and we’re live hello everyone welcome to another YouTube hangout I’m really
another YouTube hangout I’m really
another YouTube hangout I’m really excited to have my friend and elite
excited to have my friend and elite
excited to have my friend and elite author on my website deep curling here
author on my website deep curling here
author on my website deep curling here with me to talk about how to be better
with me to talk about how to be better
with me to talk about how to be better at sales and he’s written a new book
at sales and he’s written a new book
at sales and he’s written a new book called the 63 powerful sales and sales
called the 63 powerful sales and sales
called the 63 powerful sales and sales management tips to increase your sales
management tips to increase your sales
management tips to increase your sales it’s a free ebook and we’re going to get
it’s a free ebook and we’re going to get
it’s a free ebook and we’re going to get into some of the details and also answer
into some of the details and also answer
into some of the details and also answer some questions on how to improve your
some questions on how to improve your
some questions on how to improve your sales Kaza sales sales for yourself as
sales Kaza sales sales for yourself as
sales Kaza sales sales for yourself as an entrepreneur and also people who
an entrepreneur and also people who
an entrepreneur and also people who might be hiring on your team as sales
might be hiring on your team as sales
might be hiring on your team as sales people so Dave welcome back thanks Evan
people so Dave welcome back thanks Evan
people so Dave welcome back thanks Evan it’s great to be back
it’s great to be back
it’s great to be back appreciate the invitation I love it now
appreciate the invitation I love it now
appreciate the invitation I love it now one of the one of the key things you’re
one of the one of the key things you’re
one of the one of the key things you’re talking about in the book is it’s a lot
talking about in the book is it’s a lot
talking about in the book is it’s a lot easier than people think to be good at
easier than people think to be good at
easier than people think to be good at sales to be gonna sell in to be a good
sales to be gonna sell in to be a good
sales to be gonna sell in to be a good sales manager part of the message you
sales manager part of the message you
sales manager part of the message you have to believe in yourself could you
have to believe in yourself could you
have to believe in yourself could you elaborate on that a little bit what are
elaborate on that a little bit what are
elaborate on that a little bit what are the things that are tripping people love
the things that are tripping people love
the things that are tripping people love why is it so much easier than people
why is it so much easier than people
why is it so much easier than people think how can I get better well one of
think how can I get better well one of
think how can I get better well one of the neat things in this book is that I
the neat things in this book is that I
the neat things in this book is that I took a series of 30 or so articles that
took a series of 30 or so articles that
took a series of 30 or so articles that I’ve written over the last 10 years
I’ve written over the last 10 years
I’ve written over the last 10 years about my son and these articles started
about my son and these articles started
about my son and these articles started when he was 3 and they continued till he
when he was 3 and they continued till he
when he was 3 and they continued till he was about 12 or 13 so it might have been
was about 12 or 13 so it might have been
was about 12 or 13 so it might have been two or three a year where I’d see him do
two or three a year where I’d see him do
two or three a year where I’d see him do something that just caused me to shake
something that just caused me to shake
something that just caused me to shake my head and go wow and I’d make a
my head and go wow and I’d make a
my head and go wow and I’d make a connection between that thing he did and
connection between that thing he did and
connection between that thing he did and something that salespeople did so
something that salespeople did so
something that salespeople did so there’s a lot of analogies and in each
there’s a lot of analogies and in each
there’s a lot of analogies and in each case it’s usually revolving around
case it’s usually revolving around
case it’s usually revolving around something that he didn’t know that he
something that he didn’t know that he
something that he didn’t know that he couldn’t do he had no reference to think
couldn’t do he had no reference to think
couldn’t do he had no reference to think that he couldn’t do anything so a lot of
that he couldn’t do anything so a lot of
that he couldn’t do anything so a lot of these articles are about the belief
these articles are about the belief
these articles are about the belief systems that entrepreneurs and
systems that entrepreneurs and
systems that entrepreneurs and salespeople and sales managers have
salespeople and sales managers have
salespeople and sales managers have where they automatically think I can’t
where they automatically think I can’t
where they automatically think I can’t do that that’s too difficult that’s too
do that that’s too difficult that’s too
do that that’s too difficult that’s too challenging that’s too scary
challenging that’s too scary
challenging that’s too scary that won’t work and my son doesn’t know
that won’t work and my son doesn’t know
that won’t work and my son doesn’t know those things he can do anything and you
those things he can do anything and you
those things he can do anything and you know today he’s 13 nothing stops him
know today he’s 13 nothing stops him
know today he’s 13 nothing stops him so I take some of his lessons and
so I take some of his lessons and
so I take some of his lessons and translate them to entrepreneurship and
translate them to entrepreneurship and
translate them to entrepreneurship and to sales and to sales management to show
to sales and to sales management to show
to sales and to sales management to show how easy it is to do the things that
how easy it is to do the things that
how easy it is to do the things that you’re not currently doing because the
you’re not currently doing because the
you’re not currently doing because the only thing in the way is between your
only thing in the way is between your
only thing in the way is between your ears I love it I love it
ears I love it I love it
ears I love it I love it I fully believe that every time I’ve
I fully believe that every time I’ve
I fully believe that every time I’ve made a significant growth in my business
made a significant growth in my business
made a significant growth in my business it’s it’s come from shattering a
it’s it’s come from shattering a
it’s it’s come from shattering a limiting personal belief of mine and I
limiting personal belief of mine and I
limiting personal belief of mine and I remember one related to sales in my
remember one related to sales in my
remember one related to sales in my first company I was 19 years old and I
first company I was 19 years old and I
first company I was 19 years old and I was selling to researchers and PhDs and
was selling to researchers and PhDs and
was selling to researchers and PhDs and people who make me three times my age
people who make me three times my age
people who make me three times my age and have way more education and thought
and have way more education and thought
and have way more education and thought they’re never gonna listen to me I’m
they’re never gonna listen to me I’m
they’re never gonna listen to me I’m just this 19 year old kid and I was
just this 19 year old kid and I was
just this 19 year old kid and I was afraid to talk to them and it wasn’t
afraid to talk to them and it wasn’t
afraid to talk to them and it wasn’t until I realized hey they don’t care how
until I realized hey they don’t care how
until I realized hey they don’t care how old I am as long as I can provide value
old I am as long as I can provide value
old I am as long as I can provide value to them that then I started getting more
to them that then I started getting more
to them that then I started getting more calls and getting more deals and signing
calls and getting more deals and signing
calls and getting more deals and signing more customers onto the company it was
more customers onto the company it was
more customers onto the company it was all up here like you said has nothing to
all up here like you said has nothing to
all up here like you said has nothing to do with them was all up here so what
do with them was all up here so what
do with them was all up here so what what are some of the what are some of
what are some of the what are some of
what are some of the what are some of those stories what are some of the
those stories what are some of the
those stories what are some of the limiting beliefs that you find that
limiting beliefs that you find that
limiting beliefs that you find that entrepreneurs and salespeople managers
entrepreneurs and salespeople managers
entrepreneurs and salespeople managers have that maybe some of the most common
have that maybe some of the most common
have that maybe some of the most common ones that they need to break free from
ones that they need to break free from
ones that they need to break free from well one of the stories that I tell in
well one of the stories that I tell in
well one of the stories that I tell in the book and it’s a great one as to
the book and it’s a great one as to
the book and it’s a great one as to crashing through beliefs he was about
crashing through beliefs he was about
crashing through beliefs he was about seven years old and we had a small
seven years old and we had a small
seven years old and we had a small snowstorm and I went out to shovel and I
snowstorm and I went out to shovel and I
snowstorm and I went out to shovel and I asked him if he wanted to help in this
asked him if he wanted to help in this
asked him if he wanted to help in this particular time for the first time he
particular time for the first time he
particular time for the first time he said sure so he grabbed a shovel I
said sure so he grabbed a shovel I
said sure so he grabbed a shovel I grabbed a shovel and together we
grabbed a shovel and together we
grabbed a shovel and together we shoveled the two long walks that we have
shoveled the two long walks that we have
shoveled the two long walks that we have we also have a big circular driveway in
we also have a big circular driveway in
we also have a big circular driveway in front of the house and he said aren’t we
front of the house and he said aren’t we
front of the house and he said aren’t we gonna do the circular driveway and my
gonna do the circular driveway and my
gonna do the circular driveway and my reference was no freaking way too much
reference was no freaking way too much
reference was no freaking way too much that’s for the snow blower or the snow
that’s for the snow blower or the snow
that’s for the snow blower or the snow plow so I said geez I don’t think so he
plow so I said geez I don’t think so he
plow so I said geez I don’t think so he said why not we can do that fast daddy I
said why not we can do that fast daddy I
said why not we can do that fast daddy I said okay I didn’t want to crush his
said okay I didn’t want to crush his
said okay I didn’t want to crush his belief that it could be done I know I
belief that it could be done I know I
belief that it could be done I know I would never do it myself so we went out
would never do it myself so we went out
would never do it myself so we went out and in 15 minutes we had that whole
and in 15 minutes we had that whole
and in 15 minutes we had that whole circle all shoveled because he didn’t
circle all shoveled because he didn’t
circle all shoveled because he didn’t know that he couldn’t do it so I
know that he couldn’t do it so I
know that he couldn’t do it so I I use that as a jumping off point to
I use that as a jumping off point to
I use that as a jumping off point to talk about some of the things that
talk about some of the things that
talk about some of the things that salespeople think they can’t do and
salespeople think they can’t do and
salespeople think they can’t do and entrepreneurs think they can’t do and
entrepreneurs think they can’t do and
entrepreneurs think they can’t do and how easy it is to do those things if
how easy it is to do those things if
how easy it is to do those things if they just change the decision if they
they just change the decision if they
they just change the decision if they just change the belief if they just turn
just change the belief if they just turn
just change the belief if they just turn it into an affirmation instead of
it into an affirmation instead of
it into an affirmation instead of sabotaging themselves got it another the
sabotaging themselves got it another the
sabotaging themselves got it another the the story I start the book off with is
the story I start the book off with is
the story I start the book off with is one of my favorites he was three years
one of my favorites he was three years
one of my favorites he was three years old this was the first article that
old this was the first article that
old this was the first article that started these sales people are just like
started these sales people are just like
started these sales people are just like children series so he and I were driving
children series so he and I were driving
children series so he and I were driving in the car and I turned around to him he
in the car and I turned around to him he
in the car and I turned around to him he was in the car seat and I said would you
was in the car seat and I said would you
was in the car seat and I said would you like to go shopping with me tonight so
like to go shopping with me tonight so
like to go shopping with me tonight so that you can get a Christmas gift for
that you can get a Christmas gift for
that you can get a Christmas gift for mommy and he said yes I said what would
mommy and he said yes I said what would
mommy and he said yes I said what would you like to get her and he immediately
you like to get her and he immediately
you like to get her and he immediately said I think she should like a
said I think she should like a
said I think she should like a pocketbook and my thinking was wow he’s
pocketbook and my thinking was wow he’s
pocketbook and my thinking was wow he’s only three but he’s seen the gift-giving
only three but he’s seen the gift-giving
only three but he’s seen the gift-giving thing enough so that he automatically
thing enough so that he automatically
thing enough so that he automatically knows to think of what she would like
knows to think of what she would like
knows to think of what she would like and before I was even done thinking that
and before I was even done thinking that
and before I was even done thinking that thought he said or maybe she should like
thought he said or maybe she should like
thought he said or maybe she should like a train set for me and and the
a train set for me and and the
a train set for me and and the connection there is that even with
connection there is that even with
connection there is that even with entrepreneurs and salespeople you can
entrepreneurs and salespeople you can
entrepreneurs and salespeople you can get them thinking about the other person
get them thinking about the other person
get them thinking about the other person the prospect for a little bit of time
the prospect for a little bit of time
the prospect for a little bit of time but it’s not long before the band snaps
but it’s not long before the band snaps
but it’s not long before the band snaps back and they’re back to thinking about
back and they’re back to thinking about
back and they’re back to thinking about themselves and what they want out of the
themselves and what they want out of the
themselves and what they want out of the meeting and so the analogy is that you
meeting and so the analogy is that you
meeting and so the analogy is that you need to stay focused on the other person
need to stay focused on the other person
need to stay focused on the other person you need to listen you need to ask
you need to listen you need to ask
you need to listen you need to ask questions you’ve got to find out what
questions you’ve got to find out what
questions you’ve got to find out what they care about and it has nothing to do
they care about and it has nothing to do
they care about and it has nothing to do what with what we care about I love it
what with what we care about I love it
what with what we care about I love it are there some common ones that you find
are there some common ones that you find
are there some common ones that you find for entrepreneurs and salespeople
for entrepreneurs and salespeople
for entrepreneurs and salespeople managers that really hold them back in
managers that really hold them back in
managers that really hold them back in their positions yeah
their positions yeah
their positions yeah common beliefs the the single biggest
common beliefs the the single biggest
common beliefs the the single biggest set of common beliefs that that they all
set of common beliefs that that they all
set of common beliefs that that they all have entrepreneurs salespeople sales
have entrepreneurs salespeople sales
have entrepreneurs salespeople sales managers revolve around money and
managers revolve around money and
managers revolve around money and whether or not it’s okay to talk about
whether or not it’s okay to talk about
whether or not it’s okay to talk about it and whether or not it’s okay to push
it and whether or not it’s okay to push
it and whether or not it’s okay to push about
about
about and how much money is a lot and whether
and how much money is a lot and whether
and how much money is a lot and whether they’re choking point on money is high
they’re choking point on money is high
they’re choking point on money is high enough for what they’re trying to sell
enough for what they’re trying to sell
enough for what they’re trying to sell and how much money they need to ask for
and how much money they need to ask for
and how much money they need to ask for probably the biggest ones are about
probably the biggest ones are about
probably the biggest ones are about money another big one is about how
money another big one is about how
money another big one is about how important it is to be liked it’s it’s
important it is to be liked it’s it’s
important it is to be liked it’s it’s really tough because the salespeople who
really tough because the salespeople who
really tough because the salespeople who are the most personable we’re most
are the most personable we’re most
are the most personable we’re most friendly most effervescent who are loved
friendly most effervescent who are loved
friendly most effervescent who are loved by all their friends who are encouraged
by all their friends who are encouraged
by all their friends who are encouraged to go into sales have the hardest time
to go into sales have the hardest time
to go into sales have the hardest time because while they can make friends they
because while they can make friends they
because while they can make friends they can’t separate that need to have people
can’t separate that need to have people
can’t separate that need to have people like them from the need to get those
like them from the need to get those
like them from the need to get those people to buy from them hmm
people to buy from them hmm
people to buy from them hmm and the need to be liked takes
and the need to be liked takes
and the need to be liked takes precedence over the need to do business
precedence over the need to do business
precedence over the need to do business and it’s ok to be liked and it’s OK to
and it’s ok to be liked and it’s OK to
and it’s ok to be liked and it’s OK to get people to like you but you have to
get people to like you but you have to
get people to like you but you have to stop at need so if you like me Evan
stop at need so if you like me Evan
stop at need so if you like me Evan that’s awesome
that’s awesome
that’s awesome but I don’t need you to like me I don’t
but I don’t need you to like me I don’t
but I don’t need you to like me I don’t care if you don’t like me
care if you don’t like me
care if you don’t like me cuz I’ve got questions I need to ask you
cuz I’ve got questions I need to ask you
cuz I’ve got questions I need to ask you and if I’m worried about whether you
and if I’m worried about whether you
and if I’m worried about whether you like me I won’t be able to ask those
like me I won’t be able to ask those
like me I won’t be able to ask those tough questions because I’ll be worried
tough questions because I’ll be worried
tough questions because I’ll be worried that you won’t like me anymore so that’s
that you won’t like me anymore so that’s
that you won’t like me anymore so that’s that’s another huge common belief
that’s another huge common belief
that’s another huge common belief problem 54% of the people in sales have
problem 54% of the people in sales have
problem 54% of the people in sales have strong enough need to be liked so that
strong enough need to be liked so that
strong enough need to be liked so that it sabotages them Wow and so you know I
it sabotages them Wow and so you know I
it sabotages them Wow and so you know I guess first step is just the awareness
guess first step is just the awareness
guess first step is just the awareness that this is a belief a mindset a habit
that this is a belief a mindset a habit
that this is a belief a mindset a habit that you have once that’s on your radar
that you have once that’s on your radar
that you have once that’s on your radar how do you then go about fixing it
how do you then go about fixing it
how do you then go about fixing it changing it great question and there are
changing it great question and there are
changing it great question and there are a few things that we can do number one
a few things that we can do number one
a few things that we can do number one we can replace the need to be liked with
we can replace the need to be liked with
we can replace the need to be liked with a need to be respected and and you gain
a need to be respected and and you gain
a need to be respected and and you gain respect from asking intelligent relevant
respect from asking intelligent relevant
respect from asking intelligent relevant useful tough questions from pushing back
useful tough questions from pushing back
useful tough questions from pushing back and challenging somebody’s thinking and
and challenging somebody’s thinking and
and challenging somebody’s thinking and being valuable to them the second thing
being valuable to them the second thing
being valuable to them the second thing you can do is you can kind of fill up
you can do is you can kind of fill up
you can do is you can kind of fill up your tank on love before you start
your tank on love before you start
your tank on love before you start selling for the day so you know get a
selling for the day so you know get a
selling for the day so you know get a golden retriever and let them love you
golden retriever and let them love you
golden retriever and let them love you to death
to death
to death the kids your spouse or your significant
the kids your spouse or your significant
the kids your spouse or your significant other get it fill the tank before you
other get it fill the tank before you
other get it fill the tank before you come to work and third thing this is
come to work and third thing this is
come to work and third thing this is this is I love this one
this is I love this one
this is I love this one the author Dan Millman he wrote the way
the author Dan Millman he wrote the way
the author Dan Millman he wrote the way of the Peaceful Warrior and they made a
of the Peaceful Warrior and they made a
of the Peaceful Warrior and they made a movie out of that book and he’s written
movie out of that book and he’s written
movie out of that book and he’s written 12 books since then he shared this one
12 books since then he shared this one
12 books since then he shared this one with me for my book baseline selling and
with me for my book baseline selling and
with me for my book baseline selling and his suggestion is to build a shrine and
his suggestion is to build a shrine and
his suggestion is to build a shrine and it’s called the what’ll shot shrine okay
it’s called the what’ll shot shrine okay
it’s called the what’ll shot shrine okay you stand before the shrine in the
you stand before the shrine in the
you stand before the shrine in the morning and you say – what’ll what’ll he
morning and you say – what’ll what’ll he
morning and you say – what’ll what’ll he think of me what’ll we do if I ask this
think of me what’ll we do if I ask this
think of me what’ll we do if I ask this question
question
question what’ll II think if I have this really
what’ll II think if I have this really
what’ll II think if I have this really tough question what do you think about
tough question what do you think about
tough question what do you think about the way I look today and and have
the way I look today and and have
the way I look today and and have what’ll just debunk all of that need to
what’ll just debunk all of that need to
what’ll just debunk all of that need to be like just make a farce out of the
be like just make a farce out of the
be like just make a farce out of the whole thing so that it’s not important
whole thing so that it’s not important
whole thing so that it’s not important there also some great books that people
there also some great books that people
there also some great books that people can read to help him through this need
can read to help him through this need
can read to help him through this need to be liked Millman’s book the way of
to be liked Millman’s book the way of
to be liked Millman’s book the way of the Peaceful Warrior is one
the Peaceful Warrior is one
the Peaceful Warrior is one he’s also got another one that’s good
he’s also got another one that’s good
he’s also got another one that’s good called ordinary moments talk to Wayne
called ordinary moments talk to Wayne
called ordinary moments talk to Wayne Dyer one of his early books before he
Dyer one of his early books before he
Dyer one of his early books before he was a New Age guy one of his early books
was a New Age guy one of his early books
was a New Age guy one of his early books was called your erroneous zones and
was called your erroneous zones and
was called your erroneous zones and that’s got some great stuff on
that’s got some great stuff on
that’s got some great stuff on overcoming need for approval and and if
overcoming need for approval and and if
overcoming need for approval and and if it’s really strong and nothing else
it’s really strong and nothing else
it’s really strong and nothing else works therapy interesting now what about
works therapy interesting now what about
works therapy interesting now what about money so the you let off with money
money so the you let off with money
money so the you let off with money being a big issue people don’t know how
being a big issue people don’t know how
being a big issue people don’t know how much to ask they may not value
much to ask they may not value
much to ask they may not value themselves enough they have thresholds
themselves enough they have thresholds
themselves enough they have thresholds over you know where they feel
over you know where they feel
over you know where they feel comfortable how do you so first step you
comfortable how do you so first step you
comfortable how do you so first step you know maybe you read you read the book
know maybe you read you read the book
know maybe you read you read the book you get this the awareness that okay I
you get this the awareness that okay I
you get this the awareness that okay I have limiting beliefs about money how do
have limiting beliefs about money how do
have limiting beliefs about money how do I then go about fixing those in the same
I then go about fixing those in the same
I then go about fixing those in the same step so there other steps that might be
step so there other steps that might be
step so there other steps that might be helpful different I found monopoly helps
helpful different I found monopoly helps
helpful different I found monopoly helps a lot okay
a lot okay
a lot okay play with monopoly money but you have to
play with monopoly money but you have to
play with monopoly money but you have to imagine
imagine
imagine it’s real currency and you have to just
it’s real currency and you have to just
it’s real currency and you have to just talk about the money you have to play it
talk about the money you have to play it
talk about the money you have to play it out loud not just play the game but play
out loud not just play the game but play
out loud not just play the game but play it out loud and discuss how much money
it out loud and discuss how much money
it out loud and discuss how much money you have and how much money your
you have and how much money your
you have and how much money your opponents have and what they’re doing
opponents have and what they’re doing
opponents have and what they’re doing with the money and just get talking
with the money and just get talking
with the money and just get talking about the money so much that it becomes
about the money so much that it becomes
about the money so much that it becomes second nature and you get numb to it so
second nature and you get numb to it so
second nature and you get numb to it so that when you’re in front of a
that when you’re in front of a
that when you’re in front of a prospective customer and it’s time to
prospective customer and it’s time to
prospective customer and it’s time to talk about money
talk about money
talk about money you’ve been talking about money for
you’ve been talking about money for
you’ve been talking about money for weeks and weeks and weeks it’s no big
weeks and weeks and weeks it’s no big
weeks and weeks and weeks it’s no big deal anymore see you can say are you
deal anymore see you can say are you
deal anymore see you can say are you willing to invest a hundred thousand
willing to invest a hundred thousand
willing to invest a hundred thousand dollars on this great new technology
dollars on this great new technology
dollars on this great new technology that’ll solve this set of problems
that’ll solve this set of problems
that’ll solve this set of problems you’ve been having and not flinch do you
you’ve been having and not flinch do you
you’ve been having and not flinch do you find that when you’re then managing
find that when you’re then managing
find that when you’re then managing people if you’re managing a sales team
people if you’re managing a sales team
people if you’re managing a sales team or you’re bringing on your first
or you’re bringing on your first
or you’re bringing on your first salesperson that you’re limiting beliefs
salesperson that you’re limiting beliefs
salesperson that you’re limiting beliefs get passed on to them yeah yeah that
get passed on to them yeah yeah that
get passed on to them yeah yeah that that’s a great insight and that’s one of
that’s a great insight and that’s one of
that’s a great insight and that’s one of the things we look at when we evaluate
the things we look at when we evaluate
the things we look at when we evaluate sales managers is which self limiting
sales managers is which self limiting
sales managers is which self limiting beliefs that they have that might
beliefs that they have that might
beliefs that they have that might influence what their salespeople do for
influence what their salespeople do for
influence what their salespeople do for instance one of the self limiting
instance one of the self limiting
instance one of the self limiting behaviors that have a great effect on
behaviors that have a great effect on
behaviors that have a great effect on selling is the way people buy and there
selling is the way people buy and there
selling is the way people buy and there are a few components that make up what
are a few components that make up what
are a few components that make up what we call buy cycle so that’s whether or
we call buy cycle so that’s whether or
we call buy cycle so that’s whether or not they need to think things over
not they need to think things over
not they need to think things over whether or not they need to comparison
whether or not they need to comparison
whether or not they need to comparison shop whether or not they price shop
shop whether or not they price shop
shop whether or not they price shop whether or not they do research and the
whether or not they do research and the
whether or not they do research and the one we already talked about how much
one we already talked about how much
one we already talked about how much money is a lot and if if we’re in a
money is a lot and if if we’re in a
money is a lot and if if we’re in a price sensitive business and there’s a
price sensitive business and there’s a
price sensitive business and there’s a lot of price competition and the
lot of price competition and the
lot of price competition and the prospect wants the lowest price and the
prospect wants the lowest price and the
prospect wants the lowest price and the salesperson is someone who would
salesperson is someone who would
salesperson is someone who would ordinarily go out and shop for the
ordinarily go out and shop for the
ordinarily go out and shop for the lowest price salesperson understands now
lowest price salesperson understands now
lowest price salesperson understands now if they go back to the manager and says
if they go back to the manager and says
if they go back to the manager and says I need a better price instead of digging
I need a better price instead of digging
I need a better price instead of digging in and selling value right they can’t
in and selling value right they can’t
in and selling value right they can’t and the manager has that same tendency
and the manager has that same tendency
and the manager has that same tendency to go out and look for the lowest price
to go out and look for the lowest price
to go out and look for the lowest price then then the manager is enabling the
then then the manager is enabling the
then then the manager is enabling the salesperson to just give everything away
salesperson to just give everything away
salesperson to just give everything away whereas if at least the manager didn’t
whereas if at least the manager didn’t
whereas if at least the manager didn’t have that self limiting behavior and the
have that self limiting behavior and the
have that self limiting behavior and the manager bought value the manager could
manager bought value the manager could
manager bought value the manager could say whoa wait a minute why are we doing
say whoa wait a minute why are we doing
say whoa wait a minute why are we doing that what’s what’s going on here what
that what’s what’s going on here what
that what’s what’s going on here what happened to our strategy that we’re
happened to our strategy that we’re
happened to our strategy that we’re gonna sell value and that we’re not
gonna sell value and that we’re not
gonna sell value and that we’re not going to be commoditized we’re not gonna
going to be commoditized we’re not gonna
going to be commoditized we’re not gonna compete on price where did that go and
compete on price where did that go and
compete on price where did that go and and that can lead to a good coaching
and that can lead to a good coaching
and that can lead to a good coaching conversation so when you are screening
conversation so when you are screening
conversation so when you are screening because you’ll help companies hire
because you’ll help companies hire
because you’ll help companies hire salespeople and train them when you’re
salespeople and train them when you’re
salespeople and train them when you’re screening them do you do you try to get
screening them do you do you try to get
screening them do you do you try to get that information out of them how much
that information out of them how much
that information out of them how much the comparison shop themselves how much
the comparison shop themselves how much
the comparison shop themselves how much they look for value in what they’re
they look for value in what they’re
they look for value in what they’re buying our assessments ask questions
buying our assessments ask questions
buying our assessments ask questions about how they buy so that we can
about how they buy so that we can
about how they buy so that we can project how that’s gonna affect them on
project how that’s gonna affect them on
project how that’s gonna affect them on the phone and in the field when they’re
the phone and in the field when they’re
the phone and in the field when they’re selling interesting so that’s all part
selling interesting so that’s all part
selling interesting so that’s all part of their sales DNA yeah cool interesting
of their sales DNA yeah cool interesting
of their sales DNA yeah cool interesting you can learn skills you can learn
you can learn skills you can learn
you can learn skills you can learn strategies you can learn techniques but
strategies you can learn techniques but
strategies you can learn techniques but if the sales DNA isn’t supportive of
if the sales DNA isn’t supportive of
if the sales DNA isn’t supportive of doing those strategies tactics and
doing those strategies tactics and
doing those strategies tactics and techniques then they don’t get executed
techniques then they don’t get executed
techniques then they don’t get executed so selling has a lot more to do with the
so selling has a lot more to do with the
so selling has a lot more to do with the DNA and whether it’s supportive than it
DNA and whether it’s supportive than it
DNA and whether it’s supportive than it does with the skills which they may or
does with the skills which they may or
does with the skills which they may or may not have interesting I like that
may not have interesting I like that
may not have interesting I like that they’ve david goes deep on this one I
they’ve david goes deep on this one I
they’ve david goes deep on this one I like it out of here so we’ve got people
like it out of here so we’ve got people
like it out of here so we’ve got people watching and these you change one of
watching and these you change one of
watching and these you change one of your beliefs didn’t you which one that
your beliefs didn’t you which one that
your beliefs didn’t you which one that the Toronto Blue Jays will always suck
Toronto Blue Jays are gonna win it all
Toronto Blue Jays are gonna win it all and look at them this year always this
and look at them this year always this
and look at them this year always this day we’ll see we need to the woods gonna
day we’ll see we need to the woods gonna
day we’ll see we need to the woods gonna get healthy again yeah Manish is writing
get healthy again yeah Manish is writing
get healthy again yeah Manish is writing is was so finishes watching live and is
is was so finishes watching live and is
is was so finishes watching live and is asking about selling in a selling em new
asking about selling in a selling em new
asking about selling in a selling em new product that that hasn’t been sold
product that that hasn’t been sold
product that that hasn’t been sold before in a new country or new city your
before in a new country or new city your
before in a new country or new city your steps to create awareness and promoting
steps to create awareness and promoting
steps to create awareness and promoting something that has never been sold
something that has never been sold
something that has never been sold before is it was that
before is it was that
before is it was that same is a different with with knots I
same is a different with with knots I
same is a different with with knots I had it’s different its you have no
had it’s different its you have no
had it’s different its you have no competition that’s the good part the bad
competition that’s the good part the bad
competition that’s the good part the bad part is there’s no awareness your
part is there’s no awareness your
part is there’s no awareness your awareness that there’s a need for this
awareness that there’s a need for this
awareness that there’s a need for this there’s no awareness that it exists and
there’s no awareness that it exists and
there’s no awareness that it exists and the tendency is to run out and tell
the tendency is to run out and tell
the tendency is to run out and tell everybody all about what it does and how
everybody all about what it does and how
everybody all about what it does and how well it does it and people say thank you
well it does it and people say thank you
well it does it and people say thank you very much that’s good to know they don’t
very much that’s good to know they don’t
very much that’s good to know they don’t buy it so you have to take an approach
buy it so you have to take an approach
buy it so you have to take an approach that anybody selling an existing product
that anybody selling an existing product
that anybody selling an existing product or service might take and that’s a more
or service might take and that’s a more
or service might take and that’s a more consultative approach and that’s
consultative approach and that’s
consultative approach and that’s starting to ask questions about whether
starting to ask questions about whether
starting to ask questions about whether or not they have the symptoms of the
or not they have the symptoms of the
or not they have the symptoms of the problem or the challenge or the
problem or the challenge or the
problem or the challenge or the frustration that this new product
frustration that this new product
frustration that this new product technology would solve so you have to
technology would solve so you have to
technology would solve so you have to create the need when it’s a new product
create the need when it’s a new product
create the need when it’s a new product or a new technology good next question
or a new technology good next question
or a new technology good next question coming in is do you have a Dave do you
coming in is do you have a Dave do you
coming in is do you have a Dave do you have advice on how to close the deal yes
have advice on how to close the deal yes
have advice on how to close the deal yes I have advice on closing the deal you
I have advice on closing the deal you
I have advice on closing the deal you know there there are several pure
know there there are several pure
know there there are several pure selling competencies that are really
selling competencies that are really
selling competencies that are really important to talk about so one is one’s
important to talk about so one is one’s
important to talk about so one is one’s ability to hunt for new business find
ability to hunt for new business find
ability to hunt for new business find the opportunities to is the ability to
the opportunities to is the ability to
the opportunities to is the ability to sell consultative ly and create the need
sell consultative ly and create the need
sell consultative ly and create the need 3 is the ability to qualify for is the
3 is the ability to qualify for is the
3 is the ability to qualify for is the ability to present the right things to
ability to present the right things to
ability to present the right things to the right people at the right time for
the right people at the right time for
the right people at the right time for the right reasons and 5 is posturing
the right reasons and 5 is posturing
the right reasons and 5 is posturing that’s your ability to differentiate
that’s your ability to differentiate
that’s your ability to differentiate yourself and be memorable and 6 this
yourself and be memorable and 6 this
yourself and be memorable and 6 this closing and historically when we
closing and historically when we
closing and historically when we evaluate salespeople and we evaluate
evaluate salespeople and we evaluate
evaluate salespeople and we evaluate sales forces the closing competency
sales forces the closing competency
sales forces the closing competency scores the worst mmm if if the scores
scores the worst mmm if if the scores
scores the worst mmm if if the scores are in the 60s 70s and 80s on the other
are in the 60s 70s and 80s on the other
are in the 60s 70s and 80s on the other competencies will see closing competency
competencies will see closing competency
competencies will see closing competency scores in the 30s or the 20s it’s it’s
scores in the 30s or the 20s it’s it’s
scores in the 30s or the 20s it’s it’s generally horrible across the board and
generally horrible across the board and
generally horrible across the board and that’s okay you don’t have to be a great
that’s okay you don’t have to be a great
that’s okay you don’t have to be a great clothes
clothes
clothes if your graded all the things that
if your graded all the things that
if your graded all the things that happen before closing so if you’re great
happen before closing so if you’re great
happen before closing so if you’re great at finding opportunities and the
at finding opportunities and the
at finding opportunities and the pipeline’s always filled so you don’t
pipeline’s always filled so you don’t
pipeline’s always filled so you don’t have this incredible need to close the
have this incredible need to close the
have this incredible need to close the one opportunity you have and pressure
one opportunity you have and pressure
one opportunity you have and pressure them if you’re good at taking a
them if you’re good at taking a
them if you’re good at taking a consultative approach and uncovering the
consultative approach and uncovering the
consultative approach and uncovering the compelling reason why someone would buy
compelling reason why someone would buy
compelling reason why someone would buy from you if you’re good at
from you if you’re good at
from you if you’re good at differentiating and qualifying to make
differentiating and qualifying to make
differentiating and qualifying to make sure the opportunity is real and you’re
sure the opportunity is real and you’re
sure the opportunity is real and you’re good at taking all of that information
good at taking all of that information
good at taking all of that information and leveraging it into a quality
and leveraging it into a quality
and leveraging it into a quality compelling proposal or presentation then
compelling proposal or presentation then
compelling proposal or presentation then it’ll close itself and you don’t need to
it’ll close itself and you don’t need to
it’ll close itself and you don’t need to be a great closer but if you suck at all
be a great closer but if you suck at all
be a great closer but if you suck at all those other things and you don’t have
those other things and you don’t have
those other things and you don’t have enough opportunities and you didn’t
enough opportunities and you didn’t
enough opportunities and you didn’t leverage them the right way and you
leverage them the right way and you
leverage them the right way and you didn’t set them up the right way then
didn’t set them up the right way then
didn’t set them up the right way then you better be good at closing because
you better be good at closing because
you better be good at closing because that’s the only hope you have left so
that’s the only hope you have left so
that’s the only hope you have left so just to give you an example on closing
just to give you an example on closing
just to give you an example on closing who asked that question ah Sanjay Sanjay
who asked that question ah Sanjay Sanjay
who asked that question ah Sanjay Sanjay ultimately hears the most powerful
ultimately hears the most powerful
ultimately hears the most powerful closing question on the planet okay it’s
closing question on the planet okay it’s
closing question on the planet okay it’s three questions the first question is do
three questions the first question is do
three questions the first question is do you believe I understand your problems
you believe I understand your problems
you believe I understand your problems and if you did the right things earlier
and if you did the right things earlier
and if you did the right things earlier in the in the sales call or the sales
in the in the sales call or the sales
in the in the sales call or the sales meeting the prospect has to say yes the
meeting the prospect has to say yes the
meeting the prospect has to say yes the second question is do you believe I have
second question is do you believe I have
second question is do you believe I have the expertise to solve your problem and
the expertise to solve your problem and
the expertise to solve your problem and again if you ask the right questions and
again if you ask the right questions and
again if you ask the right questions and you did the right things they would have
you did the right things they would have
you did the right things they would have to say yes
to say yes
to say yes and given yes the answers to those first
and given yes the answers to those first
and given yes the answers to those first two questions your last answer is do you
two questions your last answer is do you
two questions your last answer is do you want my I’m sorry the last question is
want my I’m sorry the last question is
want my I’m sorry the last question is do you want my help so that’s totally
do you want my help so that’s totally
do you want my help so that’s totally unlike all the other closes you might
unlike all the other closes you might
unlike all the other closes you might read about or see in a video but that’s
read about or see in a video but that’s
read about or see in a video but that’s all you need so what I need you to think
all you need so what I need you to think
all you need so what I need you to think about is how does the conversation
about is how does the conversation
about is how does the conversation you’ve been having with your prospects
you’ve been having with your prospects
you’ve been having with your prospects need to change in order to get to the
need to change in order to get to the
need to change in order to get to the point where you can ask those three
point where you can ask those three
point where you can ask those three questions and get the business by asking
questions and get the business by asking
questions and get the business by asking those three questions because clearly
those three questions because clearly
those three questions because clearly those three questions won’t work if
those three questions won’t work if
those three questions won’t work if you’ve just been presenting
you’ve just been presenting
you’ve just been presenting your product of your service those three
your product of your service those three
your product of your service those three questions are totally out of context if
questions are totally out of context if
questions are totally out of context if you’re doing that but if you’re asking
you’re doing that but if you’re asking
you’re doing that but if you’re asking the right questions and you’re having a
the right questions and you’re having a
the right questions and you’re having a great conversation and this good give
great conversation and this good give
great conversation and this good give and take and there’s flow and you’re
and take and there’s flow and you’re
and take and there’s flow and you’re challenging them and you’re adding value
challenging them and you’re adding value
challenging them and you’re adding value and you’re being value and they’re
and you’re being value and they’re
and you’re being value and they’re properly qualified then when you get to
properly qualified then when you get to
properly qualified then when you get to that point those three questions seal it
that point those three questions seal it
that point those three questions seal it just like that
just like that
just like that cool salvadore I’m running the clothing
cool salvadore I’m running the clothing
cool salvadore I’m running the clothing brand and my sales are kind of low what
brand and my sales are kind of low what
brand and my sales are kind of low what can I do and how can i market myself
can I do and how can i market myself
can I do and how can i market myself better that’s a great question
better that’s a great question
better that’s a great question it would help to know whether we’re
it would help to know whether we’re
it would help to know whether we’re selling the clothing brand to retail
selling the clothing brand to retail
selling the clothing brand to retail stores or we’re selling it online or
stores or we’re selling it online or
stores or we’re selling it online or we’re out on the street with a stand and
we’re out on the street with a stand and
we’re out on the street with a stand and or trying to sell and sell black market
or trying to sell and sell black market
or trying to sell and sell black market stuff to the people walking by can you
stuff to the people walking by can you
stuff to the people walking by can you tell us who you’re selling the clothing
tell us who you’re selling the clothing
tell us who you’re selling the clothing line to and then I can give you a better
line to and then I can give you a better
line to and then I can give you a better answer because at first blush it sounds
answer because at first blush it sounds
answer because at first blush it sounds like a marketing problem not a sales
like a marketing problem not a sales
like a marketing problem not a sales problem
problem
problem okay so Salvador if you’re still there
okay so Salvador if you’re still there
okay so Salvador if you’re still there follow up next one was Dave do you
follow up next one was Dave do you
follow up next one was Dave do you believe in bulk SMS and email do you
believe in bulk SMS and email do you
believe in bulk SMS and email do you think these kinds of strategies really
think these kinds of strategies really
think these kinds of strategies really create sales no they don’t create sales
create sales no they don’t create sales
create sales no they don’t create sales but that doesn’t mean you shouldn’t do
but that doesn’t mean you shouldn’t do
but that doesn’t mean you shouldn’t do some email and do some bulk SMS if if
some email and do some bulk SMS if if
some email and do some bulk SMS if if the message is and the emails are going
the message is and the emails are going
the message is and the emails are going to your target audience and not just to
to your target audience and not just to
to your target audience and not just to anybody with an address and if they’re
anybody with an address and if they’re
anybody with an address and if they’re engaging if they’re short engaging and
engaging if they’re short engaging and
engaging if they’re short engaging and they can get people’s interest and they
they can get people’s interest and they
they can get people’s interest and they address a problem that these people
address a problem that these people
address a problem that these people might have then maybe you’ll get some
might have then maybe you’ll get some
might have then maybe you’ll get some people to raise their hands once in a
people to raise their hands once in a
people to raise their hands once in a while and then you can start the sales
while and then you can start the sales
while and then you can start the sales conversation they aren’t gonna sell for
conversation they aren’t gonna sell for
conversation they aren’t gonna sell for you unless you’re selling some really
you unless you’re selling some really
you unless you’re selling some really low price no-brainer online subscription
low price no-brainer online subscription
low price no-brainer online subscription but if you’ve got something to actually
but if you’ve got something to actually
but if you’ve got something to actually sell then you need to have an
sell then you need to have an
sell then you need to have an opportunity to start the sales
opportunity to start the sales
opportunity to start the sales conversation on the phone not behind an
conversation on the phone not behind an
conversation on the phone not behind an email or a text message cool does Dave
email or a text message cool does Dave
email or a text message cool does Dave have a youtube channel yes
what the link is oh but it is out there
what the link is oh but it is out there I’m sure if you did a youtube search for
I’m sure if you did a youtube search for
I’m sure if you did a youtube search for Dave Carlin it would come right up
Dave Carlin it would come right up
Dave Carlin it would come right up they’ve grown YouTube cool okay you are
they’ve grown YouTube cool okay you are
they’ve grown YouTube cool okay you are LAN yeah guys it’s in the title to these
LAN yeah guys it’s in the title to these
LAN yeah guys it’s in the title to these Dave’s whole name is in the title if you
Dave’s whole name is in the title if you
Dave’s whole name is in the title if you check it out and his informations in the
check it out and his informations in the
check it out and his informations in the description
how important is environment you know in
how important is environment you know in terms of creating the mindset and
terms of creating the mindset and
terms of creating the mindset and changing your mindset right like this
changing your mindset right like this
changing your mindset right like this guy is here for a reason and this is on
guy is here for a reason and this is on
guy is here for a reason and this is on the wall for reason they look in your
the wall for reason they look in your
the wall for reason they look in your office and we’ve talked about before
office and we’ve talked about before
office and we’ve talked about before with the base Falls are there for ease
with the base Falls are there for ease
with the base Falls are there for ease and everything you created there is
and everything you created there is
and everything you created there is there for a reason how important does
there for a reason how important does
there for a reason how important does your environment shape your thinking and
your environment shape your thinking and
your environment shape your thinking and your mindset and maybe potentially help
your mindset and maybe potentially help
your mindset and maybe potentially help you overcome limiting beliefs that you
you overcome limiting beliefs that you
you overcome limiting beliefs that you have that’s a fabulous question I think
have that’s a fabulous question I think
have that’s a fabulous question I think the environment is really important I’ve
the environment is really important I’ve
the environment is really important I’ve got my wall for my walls are plastered
got my wall for my walls are plastered
got my wall for my walls are plastered with baseball memorabilia with the
with baseball memorabilia with the
with baseball memorabilia with the occasional Tom Brady with a deflated
occasional Tom Brady with a deflated
occasional Tom Brady with a deflated football thrown in for good measure and
football thrown in for good measure and
football thrown in for good measure and it makes me want to be here it makes me
it makes me want to be here it makes me
it makes me want to be here it makes me happy to come into my office it makes me
happy to come into my office it makes me
happy to come into my office it makes me happy to work here see it should not
happy to work here see it should not
happy to work here see it should not only create a little personal personal
only create a little personal personal
only create a little personal personal work area that makes you happy that puts
work area that makes you happy that puts
work area that makes you happy that puts you in the right frame of mind but if
you in the right frame of mind but if
you in the right frame of mind but if you’re selling on the phone a couple
you’re selling on the phone a couple
you’re selling on the phone a couple important tips or you should always be
important tips or you should always be
important tips or you should always be standing up and you should always be
standing up and you should always be
standing up and you should always be looking up because one I don’t know if
looking up because one I don’t know if
looking up because one I don’t know if we can demonstrate this really good but
we can demonstrate this really good but
we can demonstrate this really good but if I took the phone and I did what most
if I took the phone and I did what most
if I took the phone and I did what most people do put my elbow down on my desk
people do put my elbow down on my desk
people do put my elbow down on my desk and lean look at the physiology of that
and lean look at the physiology of that
and lean look at the physiology of that posture that’s the posture of depression
posture that’s the posture of depression
posture that’s the posture of depression it’s really hard selling over the phone
it’s really hard selling over the phone
it’s really hard selling over the phone even if it’s just to schedule an
even if it’s just to schedule an
even if it’s just to schedule an appointment selling over the phone is
appointment selling over the phone is
appointment selling over the phone is brutally difficult these days ok it’s
brutally difficult these days ok it’s
brutally difficult these days ok it’s really hard to get through people don’t
really hard to get through people don’t
really hard to get through people don’t answer their freakin telephones anymore
answer their freakin telephones anymore
answer their freakin telephones anymore they don’t return calls so if you do
they don’t return calls so if you do
they don’t return calls so if you do finally get somebody on the phone you
finally get somebody on the phone you
finally get somebody on the phone you want to be able to maximize optimize
want to be able to maximize optimize
want to be able to maximize optimize leverage the fact that you’ve got
leverage the fact that you’ve got
leverage the fact that you’ve got somebody to talk to
somebody to talk to
somebody to talk to thing you want to do is sound miserable
thing you want to do is sound miserable
thing you want to do is sound miserable on the phone so you’ve got to
on the phone so you’ve got to
on the phone so you’ve got to immediately get somebody’s attention
immediately get somebody’s attention
immediately get somebody’s attention immediately get them interested in the
immediately get them interested in the
immediately get them interested in the best way is to sound like somebody they
best way is to sound like somebody they
best way is to sound like somebody they want to talk to not somebody they want
want to talk to not somebody they want
want to talk to not somebody they want to get off the phone
to get off the phone
to get off the phone so by standing up and and looking up at
so by standing up and and looking up at
so by standing up and and looking up at the ceiling I better go back far enough
the ceiling I better go back far enough
the ceiling I better go back far enough so you can see me if you can’t even cry
so you can see me if you can’t even cry
so you can see me if you can’t even cry if you’re looking up in the ceiling it’s
if you’re looking up in the ceiling it’s
if you’re looking up in the ceiling it’s physiologically impossible so it brings
physiologically impossible so it brings
physiologically impossible so it brings you to life you can be more expressive
you to life you can be more expressive
you to life you can be more expressive you can be more engaging and you can
you can be more engaging and you can
you can be more engaging and you can sound more like that person that the
sound more like that person that the
sound more like that person that the other person on the other end of the
other person on the other end of the
other person on the other end of the phone would choose to speak with rather
phone would choose to speak with rather
phone would choose to speak with rather than choose to hang up on cool I love it
than choose to hang up on cool I love it
than choose to hang up on cool I love it I know we’re kind of bumping up against
I know we’re kind of bumping up against
I know we’re kind of bumping up against the clock there’s still a lot more
the clock there’s still a lot more
the clock there’s still a lot more questions Matthew J Manish Vinicius
questions Matthew J Manish Vinicius
questions Matthew J Manish Vinicius Salvador I think to wrap it up we want
Salvador I think to wrap it up we want
Salvador I think to wrap it up we want to talk about Dave’s book and it’s a
to talk about Dave’s book and it’s a
to talk about Dave’s book and it’s a free ebook that you’re giving away and
free ebook that you’re giving away and
free ebook that you’re giving away and the best way for them to reach you is it
the best way for them to reach you is it
the best way for them to reach you is it by email is that how you want people to
by email is that how you want people to
by email is that how you want people to reach out to you yeah if they send me an
reach out to you yeah if they send me an
reach out to you yeah if they send me an email then I can respond with a link to
email then I can respond with a link to
email then I can respond with a link to get the free download that’d be the
get the free download that’d be the
get the free download that’d be the easiest thing to do okay so the easiest
easiest thing to do okay so the easiest
easiest thing to do okay so the easiest email address to get me at is Dave at
email address to get me at is Dave at
email address to get me at is Dave at baseline selling calm be that email
baseline selling calm be that email
baseline selling calm be that email address still works I haven’t used it
address still works I haven’t used it
address still works I haven’t used it for a while email some people and the
for a while email some people and the
for a while email some people and the bounces and they all bounced back let me
bounces and they all bounced back let me
bounces and they all bounced back let me just send myself a test email to make
just send myself a test email to make
just send myself a test email to make sure that works cool yeah so that’s a
sure that works cool yeah so that’s a
sure that works cool yeah so that’s a free ebook it’s 63 powerful sales and
free ebook it’s 63 powerful sales and
free ebook it’s 63 powerful sales and sales management tips to increase your
sales management tips to increase your
sales management tips to increase your sales I’ll put the link in the email
sales I’ll put the link in the email
sales I’ll put the link in the email below there’s more about they’ve down
below there’s more about they’ve down
below there’s more about they’ve down there with all the other questions if
there with all the other questions if
there with all the other questions if you want to get them today by email I’m
you want to get them today by email I’m
you want to get them today by email I’m sure he’ll be happy to respond to some
sure he’ll be happy to respond to some
sure he’ll be happy to respond to some of them as well Dave thank you so much
of them as well Dave thank you so much
of them as well Dave thank you so much for spending the time today was my
for spending the time today was my
for spending the time today was my pleasure Evan thanks for inviting me and
pleasure Evan thanks for inviting me and
pleasure Evan thanks for inviting me and having me back on your hangout alright
having me back on your hangout alright
having me back on your hangout alright we’ll have to do it again yeah and I
we’ll have to do it again yeah and I
we’ll have to do it again yeah and I will be happy to answer anything that
will be happy to answer anything that
will be happy to answer anything that comes to me by email okay perfect thank
comes to me by email okay perfect thank
comes to me by email okay perfect thank you I love dress works Dave at baseline
you I love dress works Dave at baseline
you I love dress works Dave at baseline selling calm I love it and go Jays go
selling calm I love it and go Jays go
selling calm I love it and go Jays go yeah hope to see him in the World Series
yeah hope to see him in the World Series
yeah hope to see him in the World Series – I know
”
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