#Sales 1: COVID-19 Is Not an Excuse for Call Reluctance w/ Amy Quick

WEBVTT 1 00:00:05.160 --> 00:00:08.830 When you know that you were going to fail. People are going to say 2 00:00:08.869 --> 00:00:12.349 no, you're going to get hung up on, you're going to flub your 3 00:00:12.390 --> 00:00:16.190 lines and mess up and all of that's okay. But once you understand it, 4 00:00:16.309 --> 00:00:20.589 that's just a nature of the beast, then call reluctance just it just 5 00:00:20.750 --> 00:00:28.300 goes away because you don't necessarily care about the end result. Everybody, thanks 6 00:00:28.339 --> 00:00:31.899 for listening to the sales series on beautyb growth. I'm your host, Patrick 7 00:00:32.020 --> 00:00:35.140 downs. I'm here today with Amy Quick. Hey, we I would love 8 00:00:35.179 --> 00:00:39.409 if you could describe your beautiful self and your own words. Okay, well, 9 00:00:39.969 --> 00:00:44.210 you already hit beautiful, so check now. I'm just kidding. I'm 10 00:00:44.289 --> 00:00:50.240 not that enough. That Baine. Okay, so sales rip. I'm a 11 00:00:50.359 --> 00:00:54.640 business development executive, but I wear like the SDR had. I do the 12 00:00:54.679 --> 00:00:58.880 account executive stuff. I do, you know, cold outbound prospecting, warm 13 00:00:59.000 --> 00:01:03.240 prospecting, and I also do full deal cycle stuff at that enterprise level. 14 00:01:03.399 --> 00:01:06.950 So I love it. I love what I do. I love my life 15 00:01:07.109 --> 00:01:11.709 and my family and my crazy kids and I'm sequestered in my bedroom right now 16 00:01:11.829 --> 00:01:18.230 to avoid any disturbances, although I'm already disturbed. Bench and true already. 17 00:01:19.500 --> 00:01:23.500 It's my style. Yeah, I feel like it's just a different time nowadays. 18 00:01:23.540 --> 00:01:26.420 We got to do it differently, polished and like on script is so 19 00:01:26.620 --> 00:01:30.900 two thousand and nineteen. It really is. It's like so old school, 20 00:01:30.620 --> 00:01:34.250 so Bo School. I think it's actually helped a lot of people come out 21 00:01:34.290 --> 00:01:38.129 of their shells and just, you know, kind of accept things the way 22 00:01:38.129 --> 00:01:42.530 they are. It's okay when we fail, you know. So I like 23 00:01:42.689 --> 00:01:46.170 it. I think that people are I finally see, I feel like I've 24 00:01:46.170 --> 00:01:49.640 seen a different side of people in the last couple months, honestly, like 25 00:01:49.799 --> 00:01:53.840 a more real picture. I feel so much better about humanity now. It's 26 00:01:53.879 --> 00:01:57.840 weird, like it's not that I have this crazy dystopian belief about human beings. 27 00:01:57.920 --> 00:02:00.829 Before I was just like we're all going to hell and humanity can't be 28 00:02:00.870 --> 00:02:04.870 saved or anything like that, but it's just more that I've seen so much 29 00:02:04.909 --> 00:02:08.389 goodness and people coming out. I think so too. I think, you 30 00:02:08.469 --> 00:02:10.990 know, even people that are struggling, like I have a friend that's out 31 00:02:10.990 --> 00:02:15.780 of a job. I mean he got laid off no notice and now he's 32 00:02:15.780 --> 00:02:19.740 searching and he's just got such a good attitude. He's like, you know, 33 00:02:19.819 --> 00:02:21.659 what. I'm just going to do what I need to do, and 34 00:02:22.180 --> 00:02:27.060 it's been depressing. But also I feel like we've grown a lot as a 35 00:02:27.419 --> 00:02:31.009 just a people, you know, and humanity has and yeah, I can 36 00:02:31.250 --> 00:02:35.569 really say this really leads into what you wanted to talk about today. So 37 00:02:36.370 --> 00:02:39.210 yeah, and introducing the topic like three minutes in. You know, I'm 38 00:02:39.210 --> 00:02:44.759 always on point. We're talking about optimism and sales and how to deal with 39 00:02:44.840 --> 00:02:47.560 all the negativity. I know you had a sticky note that had a couple 40 00:02:47.639 --> 00:02:51.319 topics. Do you want to flash at the camera? WIDN? You see 41 00:02:51.319 --> 00:02:54.560 him? Yeah, call avoidance. Oh, I of that topic. Can 42 00:02:54.599 --> 00:03:00.189 you readmate, my messy writing. Yeah, we're recovering. Everything else is 43 00:03:00.270 --> 00:03:02.069 just a blur from me, but I've bad eyes. Okay, so we're 44 00:03:02.110 --> 00:03:06.669 covering from a bad call and rejection, like, especially right now, when 45 00:03:06.710 --> 00:03:08.669 people are like, why are you calling us? You know we're going bankrupt, 46 00:03:09.110 --> 00:03:16.819 keeping the team mentality positive and motivating and then dealing with irate callers and 47 00:03:16.979 --> 00:03:21.740 pissed off people. That's another big one. I love that you wrote that 48 00:03:21.819 --> 00:03:27.930 like you're writing like a magazine article title or something. It's my next post. 49 00:03:30.090 --> 00:03:32.129 You're just a copywriter now. I think that's the direction you're going and 50 00:03:32.330 --> 00:03:36.969 a lot of us in sales really, and I was reading about that the 51 00:03:37.090 --> 00:03:39.610 other day on Linkedin, where we all congregate, that that's going to be 52 00:03:40.050 --> 00:03:42.800 the next big skill. I think. What do you think about that? 53 00:03:43.319 --> 00:03:46.639 I think so too. I think, Gosh, I've learned a lot, 54 00:03:46.919 --> 00:03:51.360 that we really don't articulate ourselves very well in the written word. I think 55 00:03:51.479 --> 00:03:54.990 that for a long time, like the way we were trying to express ideas 56 00:03:55.110 --> 00:03:59.949 and really even explain what we're selling and why we're selling it and how to 57 00:04:00.110 --> 00:04:02.949 sell it was all very long winded. You know, it was all about 58 00:04:03.430 --> 00:04:06.349 like me, me, me, I, I, I, your product, 59 00:04:06.469 --> 00:04:12.060 your features, and that just doesn't cut through the noise anymore. You 60 00:04:12.139 --> 00:04:15.180 know, people have seen so much of that. Like I got a message 61 00:04:15.180 --> 00:04:19.980 from a guy the other day and he does funny videos, like funny video 62 00:04:20.019 --> 00:04:27.290 commercials. That's his thing, and his whole message was essentially like will you 63 00:04:27.410 --> 00:04:30.490 give me some time to show you how I can help your company make five 64 00:04:30.529 --> 00:04:33.850 Hundredzero on a funny, you know, funny ass video, and then he, 65 00:04:33.970 --> 00:04:36.889 you know, gave me the link and I was like Hmm, normally 66 00:04:36.930 --> 00:04:41.800 I just don't even respond nowadays, but that it was very well written, 67 00:04:41.879 --> 00:04:45.639 very succinct, very to the point, and I it made me go okay, 68 00:04:45.680 --> 00:04:48.959 I got to see one of these videos and they were hilarious, hilarious, 69 00:04:49.720 --> 00:04:54.629 and so I think that it's copywriting is going to be such a pivotal 70 00:04:55.110 --> 00:05:00.550 thing, because cutting through the noise and being more expressive and getting on someone's 71 00:05:00.550 --> 00:05:05.430 radar faster with far less effort, it's going to be the name of the 72 00:05:05.509 --> 00:05:10.300 game, you know, moving forward. prest think that English, Oneon one, 73 00:05:11.060 --> 00:05:14.339 that grammar. I do have an English degree, so I feel like 74 00:05:14.379 --> 00:05:19.220 I'm finally able to use it, which is a relief for that sixtyzero that 75 00:05:19.339 --> 00:05:24.769 I went and no pressure, no profession. The grammar in your pills from 76 00:05:24.810 --> 00:05:28.649 now on. Oh, I did read somewhere that if you make your grammar 77 00:05:28.769 --> 00:05:32.930 like slightly off Kilter, it's actually like better engagement on linkedin and better engagement 78 00:05:32.970 --> 00:05:35.959 on emails as well. Yeah, like Marcus chance said, write like a 79 00:05:36.000 --> 00:05:40.959 five year old, like he's like take everything and just dumb it down to 80 00:05:41.079 --> 00:05:44.680 like the elementary level, and for me that's really hard, like I'm like, 81 00:05:45.079 --> 00:05:48.480 Oh, I want to use the big fancy words, and sometimes I 82 00:05:48.639 --> 00:05:51.629 just say to hell with it, and I do anyways. But you know, 83 00:05:51.829 --> 00:05:55.350 I guess he's not wrong. I mean, but what if? What 84 00:05:55.470 --> 00:06:00.310 are we trying to say? Our core demographic or all just idiots carried college 85 00:06:00.350 --> 00:06:05.139 level writing? I think the the broader demographic, right, like if you 86 00:06:05.300 --> 00:06:09.740 average everything together, I think that's what it's saying. It's like they're still 87 00:06:09.779 --> 00:06:13.540 a core group. Yeah, I mean on the fringes. There are enough 88 00:06:13.699 --> 00:06:16.459 idiots on the fringes that that's the fringe idiots. Or maybe there's just a 89 00:06:16.540 --> 00:06:21.449 bunch of children somehow got on Linkedin and have been liking everything. My kid 90 00:06:21.529 --> 00:06:26.970 would she take it over? And kids are optimists. So I feel like 91 00:06:27.050 --> 00:06:31.050 that's a really good segue to the idea of call reluctance. I'm curious how 92 00:06:31.170 --> 00:06:38.040 you see the idea of call reluctance feeding into the optimism verse negativity. Same. 93 00:06:38.759 --> 00:06:41.959 So call reluctance is always been there, I think. I think it's 94 00:06:42.000 --> 00:06:46.120 just even worse when we have an excuse to not call. So I think 95 00:06:46.189 --> 00:06:49.910 for me, the the main issue that I've run into is feeling like I'm 96 00:06:49.910 --> 00:06:54.069 underprepared. You know, I don't I don't want to sound like an idiot 97 00:06:54.310 --> 00:06:57.790 on a call and jet blunt talks about that in his book. He talks 98 00:06:57.829 --> 00:07:00.819 about all the excuses we make mentally to not pick up the phone and call 99 00:07:00.939 --> 00:07:04.740 and even to send an email. You know will like read an email twenty 100 00:07:04.860 --> 00:07:08.899 times and just make sure, like case, this is this right, like 101 00:07:09.019 --> 00:07:13.180 am I do I sound like an idiot, and and instead of just hitting 102 00:07:13.180 --> 00:07:15.769 the send button, and we could have cranked out like ten emails in the 103 00:07:15.810 --> 00:07:19.089 time it took to send you the one. So I think reluctance comes down 104 00:07:19.170 --> 00:07:25.730 to just the psychology behind the fear of failure and once you just don't give 105 00:07:25.769 --> 00:07:28.810 a crap anymore because you're going to fail. I mean if, when you 106 00:07:28.970 --> 00:07:31.319 know that you were going to fail, people are going to say no, 107 00:07:31.600 --> 00:07:35.399 you're going to get hung up on, you're going to flub your lines and 108 00:07:35.560 --> 00:07:40.000 mess up and all of that's okay. But once you understand it that's just 109 00:07:40.120 --> 00:07:45.029 a nature of the beast, then call reluctance just it just goes away because 110 00:07:45.069 --> 00:07:49.629 you don't necessarily care about the end result. You just kind of push through 111 00:07:49.709 --> 00:07:53.670 that window of I don't know what to expect. I don't know if this 112 00:07:53.790 --> 00:07:56.990 person is going to be in a good mood, if they're chatty Cathy, 113 00:07:57.269 --> 00:08:01.779 if they're like super, super reserved, who knows what you're going to get. 114 00:08:01.420 --> 00:08:07.019 Just make the call and then adapt and overcome and adapt and overcome and 115 00:08:07.139 --> 00:08:09.339 if you get somewhere with it, great, if not, then make the 116 00:08:09.459 --> 00:08:13.170 next call. And I think that's I've had to really push past the perfectionist 117 00:08:13.449 --> 00:08:16.730 in me and just pick up the phone and start dialing, even when I 118 00:08:16.810 --> 00:08:20.970 feel like I haven't done enough research or I'm not prepared, because, all 119 00:08:22.129 --> 00:08:24.810 in all, a lot of those calls are going to end in voice mails 120 00:08:24.930 --> 00:08:26.839 or just phones ringing. I mean, how many people are going to pick 121 00:08:26.839 --> 00:08:30.920 up unless you're using like a connecting cell or something like that, where you're 122 00:08:30.920 --> 00:08:35.039 going to definitely amplify the number of actual connections you're going to make. But 123 00:08:35.440 --> 00:08:39.720 not everyone's using that technology. So I think positivity is a huge part of 124 00:08:39.759 --> 00:08:43.789 it. It's just about choosing the right mind set and choosing to be positive 125 00:08:45.149 --> 00:08:48.230 and just make those calls. So that's that's kind of where I would go 126 00:08:48.309 --> 00:08:52.029 with the call reluctant side of things. I used to do like a little 127 00:08:52.149 --> 00:08:56.139 chance before I got on a call, where I'm really like, people care 128 00:08:56.220 --> 00:09:00.220 about you, people love you, people want to buy from you. People 129 00:09:00.259 --> 00:09:03.779 want to talk to you. You're beautiful. Like to just like tell myself 130 00:09:03.940 --> 00:09:07.340 that and then I get on the call and somebody would say the opposite of 131 00:09:07.340 --> 00:09:11.490 all those things, but I believe it so I can manifest it right. 132 00:09:11.809 --> 00:09:15.129 It's awesome. Yeah, and would at least make you be able to make 133 00:09:15.210 --> 00:09:18.370 the call. I agree. And when some people need to do that, 134 00:09:18.450 --> 00:09:22.090 I mean some people, some people can't. I guess if you have like 135 00:09:22.169 --> 00:09:26.519 an anxious mind, you do need to kind of do some reverse psychology there 136 00:09:26.600 --> 00:09:31.159 and really in really pour it on with the positivity, and I feel like 137 00:09:31.279 --> 00:09:33.679 it's kind of like whatever works for you. You know, I had one 138 00:09:33.759 --> 00:09:39.230 guy who and he's a phenomenal sales rap, but got him a job here 139 00:09:39.309 --> 00:09:41.909 locally, and the sales manager was going to take me out to lunch and 140 00:09:43.029 --> 00:09:46.669 then for like because this guy's so balm and he's like thank you so much 141 00:09:46.669 --> 00:09:50.389 for sending in my way. And the reason why he's so good is because 142 00:09:50.429 --> 00:09:56.139 he has gotten to this point where call reluctance is just not even on his 143 00:09:56.299 --> 00:10:00.860 radar because he stands up for every call and he talks to a wall. 144 00:10:01.659 --> 00:10:05.460 He just talks to the wall, I mean and he'll use the hand gestures 145 00:10:05.580 --> 00:10:09.330 and he gets really into it and it's like he's talking to his bro you 146 00:10:09.409 --> 00:10:13.610 know, where his mom or whoever. And I mean he will make statements 147 00:10:13.690 --> 00:10:18.370 and kind of challenge people on things and I'm like like, like what, 148 00:10:18.850 --> 00:10:22.759 and it just makes me die, you know, but it's the courage that 149 00:10:22.840 --> 00:10:26.000 he has to just be like, you know what we mean, what the 150 00:10:26.039 --> 00:10:28.679 hell can I lose, you know, but I love it. He talks 151 00:10:28.720 --> 00:10:31.679 to walls and he would like pick things off the walls, you know, 152 00:10:31.799 --> 00:10:33.840 to kind of like, you know, sue them, and just he's in 153 00:10:33.960 --> 00:10:39.350 this rhythm and so I think to eat your own I mean chanting precall helps 154 00:10:39.389 --> 00:10:43.909 you go for it. I just tend to chant anyway, so I think 155 00:10:43.909 --> 00:10:46.470 it would just happen to help. It was sort of a mistake, but 156 00:10:46.590 --> 00:10:50.259 to anyone listening, give it a try. Mantra is never a bad thing. 157 00:10:52.019 --> 00:10:54.620 But I'm curious that the person you were just talking about on the line 158 00:10:54.659 --> 00:10:58.299 of recovering from a bad call. What is his mindset on that? Oh 159 00:10:58.419 --> 00:11:01.980 Man, he's had some bad calls because, I mean I sat right with 160 00:11:03.100 --> 00:11:07.929 him and you know, he just doesn't care, like he just didn't let 161 00:11:07.970 --> 00:11:11.409 it face him. He would. I mean I'd hear him kind of pushing 162 00:11:11.490 --> 00:11:15.970 back on people and they're obviously objecting there, telling him know, you know, 163 00:11:16.210 --> 00:11:18.159 don't call again, things like that. I mean, especially dealing with 164 00:11:18.320 --> 00:11:22.679 like gatekeepers. They would shut him down hard and he just wouldn't get face 165 00:11:22.840 --> 00:11:26.799 by it, and I think that that was a choice that he was making 166 00:11:26.919 --> 00:11:30.000 to just, you know, this is my job and it's whatever, it's 167 00:11:30.039 --> 00:11:33.029 not a big deal. I'm going to disrupt their life for like thirty seconds 168 00:11:33.070 --> 00:11:35.990 and then they're never going to talk to me again. And so his recovery 169 00:11:37.110 --> 00:11:41.789 time was incredible. Like he wouldn't even you know, some people when they 170 00:11:41.830 --> 00:11:43.070 get off a call and they need to kind of talk about it, like 171 00:11:43.190 --> 00:11:46.870 if it was rough, they need to get it off their chests and just 172 00:11:46.950 --> 00:11:50.620 kind of run through like, you know, am I crazy? Did I 173 00:11:50.779 --> 00:11:54.179 do something? You know, and that's fine, but not that guy, 174 00:11:54.299 --> 00:11:58.620 like he was just like yeah, Pie this like dude, like do you 175 00:11:58.740 --> 00:12:01.250 drink like a flat like just you just have like a flask of Whiskey sitting 176 00:12:01.250 --> 00:12:05.769 by your desk at all times and you're just like yeah, because that's like 177 00:12:05.970 --> 00:12:09.769 that was his attitude. But he was balm like he was phenomenal at what 178 00:12:09.850 --> 00:12:13.250 he does. So I don't know, maybe flask of whiskies were it's at. 179 00:12:13.730 --> 00:12:16.879 I mean it's right. I have some back here. Do you do 180 00:12:16.039 --> 00:12:20.200 want to break out the alcohol? How are you feeling? I gotta go 181 00:12:20.399 --> 00:12:22.759 throw a ball around me. It's let me get some out, because I 182 00:12:22.759 --> 00:12:26.440 feel like I've never done this on the podcast. You do that, but 183 00:12:26.960 --> 00:12:31.750 actually just recently shot a screen test for a comedy series that I'm doing the 184 00:12:31.870 --> 00:12:35.389 sweet fish media. I'm trying to be the next corporate bro and yeah, 185 00:12:37.110 --> 00:12:39.389 it's pretty exact. My mom just this look. She's like, what are 186 00:12:39.389 --> 00:12:43.980 you doing drinking this whiskey right now? He's on with a me and you 187 00:12:45.100 --> 00:12:48.340 know people have to drink to get through, to get through calls with me, 188 00:12:48.539 --> 00:12:56.820 apparently. Seriously, this episode was brought to you by Panda Doc. 189 00:12:58.059 --> 00:13:01.169 Panda like the bear, and doc like the document. Panda DOC helps over 190 00:13:01.289 --> 00:13:07.169 twelvezero businesses create documents faster, streamline their sales processes and look more professional. 191 00:13:07.570 --> 00:13:13.039 GO TO PANDA DOTCOM B tob today and start a completely free trial, no 192 00:13:13.200 --> 00:13:20.000 credit card required. Well, what was the next? Note on your eye? 193 00:13:20.039 --> 00:13:22.600 You're sticky. Okay, so recovering from a bad call rejection. So 194 00:13:22.720 --> 00:13:26.750 this is actually a good one because my career I started out in customer service. 195 00:13:28.190 --> 00:13:31.029 So literally, my job was just dealing with just shit calls. It 196 00:13:31.350 --> 00:13:37.590 was just dealing with crappy, crappy calls, people complaining about everything, Orders 197 00:13:37.750 --> 00:13:43.379 Missing, pricing wrong, you know, Po's not being delivered, all kinds 198 00:13:43.419 --> 00:13:46.820 of stuff, and so my job was to take this pissed off person and 199 00:13:48.539 --> 00:13:52.259 make them happy, and that was like, for me, it was like 200 00:13:52.539 --> 00:13:56.649 use you know, like I loved it because it was such a challenge, 201 00:13:56.850 --> 00:14:01.210 like, okay, if I can make this person just a little bit less 202 00:14:01.210 --> 00:14:03.090 pissed off by the end of the call, like I've achieved my objective. 203 00:14:03.490 --> 00:14:05.649 And for me, I looked at it like a puzzle that I had to 204 00:14:05.809 --> 00:14:11.080 solve, like what what do I need to do to first, give them 205 00:14:11.159 --> 00:14:16.960 the understanding of trust they can trust me with their problem, to acknowledge that 206 00:14:16.000 --> 00:14:22.639 I'm listening, I hear what they're saying and, three, come up with 207 00:14:22.799 --> 00:14:26.710 a solution on the fly, to give them the sense that all will be 208 00:14:26.830 --> 00:14:30.629 well, like there are steps that I'm going to take and by the end 209 00:14:30.669 --> 00:14:33.429 of the call or sometime, you know, in the near future, their 210 00:14:33.509 --> 00:14:37.860 problems will be resolved and you really have to dig down and stay calm and 211 00:14:39.379 --> 00:14:41.580 there's a lot of kind of step psychologically that you go through. But I 212 00:14:41.779 --> 00:14:46.460 was that person that when anyone would call in that was just really crappy, 213 00:14:46.980 --> 00:14:50.539 I would get those calls transfer to me because I was willing to kind of 214 00:14:50.580 --> 00:14:54.809 fall on the sword and say whatever, I'll deal with this. But I 215 00:14:54.009 --> 00:14:58.929 learned a ton from that, from all of those experiences. I would have 216 00:15:00.169 --> 00:15:03.009 people that were so angry they were belligerently cussing me out, you know, 217 00:15:03.690 --> 00:15:07.799 right up front on the call. I don't know this person, never spoken 218 00:15:07.799 --> 00:15:09.320 to them a day in my life and I haven't personally wrong them in any 219 00:15:09.360 --> 00:15:13.559 way, but apparently it's going down. I mean to watch my back in 220 00:15:13.600 --> 00:15:18.919 the parking lot after work. But my job was my job was to take 221 00:15:20.039 --> 00:15:28.230 that highly emotional, interrational person and somehow cobble some semblance of hey, we 222 00:15:28.350 --> 00:15:33.230 can work this out, you know, and that really taught me the fact 223 00:15:33.269 --> 00:15:39.419 that most, most people, most calls are coming from an emotional standpoint. 224 00:15:39.059 --> 00:15:43.340 Something is driving them to pick up the phone to call me, and if 225 00:15:43.419 --> 00:15:46.700 I can reverse engineer that on a sales call, all for the better. 226 00:15:48.100 --> 00:15:52.289 Because I'm calling someone and I'm interrupting their day, I'm the one that's kind 227 00:15:52.330 --> 00:15:54.370 of an irritation in many ways, which is why I love like the way 228 00:15:54.490 --> 00:15:58.289 that you do your call intros and Benjamin d and a lot of these people 229 00:15:58.450 --> 00:16:02.009 that do that, like hey, look right up front, like I know 230 00:16:02.090 --> 00:16:06.159 I'm interrupting you, I know this is an interruption, and then asking permission 231 00:16:06.200 --> 00:16:10.039 to kind of move forward. But you're still going to get those people that 232 00:16:10.159 --> 00:16:15.000 are going to push back and I had one a guy about a year ago 233 00:16:15.200 --> 00:16:19.190 and my last job and now we were calling churches selling volunteer management software. 234 00:16:19.830 --> 00:16:25.669 So, you know, you'd think that talking to pastors they would be humble 235 00:16:26.190 --> 00:16:30.309 and kind and gracious. A feeling you're going to say they are. I 236 00:16:30.389 --> 00:16:34.220 don't know, I just have a weird feeling. It was probably the most 237 00:16:34.299 --> 00:16:40.820 psychologically confusing job I've ever worked, because it was actually the reverse. I 238 00:16:41.019 --> 00:16:45.539 mean I had some phenomenal conversations the amazing, amazing people, but a lot 239 00:16:45.620 --> 00:16:49.090 of times those pastors that we were talking with and again, you have to 240 00:16:49.129 --> 00:16:52.490 put yourself in their shoes and they're probably getting a ton of calls right, 241 00:16:52.850 --> 00:16:56.929 I mean vendors calling them constantly trying to get through with the executive pastor and 242 00:16:57.649 --> 00:17:00.919 you know, but they a lot of times they were rude, you know. 243 00:17:02.240 --> 00:17:06.000 They you were calling them to ask a nonprofit organization to give you money. 244 00:17:06.440 --> 00:17:07.799 I don't blame them, you know. And it's not their money, 245 00:17:07.839 --> 00:17:11.559 it's they're Congrett it's their their congregation, their members money. So they have 246 00:17:11.640 --> 00:17:15.640 to be wise with judicious with how they spend it. So I get it 247 00:17:15.750 --> 00:17:18.069 and I would put that myself in their shoes. But I had this one 248 00:17:18.190 --> 00:17:22.390 guy that called up, was really sweet, given him my kind of like 249 00:17:22.549 --> 00:17:26.349 openings, feel the vision behind what we're doing and kind of selling the passion 250 00:17:26.950 --> 00:17:30.900 and but I asked permission to kind of go into my pitch and he's like, 251 00:17:32.339 --> 00:17:34.819 you know, yeah, okay, you have thirty seconds. And the 252 00:17:34.900 --> 00:17:38.539 guy was really plut actually he called me back. I left him a voicemail. 253 00:17:38.579 --> 00:17:42.380 This guy had returned my call. He was really pleasant up front. 254 00:17:42.380 --> 00:17:47.210 I thought I felt kind of safe and secure and was like just okay, 255 00:17:47.289 --> 00:17:49.329 cool, you know, he's just teasing when with me like I got more 256 00:17:49.369 --> 00:17:53.690 than thirty seconds, because Lord knows, my bitch was more than thirty seconds. 257 00:17:53.809 --> 00:17:57.289 It was like a minute, twenty or some ridiculous amount of time. 258 00:17:57.960 --> 00:18:00.880 But he was like yeah, you got thirty seconds and I was like okay, 259 00:18:00.960 --> 00:18:06.680 cool, you know. I start going into it and then he's like 260 00:18:06.920 --> 00:18:11.200 twenty seconds, and I hesitated a moment and I'm like a second. Is 261 00:18:11.319 --> 00:18:15.430 he like? He just being silly, he's just being silly. You know. 262 00:18:15.549 --> 00:18:18.069 The the internal optimist to me was like, Oh, this guy's kind 263 00:18:18.069 --> 00:18:21.910 of funny. Ah. Then a few minutes, or a few minutes, 264 00:18:22.990 --> 00:18:26.900 few seconds later, ten seconds, and at that point I'm like in my 265 00:18:27.059 --> 00:18:32.940 mind was just like, oh no, he didn't like I just there is 266 00:18:33.059 --> 00:18:36.460 like this part of me that was like, okay, I'm a person, 267 00:18:36.500 --> 00:18:41.690 I'm a professional, but I'm a person, I'm a human being, and 268 00:18:41.930 --> 00:18:45.009 I know like I'm interrupting his day and asking him for something, but I'm 269 00:18:45.049 --> 00:18:48.890 still a person at the end of the day and you're going to respect me, 270 00:18:48.369 --> 00:18:52.809 at least on that level. And I felt kind of like he was 271 00:18:52.930 --> 00:18:55.690 like a cat toy with the mouse, you know, and he was enjoying 272 00:18:55.759 --> 00:18:57.519 it, like he was screwing with me, and so at that point I 273 00:18:57.640 --> 00:19:02.119 just stopped and I said, you know, I really I really feel like 274 00:19:02.240 --> 00:19:04.640 you don't actually want to hear what I have to say, and that's okay. 275 00:19:06.240 --> 00:19:07.640 So I'm just going to go ahead and say, you know, have 276 00:19:07.720 --> 00:19:11.670 a great day. You know, I'll be praying for you and your congregation 277 00:19:11.349 --> 00:19:14.750 and, you know, let's just go ahead and this call, because you're 278 00:19:14.789 --> 00:19:18.390 obviously not interested in moving forward. And he was like, Oh, oh, 279 00:19:18.589 --> 00:19:21.869 really, oh Oh, you're going to pray for me. Yeah, 280 00:19:21.990 --> 00:19:25.059 sure, like that's really going to happen now? This is an executive pastor 281 00:19:25.140 --> 00:19:29.819 at a church, right and and I'm like and I was like yeah, 282 00:19:29.819 --> 00:19:32.460 I'll pray for you, I'll pray for you right here, right now. 283 00:19:32.460 --> 00:19:33.500 If you doubt that, I'm actually going to do it. And he was 284 00:19:33.579 --> 00:19:37.099 like you're going to pray for me, like right now, you know what, 285 00:19:37.259 --> 00:19:38.289 you do that, and then I'll pray for you. And I'm like, 286 00:19:38.650 --> 00:19:42.170 all right, let's do this. And then I literally just prayed, 287 00:19:42.609 --> 00:19:48.529 like I literally prayed that he would have patience for you know, like for 288 00:19:48.690 --> 00:19:52.319 his flock, in for his church, and for that they would have could, 289 00:19:52.440 --> 00:19:56.640 like I think I said something about that. They would have an overwhelming 290 00:19:56.720 --> 00:20:00.880 abundance of volunteers, you know, because that's what I was selling, was 291 00:20:00.960 --> 00:20:06.279 volunteer management software to our to grow the number of volunteers and I got off, 292 00:20:06.599 --> 00:20:08.349 I got done with my with my prayer, and then he was like, 293 00:20:08.470 --> 00:20:11.589 okay, you know, you know what, I'm going to pray for 294 00:20:11.710 --> 00:20:14.549 you really quick and I was like that's fine, pastor, you can pray 295 00:20:14.630 --> 00:20:18.710 for me. Click and I just hung up and my my co workers are 296 00:20:18.750 --> 00:20:22.019 all just sitting there like like watching this go down, like they were watching 297 00:20:22.059 --> 00:20:27.259 the house just burn their own and they were like Yo, did she just 298 00:20:27.500 --> 00:20:32.859 straight up pray for that guy like like you just, you just lit into 299 00:20:32.900 --> 00:20:36.970 him with their prayer, and I was like yeah, and they're like no, 300 00:20:37.529 --> 00:20:40.970 no, you didn't. And then, and then I just sat there 301 00:20:40.970 --> 00:20:42.809 and I was like the dude was toying with me, like he was playing 302 00:20:42.890 --> 00:20:45.970 with me like it. You know, I can't blame with the mouse, 303 00:20:45.089 --> 00:20:48.009 and I'm sorry, but I'm not okay with that. You called me back, 304 00:20:48.490 --> 00:20:55.119 prep pastor, you know, and so and then they were like one 305 00:20:55.160 --> 00:20:57.039 guy was like hey, a me, do you need like five minutes, 306 00:20:57.119 --> 00:20:59.960 you know, do you need to go calm down? And I'm like Nah, 307 00:20:59.960 --> 00:21:02.480 I mean, I'm going to make my next call, like this next 308 00:21:02.519 --> 00:21:04.269 person is going to want to talk to me. And sure enough, the 309 00:21:04.430 --> 00:21:07.910 next call I've made. I booked a meeting and got them on a demo 310 00:21:08.509 --> 00:21:11.509 and I got I think I booked like five demos that day, which was 311 00:21:11.549 --> 00:21:15.390 like pretty pretty good, like usually it was a couple of day, but 312 00:21:15.869 --> 00:21:18.900 everyone was floored that I was able to rebound like that, like not only 313 00:21:18.940 --> 00:21:22.619 on the call, like I was just like, you know what, I 314 00:21:22.740 --> 00:21:26.539 don't know. No, we're not playing this game, like you're going to 315 00:21:26.619 --> 00:21:29.539 treat me with more respect than that. I know I'm just a sleezy salesperson, 316 00:21:29.700 --> 00:21:33.089 but you know I'm a human and you're a pastor. I love that 317 00:21:33.250 --> 00:21:36.730 story, I mean, I mean it really shows you that mindset is, 318 00:21:36.809 --> 00:21:40.890 I think, what sets the best sales people apart from like a good salesperson, 319 00:21:41.329 --> 00:21:44.049 because if you can't rebound from something like that, or at least like 320 00:21:44.089 --> 00:21:45.569 you can make it a joke, right, like if the worst thing that 321 00:21:45.690 --> 00:21:48.519 can happen you want a call is funny, then it's not even bad. 322 00:21:48.920 --> 00:21:52.279 I thought, there's no fears. Yeah, exactly, I wink. I 323 00:21:52.319 --> 00:21:56.559 can be so funny, you know, and I mean even when people would 324 00:21:56.599 --> 00:22:00.160 like call up and like cuss me out, you know I'll because that's happened 325 00:22:00.359 --> 00:22:06.309 my okay, the first job I ever had, like a right real job, 326 00:22:06.470 --> 00:22:07.630 and I only work there for like two weeks. It was awful. 327 00:22:07.990 --> 00:22:12.109 Was this place called West Telecommunications and it was the call center that you know, 328 00:22:12.150 --> 00:22:15.500 all those people that watch the infomercials and then they call up to like 329 00:22:15.660 --> 00:22:19.099 buy the products. Okay, well, that it was that job, and 330 00:22:19.299 --> 00:22:22.140 so I was answering the calls. But then you had to read through these 331 00:22:22.259 --> 00:22:26.500 scripts and try to upsell them on all this crap like steady warranties, and 332 00:22:26.819 --> 00:22:29.500 I well, if you're going to buy one, you might as well be 333 00:22:29.660 --> 00:22:33.450 like twelve. And your job was just a literally sit there and read a 334 00:22:33.569 --> 00:22:36.609 script and then, depending on their answer, you want with this script or 335 00:22:36.690 --> 00:22:41.210 this script. So the first call, no, lie on the floor everybody. 336 00:22:41.329 --> 00:22:47.480 This is Patrick. Through the magic of post production, it is me 337 00:22:47.680 --> 00:22:52.440 on a Sunday editing this episode, because aiming goes on to tell a wonderful 338 00:22:52.440 --> 00:22:57.279 story that I don't think that I can air, but maybe as an after 339 00:22:57.319 --> 00:23:02.710 dark I will down the line. But the gist of the story, so 340 00:23:02.869 --> 00:23:07.950 you don't get lost, is a me was on the phone and a gentleman 341 00:23:07.109 --> 00:23:12.180 called in and said some things to her that were not appropriate and it was 342 00:23:12.259 --> 00:23:18.980 not a good first call experience for someone that is sixteen years old, and 343 00:23:18.940 --> 00:23:23.140 at that point she was pulled aside or supervisors who are listening to the call 344 00:23:23.940 --> 00:23:29.769 and they were worried about her, but she was able to bounce back and 345 00:23:30.250 --> 00:23:33.210 I guess that's the magic of what we're talking about, about optimism. But 346 00:23:33.490 --> 00:23:38.569 yeah, I just want to make sure you weren't lost. But I also 347 00:23:38.650 --> 00:23:44.000 couldn't air that bit. So here we are. We're coming back up. 348 00:23:44.720 --> 00:23:48.720 Three, two, one. Here's aim. The first call experience I ever 349 00:23:48.960 --> 00:23:53.279 had and I think when you go through something like that, it's like all 350 00:23:53.279 --> 00:23:57.630 right, stinkers, here you're either going to cut it on the phones or 351 00:23:57.710 --> 00:24:02.630 you're like not, nope, not doing this. People are three. That's 352 00:24:02.670 --> 00:24:06.069 our promo. I mean I feel like we just found it that that's the 353 00:24:06.109 --> 00:24:10.059 Promo video on Linkedin. I'm definitely going to go with that, and also 354 00:24:10.099 --> 00:24:14.180 it's a great example of how to just throw yourself right into deep been right. 355 00:24:14.619 --> 00:24:17.019 I only work that job for like two weeks, though, because it 356 00:24:17.099 --> 00:24:22.700 was like like the same people would call in or were and over again, 357 00:24:22.740 --> 00:24:26.650 and I'm like this is kind of I feel like I'm contributing to a disease. 358 00:24:26.410 --> 00:24:30.410 Like some there was weird. But yeah, I've never heard that story 359 00:24:30.490 --> 00:24:34.490 before. So this is like a b Tob Sal show exclusive, but we're 360 00:24:34.650 --> 00:24:38.079 bringing too, and I really enjoyed this conversation. A me. I like. 361 00:24:38.680 --> 00:24:44.200 I like where it went. It's start with optimism and ends with optimism 362 00:24:44.759 --> 00:24:48.799 of our friendship. Right. Yeah, I agree with awesome. Do you 363 00:24:48.880 --> 00:24:53.349 have anything you want to plug? I'll plug our five on Friday. How 364 00:24:53.349 --> 00:24:56.190 about that? How about that? What's five on Friday? A me. 365 00:24:56.630 --> 00:25:02.349 So it is a peer to peer sales and Marketing Mentor Group. Every Friday 366 00:25:02.829 --> 00:25:06.789 we connect with someone that wants to do a presentation of you know, a 367 00:25:07.069 --> 00:25:10.180 demo or a pitch run through, or they want to go over a sales 368 00:25:10.220 --> 00:25:14.900 concept with other peers and the industry and we can give them advice and encouragement 369 00:25:14.940 --> 00:25:18.660 and it's just a lot of fun and we do it every Friday. So 370 00:25:18.980 --> 00:25:23.049 I'll plug that and and I don't International. I know, right, you 371 00:25:23.170 --> 00:25:27.849 can care an awesome. Yeah, let's should be fun. I'm your host, 372 00:25:27.890 --> 00:25:32.970 Patrick downs. Thanks again for joining us on the sale series of BB 373 00:25:33.130 --> 00:25:40.640 growth. I hate it when podcasts incessantly ask their listeners for reviews, but 374 00:25:40.680 --> 00:25:44.400 I get why they do it? Because reviews are enormously helpful when you're trying 375 00:25:44.440 --> 00:25:47.720 to grow a podcast audience. So here's what we decided to do. If 376 00:25:47.759 --> 00:25:51.230 you leave a review for me to be growth in apple podcasts and email me 377 00:25:51.269 --> 00:25:55.549 a screenshot of the review to James at Sweet Fish Mediacom, I'll send you 378 00:25:55.589 --> 00:25:59.390 a signed copy of my new book, content based networking, how to instantly 379 00:25:59.430 --> 00:26:02.750 connect with anyone you want to know. We get a review, you get 380 00:26:02.750 --> 00:26:03.230 a free book. We both win.