everyone welcome to another google hangout super excited to be here with
hangout super excited to be here with
hangout super excited to be here with you again today we’re going to be
you again today we’re going to be
you again today we’re going to be talking about sales presentation tips
talking about sales presentation tips
talking about sales presentation tips for entrepreneurs and I’ve got my friend
for entrepreneurs and I’ve got my friend
for entrepreneurs and I’ve got my friend Dave Curlin back again dave is a expert
Dave Curlin back again dave is a expert
Dave Curlin back again dave is a expert in sales and marketing he’s been in the
in sales and marketing he’s been in the
in sales and marketing he’s been in the inducting the sales and marketing Hall
inducting the sales and marketing Hall
inducting the sales and marketing Hall of Fame bestselling author has a popular
of Fame bestselling author has a popular
of Fame bestselling author has a popular blog and has some of the best sales
blog and has some of the best sales
blog and has some of the best sales assessment tools out there on the market
assessment tools out there on the market
assessment tools out there on the market if you want to understand your own
if you want to understand your own
if you want to understand your own abilities as a salesperson or the people
abilities as a salesperson or the people
abilities as a salesperson or the people on your team and where they’re missing
on your team and where they’re missing
on your team and where they’re missing and where they can get better Dave
and where they can get better Dave
and where they can get better Dave welcome back thanks Evan it’s great to
welcome back thanks Evan it’s great to
welcome back thanks Evan it’s great to be back congratulations on a great blue
be back congratulations on a great blue
be back congratulations on a great blue jays summer of 2015 yes thank you i’m
jays summer of 2015 yes thank you i’m
jays summer of 2015 yes thank you i’m rocking the blue jay hat because
rocking the blue jay hat because
rocking the blue jay hat because tomorrow ah Dave loves the Boston Red
tomorrow ah Dave loves the Boston Red
tomorrow ah Dave loves the Boston Red Sox he’s got a whole bunch of stuff in
Sox he’s got a whole bunch of stuff in
Sox he’s got a whole bunch of stuff in his office at a Red Sox and I’m a Jays
his office at a Red Sox and I’m a Jays
his office at a Red Sox and I’m a Jays fan and tomorrow they play each other
fan and tomorrow they play each other
fan and tomorrow they play each other for our home opener so super excited uh
for our home opener so super excited uh
for our home opener so super excited uh you know I true for the Red Sox when
you know I true for the Red Sox when
you know I true for the Red Sox when their songs are not you know I’m an
their songs are not you know I’m an
their songs are not you know I’m an Elise guy but Jays first go for it um so
Elise guy but Jays first go for it um so
Elise guy but Jays first go for it um so cool so we’re talking about sales
cool so we’re talking about sales
cool so we’re talking about sales presentation tips we got a bunch of
presentation tips we got a bunch of
presentation tips we got a bunch of watching library asking questions before
watching library asking questions before
watching library asking questions before can I dive into that what do you see as
can I dive into that what do you see as
can I dive into that what do you see as kind of the biggest mistakes that
kind of the biggest mistakes that
kind of the biggest mistakes that entrepreneurs make when they’re making
entrepreneurs make when they’re making
entrepreneurs make when they’re making sales presentations and how can people
sales presentations and how can people
sales presentations and how can people kind of overcome that what’s your high
kind of overcome that what’s your high
kind of overcome that what’s your high level advice sir that’s the biggest
level advice sir that’s the biggest
level advice sir that’s the biggest mistake that entrepreneurs make it isn’t
mistake that entrepreneurs make it isn’t
mistake that entrepreneurs make it isn’t their fault but they’re excited about
their fault but they’re excited about
their fault but they’re excited about their product in their service and I
their product in their service and I
their product in their service and I can’t wait to tell people about it tell
can’t wait to tell people about it tell
can’t wait to tell people about it tell folks why it’s so great why it’s special
folks why it’s so great why it’s special
folks why it’s so great why it’s special and why they should buy it and that’s
and why they should buy it and that’s
and why they should buy it and that’s the stuff that bores people most
the stuff that bores people most
the stuff that bores people most importantly it doesn’t differentiate
importantly it doesn’t differentiate
importantly it doesn’t differentiate them from anybody else doing the same
them from anybody else doing the same
them from anybody else doing the same thing and what would they really have to
thing and what would they really have to
thing and what would they really have to do to get better and to improve is to
do to get better and to improve is to
do to get better and to improve is to stop talking about their stuff and start
stop talking about their stuff and start
stop talking about their stuff and start asking about the people that they’re
asking about the people that they’re
asking about the people that they’re talking to what’s important to them what
talking to what’s important to them what
talking to what’s important to them what are they trying to solve what’s going on
are they trying to solve what’s going on
are they trying to solve what’s going on in their world one of their issues and
in their world one of their issues and
in their world one of their issues and see if they can build a case where they
see if they can build a case where they
see if they can build a case where they can position their product their service
can position their product their service
can position their product their service as a solution
as a solution
as a solution to the issues they uncover the question
to the issues they uncover the question
to the issues they uncover the question and then when we’re talking about sales
and then when we’re talking about sales
and then when we’re talking about sales presentations how would you kind of
presentations how would you kind of
presentations how would you kind of differentiate between a face-to-face
differentiate between a face-to-face
differentiate between a face-to-face meeting versus intro phone call versus
meeting versus intro phone call versus
meeting versus intro phone call versus what’s on your website vs I you know
what’s on your website vs I you know
what’s on your website vs I you know maybe you get invited to speak at a
maybe you get invited to speak at a
maybe you get invited to speak at a conference what are some of the
conference what are some of the
conference what are some of the different tools are texting you can use
different tools are texting you can use
different tools are texting you can use from a sales point of view you know does
from a sales point of view you know does
from a sales point of view you know does that’s a great question and in 30 years
that’s a great question and in 30 years
that’s a great question and in 30 years nobody’s ever asked me that question oh
nobody’s ever asked me that question oh
nobody’s ever asked me that question oh there you go and definitely it’s my next
there you go and definitely it’s my next
there you go and definitely it’s my next blog article but I love it quickly if
blog article but I love it quickly if
blog article but I love it quickly if you’re speaking at a conference then
you’re speaking at a conference then
you’re speaking at a conference then you’re the subject matter expert and you
you’re the subject matter expert and you
you’re the subject matter expert and you need to free can be the subject matter
need to free can be the subject matter
need to free can be the subject matter expert and the stuff that resonates best
expert and the stuff that resonates best
expert and the stuff that resonates best our case histories stories it shouldn’t
our case histories stories it shouldn’t
our case histories stories it shouldn’t be a product presentation it’s got to be
be a product presentation it’s got to be
be a product presentation it’s got to be a story about somebody like the people
a story about somebody like the people
a story about somebody like the people in the audience who had problems similar
in the audience who had problems similar
in the audience who had problems similar to your audience’s problems and how you
to your audience’s problems and how you
to your audience’s problems and how you were able to help them solve their
were able to help them solve their
were able to help them solve their problem you never do a product
problem you never do a product
problem you never do a product presentation at a conference the first
presentation at a conference the first
presentation at a conference the first call that should be to introduce
call that should be to introduce
call that should be to introduce yourself and to see if they have even
yourself and to see if they have even
yourself and to see if they have even one issue that you might be able to help
one issue that you might be able to help
one issue that you might be able to help with and that first call would just be
with and that first call would just be
with and that first call would just be to schedule a meeting a product
to schedule a meeting a product
to schedule a meeting a product presentation a demo now even there
presentation a demo now even there
presentation a demo now even there everybody’s rushing to do a demo and
everybody’s rushing to do a demo and
everybody’s rushing to do a demo and when you rush to demo you never get a
when you rush to demo you never get a
when you rush to demo you never get a chance to do a needs analysis you never
chance to do a needs analysis you never
chance to do a needs analysis you never get a chance to do discovery you never
get a chance to do discovery you never
get a chance to do discovery you never ever chance to ask those great questions
ever chance to ask those great questions
ever chance to ask those great questions so the best you can hope for is that
so the best you can hope for is that
so the best you can hope for is that your generic demo raises some interest
your generic demo raises some interest
your generic demo raises some interest but it’s not what you need to build the
but it’s not what you need to build the
but it’s not what you need to build the case and to get somebody qualified so
case and to get somebody qualified so
case and to get somebody qualified so you can close them but what most
you can close them but what most
you can close them but what most entrepreneurs do is following the demo
entrepreneurs do is following the demo
entrepreneurs do is following the demo if they’re interested they put a
if they’re interested they put a
if they’re interested they put a proposal together and then they can’t
proposal together and then they can’t
proposal together and then they can’t understand why the business didn’t close
understand why the business didn’t close
understand why the business didn’t close so if you’re going to do a demo get
so if you’re going to do a demo get
so if you’re going to do a demo get enough information first so that at
enough information first so that at
enough information first so that at least worst-case the demo can be
least worst-case the demo can be
least worst-case the demo can be customized to them so you can say
customized to them so you can say
customized to them so you can say something like you know when we first
something like you know when we first
something like you know when we first talked you told me that you were having
talked you told me that you were having
talked you told me that you were having this problem let me show you how we can
this problem let me show you how we can
this problem let me show you how we can help you with that problem and instead
help you with that problem and instead
help you with that problem and instead of a linear demo or a linear
of a linear demo or a linear
of a linear demo or a linear presentation we
presentation we
presentation we somebody how it works you showpiece male
somebody how it works you showpiece male
somebody how it works you showpiece male how certain features of your product
how certain features of your product
how certain features of your product your service solve problems so those are
your service solve problems so those are
your service solve problems so those are the the nuanced differences between
the the nuanced differences between
the the nuanced differences between those approaches hope that is cool yeah
those approaches hope that is cool yeah
those approaches hope that is cool yeah um great so we’re going to get some
um great so we’re going to get some
um great so we’re going to get some questions you guys watching live in love
questions you guys watching live in love
questions you guys watching live in love question sir you’re going to ask in the
question sir you’re going to ask in the
question sir you’re going to ask in the chat there I first up was harsh
chat there I first up was harsh
chat there I first up was harsh harsimran who’s writing in to ask for
harsimran who’s writing in to ask for
harsimran who’s writing in to ask for your opinions on good marketing and
your opinions on good marketing and
your opinions on good marketing and sales books or blogs and people to
sales books or blogs and people to
sales books or blogs and people to follow well you got you got Dave you got
follow well you got you got Dave you got
follow well you got you got Dave you got an award-winning blog you got some
an award-winning blog you got some
an award-winning blog you got some best-selling books that you can talk a
best-selling books that you can talk a
best-selling books that you can talk a little bit about and then I guess who
little bit about and then I guess who
little bit about and then I guess who else do you recommend connecting with
else do you recommend connecting with
else do you recommend connecting with sure um so my blog is understanding the
sure um so my blog is understanding the
sure um so my blog is understanding the Salesforce and you can find that at
Salesforce and you can find that at
Salesforce and you can find that at o.m.g hub com OMG like oh my god of hu
o.m.g hub com OMG like oh my god of hu
o.m.g hub com OMG like oh my god of hu be calm there’s more than 1,400 articles
be calm there’s more than 1,400 articles
be calm there’s more than 1,400 articles on sales and sales leadership and
on sales and sales leadership and
on sales and sales leadership and anything you can imagine you’ll find
anything you can imagine you’ll find
anything you can imagine you’ll find there my best-selling book baseline
there my best-selling book baseline
there my best-selling book baseline selling how to become a sales superstar
selling how to become a sales superstar
selling how to become a sales superstar by using everything that Evan and I know
by using everything that Evan and I know
by using everything that Evan and I know about baseball that then that really
about baseball that then that really
about baseball that then that really covers everything that you need to know
covers everything that you need to know
covers everything that you need to know about selling and I also like the
about selling and I also like the
about selling and I also like the hubspot blog the hubspot sales blog
hubspot blog the hubspot sales blog
hubspot blog the hubspot sales blog specifically tends to be really good and
specifically tends to be really good and
specifically tends to be really good and you know the other the other sales books
you know the other the other sales books
you know the other the other sales books out there there’s never been a fan sales
out there there’s never been a fan sales
out there there’s never been a fan sales book written but they all tend to be a
book written but they all tend to be a
book written but they all tend to be a little more niched than my book you know
little more niched than my book you know
little more niched than my book you know this one’s about closing and this one’s
this one’s about closing and this one’s
this one’s about closing and this one’s about prospecting and this one’s about
about prospecting and this one’s about
about prospecting and this one’s about asking questions so read whatever you
asking questions so read whatever you
asking questions so read whatever you can watch whatever videos you can read
can watch whatever videos you can read
can watch whatever videos you can read all the blogs and in the end you’ll
all the blogs and in the end you’ll
all the blogs and in the end you’ll probably still need some help applying
probably still need some help applying
probably still need some help applying it all to your business but it’s a good
it all to your business but it’s a good
it all to your business but it’s a good starting point cool um yeah Dave’s got a
starting point cool um yeah Dave’s got a
starting point cool um yeah Dave’s got a great blog I included in the description
great blog I included in the description
great blog I included in the description initially I just had curling Association
initially I just had curling Association
initially I just had curling Association calm which is his assessment tools and
calm which is his assessment tools and
calm which is his assessment tools and everything but I also added the blog
everything but I also added the blog
everything but I also added the blog there too so you can check out both in
there too so you can check out both in
there too so you can check out both in the description afterwards thanks um
the description afterwards thanks um
the description afterwards thanks um i also like gary vaynerchuk stuff
i also like gary vaynerchuk stuff
i also like gary vaynerchuk stuff especially if you’re doing like social
especially if you’re doing like social
especially if you’re doing like social media he’s got a good it’s not a law it
media he’s got a good it’s not a law it
media he’s got a good it’s not a law it was video-based i like video stuff too
was video-based i like video stuff too
was video-based i like video stuff too I’m sorry has that add that to the list
I’m sorry has that add that to the list
I’m sorry has that add that to the list is there any youtubers that you follow
is there any youtubers that you follow
is there any youtubers that you follow Dave I don’t have enough time to follow
Dave I don’t have enough time to follow
Dave I don’t have enough time to follow a lot of people I am and I’m not trying
a lot of people I am and I’m not trying
a lot of people I am and I’m not trying to brag but I am so busy and and both
to brag but I am so busy and and both
to brag but I am so busy and and both companies are just so busy it’s it’s all
companies are just so busy it’s it’s all
companies are just so busy it’s it’s all I can do to just turn out my own content
I can do to just turn out my own content
I can do to just turn out my own content I you know but it’s important too
I you know but it’s important too
I you know but it’s important too because I think a lot of people are only
because I think a lot of people are only
because I think a lot of people are only consumers and at some point you gotta
consumers and at some point you gotta
consumers and at some point you gotta produce right to right like if you’re an
produce right to right like if you’re an
produce right to right like if you’re an entrepreneur you gotta or your sales
entrepreneur you gotta or your sales
entrepreneur you gotta or your sales person you know you gotta get out there
person you know you gotta get out there
person you know you gotta get out there and yes the motivation is important and
and yes the motivation is important and
and yes the motivation is important and yes you wanna read the blogs and inspire
yes you wanna read the blogs and inspire
yes you wanna read the blogs and inspire yourself and learn some tool but yet you
yourself and learn some tool but yet you
yourself and learn some tool but yet you gotta go and out you create to a nut
gotta go and out you create to a nut
gotta go and out you create to a nut with its new position that you’re
with its new position that you’re
with its new position that you’re sitting in you’re familiar with all of
sitting in you’re familiar with all of
sitting in you’re familiar with all of the good stuff that’s out there you know
the good stuff that’s out there you know
the good stuff that’s out there you know you see it coming into heaven Carmichael
you see it coming into heaven Carmichael
you see it coming into heaven Carmichael calm you’ve got some prominent authors
calm you’ve got some prominent authors
calm you’ve got some prominent authors who contribute blog posts you’ve got
who contribute blog posts you’ve got
who contribute blog posts you’ve got some prominent authors who are linking
some prominent authors who are linking
some prominent authors who are linking up to their YouTube channels so you’re
up to their YouTube channels so you’re
up to their YouTube channels so you’re in a good position to recommend some of
in a good position to recommend some of
in a good position to recommend some of those good content sites too and I’m
those good content sites too and I’m
those good content sites too and I’m sure if they’re following you they they
sure if they’re following you they they
sure if they’re following you they they know what they are yeah why not share
know what they are yeah why not share
know what they are yeah why not share some of this up here I try to take a
some of this up here I try to take a
some of this up here I try to take a look at some that I actually consuming
look at some that I actually consuming
look at some that I actually consuming read to and end eh it is not a lot and
read to and end eh it is not a lot and
read to and end eh it is not a lot and yeah I can see my own stuff like that
yeah I can see my own stuff like that
yeah I can see my own stuff like that probably noticed the same thing there is
probably noticed the same thing there is
probably noticed the same thing there is a ton of content but a lot of it is
a ton of content but a lot of it is
a ton of content but a lot of it is recycled and regurgitated or out-of-date
recycled and regurgitated or out-of-date
recycled and regurgitated or out-of-date or one person’s opinion that’s so out of
or one person’s opinion that’s so out of
or one person’s opinion that’s so out of tune with current reality you know
tune with current reality you know
tune with current reality you know linkedin is given everybody a platform
linkedin is given everybody a platform
linkedin is given everybody a platform linkedin makes everybody a blogger and a
linkedin makes everybody a blogger and a
linkedin makes everybody a blogger and a writer that that’s nice that everybody’s
writer that that’s nice that everybody’s
writer that that’s nice that everybody’s got a voice but it’s not necessarily a
got a voice but it’s not necessarily a
got a voice but it’s not necessarily a good thing in terms of being able to
good thing in terms of being able to
good thing in terms of being able to distinguish the good stuff from the not
distinguish the good stuff from the not
distinguish the good stuff from the not so good stuff now you’re still gotta
so good stuff now you’re still gotta
so good stuff now you’re still gotta sell your produce quality just because
sell your produce quality just because
sell your produce quality just because the technology is there you see I gotta
the technology is there you see I gotta
the technology is there you see I gotta create something good um sean is talking
create something good um sean is talking
create something good um sean is talking about passion I
about passion I
about passion I no something that’s important to you and
no something that’s important to you and
no something that’s important to you and finding sales people with passion be an
finding sales people with passion be an
finding sales people with passion be an entrepreneur passion finding his passion
entrepreneur passion finding his passion
entrepreneur passion finding his passion and and be able to turn a business
and and be able to turn a business
and and be able to turn a business around it advice or finding your passion
around it advice or finding your passion
around it advice or finding your passion well passions tough um for for most
well passions tough um for for most
well passions tough um for for most people in my experience I’ve found that
people in my experience I’ve found that
people in my experience I’ve found that they know what the passion is already
they know what the passion is already
they know what the passion is already it’s already something they’re living
it’s already something they’re living
it’s already something they’re living and they’re dreaming and they’re
and they’re dreaming and they’re
and they’re dreaming and they’re thinking about it and it’s it’s probably
thinking about it and it’s it’s probably
thinking about it and it’s it’s probably something that you’re already doing um
something that you’re already doing um
something that you’re already doing um you could probably sit down in a quiet
you could probably sit down in a quiet
you could probably sit down in a quiet room with a notebook and a pen and close
room with a notebook and a pen and close
room with a notebook and a pen and close your eyes and and see if you can capture
your eyes and and see if you can capture
your eyes and and see if you can capture one of those quickly passing thoughts or
one of those quickly passing thoughts or
one of those quickly passing thoughts or dreams that are so elusive to get hold
dreams that are so elusive to get hold
dreams that are so elusive to get hold of my mind tend to happen just in
of my mind tend to happen just in
of my mind tend to happen just in between being awake and fallen asleep
between being awake and fallen asleep
between being awake and fallen asleep and I try to capture those little pieces
and I try to capture those little pieces
and I try to capture those little pieces because those those tell me more about
because those those tell me more about
because those those tell me more about what I want or what I need to do then my
what I want or what I need to do then my
what I want or what I need to do then my waking thoughts but wow how is that hard
waking thoughts but wow how is that hard
waking thoughts but wow how is that hard have you ever tried doing that Evan uh I
have you ever tried doing that Evan uh I
have you ever tried doing that Evan uh I like the visual there I like to sit in
like the visual there I like to sit in
like the visual there I like to sit in back and the book and you know I think I
back and the book and you know I think I
back and the book and you know I think I think as you know I think as
think as you know I think as
think as you know I think as entrepreneurs it’s easy to get bored of
entrepreneurs it’s easy to get bored of
entrepreneurs it’s easy to get bored of stuff too and we want to move on we want
stuff too and we want to move on we want
stuff too and we want to move on we want to try new things as part of it maybe in
to try new things as part of it maybe in
to try new things as part of it maybe in our DNA like we we don’t like just
our DNA like we we don’t like just
our DNA like we we don’t like just sitting in the box and sometimes we
sitting in the box and sometimes we
sitting in the box and sometimes we create a box for ourselves and then we
create a box for ourselves and then we
create a box for ourselves and then we want to break free of our own box I I
want to break free of our own box I I
want to break free of our own box I I think if I think if you haven’t found
think if I think if you haven’t found
think if I think if you haven’t found your passion yet you need to explore to
your passion yet you need to explore to
your passion yet you need to explore to you need to try different things and see
you need to try different things and see
you need to try different things and see what see you know don’t settle until
what see you know don’t settle until
what see you know don’t settle until something makes you come alive like you
something makes you come alive like you
something makes you come alive like you try something and like that was I want
try something and like that was I want
try something and like that was I want to go back and do it again I can’t get
to go back and do it again I can’t get
to go back and do it again I can’t get enough of that and and then turn it into
enough of that and and then turn it into
enough of that and and then turn it into the topic of presentation tapes sales
the topic of presentation tapes sales
the topic of presentation tapes sales for entrepreneurs like if you are not
for entrepreneurs like if you are not
for entrepreneurs like if you are not passionate of what you’re selling forget
passionate of what you’re selling forget
passionate of what you’re selling forget about it yeah it’s like I’m a serial
about it yeah it’s like I’m a serial
about it yeah it’s like I’m a serial entrepreneur but my last two businesses
entrepreneur but my last two businesses
entrepreneur but my last two businesses 30 years and 25 years so unlike most
30 years and 25 years so unlike most
30 years and 25 years so unlike most serial entrepreneurs i’m only running
serial entrepreneurs i’m only running
serial entrepreneurs i’m only running two concurrent businesses and I’m not
two concurrent businesses and I’m not
two concurrent businesses and I’m not jumping from business i did a business
jumping from business i did a business
jumping from business i did a business idea and flipping it um I’ve stayed with
idea and flipping it um I’ve stayed with
idea and flipping it um I’ve stayed with it because the passion has stayed I
it because the passion has stayed I
it because the passion has stayed I still love
still love
still love I’m doing it and it’s certainly not my
I’m doing it and it’s certainly not my
I’m doing it and it’s certainly not my expertise how to turn a passion into a
expertise how to turn a passion into a
expertise how to turn a passion into a business uh I have expertise in being
business uh I have expertise in being
business uh I have expertise in being able to turn a business into a sales
able to turn a business into a sales
able to turn a business into a sales machine you know and how to help people
machine you know and how to help people
machine you know and how to help people create the sales machine and keep the
create the sales machine and keep the
create the sales machine and keep the revenue coming in but I’m probably not
revenue coming in but I’m probably not
revenue coming in but I’m probably not the best guy to ask about the what
the best guy to ask about the what
the best guy to ask about the what should I do and so how do you take that
should I do and so how do you take that
should I do and so how do you take that so if I mean I’m an entrepreneur I’m try
so if I mean I’m an entrepreneur I’m try
so if I mean I’m an entrepreneur I’m try to bring on a sales team right and maybe
to bring on a sales team right and maybe
to bring on a sales team right and maybe I’m using that you know your sales
I’m using that you know your sales
I’m using that you know your sales assessing tools and I’m learning how to
assessing tools and I’m learning how to
assessing tools and I’m learning how to do that how do I pull out because I want
do that how do I pull out because I want
do that how do I pull out because I want to hire passionate salespeople right not
to hire passionate salespeople right not
to hire passionate salespeople right not just people who have the skills to do it
just people who have the skills to do it
just people who have the skills to do it but like who like what I’m selling what
but like who like what I’m selling what
but like who like what I’m selling what do you recommend for that for finding
do you recommend for that for finding
do you recommend for that for finding them or hiring them or you know how do I
them or hiring them or you know how do I
them or hiring them or you know how do I weed them out in the process look at the
weed them out in the process look at the
weed them out in the process look at the people and you would you rather have
people and you would you rather have
people and you would you rather have somebody who’s passionate and try to
somebody who’s passionate and try to
somebody who’s passionate and try to train the skills or the other way around
train the skills or the other way around
train the skills or the other way around passionate and train for skills because
passionate and train for skills because
passionate and train for skills because skills can be taught DNA can so we break
skills can be taught DNA can so we break
skills can be taught DNA can so we break selling down into the will to sell
selling down into the will to sell
selling down into the will to sell that’s desire which is as close to we
that’s desire which is as close to we
that’s desire which is as close to we can come to passion and commitment and
can come to passion and commitment and
can come to passion and commitment and motivation and then their sales DNA you
motivation and then their sales DNA you
motivation and then their sales DNA you know what we’re hardwired for in terms
know what we’re hardwired for in terms
know what we’re hardwired for in terms of strengths that could support selling
of strengths that could support selling
of strengths that could support selling skills and strategies and tactics and
skills and strategies and tactics and
skills and strategies and tactics and then the then the competencies
then the then the competencies
then the then the competencies themselves which you know are things
themselves which you know are things
themselves which you know are things like the ability to hunt and qualify and
like the ability to hunt and qualify and
like the ability to hunt and qualify and sell consultative lee and clothes and
sell consultative lee and clothes and
sell consultative lee and clothes and posture and build relationships and use
posture and build relationships and use
posture and build relationships and use social selling tools and you CRM and use
social selling tools and you CRM and use
social selling tools and you CRM and use a sales process and when you put all
a sales process and when you put all
a sales process and when you put all that stuff together it’s 21 sales core
that stuff together it’s 21 sales core
that stuff together it’s 21 sales core competencies so if I were looking for
competencies so if I were looking for
competencies so if I were looking for passion I would look to the sales
passion I would look to the sales
passion I would look to the sales candidate assessment that we have and
candidate assessment that we have and
candidate assessment that we have and the first thing I would look at would be
the first thing I would look at would be
the first thing I would look at would be the score for desire but there’s one
the score for desire but there’s one
the score for desire but there’s one finding that’s even more important than
finding that’s even more important than
finding that’s even more important than desire and that’s commitment I was I was
desire and that’s commitment I was I was
desire and that’s commitment I was I was on a call yesterday and the client said
on a call yesterday and the client said
on a call yesterday and the client said how can somebody score ninety-three
how can somebody score ninety-three
how can somebody score ninety-three percent on desire and ten percent on
percent on desire and ten percent on
percent on desire and ten percent on commitment
commitment
commitment that’s a good question how can you want
that’s a good question how can you want
that’s a good question how can you want something that badly in this case sales
something that badly in this case sales
something that badly in this case sales success yet only have ten percent
success yet only have ten percent
success yet only have ten percent commitment and this is the story that I
commitment and this is the story that I
commitment and this is the story that I shared with them when my son was ten
shared with them when my son was ten
shared with them when my son was ten four years ago all his friends were
four years ago all his friends were
four years ago all his friends were starting to get iphones and he was
starting to get iphones and he was
starting to get iphones and he was hounding us for an iphone mom dad I
hounding us for an iphone mom dad I
hounding us for an iphone mom dad I gotta have an iphone now you don’t
gotta have an iphone now you don’t
gotta have an iphone now you don’t really have yeah I gotta have one you
really have yeah I gotta have one you
really have yeah I gotta have one you how foolish I look being the only kid in
how foolish I look being the only kid in
how foolish I look being the only kid in the class without an iphone I’ve gotta
the class without an iphone I’ve gotta
the class without an iphone I’ve gotta have what I’ll do anything so desire
have what I’ll do anything so desire
have what I’ll do anything so desire gotta have one and commitment I’ll do
gotta have one and commitment I’ll do
gotta have one and commitment I’ll do anything so we told him what anything
anything so we told him what anything
anything so we told him what anything was anything meant picking his dirty
was anything meant picking his dirty
was anything meant picking his dirty clothes up off the floor going to bed at
clothes up off the floor going to bed at
clothes up off the floor going to bed at bedtime waking up at six thirty in the
bedtime waking up at six thirty in the
bedtime waking up at six thirty in the morning so we get him the school on time
morning so we get him the school on time
morning so we get him the school on time and doing his homework well so his words
and doing his homework well so his words
and doing his homework well so his words for commitment were not the same as his
for commitment were not the same as his
for commitment were not the same as his actions for commitment as badly as he
actions for commitment as badly as he
actions for commitment as badly as he wanted that iphone let’s say
wanted that iphone let’s say
wanted that iphone let’s say ninety-three percent on the desire scale
ninety-three percent on the desire scale
ninety-three percent on the desire scale the commitment wasn’t there to pick up
the commitment wasn’t there to pick up
the commitment wasn’t there to pick up the clothes and go to bed on time and do
the clothes and go to bed on time and do
the clothes and go to bed on time and do the homework when he was supposed to
the homework when he was supposed to
the homework when he was supposed to wake up in the morning something akin to
wake up in the morning something akin to
wake up in the morning something akin to ten percent on the commitment scale and
ten percent on the commitment scale and
ten percent on the commitment scale and today selling is so much more difficult
today selling is so much more difficult
today selling is so much more difficult than it was even ten years ago because
than it was even ten years ago because
than it was even ten years ago because it’s harder to reach decision makers and
it’s harder to reach decision makers and
it’s harder to reach decision makers and it’s harder to stand out from all the
it’s harder to stand out from all the
it’s harder to stand out from all the noise and it’s harder to get people to
noise and it’s harder to get people to
noise and it’s harder to get people to spend money and it’s harder to sell
spend money and it’s harder to sell
spend money and it’s harder to sell value and if you’re not the one company
value and if you’re not the one company
value and if you’re not the one company that has the lowest price you have to
that has the lowest price you have to
that has the lowest price you have to sell value so with selling and there’s a
sell value so with selling and there’s a
sell value so with selling and there’s a lot more rejection and sales cycles are
lot more rejection and sales cycles are
lot more rejection and sales cycles are taking longer and win rates are going
taking longer and win rates are going
taking longer and win rates are going down so to deal with all that commitment
down so to deal with all that commitment
down so to deal with all that commitment is the most important element in
is the most important element in
is the most important element in successful selling entrepreneurs hmmm
successful selling entrepreneurs hmmm
successful selling entrepreneurs hmmm sorry for the long story but no it’s
sorry for the long story but no it’s
sorry for the long story but no it’s interesting and then to the like
interesting and then to the like
interesting and then to the like commitment you’ll be committed to some
commitment you’ll be committed to some
commitment you’ll be committed to some things but not other things or you’re
things but not other things or you’re
things but not other things or you’re testing it that more like this is all
testing it that more like this is all
testing it that more like this is all about selling so you know if it’s an
about selling so you know if it’s an
about selling so you know if it’s an entrepreneur and we’re looking at an
entrepreneur and we’re looking at an
entrepreneur and we’re looking at an entrepreneur who’s going to sell or
entrepreneur who’s going to sell or
entrepreneur who’s going to sell or sales candidate who’s going to sell
sales candidate who’s going to sell
sales candidate who’s going to sell for an entrepreneur yeah we want to know
for an entrepreneur yeah we want to know
for an entrepreneur yeah we want to know all about those 21 sales for
all about those 21 sales for
all about those 21 sales for competencies but if the desire and the
competencies but if the desire and the
competencies but if the desire and the commitment aren’t both there that’s a
commitment aren’t both there that’s a
commitment aren’t both there that’s a that’s a deal-breaker before we even
that’s a deal-breaker before we even
that’s a deal-breaker before we even meet cool I like it um selves am writing
meet cool I like it um selves am writing
meet cool I like it um selves am writing in Evan and Dave we’re focused on
in Evan and Dave we’re focused on
in Evan and Dave we’re focused on selling media video content how do we
selling media video content how do we
selling media video content how do we present ourselves and instead us apart
present ourselves and instead us apart
present ourselves and instead us apart from as a premium model so trying to
from as a premium model so trying to
from as a premium model so trying to sell media video content as a premium
sell media video content as a premium
sell media video content as a premium model I’m trying to stand out in their
model I’m trying to stand out in their
model I’m trying to stand out in their presentations what do you recommend
presentations what do you recommend
presentations what do you recommend that’s a that’s a great question because
that’s a that’s a great question because
that’s a that’s a great question because there’s a lot of video media content
there’s a lot of video media content
there’s a lot of video media content providers out there you know we use
providers out there you know we use
providers out there you know we use Wistia and YouTube’s in that business
Wistia and YouTube’s in that business
Wistia and YouTube’s in that business too and you know one question I would
too and you know one question I would
too and you know one question I would have is whether they’re trying to sell
have is whether they’re trying to sell
have is whether they’re trying to sell it online you know sell it do marketing
it online you know sell it do marketing
it online you know sell it do marketing or whether they’re trying to do
or whether they’re trying to do
or whether they’re trying to do corporate sales if it’s a premium
corporate sales if it’s a premium
corporate sales if it’s a premium product that’s right for corporate sales
product that’s right for corporate sales
product that’s right for corporate sales but you need to show how you can help
but you need to show how you can help
but you need to show how you can help companies develop their media and use
companies develop their media and use
companies develop their media and use their media and build their business
their media and build their business
their media and build their business through media as opposed to just being a
through media as opposed to just being a
through media as opposed to just being a provider and a host like everybody else
provider and a host like everybody else
provider and a host like everybody else so that might be where the value is
so that might be where the value is
so that might be where the value is because there’s plenty of media tools
because there’s plenty of media tools
because there’s plenty of media tools there’s plenty of video making tools is
there’s plenty of video making tools is
there’s plenty of video making tools is cut plenty of content providing tools
cut plenty of content providing tools
cut plenty of content providing tools but what can you do differently that
but what can you do differently that
but what can you do differently that would justify the premium price and are
would justify the premium price and are
would justify the premium price and are you willing to go and sell at the
you willing to go and sell at the
you willing to go and sell at the companies who you know might have people
companies who you know might have people
companies who you know might have people who are thinking well yeah all these
who are thinking well yeah all these
who are thinking well yeah all these tools are out there but I don’t know
tools are out there but I don’t know
tools are out there but I don’t know what to do with it I don’t know how to
what to do with it I don’t know how to
what to do with it I don’t know how to use them I don’t know how to make
use them I don’t know how to make
use them I don’t know how to make something really good or make it stand
something really good or make it stand
something really good or make it stand up or make it stand out share it the
up or make it stand out share it the
up or make it stand out share it the right way so tools are great but unless
right way so tools are great but unless
right way so tools are great but unless your little on the techy side unless
your little on the techy side unless
your little on the techy side unless you’re Evan and you know how to utilize
you’re Evan and you know how to utilize
you’re Evan and you know how to utilize and leverage the tools and build a
and leverage the tools and build a
and leverage the tools and build a business from these tools companies need
business from these tools companies need
business from these tools companies need help with this stuff I like I just
help with this stuff I like I just
help with this stuff I like I just noticed a shirt is that new you see kind
noticed a shirt is that new you see kind
noticed a shirt is that new you see kind of stood up there I was like I see the
of stood up there I was like I see the
of stood up there I was like I see the curling on there is that does that need
curling on there is that does that need
curling on there is that does that need a shirt not a new shirt but it’s
a shirt not a new shirt but it’s
a shirt not a new shirt but it’s probably the first time I’ve had it on
probably the first time I’ve had it on
probably the first time I’ve had it on for one of our hangouts I like it I like
for one of our hangouts I like it I like
for one of our hangouts I like it I like the
the
the Thanks I’m yeah and I think also
Thanks I’m yeah and I think also
Thanks I’m yeah and I think also understand what really like I’ve never
understand what really like I’ve never
understand what really like I’ve never done this before um let’s see if I can
done this before um let’s see if I can
done this before um let’s see if I can give you a tour of my my office museum
give you a tour of my my office museum
give you a tour of my my office museum there we go I saw the jersey I’ve seen
there we go I saw the jersey I’ve seen
there we go I saw the jersey I’ve seen the Jersey before yeah my whole office
the Jersey before yeah my whole office
the Jersey before yeah my whole office is filled with memorabilia that’s about
is filled with memorabilia that’s about
is filled with memorabilia that’s about as far as I can go with with that Ted
as far as I can go with with that Ted
as far as I can go with with that Ted Williams custom Ted Williams piece Ted
Williams custom Ted Williams piece Ted
Williams custom Ted Williams piece Ted Williams he’d know he’s from Boston you
Williams he’d know he’s from Boston you
Williams he’d know he’s from Boston you know they was from Boston you know it me
know they was from Boston you know it me
know they was from Boston you know it me what yeah so what so to answer the
what yeah so what so to answer the
what yeah so what so to answer the question to from my point of view I be
question to from my point of view I be
question to from my point of view I be looking at when you find out the thing
looking at when you find out the thing
looking at when you find out the thing that you’re different I’m making that
that you’re different I’m making that
that you’re different I’m making that front and center because if I’m
front and center because if I’m
front and center because if I’m comparing you compared to 10 of the guys
comparing you compared to 10 of the guys
comparing you compared to 10 of the guys who all everybody looks the same that
who all everybody looks the same that
who all everybody looks the same that but then I know you’re the one who’s
but then I know you’re the one who’s
but then I know you’re the one who’s focused on this and then if that is
focused on this and then if that is
focused on this and then if that is important to me and I value that then
important to me and I value that then
important to me and I value that then you’re gonna be the default guy or girl
you’re gonna be the default guy or girl
you’re gonna be the default guy or girl that I go to fact that or if you just
that I go to fact that or if you just
that I go to fact that or if you just look like everybody else then did you
look like everybody else then did you
look like everybody else then did you gonna beat you down on price right then
gonna beat you down on price right then
gonna beat you down on price right then it’s all gonna be about price right our
it’s all gonna be about price right our
it’s all gonna be about price right our next questions about price who woulda
next questions about price who woulda
next questions about price who woulda thunk there you go prakash’s writing in
thunk there you go prakash’s writing in
thunk there you go prakash’s writing in uh what do you do in the price of the
uh what do you do in the price of the
uh what do you do in the price of the product is different than that the price
product is different than that the price
product is different than that the price the customer wants to pay isn’t it
the customer wants to pay isn’t it
the customer wants to pay isn’t it usually I went home I would hope that
usually I went home I would hope that
usually I went home I would hope that the price is more than the then the
the price is more than the then the
the price is more than the then the price the customer wants to pay and I
price the customer wants to pay and I
price the customer wants to pay and I hope it’s more than what your competitor
hope it’s more than what your competitor
hope it’s more than what your competitor is charging because even if you don’t
is charging because even if you don’t
is charging because even if you don’t know how to differentiate at least your
know how to differentiate at least your
know how to differentiate at least your price differentiates and now your
price differentiates and now your
price differentiates and now your customer is they’re not looking for you
customer is they’re not looking for you
customer is they’re not looking for you to defend your price and they’re not
to defend your price and they’re not
to defend your price and they’re not necessarily looking for you to lower
necessarily looking for you to lower
necessarily looking for you to lower your price but they’ve been given a
your price but they’ve been given a
your price but they’ve been given a signal that maybe you’ve got something
signal that maybe you’ve got something
signal that maybe you’ve got something that your competitors don’t have so this
that your competitors don’t have so this
that your competitors don’t have so this gives you an opportunity to ask some
gives you an opportunity to ask some
gives you an opportunity to ask some questions so if they say something like
questions so if they say something like
questions so if they say something like well how come you’re so much more
well how come you’re so much more
well how come you’re so much more expensive than your competition you can
expensive than your competition you can
expensive than your competition you can say well which competition are you
say well which competition are you
say well which competition are you familiar with and they say well we know
familiar with and they say well we know
familiar with and they say well we know about XYZ and you say well why aren’t
about XYZ and you say well why aren’t
about XYZ and you say well why aren’t you buying from XYZ then and they’ll say
you buying from XYZ then and they’ll say
you buying from XYZ then and they’ll say because they’re we don’t
because they’re we don’t
because they’re we don’t like this we don’t like them we don’t
like this we don’t like them we don’t
like this we don’t like them we don’t like it it doesn’t have this thing that
like it it doesn’t have this thing that
like it it doesn’t have this thing that we need tell me more about that and how
we need tell me more about that and how
we need tell me more about that and how important is that and if you had that
important is that and if you had that
important is that and if you had that what would you be able to do then and is
what would you be able to do then and is
what would you be able to do then and is it worth an extra nine dollars a month
it worth an extra nine dollars a month
it worth an extra nine dollars a month or is it worth an extra ten thousand
or is it worth an extra ten thousand
or is it worth an extra ten thousand dollars or is it worth an extra fifty
dollars or is it worth an extra fifty
dollars or is it worth an extra fifty thousand dollars depending on what
thousand dollars depending on what
thousand dollars depending on what you’re selling in order to have that and
you’re selling in order to have that and
you’re selling in order to have that and and that’s the short version of how you
and that’s the short version of how you
and that’s the short version of how you sell value right and what I love about
sell value right and what I love about
sell value right and what I love about the approach that Dave just took and
the approach that Dave just took and
the approach that Dave just took and just did it naturally was instead of
just did it naturally was instead of
just did it naturally was instead of just trying to justify your price and
just trying to justify your price and
just trying to justify your price and convince them that you’re better he’s
convince them that you’re better he’s
convince them that you’re better he’s asking questions to understand well who
asking questions to understand well who
asking questions to understand well who you comparing us to and why do you why
you comparing us to and why do you why
you comparing us to and why do you why did you not buy from them and what are
did you not buy from them and what are
did you not buy from them and what are your needs right and so that gives you
your needs right and so that gives you
your needs right and so that gives you the ammunition the tools as well as the
the ammunition the tools as well as the
the ammunition the tools as well as the rapport building to be able to convince
rapport building to be able to convince
rapport building to be able to convince them that you’re the better person it
them that you’re the better person it
them that you’re the better person it becomes very conversational rather than
becomes very conversational rather than
becomes very conversational rather than and this is a huge misconception about
and this is a huge misconception about
and this is a huge misconception about selling sales people naturally go to
selling sales people naturally go to
selling sales people naturally go to their list of bullets um this is why our
their list of bullets um this is why our
their list of bullets um this is why our price is the way it is this is why ours
price is the way it is this is why ours
price is the way it is this is why ours is better this is how ours is different
is better this is how ours is different
is better this is how ours is different and when there’s a little bit of
and when there’s a little bit of
and when there’s a little bit of resistance and you go to logic to
resistance and you go to logic to
resistance and you go to logic to justify why you are the way you are or
justify why you are the way you are or
justify why you are the way you are or why your product is the way it is you
why your product is the way it is you
why your product is the way it is you think you’re helping but your prospect
think you’re helping but your prospect
think you’re helping but your prospect thinks here comes the hard sell right mo
thinks here comes the hard sell right mo
thinks here comes the hard sell right mo sales people don’t get that it’s all
sales people don’t get that it’s all
sales people don’t get that it’s all about being able to recognize the level
about being able to recognize the level
about being able to recognize the level of resistance that you’re up against
of resistance that you’re up against
of resistance that you’re up against when when you can get resistance down to
when when you can get resistance down to
when when you can get resistance down to here you can sell them anything but when
here you can sell them anything but when
here you can sell them anything but when resistance comes up it doesn’t matter
resistance comes up it doesn’t matter
resistance comes up it doesn’t matter what you have you won’t sell a thing
what you have you won’t sell a thing
what you have you won’t sell a thing your number one job is to keep the
your number one job is to keep the
your number one job is to keep the resistance down and you don’t do that by
resistance down and you don’t do that by
resistance down and you don’t do that by explaining things away with logic and
explaining things away with logic and
explaining things away with logic and features and benefits that raises
features and benefits that raises
features and benefits that raises resistance and then so when you’re kind
resistance and then so when you’re kind
resistance and then so when you’re kind of sales assessment tools is that
of sales assessment tools is that
of sales assessment tools is that something that you screened for we were
something that you screened for we were
something that you screened for we were just or not you then train we we measure
just or not you then train we we measure
just or not you then train we we measure all of that we have here like I
all of that we have here like I
all of that we have here like I mentioned is 21 sales core competencies
mentioned is 21 sales core competencies
mentioned is 21 sales core competencies that we measure each salesperson in so
that we measure each salesperson in so
that we measure each salesperson in so that tells us whether they’re doing it
that tells us whether they’re doing it
that tells us whether they’re doing it today and the sales DNA tells us whether
today and the sales DNA tells us whether
today and the sales DNA tells us whether they have the ability to do it but in
they have the ability to do it but in
they have the ability to do it but in the end usually have to train for it
the end usually have to train for it
the end usually have to train for it because most salespeople are not able to
because most salespeople are not able to
because most salespeople are not able to do this naturally so it’s not it’s not a
do this naturally so it’s not it’s not a
do this naturally so it’s not it’s not a deal breaker something that they could
deal breaker something that they could
deal breaker something that they could learn at the right tools if they
learn at the right tools if they
learn at the right tools if they understand that is funded right Sean was
understand that is funded right Sean was
understand that is funded right Sean was saying great advice on the desire
saying great advice on the desire
saying great advice on the desire commitment ranchi went on so that was
commitment ranchi went on so that was
commitment ranchi went on so that was good um cool maybe time for one more no
good um cool maybe time for one more no
good um cool maybe time for one more no guns is writing in to ask about no guns
guns is writing in to ask about no guns
guns is writing in to ask about no guns no no guns no girls they got a political
no no guns no girls they got a political
no no guns no girls they got a political statement into you good there you go no
statement into you good there you go no
statement into you good there you go no guns I’m tips for for vloggers to sell
guns I’m tips for for vloggers to sell
guns I’m tips for for vloggers to sell themselves tips for bloggers well
themselves tips for bloggers well
themselves tips for bloggers well bloggers well I mean it’s maybe not that
bloggers well I mean it’s maybe not that
bloggers well I mean it’s maybe not that different than bloggers but vloggers
different than bloggers but vloggers
different than bloggers but vloggers like video bloggers yeah um you said it
like video bloggers yeah um you said it
like video bloggers yeah um you said it already it’s got to be about the quality
already it’s got to be about the quality
already it’s got to be about the quality of the content so whether you’re writing
of the content so whether you’re writing
of the content so whether you’re writing an article or putting out a video the
an article or putting out a video the
an article or putting out a video the first ten seconds you’ve got to be able
first ten seconds you’ve got to be able
first ten seconds you’ve got to be able to reach out and grab your reader or
to reach out and grab your reader or
to reach out and grab your reader or your viewer by the neck and and hold
your viewer by the neck and and hold
your viewer by the neck and and hold them and if you can get their attention
them and if you can get their attention
them and if you can get their attention then you’ll have a subscriber and you’ll
then you’ll have a subscriber and you’ll
then you’ll have a subscriber and you’ll have a follower but if you’re writing
have a follower but if you’re writing
have a follower but if you’re writing boring they’re not coming back and
boring they’re not coming back and
boring they’re not coming back and they’re not going to talk about it
they’re not going to talk about it
they’re not going to talk about it either yeah you got my attention with
either yeah you got my attention with
either yeah you got my attention with that I woke up I felt my neck being
that I woke up I felt my neck being
that I woke up I felt my neck being squeezed there that the firt the first
squeezed there that the firt the first
squeezed there that the firt the first if you go to Broadway shows or
if you go to Broadway shows or
if you go to Broadway shows or off-broadway shows um you get to see how
off-broadway shows um you get to see how
off-broadway shows um you get to see how they were able to do that in show
they were able to do that in show
they were able to do that in show business it’s all about that first
business it’s all about that first
business it’s all about that first couple of minutes they work some magic
couple of minutes they work some magic
couple of minutes they work some magic I’ve got things coming in all over the
I’ve got things coming in all over the
I’ve got things coming in all over the place my phone’s wearing in my watch is
place my phone’s wearing in my watch is
place my phone’s wearing in my watch is raining in my desk phones ringing up on
raining in my desk phones ringing up on
raining in my desk phones ringing up on Broadway and in some really well done
Broadway and in some really well done
Broadway and in some really well done movies in that first minute they get you
movies in that first minute they get you
movies in that first minute they get you and the key then is can they can they
and the key then is can they can they
and the key then is can they can they hold your attention through the rest of
hold your attention through the rest of
hold your attention through the rest of the production and we have to do that
the production and we have to do that
the production and we have to do that when we sell we have to do that when we
when we sell we have to do that when we
when we sell we have to do that when we write and we have to do that when we
write and we have to do that when we
write and we have to do that when we produce videos we have to do that on
produce videos we have to do that on
produce videos we have to do that on your live show and if we don’t grab
your live show and if we don’t grab
your live show and if we don’t grab in the first minute there they’re gonna
in the first minute there they’re gonna
in the first minute there they’re gonna go do something else and if if we keep
go do something else and if if we keep
go do something else and if if we keep them to the end they’re gonna come back
them to the end they’re gonna come back
them to the end they’re gonna come back and they’re gonna tell somebody and
and they’re gonna tell somebody and
and they’re gonna tell somebody and that’s how you grow an audience you have
that’s how you grow an audience you have
that’s how you grow an audience you have time for one more Dave sure okay what do
time for one more Dave sure okay what do
time for one more Dave sure okay what do I have to do well I Rooney shrewd in a
I have to do well I Rooney shrewd in a
I have to do well I Rooney shrewd in a question and other people are saying you
question and other people are saying you
question and other people are saying you have to answer our nation’s questions so
have to answer our nation’s questions so
have to answer our nation’s questions so the popular question alright last
the popular question alright last
the popular question alright last question we’re going to be demoing a
question we’re going to be demoing a
question we’re going to be demoing a tech product in the near future I know
tech product in the near future I know
tech product in the near future I know you touched on demoing a product but how
you touched on demoing a product but how
you touched on demoing a product but how can you go into can you go into a little
can you go into can you go into a little
can you go into can you go into a little more detail on how to dem more product
more detail on how to dem more product
more detail on how to dem more product is there anything we must do is there
is there anything we must do is there
is there anything we must do is there anything we should definitely avoid you
anything we should definitely avoid you
anything we should definitely avoid you must ask questions before you demo it
must ask questions before you demo it
must ask questions before you demo it like what do you want to see what are
like what do you want to see what are
like what do you want to see what are the issues you’re trying to solve who
the issues you’re trying to solve who
the issues you’re trying to solve who are the user is going to be what are
are the user is going to be what are
are the user is going to be what are they frustrated with what would the
they frustrated with what would the
they frustrated with what would the business value be from this and it’s
business value be from this and it’s
business value be from this and it’s hard without knowing whether it’s a tech
hard without knowing whether it’s a tech
hard without knowing whether it’s a tech product or a machine but I’m assuming
product or a machine but I’m assuming
product or a machine but I’m assuming it’s some kind of an online demo they
it’s some kind of an online demo they
it’s some kind of an online demo they said it’s a tech product okay alright so
said it’s a tech product okay alright so
said it’s a tech product okay alright so what are you using now what do you like
what are you using now what do you like
what are you using now what do you like about it what are you frustrated with
about it what are you frustrated with
about it what are you frustrated with and what’s most important and if you’ve
and what’s most important and if you’ve
and what’s most important and if you’ve got a little of that information then
got a little of that information then
got a little of that information then you’ll know what to touch on and what to
you’ll know what to touch on and what to
you’ll know what to touch on and what to stay away from so like I said earlier
stay away from so like I said earlier
stay away from so like I said earlier you don’t do a linear demo you don’t do
you don’t do a linear demo you don’t do
you don’t do a linear demo you don’t do a beginning to end you don’t do a
a beginning to end you don’t do a
a beginning to end you don’t do a demonstration of every screen and of
demonstration of every screen and of
demonstration of every screen and of every feature and you don’t walk them
every feature and you don’t walk them
every feature and you don’t walk them through it you say you mentioned that
through it you say you mentioned that
through it you say you mentioned that the current product you have uh doesn’t
the current product you have uh doesn’t
the current product you have uh doesn’t do this and you need this because let me
do this and you need this because let me
do this and you need this because let me show you how we’re able to do that piece
show you how we’re able to do that piece
show you how we’re able to do that piece um I was just looking at a payroll
um I was just looking at a payroll
um I was just looking at a payroll product last week and they asked me they
product last week and they asked me they
product last week and they asked me they did this right of course it was a client
did this right of course it was a client
did this right of course it was a client so they’d know to do this right they
so they’d know to do this right they
so they’d know to do this right they said what most frustrates you about your
said what most frustrates you about your
said what most frustrates you about your current payroll service and I said that
current payroll service and I said that
current payroll service and I said that I have to do it through email and that I
I have to do it through email and that I
I have to do it through email and that I don’t have the ability to just log on to
don’t have the ability to just log on to
don’t have the ability to just log on to the portal enter it and be done with it
the portal enter it and be done with it
the portal enter it and be done with it and they said let us show you how you
and they said let us show you how you
and they said let us show you how you can do that with ours what else
can do that with ours what else
can do that with ours what else frustrates you and I mentioned a couple
frustrates you and I mentioned a couple
frustrates you and I mentioned a couple other things and they said let us show
other things and they said let us show
other things and they said let us show you how we can do that for you and I’m
you how we can do that for you and I’m
you how we can do that for you and I’m sold instantly you can do in
sold instantly you can do in
sold instantly you can do in five minutes what it might otherwise be
five minutes what it might otherwise be
five minutes what it might otherwise be difficult to do in an hour if you simply
difficult to do in an hour if you simply
difficult to do in an hour if you simply focus on the solutions to the
focus on the solutions to the
focus on the solutions to the frustrations instead of trying to show
frustrations instead of trying to show
frustrations instead of trying to show everything that you have and as excited
everything that you have and as excited
everything that you have and as excited as you are about everything that you
as you are about everything that you
as you are about everything that you have nobody cares except you I love it
have nobody cares except you I love it
have nobody cares except you I love it there you go you guys got your answer
there you go you guys got your answer
there you go you guys got your answer okay demanding in the comment to that
okay demanding in the comment to that
okay demanding in the comment to that rate uh Dave thank you so much for
rate uh Dave thank you so much for
rate uh Dave thank you so much for spending time with us I know you’re
spending time with us I know you’re
spending time with us I know you’re super busy your multiple phones and
super busy your multiple phones and
super busy your multiple phones and watches going crazy I’ve included the
watches going crazy I’ve included the
watches going crazy I’ve included the link to Dave’s both of his websites to
link to Dave’s both of his websites to
link to Dave’s both of his websites to find the sales assessment tools as well
find the sales assessment tools as well
find the sales assessment tools as well as his blog and go check out any final
as his blog and go check out any final
as his blog and go check out any final message debut want to leave everybody
message debut want to leave everybody
message debut want to leave everybody with ya go Blue Jays or whatever team
with ya go Blue Jays or whatever team
with ya go Blue Jays or whatever team you root for it’s all about the baseball
you root for it’s all about the baseball
you root for it’s all about the baseball I love it so I thank you Dave thank you
I love it so I thank you Dave thank you
I love it so I thank you Dave thank you guys for watching have a great rest of
guys for watching have a great rest of
guys for watching have a great rest of the week and we’ll see you soon by evan
the week and we’ll see you soon by evan
the week and we’ll see you soon by evan bye everybody
”
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