How the fuck are we gonna get a jet in two years? What do you think the expense will be? I said, hold the fuck up. I said, you're scared about this shit? A jet? A jet. Well, yeah, man, you're a little bit young. I said, can I tell you something? I'm like, you know the Wright Brothers? They're like, yeah. I said, they fucking invented a plane. They figured out a way for a bird, a plane, to go up in the sky and fly from Toronto, Canada to where we are right now in fucking Sydney. They figured out a way to fly a plane. The same mind that you're using to doubt the fucking jet, they figured out a way to get a plane in the air, fly the freaking plane across the world, and you can't even get a freaking jet. I said, you're human. The Wright Brothers are human. I said, so it's just like with everything inside of life, I say, you guys both have the same mind. I said, it's just that they didn't have a lid on their human capabilities. They fucking invented a plane. Now you don't think we can buy the plane? I said, something's messed up. It's like, I made a joke once. I'm like, to this girl, I said, she's like, well, you know, it's hard for me to, you know, make a sale over Instagram, blah, blah, blah. I'm like, isn't it crazy? You can't make a sale over fucking Instagram, but somebody developed Instagram? I'm like, what do you think's harder? Somebody like, you're complaining that you can't make a sale over a telephone. I'm like, whoever, I don't know who invented a telephone, Graham Bell, or was that a university? Graham Bell? Graham Bell. Oh, it was Edison? One of those two. No, Edison was light. I think it was Bell. Edison was light. Yeah. Fucking Bell made a telephone. You can't make a sale over a telephone. Like, what are we talking about here? You know? So you're really saying, so it's the limitations of the mind, so the beliefs, we're stuck, we're constrained to what we believe is possible or not possible. Yeah. Also what we believe we're possible of, or what we're even deserving of having. So the question would be, how can one, so little Sally or Betty, who's watching this right now, going, I get you, and they're inside their head and they got their reasons that are stopping them from really calling in or having the audacity or the belief or the certainty to say, I want a jet, or I just want to make a million dollars this year or a hundred grand. How can they go about actually increasing that thermostat on my head? It's a dream. It's a dream. You heard me say this recently on my Instagram. I said, the whole thing of people saying like, oh, you know, you shouldn't sell the dream, because that's all I'm doing right now. You and I are doing this right now. That's my hope. Yeah, it's like, your thing is dream fest. Yeah, and dream out loud, this podcast. Dream out loud. This is a podcast, dream out loud. Well, fuck, this is perfect then to say this, because you probably heard this a million times throughout your career. You were in network marketing, you heard this a million times. I hear it every single day. Oh, he's just selling the dream, blah, blah, blah. And then I started to say, I'm just like, well, fuck right, you are right, I'm selling the dream. I said, if I don't sell somebody the dream, somebody else is going to sell them the nightmare. Yeah. I'd rather be the person fucking selling the dream than selling the nightmare, because the person that's winning inside of our organization or our company or our industry, fuck, it's 10 times better. They have nicer clothes, nicer cars, nicer watches, nicer lifestyle, travel 15 times a year. I don't want to buy these people's fricking nightmare. So I said, in life, I will be the dream seller. So I started saying this to people. I'm like, I will be the fucking person selling the dream, saying, yes, think you can buy a fricking plane. Think you can live in Miami, Florida on fricking Star Island. Do whatever you want to do. I say, live the fricking dream. And in order to live the dream, I said, number one, you got to buy the dream from somebody. Then you got to sell the dream, and then you can live the fricking dream. So buy into the idea. You have to buy into the idea that it's possible. Exactly, buy into the idea that it's possible. Number two, once you bought into, you have to sell the people on the dream, whatever that dream is for them, right? Because everybody has a dream life. And then number three, you can live the fricking dream. I don't think it's a bad thing, selling the dream. I think you're in competition with people that sell a fricking nightmare inside of life, right? You should own fricking selling the dream. Why not? I don't get it. Some people hide behind it. They're scared. It's almost like an insult. You know what I mean? It's like an insult when people are like, oh, you're selling the dream. I say, well, frick. Man, I'm in such heavy competition right now. There's a bunch of school systems, outdated school systems, that are selling people the fricking nightmare. And at the end of it, I looked at the end of this whole lifestyle that they sold us. I'm like, this doesn't even look fricking fun. I don't want to buy into this person's life. Have you heard about the experiment that scientists did with a group of monkeys in a cage? Maybe. So scientists put six monkeys into a cage. So the biggest thing I always talk about is the power of our environment, right? Because what you're talking about right here is literally, you know, so scientists put six monkeys in a cage. They put a ladder in the cage with a bunch of bananas at the top of the ladder. One monkey goes up the ladder to get the bananas and the others got scalded with water. And then eventually these monkeys would beat the shit out of the monkey that went up the ladder because they realized, hey, every time you go up the ladder, we get punished. So they clicked onto it. Eventually no monkey would go up the ladder. So they replaced one monkey. They put in a brand new one. He goes up the ladder. He gets a sheep beaten out of him by all the other ones. And this guy's left wondering like, what the fuck did I just walk into? They replaced another monkey. He goes up the ladder. They all beat the shit out of him, including the other one who just joined in. You know why? They kept doing this all day long until every single monkey in there was brand new. Not one of them had been up the ladder and not one of them had been scalded with water. And if you were to have a conversation with the monkey and say, yo, why don't you go after your bananas, AKA your dreams, he'd probably say, well, that's the way things have always been done around here. Or I've gone one step further and say, it would probably say, I didn't even see them. Because how our brains play, if we're denied a certain thing for so long, our reticulate activating system won't even see the opportunity in our awareness. You've probably seen so many people come up to you or even like inside of your life and somewhere along the line say something like, yeah, but I wish I had something like that. Or it's not easy for. And they think that there's a lack of opportunities in the world. But it's not a lack of opportunities, it's a lack of their awareness around what's actually possible to them. But our environment plays the biggest part on that because let's say if we surround ourself with a lot of people that are selling the nightmare, as you're saying, school system, even some families we grew up in, friends circles, and they're all saying, that's not possible, that's not possible. It's just like, you can't have your bananas, you can't have your bananas. And then eventually we go, well, fuck, maybe I can't. Until we actually change our environment radically, until we surround ourself with people like you, like me, like probably all our networks, where they're like, what the fuck are you talking about? You can't have that. Yeah, yeah, yeah. Right? Yeah. I wanna have some fun. Good. I wanna have some fun, I wanna put you on the spot with a few things. You wanna have some fun? Let's do it. You wanna role play? Let's role play. So I wanna hit you with a few sales objections. Okay. I haven't told you what I'm gonna say right there. Yeah. And I just wanna see exactly what you actually say. Okay? So let's say, how do you wanna do this? Should we pretend to be selling something? This is fun. Is it important? No, no, no, just hit me with an objection. Okay. Doesn't matter what we're selling. Yeah, just give me any product. Okay, cool. Give me a multiple one. Okay, so let's just say I got a bottle of water here, okay? You're selling this bottle of water to me, it's sparkling water, and it's missing a label as well. Okay, it's exactly how it is. And you're telling me, and I say, Daniel, I'm just not very interested in it. Yeah, completely understand, man. Hey, listen, before I even gave you a call and we sat down today to even look at the water, there's a lot of things that we have to go through to even make sure the water's the right fit for you. Let me ask you a question. When you usually choose water to drink, what do you look for inside of water that you usually choose? Like, is it the minerals? Is it usually the price? What are you exactly looking for? I like to get sparkling water, because sparkling water just makes me feel better when I drink it. Yeah, stop, pause. So we're gonna do lessons throughout every single objection. Okay, cool. So, let's stop on that one. I'm right back inside of a conversation. I think what people do is, because I know my whole job as an objection is, number one, just get back inside of the conversation. What people do is they fight an objection. My job's not to fight it, because now we're gonna have a whole conversation going back into it, and now I'm gonna have to present and get inside of a close. How would they fight it? Perfect, yeah, exactly, yeah. So when they get it, you hit me with the objection again, let's do it again. I'm not interested. Man, but what are you not interested about? Now I'm getting defensive, like, you're getting defensive, and I'm like, come on. Yeah, and then you're gonna say the same thing. You're gonna be like, well, man, you know, I'm just not interested in it right now. And it just goes down this whole negative spiral, right? I always say the first thing is just like, you know, just offset the objection, just break the tension off the objection. You don't necessarily have to agree with the objection. You don't have to agree, you have to acknowledge objections, right? Okay, completely understand. Hit me with another one. I'll show you, we'll go through the same formula every single time. Okay, cool. Okay, so the next one would be, what are we selling this time? A network marketing product, hair products. Yeah. Okay, you're selling me hair products. Okay. So I can grow a luscious beard, this Italian beard like you, okay? Yeah. And I'm gonna say to you, look, Daniel, I just don't have the money. Yeah, completely understand. Hey, let me ask you a question. In the, you know, in the timeframe of you raising the capital, first of all, is this something that you wanna do? Is it, did you wanna, you'll get new hair products so you don't have to go to Turkey again and spend $5,000 on a, you know, on a transplant or some new hair? You'd rather pay the price today than pay the price in the future? Yeah. Or do you wanna keep taking the flights up to Turkey? Well, Turkey's good. Yeah, Turkey's nice. The food's nice. Turkey, yeah, Turkey is good. But Morgan, it's something you want, you wanna grab the products? Forget the money. Do you wanna grab the products? Yeah, I want a beard like you. Okay, cool. You want a nice. I want that Italian thing. Perfect, man. Hey, listen, I'm gonna, in the meantime of you raising the capital to buy the products, so the products only cost 500 bucks, and I know this, if I was sitting down with you right now, whether you had the money or you didn't have the money, if you didn't think the products were right for you, you still wouldn't buy it. So I even know when you do get the $500 in a week to two weeks, whenever you get paid from your business and working like we were talking about in the beginning of the conversation, if these aren't the right products for you, you're still not gonna buy it. You're gonna go out to the club and spend it on Grey Goose or go spend it on a movie or go spend it on clothes. If this is not the right product that's gonna fit you, you're still not gonna buy it. So in the conversation today that we had about the products that are gonna grow your hair, what were you still a little bit confused and skeptical about if these products were to work out for you? So I could just put it inside of an email. That way, in the next week of you raising the capital, you can look at what's inside of the product and make sure this is the right product range for you and it's gonna be the right lifestyle change over the next week. And then you could see yourself even selling these products and recommending it to other people because that's also important. Was a little bit more about you actually using the product and liking the product and you feel like it's worth it and you're actually gonna use it every single day because if you're not gonna use it, it's not worth it. Was a little bit more about what's inside of the product. You don't know if what's inside of the product is actually gonna work out to you. Like the science behind it, the keratin that grows your hair. Or was a little bit about you maybe even recommending the products. You don't know how to use social media or you don't know where to find people to recommend the products and you don't have the system to do so. What do you want me to put inside of an email? That way, when I send over to you, you can look at it and say, okay, I have all the answers. What can I put inside of there? You want me to answer it? Yeah, sure. We're in role-play mode. What can you put inside of it? What can I just text you over? That way, when you're ready to join, you're confident to join. Yeah, well, you know, because when I go through, I really wanna know what's inside of all the chemicals and shit like that. Because for some weird reason, whenever I go to purchase anything like this, I have to know all the ingredients. Moved. What did I do? It moved. Objection moved. You just gave me an objection about money. 30 seconds ago, you said, Daniel, I don't have the money to buy this product. Yeah. I just moved the whole objection to, I don't have the money to, I don't fucking know about the science of the product. And most people will never get to the deeper fear because they make money the issue. They pour gasoline on the money thing. Well, when do you get paid? And they make it the issue. But I'm like, well, how about if you're scared about the science? Or how about if you're scared about the referral and you're dealing with an objection that's not even the truth? The objection moved from money to you freaking saying, well, I'm not certain about the science behind the product. I use other products and it killed my hair. And now we're having a product issue and an objection issue. So I say the number one thing about objection is don't put gasoline on the first thing that they give you. Because there might be a bare naked truth behind that objection where you can get a little bit deeper, right? So I just showed you in like real time and you didn't even know. You're like, well, what do you mean? I'm talking about, I said, yeah, the objection just moved. You totally forgot about the objection you just gave me 30 seconds ago. We're in a whole nother conversation. Just the ability to let your customer feel like they can exit the conversation. It's the most important thing. What's up, Dream Nation? Have you ever wondered how far ahead your life would have already been if you hadn't got access to this type of content at a younger age? Look, this is why I need your help. I'm trying to build the number one personal development platform out there to teach you guys the tips, tricks and attitude of what it takes to live your dream life and to bring the type of education that we all wish we had in school. This show only grows by word of mouth and new subscribers. So it would mean the world to me if you could smash that subscribe button right now, leave us a five-star written review or drop a comment below and share this episode with a friend. I would be forever grateful. All right? Now let's get back into this episode. Is there ever a time where, let's say money, is there ever a time where it's actually real? Like I know there's fear-based objections and some logistical. How do you sort of, and I've got a couple more, we can go a couple more, but how do you sort of decipher the fact of like, could I actually keep going? Is this person closable? What's your opinion on this? Yeah, this is a good question. 150% there's times where the money's real. It's not whether or not the money thing is real. What you're trying to do is whether it is real or if it's not real, regardless, they're always gonna have money. They'll have money. So let's say the objection's real. Daniel, I don't have money, right? And they get paid four weeks down the road and now they're really don't have money, right? So what's your job? Your job is to make sure that in four weeks down the road, they're sold on you and they're not sold on somebody else. So what's my job? Okay, make sure I know all their fears, their wants and needs. I keep following up with them the right way. I know everything as to why and why they don't want the product, et cetera. So yeah, of course I think money would be a factor. If it's 150% they can't invest, my job is to always do this. As a sales rep, because we've always heard this, fortunes in the follow-up, right? And I agree. I agree that fortunes in the follow-up. But I also say this. I say, why has nobody ever told me fortunes in the close? Like fortunes in the amount of attempts that you do on one phone call. I've never heard that before. I've always heard fortunes in the follow-up. And when you hear that message as a sales rep, when you first start to start off in sales, what you do is like, oh, okay, fortunes in the follow-up. Well, let me just fucking quit on the objection thing right now. Let me go into follow-up. So when you get paid, Morgan, well, you've already quit. No, fortunes in the amount of attempts that you do on one phone call. So like, yes, you have to follow up four to five times if you didn't attempt to close a freaking customer four to five times on one phone call. So then you got to follow up four to five times because maybe you don't know what they want more of or what they want less of. So I would say fortunes in the amount of times that you attempt on the first phone call. I think every single true player inside of sales attempts to close somebody four, five, six, seven, eight, nine, you know this, 10 different times on one phone call until it's done, it's done, it's done. They tried an amount of times where now they have to go into follow-up. Fortune is only in the follow-up when fortune is not in the close on the first call. So I always say to program yourself right inside of sales, make sure you tell yourself fortunes in the amount of attempts that I do on the first call. You do that, you're programming yourself to work and not freaking quit on the first call. That's sales, right? Yeah. Because I always heard fortune in the follow-up, so I always moved to follow-up. Let me hold a fat pipeline to the end of the month. Yeah, all right, we got another one here. So let's say where we are selling, you're selling me a car this time, okay? I'm gonna say, let's say it's a bigger purchase. You're selling me a $40,000, $50,000 car. And I say to you, hmm, let me think about this one. Yeah, 150%. So I'm gonna go the exact same route that I went before. Hey, 150%, Mark, think about it. I know this is a big purchasing decision for you and your family. Let me ask you a question. Mark, whoever I'm role-playing with. Let me ask you a question, Bob, yes. Hey, by the way, Morgan, when you do think about something like this, right, how long do you need to think about it? Do you want a couple hours? Do you want a couple days, a couple months? Just give me- A couple days. A couple days is good? Yeah. Perfect. Why don't we take at least a week? What's the show? Sure, why not? Why not, have fun. Is it the thinking mode? Do you think, I always, wait, we're pausing right now in role-play. Will two days and a week change? No. In two days, is the thought process gonna change? No, if he doesn't have the right information, it's not gonna change. So you say, let me think about it. I say, how many days do you need to think about it? Couple days. Couple days, let's take four. Cool. Cool, let's take four days. Let's take four days to a week. Because regardless, Morgan, whenever you're ready to do something like this, you're gonna have to make a decision whether or not this is the right car for you to drive. Right? So I'm gonna do my job in the next four days to seven days. While you're thinking about it, I'm gonna do my job. I'm gonna make sure I put everything inside of a message that you can look over. So when you are ready to do something like this, you have the comparables, right? Because obviously if you're ready to do something like this and you are certain on every single fact of the car, you would say yes today. So I'm gonna send you over some information right now inside of an email. That way you have all the comparables, right? And you can do your research over the next two to four days however long you need to think about it. What do you want me to put inside of the email right now? Do you want me to put a little that you were uncertain about today and still about the car? Because you're still uncertain. If you were certain you were by today, right? Perfect. What do you want me to put inside of an email right now that can make you a little bit more certain over the next four days to think about it? Was a little bit more about the price of the car and the cost savings in the long run. So the price today versus the cost that you're gonna pay inside the future. So it was a little bit more about money of the vehicle. Was a little bit more about the aesthetics of the vehicle. And you don't know if this is right vehicle for you and you wanna go shop some other vehicles or you like some different shapes of the vehicle. Or I know in the beginning of the conversation you were talking about fuel efficiency of the vehicle because you wanted to drive it for long runs and you don't know if this vehicle is gonna be right on fuel. What were you still a little bit uncertain about? That way I could put inside of an email. So when you think of over the next two to four days, you're certain when you wanna make a decision. What were you still a little bit uncertain about that I could put inside of there? Love it. Because I like this because I kind of am that person. Right. And I'm not in sales, but everything's sales. I'm in business, I'm in sales. So, and I can even sometimes catch myself. This is why I'm actually like, I don't do the sales in my business because I'm just too fucking chill sometimes. Yeah. So sometimes I'll talk to people and they're like, yeah, let me think about it. Yeah, get it, cool. Because I'm like, I usually think about it. I usually just have like a convincer, like a one or two day type thing. Give me everything, let me simmer on it. I'm gonna suss it. And also I wouldn't be having a conversation if I wasn't at least like 89% kind of keen on this. Yeah. So I've just gotta, you know, there's a few things usually for me, but then it's a day and I make a decision on it. But I kind of like it because like, I know some people in like, I guess like old school sales, it's like, keep trying to close, keep trying to close, keep trying to close, keep trying to like get them on it, right? When they're logistically like, no, this is just how I make decisions. I legitimately make decisions. You think some people make decisions a lot longer than other people? Well, knowing what I, so here's, I know a shit ton about just the way our brain's made up, right? How I'll do sales, maybe I'll tell you in the car right after here, I ask a couple of certain questions to people and I can sort of figure out, you know, like people's Myers-Briggs, you know that? So I ask a couple of questions and sort of figure out how they kind of process information in their brain and how they actually make decisions. And then I'll speak that language back to them. Some people have a convincer. So some people have, and this is what I'll, I'll say this question. So when I hire a manager, I'm gonna ask them a question so simple as, how do you know when someone has done a good job? Do you know it automatically? Or do you need to see them do it a few times? Or are you never convinced? And then they're gonna tell me. Like I'm someone who's like, I just know right away, which is why I don't make a good manager. A good manager might say, I need to see them do that, I need to see them do it four or five times. They have a four or five time convincer. So they need to see, so if I can ask a question like that, I'm gonna know that what they're really gonna need to see is the proposition probably put to them three or four or five times. So it makes sense in their head a few times. They may have to look at it a few more times. Instead of trying to close them straight away, I'm gonna give them that space because they probably will give it to me, leave it with me, I'm gonna run it over tonight again. And probably another time tomorrow morning. Great, I'm gonna speak to you in three days then. And then it's like, it makes a lot of sense. You spoke to me at the right, perfect time. Damn right I did. Another one. What are we selling this time? Anything bro. A house. Okay. Closing on a house. Good, good, good. I gotta speak to my partner. Yeah. It's a house man. Yeah. Can't expect me to close today. So every objection that you get, I think is a reflection of what you can do better. Cause they're gonna come up regardless. Like you're not gonna, the weight is the weight. I always say inside of sales. The weight is the weight. We'll talk about the objections. Like the weight doesn't fucking move. Like 20 pounds is always gonna be fucking 20 pounds. Can't complain about, oh, 50 pounds on the bench press or 450 pounds on the bench press or 150 pounds on the bench press. If that's the weight that's on the fricking bench press, it's not fucking moving. It's there, it's 150 pounds. So you can bitch and complain that the weight's heavy. Right? You can say, oh man, the weight's heavy man. I'm just not fucking strong enough. Or you can just get fucking stronger. Life. Now same thing inside of sales. You can bitch and complain about prospects always giving you objections. Hey, I need to think about it. I need to speak to my spouse. I don't have the time to do something like this. I don't have the money. Let me speak to my mom and dad. Send me over some information. You know, I don't make decisions as fast. I'm not ready to do it right now. Can you send me over an email? You can bitch and complain all you want. But at the end of the day, you don't get better. You can't complain and make commissions at the same time. The objection is always gonna fricking be there. And typically nine times out of 10, it's a reflection of what you can do better inside of a sales rep. You can only complain or get better, but you can't do both at the same time. You can complain or make a fricking sale. Can't do both at the same time. Why am I saying this? Because when you just told me the objection, why I need to speak to my spouse? Okay, great. What does it show me as a sales trainer or a sales coach? Hey, by the way, maybe this person maybe lacked authority, so they have to go to another authority figure, number one. Or maybe this person lacked qualifying in the beginning stage, and they should have never sat down a one-leg sit. They should only sit down a two-leg sit, which is a husband and a wife or a wife and a husband. And then they went through the whole presentation and they shot themselves in the foot. So it's a reflection of what you should have done. Because I say every single objection, there's like a translation towards it. Somebody says, I don't have the money. Good, your fault. You can't complain and get better. How's that my fault? Well, you show them that they're spending money and not investing money, so they hit you with the objection, I don't have the money. I don't have time to do something like this. Perfect, your fault. You show them that this is not gonna save their time or you don't have a sense of urgency inside a sale, so they hit you with the time objection. I need to speak to my mom, my husband, my wife, my aunt, my uncle, my spouse, my mom, my dad, whatever the case is. Perfect. You fucking lacked authority inside of the sale, so now they were a little bit uncertain, so they had to go to another authority figure. I always say sales is a reflection of you. It's an inside game first before it's an outside game. You get better at dealing with the inside things first. Like, imagine if you lack urgency as an individual, then everybody's gonna take their time with you. Like if you look at somebody, like if you come into something and you're slow, then people are gonna abuse your time. Of course, when you're on a phone call, hey, how's your day going today? Hey, by the way, we got about 45 minutes. I wanna make sure we have an effective, you know, communication with each other. Perfect, now this person respects their time, so I'm not gonna hit them with a time objection. I'm gonna wanna make fast decisions. I say you can't make slow decisions and ask a prospect to make fast decisions. It's always a reflection inside of sales. So usually it's an internal game, right? The spouse thing, couple things here that I see. Number one, it's like, okay, why'd you sit down and present somebody a home and do a whole walkthrough or do showings? And then you know clearly that they make a decision with somebody else and they have to make that decision with somebody else. And you don't wanna ever turn a customer into a champion salesperson. That's not their job. I feel like sometimes we have these hopes inside of sales when we sell a product, offer, or service, whether it's a home, a car, shampoo, health shakes. It's like we have this hope that we're gonna sell Jake, the husband, so well that he's gonna go home and sell his wife or sell her husband better than we could sell them. That's called turning the prospect into the champion salesperson. I don't wanna do that. That's not my job. I know for a fact that the prospect is not gonna outsell me. They're not gonna do a better job of selling than I can do. So my job is to always get the person on the call because I don't wanna turn my prospect into a salesperson, right? So you're saying, so it's gonna be prep from the beginning, right? Prep from the beginning. Like the sales 101 speaks to the decision maker. Correct. All right. Yeah. So is there a way, like let's say you get to the end of a sales presentation, sales call, maybe let's not say a house, I think, okay, because it's like probably should focus a bit to your partner about, let's say you're selling products. Yeah. Right, or you're selling a coaching program and they get to the end, ah, let me see what my partner has to say. Um, how do you sort of go about that? Perfect. Hey, listen, uh, Morgan, is your wife working the business with you or are you just doing yourself right now? I just kind of want to better understand that way. I know how, you know, to follow this journey of how we're gonna onboard you. No, it's just me. Hey, 150%. So now the first thing I have right now, Morgan's working the business. Morgan, you just told me that's a cheap enough product where it's not a freaking house where they're not gonna have a divorce over, right? So you said it's products right now. So now I know Morgan's working the business. Okay. He doesn't have to go make a decision with the wife. It's probably, he's probably just a little bit scared. So my job is just to handle like every other objection. We say, okay, well, Morgan's working the business. I know when Morgan, or I know when Melissa, let's say Melissa says I have to speak to my husband about something like this. If I know Melissa is gonna do the business alone, just like you said, hey, Melissa, are you doing the business yourself? Yes. Okay, perfect. Melissa's doing the business alone. Melissa buys products, by the way, alone, 24 seven. She doesn't call her husband. Maybe she buys it first and asks for forgiveness second, when she needs to go buy a bag at the grocery store, or she needs to go buy fruits, or she needs to go buy a new pair of shoes. She's not calling the spouse and saying, hey, by the way, honey, I have to buy shoes today. Do you think I should buy them for your work convention? No, she's buying them first. We know that. People are trained consumers. They're trained to buy things. They wanna make decisions alone. So I say, hey, perfect. The first thing I'm gonna do is say, hey, Morgan, by the way, it's good that you wanna speak to your spouse, your wife about this. I'm getting mixed up in role play names, looking at you as a girl and a guy right now. But I would say, hey, go ponder on it with your husband, right, for the next week or so. In the meantime of you pondering it, because I know you're gonna be working the business by yourself. You said you're gonna be doing this by yourself, and you're gonna use the products by yourself. What were you still a little bit uncertain about? That way I can send you over an email, right? Because I know if you're certain about this, you would say yes right away, just like you say yes to other products 24-7. What were you still a little bit uncertain about? That way I can send you over a text message. It was a little bit more about the products and what's inside the products, a little bit more about how you recommend the products, because you don't know a lot of people. If you could do something like this, maybe you don't have a good sales system, or it's a little bit more about the time it's gonna take to actually use a product, sell the products, or start a business like this. What were you still a little bit skeptical about? Customer's gonna turn, answer one of the three, oh, you know, yeah, I just don't know if I have time to do something like this. The objection's gonna frickin' move. And what I'm doing here, if people are just seeing the whole theme throughout this like 30 minutes of role play, what I just did every single time was make the customer feel like they can exit the conversation. Because when a customer feels like they can exit the conversation, I can bring them back in. I don't make a customer feel claustrophobic, like they have to make something, buy something, do something, sell something on the call. When I don't do that, I make them feel open to answering my questions. Because I always say sales is hard when you program somebody that they have to do something towards end of a call. When you tell somebody, when a human thinks they have to make a decision, they're closed. So sales and closing becomes hard. So the opening of a phone call can fuck up the whole closing, because closing's not hard, it's how you open a call. Closing would be difficult, right, if the person doesn't tell you what they want more of and less of inside of their life. If you don't know what the person wants more of and what they want less of, closing's hard. The only reason why you don't know what they want more of and what they want less of is maybe because you haven't asked them the right questions. Maybe you asked them the right questions, but they haven't told you the truth. The reason why they haven't told you the truth is because they feel like they have to buy something. When the moment somebody feels like they have to buy something they're closed off and they're defensive right away. And the reason why they did that in the beginning of the call is because you opened up a call and you made the customer feel like they had to make a decision towards the end of the call. So I can draw up my customer's defense within the first five seconds of call and say, hey, by the way, Morgan, glad to sit down with you today. The only reason why I want to sit down with you today is better understand who you are and what you want more of outside of life, what you want less of and what you want more of, right? That way I can give you all the information, right, and you can take back all the information towards the end of the call. And whenever you're ready to make a transition the next six months to a year, at least you have all the information for the back of your pocket inside of the future, you know, inside of the back of your pocket for the future, whenever you're ready to transition to a new job. I just told Morgan exactly what he wants to hear. Come on the call, steal everything, buy nothing, you can leave the call. That way Morgan's open and vulnerable throughout the whole call. Oh fuck, I could tell this guy everything about me. And how do people fuck it up? Because in the beginning stage they say this, hey, by the way, you know, I just want to learn a little bit more about you that way if I feel like we can help you, I can show you exactly what we have to offer and then you can just give me a simple yes or no towards the end of the call. Fucked it up. People don't even know they're doing this, why? They just heard it from a million sales trainers. We know this, you're in the script a million times, I hear it a million times. Hey, just let me know if you're a yes or no towards the end of call. Why? You're basically telling the prospect, hey, I'm going against the way you buy because the prospect says this, you know a prospect, everybody likes to buy, nobody likes to be sold. Right? Okay, perfect. So let the customer feel like they're in control. Don't make the customer feel closed off. You're going against the way they buy. The customer says this, I want to get everything, buy nothing. That's the customer's job. I'm coming in the car dealership today. I want to get something. Hey, sir, are you looking around for nothing? No, thank you, I'm just shopping. I don't want to fucking talk to you. I don't want to be sold by you. Do you think it could be case dependent though? Because let's say if I'm going to sell a car, I would never go into a conversation with that person and say, hey, let's go have a test drive or blah. And the only thing I want is a yes or no. I would in no way do that. Correct. But if I get people on a call, like let's say today, if somebody gets on a call right now and I'm going to give them half an hour of my time and they want to buy a $10,000 program or something. I do actually sort of say that. I'll set a start. Like, hey, look, the intention of this call is I want to figure out exactly where you're at, blah, blah, blah. If we can help all the rest of it. And then just give me a simple yes or no. Yeah. And at the end just tell us just no, that way we're not fucking around. Yeah. Like really? And I've found that kind of works. So do you think it's like a case dependent or is it like a high ticket versus like, what are you kind of thinking on that? Question is this, like I'm going to change everybody's perspective right now. Why should the customer be telling you no? Well, people are like, well, what does that mean? So as a great sales rep, your job is to do what? Qualify and tell the customer fucking no. That's what a great sales rep does. So why do I even have to ask? Hey, your job is to make a decision. No, no, no, no, no. My job in the beginning stage is to figure it out if you're right or not. If I figure out that you're right or not, the only thing I'm trying to do is just make my prospect open and vulnerable enough to give me the truth. If I have the truth, I can sell them. If I know their pain points, if I know what they want less and what they want more of, I don't care if they fucking said, no, I'm not buying from you the moment they come inside of the sale. I don't care about that. You should come into the sale and actually tell me no. But if I'm a great salesperson and I have the ability to make you feel calm, cool and collective more than any other salesperson, you're gonna tell me everything about your life. When I know all the facts and figures and how your life's in a fucking shithole or what you want more of and your dream frickin' vision because you're so open with me, I don't even give a fuck if you said yes, oh, I'm gonna give you a yes or no decision. I know all the ammunition. Product and closing becomes easy because I understand people. If the problem is people don't understand other people, so now product and closing becomes difficult. But I know this, the moment I can get a client to open up to me, what they want more of and what they want less of, I'm 99% of somebody that just wants a client to say, yes, I'm gonna give you a decision. I'm 99% ahead of them. If I can get somebody, and you know this, intuition plays a big part inside of sales. It's one of your highest faculties, I think. You know when a client's not just giving you one word answers. When they're actually going a little bit deeper with their answers. They're saying, hey, it's a good question that you asked. And they're just like, yeah, no, yes, no. So my question becomes this, just to play devil's advocate. Even if you ask the prospect, by the way, towards the end of the phone call, I just wanna give you, just give me a yes or no decision. And they're like, yes, okay. First of all, that's a one word answer, right? Yes, you gained commitment, love it. But then how about if they're just saying yes, okay, throughout the whole phone call? How about if they're just in that mindset? Like if you just have the prospect just saying yes throughout the whole call, are they gonna get a yes towards the close? Fuck no, that's 1970. Somebody says, hey, by the way, just programmed it to say yes and towards the end of the call, they're just gonna say yes to you. Well, probably not, you don't know how to hit them on what they want inside their life. How do you even know how to make a recommendation or hey, by the way, you just told me that you're the mother of three and that you've been struggling with XYZ. Forget about what we're about to talk to today, about you and I. I'm gonna show you a list inside of our business. She was the mother of three that went through the exact same thing as you. Let me show you inside of what happened over the last six months. You would never be able to fucking say that if you didn't have the prospect open up and tell you about her struggles. But now the prospect looks at you and says, holy shit, this feels different than a sales conversation. Subconsciously, every prospect likes something that's not scripted. Just like when you watch somebody speak on stage, you like somebody that speaks on stage that's not scripted. That's what the human mind loves. When you watch somebody speak on stage, you're like, holy fuck, it looks like they're not reading off of a script. I love this person. Same thing inside of sales. When a salesperson can say, hey, by the way, I was about to show you XYZ, but because you told me you're in XYZ position, let me tell you about Alyssa inside of our business. She was a mother of three like yourself that went through the same position that you went through. I'm gonna show you her journey over the last six months. Sexy, the person's listening. That's a fucking sale. Prospect says in their head, oh fuck, somebody's listening to me. That's sexy. The person buys right there. That's, it's weird. When you get great at sales, you know when people buy before they even say yes. They say, shut up, just sign me up. And I know right there the person bought. Why? Nobody gives a fuck about your product, your business, or your story until you care about their product, their business, and their story. And you may realize 15 minutes inside of the conversation that your fucking story is useless to Melissa and somebody else's story is 10 times more effective. But you wouldn't know that if you don't understand Melissa. It's a people's business, right? So these are the most effective conversations, I think. It's like everybody loves somebody that goes deep and not wide. Goes a little bit deeper. Why do you love sales so much? Just because it changed my life, man. I don't think there's, there's no, I think sales has changed so many people's lives unexpectedly. Yeah. It's like unexpected. It's, and to me, the sexiest thing inside of life, it's like spontaneity. It's like this shit came out of fucking nowhere. What? Sales? It's like you don't dream to be a salesperson. So when somebody's like, well, why do you love sales so much? I say, well, I'll give it to you right now. People don't know this. I was born and raised in Toronto, Canada. English was my first language. English was my first language. When I was in, when I was in, when I was in elementary school, they put me in ESL, English as a second language, but I was born and raised in Toronto, Canada, but I was in ESL, English as a second language. Okay. And I used to go to afterschool training called Kumon, afterschool tour as well. So I was in ESL with my friends that weren't born and raised inside of Canada. And I went to fucking Kumon, which was an afterschool training and program learning for kids that were slow inside of school, that got shitty grades inside of school. So everybody looked at me and they're like, oh, this kid's a fucking write-off. Like this kid was born and raised in Canada, he's in ESL classes, plus he's in extra tutoring towards the end of school because he can't even get, you know, B's and C's inside of the classroom. He can't even get D's, he's getting straight F's. This kid's a fucking write-off. Sales saved my life. Nobody would ever think, hey, by the way, oh, this kid's going to go on to make millions of dollars. I say, sales is the only thing inside of the world that doesn't give a fuck about who you were yesterday. It doesn't judge you. It didn't say, Daniel, by the way, we can't accept you because you were in ESL and you were in Kumon. It says, come in, if you can work hard, you can get paid a shit ton of money. It doesn't judge you for who you were yesterday. It's the only job in the world where you can shut your mouth and make money towards the end of the month, I say. And majority of jobs, you can't do that. Like if you're stuck in a job and you got, like think of it, it's one of the only careers in the world where what you get in is what you get out. It's garbage in, garbage out. So if it's the end of the month and it's December right now, it's December 29th, and you're having the shittiest fucking month or you got more month than you got money towards the end of the month. You got more expenses than you got money saved up towards the end of the month. And you got a cell phone bill, that's $450. You got a car bill, that's $450. Sales is the only fucking profession in the world where you could shut your mouth, go close a client and make them pay for the bill. That's it. I say, you can't complain or make commissions at the same time. That's the beauty of it. It's like, if we want to go out right now, you and I are salespeople. If we want to go out right now and we want to go grab fricking dinner and the tab is $1,300 for dinner, $1,300. And somebody pays for fucking dinner. In my head, no, Daniel, don't pay for dinner. I'll pay for your dinner. I'm not paying for it. What am I paying for? Hey, I just closed 17 clients this week. Those 17 clients are paying for the dinner. Only can do that inside of sales. To me, I say, it's the only job in the world where you could put in and you get back what you deserve and what you've earned inside of life, right? It's the only job where you could buy something for somebody and say, hey, by the way, what do you want? My mother, Daniel, I want this bag for Christmas. Good, give me a fucking week and a half. How? I'm gonna find three prospects, close those three prospects, they'll buy you the fricking bag, sales. To me, best profession inside the world. I defend it the most. I think it's dying because people, they want to fluff things up and, oh, I want to be an online entrepreneur, blah, blah, blah. So I say, well, no, with all this, you're always gonna have to be selling somebody something. And I think it's fucking dying. So I'm always trying to come out to Australia, revive it, make it fun, have fun with it, use different analogies, making people understand that even if they want to be an entrepreneur like yourself, they're gonna have to sell the vision, sell employees to work for them and continuously sell it. And it's not just one step. You don't just sell once, you're continuously gonna have to sell it every single day. So that's why sales, man. Dude, I love it, man. This has been good. I wish we'll have to do a round three. Yeah, this was fun. Next time you come back to Australia, we'll bring you back later this year, perhaps, eh? Now we've got an event. Yes. So, mate, so good seeing you again. Where can everybody find you on social media? At Daniel G, that's it. Everywhere? Yeah. All right, I don't know if you remember the last question I always ask all my guests. So we'll hit you again and see if it's changed. If you were to go back to your 18-year-old self and give him 30 seconds of advice, what would it be? I would say, hey, believe in yourself before other people believe in you. Believe in yourself before other people believe in you. Nobody is gonna believe in you until you fucking believe inside of yourself. Nobody's gonna buy into you until you buy into yourself. Nobody's gonna invest into you until you invest in yourself and nobody's gonna up your worth until you up your worth yourself. And if you don't have the people that you wanna be around, be the fucking person that you always wanted to be around. Because sometimes it's hard to find those 10 people that are millionaires because they don't even want you to be inside of the circle. So you look at the millionaire and you say, okay, how do I become that person that people wanna be around? I wish somebody told me that because I was always like, well, let me find five millionaires and I'll be the six. Well, fuck, how about if nobody wants you to be in their circle? So just become the person, okay, that you always wanted to attract inside of your life, right? And I think life is just so much easier when you do that.
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