The Elevate Media Podcast
Join Chris as he chats with successful business owners and entrepreneurs and shares his own lessons and successes of building Elevate Media Group.
His mission is to help coaches bring in more clients through video podcasting and content creation so they can elevate their brands and become the experts in their industries without all the time spent doing it.
The Elevate Media Podcast
Growing Your Sales Career with Strategic Insight
This episode is NOT sponsored. Some product links are affiliate links, meaning we'll receive a small commission if you buy something.
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Welcome to the Elevate Media Podcast with your host, chris Anderson. In this show, chris and his guests will share their knowledge and experience on how to go from zero to successful entrepreneur. They have built their businesses from scratch and are now ready to give back to those who are just starting. Let's get ready to learn, grow and elevate our businesses. And now your host, chris Anderson.
Speaker 2:Welcome back to another recording of the Elevate Media Podcast. I am Chris Anderson, your host, and, as you're starting your business, you might be feeling lost in the world of sales. How can we close more sales? How can we bring in more revenue for our company, especially if you're the one being the salesperson? Sales is not a bad thing. We're selling every day. You're probably trying to sell yourself on how you don't like sales or don't need to do sales, so we're doing it every day. Today, we're brought in an expert to dive into how to close more high-ticket sales, sean Gingsberg. Welcome to the All Late Media Podcast today. Man, how you doing man.
Speaker 3:Thanks for being here.
Speaker 2:It's an honor, honor, and I'm grateful for being on the show, absolutely, man. No, glad you're here, super excited. We had a good green room chat before we hit record. A lot of cool things going on in life. But yeah, I mean, sean, what got you? We're going to dive right into it. We're going to get right into the nitty gritty. What got you into wanting to be in sales? I love it. I love it.
Speaker 3:So it all started when I got expelled from high school. Right, I was the all-star wrestler, lacrosse player, the athletic dude. Right, I had it all. You know, sports really was who I was, right, so it gave me the purpose, the identity, the discipline. And then it came crashing down. I got expelled, so it was over. I was my team, my future, everything, everything I worked for and earned. It was all taken away.
Speaker 3:So I felt like I lost everything. So I spiral. I was angry, super ashamed, depressed and, most of all, was lost. What am I going to do? Oh my God, you know, when you're a young kid it's like oh my God, like, what am I going to do with her? Right, yeah, it's like life's over, I'm dead, like really. But here's the thing about rock bottom it forces you to take a look in the mirror, Right, and and and. One day I asked myself a question is is this how the story ends? And that became the turning point, because I was the person who was writing the script. Right, yeah, for sure. I had two choices Stay the victim or become the hero of my own life. So I decided to take all that energy, the pain, the anger, the frustration, and I channeled it into one thing, building something better. And that's when I closed myself on the hardest sale I ever made, and that sale was to believe in myself again.
Speaker 2:Yeah, yep, yeah, and then definitely, that definitely can be the hardest sale. That we have to do is ourselves and having confidence. So, you know, once you overcame that, made that decision like, okay, I'm all in on me, like I can turn this around. What do you remember what? That first moment of like, hey, I like sales Was it something in school that you're already doing? You know, your story is like yeah, you know, I was buying pencils at you know whatever, an internum profit or candy. Did you have something like that or did it turn up later for you?
Speaker 3:So well. The experience taught me one of the most important lessons of my life it's no one's coming to save you. You know if you want to win, you have to close yourself first. And you know it came later on, like the willingness to understand is one thing, but to actually understand it always comes later. It's like foreshadowing what you're about to learn, if you get what I'm saying. So I actually figured out from those experiences and from keeping on, keeping on and continuing to do what I was doing. You know motorcycles, bikes, cars, doing new construction, plumbing my dad's a big plumber back in Philly. So you know it's really not just about how to close deals but to close yourself, like you just said in the beginning of the podcast on taking action. You know, even when the odds are stacked against you. So you know you wake up this morning. Are you going to get out of bed? Are you going to sell yourself to get out of the bed and live your dreams? Are you going to sell yourself that this day is going to be the worst day you ever had and that work sucks and it's Monday and la la, la, la, la Right.
Speaker 3:So it actually came later, when I moved out to California and I was working 16 hour days and I was like, dude, what am I doing? I got money in my pocket but like I have no life. And then I was running, you know, smoke shops, liquor stores, gas stations, working in restaurants, and I'm like, huh, what are these guys doing? And I started to realize that they were buying shopping centers and strip malls. And I'm like, wait a second, I see what's going on here. Why don't I just sell them the buildings and then set up the stores for them? So that's when I went and got my real estate license and really learned real estate, know, inspiring myself to go out and help more people achieve their goals and dreams.
Speaker 2:Yeah, I love that and that, and it's just, you know, seeing the seeing yourself and what you're capable of, and then taking the action and doing it and making a choice. I think that's the clear thing there is, like making a choice, I'm not going to just roll over and give up and just be comfortable and mediocre and you know, uh, do all this. You decide, I know I'm going to, I see this, I'm going to change it. And then you saw, hey, this is what they're doing. Here's how I could improve and be more valuable, to be able to improve my situation in life, my position in life, and you went after it.
Speaker 2:And I think that's that's a real thing that we have to really take into consideration when we're looking at ourselves in the mirror. Are we in the environment we're in? Are we having things happen to us because hold us back from what could be? You know, man, I grew up this way or that way, so I'm never going to get that way, or I'm this way, so I can't ever do that. Are we allowing those to hold us back? And I think, right there, what you're saying is seeing those opportunities, seeing what could be, and taking action to it, even though you don't know. The outcome is a huge stepping point.
Speaker 3:A thousand percent don't know the outcome is a huge stepping point. A thousand percent, I think you know. A lot of the time it's like that. One big thing it was. Those setbacks, you know, are actually the biggest opportunity for you to launch yourself a hundred steps forward.
Speaker 3:And what most people don't understand is that what they're surrounded by is holding them back because it's the worst thing in the world. They'll never come out of it. It's so hard, it's so dense, it's ah yeah. But if you just sat and realized, wait, I could use this as an opportunity, I could influence somebody from me getting through this and possibly helping somebody else out and figure out how they could do it, how I did it Right. So I think a lot of the times people are looking at these things like it's the worst thing in the world. Just if you change that one perspective, I promise you from my experience, the doors will just open up and you'll be able to see thousands of opportunities that you never saw before because you were blocking them yeah, the obstacles away, right kind of thing yeah, I mean I, I I always heard from some of my mentors, like you know, poor people don't want problems, right, rich people want problems.
Speaker 3:Yeah, the faster that you solve a problem, the better. The faster you have a solution for it, the faster you can help somebody else overcome those solutions. And then, you know, charge money for that energy exchange.
Speaker 2:You know you help enough people get what they want. You'll eventually get what you want, kind of thing. Yeah, yeah.
Speaker 3:Good.
Speaker 2:Everybody thinks that that Zig Ziglar said it. Zig. That's right, zig makes up zig and jim rohan uh yeah, he's a very.
Speaker 3:He was actually one of my favorite mentors. I never got to meet him, but god rest his soul?
Speaker 2:yeah, for sure. So, and I think that's true. I think you know I like that poor people don't want problems, but rich people want them, and they want them quickly, kind of thing. Uh, now I'd be curious, should we talk before you're out in san diego? Um, but you said your dad's in philly, so I'm guessing you grew up in Philly, uh, and moved to San Diego. Is that true? Or am I just making really big assumptions now?
Speaker 3:Nah, man, you're right on point. So I got expelled and I'm like dude, what am I doing? Am I going to stay back and be like the, the, the they made an example out of me or am I going to make an example out of them and I'm like dude, this is my opportunity, man. So actually it's the best thing that it was a blessing in disguise, you know.
Speaker 2:I was going to say shifting from that location. Now, in my mind, obviously I don't know much about Philly, it's a big place. I don't know much about San Diego, it's a big place. I just have you know, my big picture of each area Seemed really different, neither good nor bad, just different. Seemed really different. Um, neither good nor bad, just different. Did you, did you see? Hey, I need to change my environment, things I can control where I live, people I'm around. Is that one of your reasons for moving? One of the biggest?
Speaker 3:yeah, I was from a. I like to tell it like this the universe picked me up from a fishbowl and dropped me into the ocean and said don't drown, swim. Yeah, right, and I had to get goosebumps just talking about it. Yeah, and I had to figure out a way to survive. And from that experience, being that young like yeah, dude, I survived. I had to figure out what I was going to do, how I was going to make money, how I was going to put food on the table and it's selling yourself on the fact that you, you know nobody's coming to save you. You're in this to win this.
Speaker 2:You know you're either going to do it or you don't, it's-. So what thing has attracted you to San Diego then, from Philly Like why San Diego out of any place?
Speaker 3:Well, it was LA and I went to LA and was there for seven days and honestly, it just was not for me. It just took a thousand years to get anywhere. It was very hard to get out, okay. So everybody kept saying you know, I like to say a lot of the external stuff we see is from the internal. So what you're going on in here is going on out there. So everybody kept telling me go to San Diego, go to San.
Speaker 3:I'm like what's in san diego? Right, an uber down to san diego and I never left, so I just landed in san diego. Okay, you know? Um, yeah, it's beautiful you weren't.
Speaker 2:You weren't running necessarily from your problems. You were trying to find a way to take the next step or were you running from the problems?
Speaker 3:I guess a little bit of both. I guess I would be lying to myself if I said I wasn't. But why stay in a place and stay someplace where I got to get out of the perspective of a small town, small mind. I'm not going anywhere. Oh my God, where's my life going to be to? The world is in my hands. It's my oyster. I can do anything in the world that I think that I can do.
Speaker 2:I was going to say with that, like that world is your oyster view, and I didn't mean to interrupt you there, that was my fault that mindset of small because I'm from a small town too, it's, and people can rub off on you even if you don't think they are and you're not hanging out. Did you see a shift in people? You're hanging around in San Diego Like more people had that kind of view versus back in Philly.
Speaker 3:Oh, man, there's I. I feel like, well, any big city you're in, you'll probably find this. It's not just san diego, but sure I landed. It was like nobody was from san diego. No, okay, I moved here from you know iraq. I moved here from texas, I moved from tennessee, which are from you know syria like, and they were all like, unless you're, uh, you, you know Syria like, and they were all like, unless you're, uh, you know I'm a local. At this point I'm a local transplant, cause it's been a while, yeah, okay, right, um, but yeah, it's just a different.
Speaker 3:I guess, on my journey, I was finding those same people that had also took, took in that step, and you know, some of my mentors always say hey, you know, go, move, get out, go someplace you've never been, go do something you never done. You know it'll. It'll force you to get uncomfortable in a, in a, in an environment that you're not used to being, in which you'll, you know, when you're uncomfortable, you'd start to expand, grow. When you stay in a comfortable place, you're, you're staying that same person and it's like how do I change? How do I get out of this? You're around the same surroundings, the same people, the same things, the same scenario situations. So it's about taking I took myself out of that and I was like, wow, I'm able to see now what happened, how it happened, how I could have prevented it, and it really actually helped me learn who I was and how I could actually go help others. You know, not do the same things. That made me all in those types of things, you know.
Speaker 2:Yeah, no, and I love this and uh, thanks for sharing about your journey and stuff, and um, cause I always think it's interesting to see where people come from and what brought them to where they are now. Uh, cause, I mean, you're, you're big in sales and that's what we wanted to talk about and dive in today even more and as more, and so when we can figure this out, like figure out for ourselves, like, hey, I can do this, I'm going to do this, I'm going to figure it out With sales, for some reason it seems to be a big block. Why do you find sales is so hard for people to either really lean into and get better at or even just do it?
Speaker 3:Well over the, I think, thousands at this point, of people that I've consulted with, companies I've seen and individuals I've trained. It's number one they don't actually. They don't believe that it will work for that person. They don't even believe that the product will work for themselves.
Speaker 3:Like if you're not sold like there's a book out there, seller be sold and you need to stay sold right. If you're not selling, then you're being sold. If you're being sold, then you're not sold on your own product. If you're not sold on your product, who you are as a company and that you can actually help somebody, why would anybody do business with you?
Speaker 1:Right.
Speaker 3:Yeah, would anybody do business with you? Right, yeah, right. I think that one of the biggest things is is why is it so hard? Is because, well, they don't. They've never gotten results, they've never used the product and they're just trying to get into sales and make a bunch of money. Yeah, like though you know right, yeah, it's like I train a lot of jujitsu. Like if I just walked in there and I'm like, dude, I'm gonna choke this guy out, like you're to choke this guy out.
Speaker 3:Like you're, you're going to get choked out, you're going to, you're going to have the mat, like, so you know. Like it's about the training, it's the practice, like the I don't know. The Patriots practice, what you know, 80 hours a week to play a three hour football game. Right, like, how much are you actually putting into the process of learning how to help somebody buy that product that's best for them, for them to actually exchange the money, because that's the critical exchange point is them giving you the credit card and actually solving a problem for them. Yeah, right, I think that's probably the big reason.
Speaker 2:Yeah, I was going to say because that's where I was when I first started my business. Well, when I first started to try to start a business, I was super naive and green and I was like, yeah, I want to help people start and launch a business. Because I heard other people doing it, I was like, yeah, that would be awesome. Like, helping people build the dreams Like I want to do that, I hadn't done it for myself. People build the dreams Like I want to do that. I hadn't done it for myself, uh, and so what I was trying to put out there, I didn't even believe I could do because I hadn't done it myself.
Speaker 2:So, like there's that disconnect, um, and so I'd never, really I didn't, I didn't ever sell any of that, ever, um, but what I did sell was starting out, was you know, how did you do your podcast? How did you edit your podcast? How do you do all this podcast stuff? Cause I'd done it and it had been good and I saw the results. So I knew I could help people and so it's super easy, uh, to solve that problem and it's grown into full video production, things like that, blah, blah, blah.
Speaker 2:But like, even with that, like I've seen the results. We've gotten the ROIs, we've gotten from videos, from live streams, things like that. So I know what we do helps, uh, and so, like that positioning, like you said, like you have to be sold on the product you're selling, uh, to really truly, unless you're just a terrible person that just wants my money and don't care, you know, or just want to use people to get a dollar. Um, I think, yeah, uh, having that belief in the product is huge. And then you mentioned practice, and I like that because I think a lot of times, myself included, we'll just go and hop on sales calls and that's our practice.
Speaker 3:Right, that's my practice.
Speaker 2:That's my practice because I still do a majority of sales calls for Elevate and that's my practice. I might listen to a podcast or a video every now and then, but how can we truly practice to get better at sales? Okay, before I, jump to that.
Speaker 3:I want to say that one difference between a con man and the sales professional Okay, yes, please. The con man, it's intention. The con man wants what's best for who Himself? The con man, the professional professional, like we just said, if you help enough people, get what they want, you will get what you want. So if you know you just put the client first and you actually help them and, you know, not manipulate them into a sale like a con man would, then you will actually they'll feel comfortable moving forward with you.
Speaker 3:Yeah, with that being said, for all the new people that may be starting out a new business, I think I want to make this really clear. We always get that I forget what I was going to say. Like you're a fraud because you haven't done this, oh yeah, imposter syndrome, yeah, that one, yeah, yeah. So, and you know what? If you're starting, just tell them. I remember I was a brand new realtor. I'm like look, I'm brand new. That's exactly the reason you should hire me. I'm going to put 24 hours into the deal. I'm going to be there every second of the day. You're not going to be working with somebody that's 40 years more experienced than me. That's got no time for you. I got somebody behind me that's looking at the paperwork. That that's looking at the paperwork. That's making sure they're managing everything. They're making sure I'm dotting all my I's and crossing all my T's. If you're just upfront and honest with people, they're going to be like holy shit, I've never heard a salesperson do that before. They're going to be like wow, here.
Speaker 2:Yeah, I've done that. I've been on calls before. I'm like listen, this is probably not the right way to do the sales call. Like I'm probably not saying this right. We do video, we get your results. I'm just here Cause someone's got to like have this conversation to get you the results and help you. Again, I'm terrible I always say I'm terrible at sales calls Like this is not what I like to do, but I want to help people and so we have to get it done because I know what we can do to help you. But I'm I've been up front straight, you know forthwith, front straight, you know forth with like I'm terrible at this, we're good at this.
Speaker 3:What you're gonna get, yeah, exactly right, exactly, you know. And I think the more you straightforward you are, people will respect, even if they can be. I remember I'd be like I'd go up to my mentor and be like dude, how do I help a company that's doing 100 million dollars? And I've never made that. And he's like, can you help solve a problem for me? And I'm like, well, yeah, he's like I don't care how much money you make. And I'm like, wow, and that really stuck with me, you know. So what I took from that and what advice he gave me was, you know, don't undervalue yourself. Most people do. Add a zero to your base point, right.
Speaker 3:So, getting back to the training portion, something that you can do, it's like, well, number one, like, don't go in there blind, right. Like when you actually prospect, whether, well, let's talk about you could do paid ads or say cold calling, depending on what lead source you're doing. You need outbound sales scripts for every single type of lead that you're prospecting period. Okay, like some type of framework or guide. It's not that you're like reading off the script, sounding a robot. That's not what you want to do, but you want to have some type of guide. Like the script is the skeleton and you bring that skeleton to life, you add the meat, the blood, the neutrons, all the cells to that script, right? So like, just like jujitsu, like I practice my arm bars, my transitions and my sweeps and you know my chokes, thousands of times, right, and I still get choked out. Right, a black, black belt, so a white belt, I'm sorry, a black belt is a white belt. That never stopped training.
Speaker 3:So if you just constantly you know repetition is the mother of all learning. So if you just, if you just constantly you know repetition is the mother of all learning. So if you just are in those situations before you're in the live situation, you'll be able to foresee what's happening, just as if you were playing a sport you know, I was a wrestler and lacrosse player Like, if I'm going to, like, there's just so many things I could see before it happens. So if I'm in a jiu jitsu match, I'm going to bait them to take a shot when I know how I'm going to defend it. Same thing in a sales call. You can start to see what's going to happen and instead of thinking about what they say, you already have a response and then through that response you can actually have the conversation, not on the surface, deep below the surface, to help them.
Speaker 3:Because if you never help them on the call and you're not confident in your ability to deliver the messaging that you need for them to take you serious, they're never going to feel confident in the energy exchange to close the deal with them. They're going to be like this guy or gal does not know what they're doing and I don't feel confident with them. There's something off, and we've all had that on sales calls. It's like you know what, thanks, but I'll think about it. It's like no, you don't need to think. It's like what is it? Like they're not going to sit there and be like dude, you don't know what you're talking about.
Speaker 3:It's really like going back training on your scripts, practicing role-playing, drilling, rehearsing, recording yourself, your tonality, your body language, how you're smiling. You're confident. I always say smile and dial because somebody can feel your smile right. So all these little things and like biggest thing for me was treating them like your cousin, your family, your friend, your brother, your sister, like come on man, like what's really you dude, like you know, this is gonna work for you. You know, like we can on man, like what's really, yeah, dude, like you know this isn't gonna work for you.
Speaker 3:You know, like we can help you, like what's really the thing that if we saw for you right now, you take it serious for sure? Like really going below the surface, because we all have our guards up. We think sales are like, oh my god, he's gonna sell me something. That's not true. So if, like, you can transition it into like, okay, let let's put our lab coat on, let's be a doctor, put your stethoscope on and tell me where the pain hurts. What type of pain are you feeling? How long has this pain been happening? Is it sharp? Is it burning? A doctor doesn't just come in and be like, hey, here's your prescription medication, see you later. Right, yeah, right, like if you did that, like well, in a sense, that's a whole nother conversation.
Speaker 3:But yeah you know, um, but think about it like they ask you highly specific, targeted questions. That helps bring out the information they need to diagnose the challenge or the issue or the sickness that you're having. So, whatever business you have or you're starting, you need to really identify what it is that you do for people. Who's got your money, meaning who would benefit the most from what it is that you do, which will bring you to the how you're going to say the messaging in your scripts, and then you need to practice to sound confident in delivering the message to see how you can help them. Does that make sense?
Speaker 2:Yeah, absolutely, and I think so someone's trying to do that, they're trying to practice, they're trying to get that together. Is there like a rough outline, like do you jump right into the thing at the beginning, do you introduce yourself Like I'm sure there's a decent outline that we can walk through and kind of guide people?
Speaker 3:with? Sure, so it depends. So you have the sales process, you have greet, you have fact find, you have the demo, you have the clothes and you have the followup followup to get the deal or followup to make sure that deal's been serviced, cause we've all bought something from somebody and they disappear and you've never talked to them again. Yep, that's not what you want to do. When you sell something, the first sales the hardest, the second sales the easiest period. So if you can get them to buy with you one time, you could probably get them in their friends and their family and their associates to buy from you a hundred times. Sure, you do it once. You can do it 10 times. You did a 10. You can do it. So you're in the. It doesn't matter if you're in the prospecting call, if you're in the closing call, the follow-up call, whatever. You're always going through this process.
Speaker 3:Greet meaning put the buyer at ease. Okay, you're here to help them. You're here to solve their problems. You're not here to sell them anything. Right, like the only time you have to sell is you sell them on selling themselves. That it's the actual result they're going to get. Yeah, I'm not like. Hey, this is a great.
Speaker 3:They're like sell me the pet. It's like dude, I'm not going to sell you a pet. Why do you need the pet? Why would you want this? Why is this so important to you? So it's really selling is asking questions, not telling. Selling is not telling. So you're greeting them, you're putting the buyer at ease, you're making them confident, comfortable and you're taking control of the conversation. A lot of people like to be what to do, right? And if you're just kind of leaving it open, like a lot of the like, you'll get on a prospecting call and they're just like yeah, not interested. And it's like the salesperson stops talking. It's like dude, that's your opportunity to continue, right, you know. So, like they're testing you as much as you're testing them. Right, they're qualifying, you're qualifying them. It's like this ping pong battle yeah, right.
Speaker 3:So it's like don't take out your mastering objection sword and start trying to answer their objections, like really actually help them and answer the questions they're having with the product or the service that you're offering Right, but once you get in the fact, finding that's just really important. This is like the most important thing, because if you don't know why they're on that call or what they're looking for, then that takes you to the con man. You're just trying to sell them something. So, like I've been on sales calls and I'm like, dude, I'm sorry I can't help you. Yeah, I know somebody that can, and here's the number, here's the whatever. Right, like what you're looking for. You thought that I had. I'm sorry, it's just not what we do, right, we can do this, this, this and that, right.
Speaker 3:So you have to outline and identify exactly what their needs are. You know, so fact finding it asking hard questions right that no other salesperson would ask. That would help them lower the brick wall in front of them, right, yeah. So a lot of people don't ask hard questions because their pipeline is not big enough. You need an abundant pipeline of people so that you're not worried about losing the deal. The only reason you're not asking hard questions is because you're scared to lose a deal, scared to yeah deal. The only reason you're not asking hard questions is because you're scared to lose a deal which goes into. No one thing blows a deal If that person needs or wants your services or product. Nothing, you say, can burn the deal and nobody understands that until you start to see it and do it. You can call them a million times. If they're not telling you not call you, it's a deal. If they're still on the call with you and you're asking them to buy and they're not hanging up, it's a deal. You just have to find the missing link and figure out what that is for them to say.
Speaker 3:Oh, my God, you know what. You're right. I am in my own way. I am not taking action because I am scared of the money. Money, I don't think it's going to work for my team. I've done this in the past and haven't gotten good results.
Speaker 3:Well, does this feel like the same situation that you were once in? No, it doesn't. Well, why do you say that? Well, you guys are professional. You've been with your testimonials, all these things. You get them talking. Okay, you can see why the prices look different, can't you? So once you, once you get into the fact-finding, then you can get into the close, which is really the selection of the product. Okay, now you can select, based off their wants and needs, what product you have in your arsenal, on your menu that would make sense for you to put them on. So once you're on the right product, now you have permission to close. You know this is the product, this is what it does, feature advantage benefit, feature advantage benefit. And then you ask them to buy, and so many salespeople. It's like a human instinct. You get to that red line and it's like I don't want to ask, I don't want to ask.
Speaker 3:Just ask. They're not going to buy if you don't give them an opportunity to buy your product or service. Yeah Right, so get out and you can tell them. Look, I feel super uncomfortable asking you, but look, man, I think this is a really good opportunity for you and it would have really solved this, this, that and that problem. Yeah, so it's $10,000. Have you heard or seen enough to make a decision? Right, and then they're going to tell you yes or no, yeah, no, okay, and then you're gonna have to explore what happened why not yeah, and you know, that's really about the sales training.
Speaker 3:If you know what they're going to say and you can help them explore options. Right, a doctor is going to be like, hey, take this needle. Well, why, I don't feel comfortable. They're going to tell you every reason why it's the best thing on God's green planet since sliced bread Right, but why would it be good for me, doctor, right? Well, it's going to be good because you have all these things Right. So then you will close Once you have that critical exchange point and they give you the money.
Speaker 3:Now you actually have to take action and you have to deliver that result. This is the most important part. Most people lose the ball. They drop the ball right here. As soon as they give you the money, you literally welcome emails, send them the stuff that you promised them, like get them on a call with your team, get them, like do everything you promised them that you do, right, everything and follow up with them. Hey, listen, man, I'm just calling you to make sure that everything had you know we'd done everything we'd promised you. Yeah, but is there anything else we could do right now? Like just a simple phone call. It's not like you're doing something complex and strategic. Right, right, it's really just, and that creates a more established rapport. Everyone tries to talk on these calls and how's the weather, and you know how's this and like no tries to jump on these calls and how's the weather and how's this?
Speaker 3:No man, you're here to solve a problem for them and through solving a problem you establish a relationship that you actually are the person you say you are. And I'll take this one step deeper. A lot of the time you don't close deals because you're not sold on yourself. You're not sold on why you do what you do. You're not sold on why you get out of bed in the morning. It goes so deep into you have dishes in your sink and you're not cleaning them and you're telling yourself you're going to wait till tomorrow to do it. So then when you come up on sales calls, people are like dude, I'm going to wait, I'm just going to wait, I'm going to think about it and you're like why?
Speaker 3:is this happening. The kids are asking you to go to a football game and you're like, no, no, not this one, the next one, we'll do it next week. So when the sales calls come and you're like the guy's, like yeah, I'll do it next week when I get paid right. So like it goes deeper into, like you got to attract who, you are correct, you know what's what you get back. So you are the creator of every and all objection that you get and receive and must take full responsibility for them, and until you do so, you're probably going to keep getting the same stuff that you're giving out to the universe right.
Speaker 2:No, I like that. I mean because you think you people who are woes me, all this stuff, this all bad stuff's happening to me, keeps getting bad stuff happening to me or to them because that's what they're focused on kind of thing, uh, where your focus goes or where your attention goes, your energy flows or whatever, uh, that saying is. But I, I love that breakdown of that sales process, that sales call process, and how we can work our way through that and not forgetting the follow-up after we close and not for forgetting to actually just ask for the money. But you mentioned something during that Sometimes we get in a scarcity mindset because our pipeline's not full enough. Can you speak a little bit on how we can increase our pipeline to be more full so we don't have that?
Speaker 3:Great question Time management, time blocking. If you are not lead generating every day, you're dead, you're drowning.
Speaker 2:What is lead?
Speaker 3:generation for you. Sure, you're giving up your income. If you don't, for the next 90 days, if you're not lead generating. Lead generating set a specific time. If you're new to business, I would personally probably have you prospect four or five hours a day every day. Most of the people that maybe are just starting out you're probably not going to have a big bandwidth to market like spend thousands of dollars marketing, so you need to do it for free.
Speaker 3:You need to be knocking on doors, banging on people's businesses. You know. Wherever you're like who, like who's got your money? Who would benefit the most? Like those people? Where are they? Where do they live like? Are they hanging out on social media, in communities, in networking groups, you know, and wherever they are.
Speaker 3:So contacts you got to make contact. Contacts equals contracts and the only difference between a contact and a contract is the relationship, is the RF. So you got to find your people and you got to make contact. And that gets into business planning how much money do you want to make per year and breaking that down by how many people you need to actually help, and that by your close rate, and figuring out how many contacts you need to make per day and then how you find those contacts is call, door knocks. You know social media posts, lives, webinars, paid advertising. You know, a lot of the time it's just making contact. You know, say, at least if you're starting out, you should be making at least 30 to 40 contacts a day, setting at least 10%, which is three to four appointments per day, and you should be taken off pretty quickly, period. You know, if you're in a Nope, go ahead, go ahead. I was going to say if you?
Speaker 3:don't have those metrics like, it's really going to be challenging to forecast what you need to do to bring the current revenue goals that you want right.
Speaker 2:Yeah. So if you're, what is that sell? Uh, the sales cycle. You know, I know it's probably different for everyone, but like that initial contact to actually getting them on, um, you know, the first call to the sales call, like what does that kind of timeline look like? If people can have like an average, like okay, I'm looking at this for per client closure type thing, Fantastic question man.
Speaker 3:So really, like money follows attention man I'm looking at this for per client closure type thing. Fantastic question man. So really like money follows attention man. Like speed, speed to the lead. Like you want to get to these people as fast as possible, meaning like, if you get them on a call and they're interested, like you don't ask to set an appointment tomorrow afternoon or next week, like no. Like, hey, what are you doing right now? Oh, no, I'm busy. Well, go to zoomus right now. I'll give you a link. Okay, good, like, get them on the call as fast as you can, because when the energy is hot and the emotion is strong, that's when they'll take action. If they have a week to think about that in between the appointment, a high chance they're probably not going to show up. Right, and a lot of times they were going to probably talk to other people and those people are going to pull them away from their dreams and goals. Yeah, and it's up to you to make those happen, right. So, like, if you're on a prospecting call and they're like, yeah, I'll meet with you, like, don't ask them to meet tomorrow or the next day, hey, what are you doing right now? You got 15 minutes, like, get them on the phone. No, no, no, no, it doesn't work, okay, what about? What about? Uh, this afternoon? No, I'm busy, okay, good, what about tomorrow? Right then, get it. Like. You're obviously going, like you have to go for. No, don't go for yes, you'll drive yourself nuts. Go for, like, go against that, right. Once you get the nose, you're going to learn to get the yes. You're saying today to get them to say tomorrow, if they say today, right now, perfect, do it. That's the point. Yeah, you're saying today to get them to say tomorrow, if they say today, right now, perfect, do it. That's the point. You're going to get one day or two days, like you always want to keep it like two to three days between that sales call.
Speaker 3:There's several requirements to closing a sale, though, so you have to be really careful, because if you don't have all the seven requirements to close the sale, you're not going to close the sale. You're going to be wasting their time and your time. So make sure that initial prospecting call that you have. I'll give you a few real quick Like. They need to have a wherewithal. You need to have all the decision makers on that call, they need to have a written proposal and they need to have the confidence in the product, right, those are four, you know. So there's a process within the process of getting them on that call. But once they're on the call, like you're locking in that call.
Speaker 3:So, like the sales process, it depends if it's software, if it's how you know some type of coaching or consulting or maybe like a job or something like it just depends on what you're doing. But if you're like getting, if it's like you want to do it as fast as possible, I'm just going to say, for high ticket, you know something, online consulting, coaching, whatever on online, like you should be able to do it the same day. If not, it should be three days in advance. Okay, here's a tip. Here's a secret ninja tip.
Speaker 3:All right, no, no, no, I got to do it next week. Man Done, no problem, man. So when works for you? I got Monday or Tuesday open at four o'clock next week. Yeah, monday at four o'clock. Okay, good, you know, shorter than a zombie apocalypse. Is there any reason you want to be able to make the call? No, dude, I'll be there. Okay, good, why would you give me the time on Monday at four o'clock? Well, I want to accomplish this, this, this, this, okay, great, hey, man, you know what? I got time right on tomorrow afternoon at 12 o'clock. It'll take 10 minutes. Man, you want to jump on now? Right, I'd say you have a 70% chance they'll say yes, okay, remember, the first sale is the hardest, the second sale is the easiest. You sold them on the first appointment.
Speaker 2:Usually the second will come the easiest, like I got balloons coming yeah, I love that feature, but, no, I think it's great like the speed of it, uh, and I think you have to, like people buy who from who they know I can trust a lot, so you have to. If it's a short process, you're gonna have to build that. So how can you add value? How can you give and build that rapport with them? Obviously, they've probably seen your stuff online, like you mentioned mentioned earlier, your previous work, your testimonials, things like that, which should help. But, yeah, that speed I think is a is a big thing and I know you know, just, on our side, I try to be transparent with you know us and we're doing L of A for those listening Cause, you know, I don't spend as much time on is the outreach, the marketing, like we do enough, uh, and then we, we have our clients that do introductions and then buy a second time and things for different products.
Speaker 2:So we do, but this is something we're building on. 2025 is um, a, a, a beefier pipeline, a more, a better flowing pipeline, cause, uh, we want to. We want to get to the next level a lot faster um in revenue now, cause we have bigger goals and and and that I think the outreach will be something we we definitely have to start doing, and then having a system for the, the whole process itself. Um, cause we're only as good as our systems and our and our processes. So, um, I think what you shared today has been phenomenal and I can allow people starting out or who are wanting to implement or grow their process for sales can do that by listening to this. So, um, sean, again appreciate everything you shared today. Um, if you want to learn from me, get connected with you. Where's the best place for them to do that, man?
Speaker 3:I really appreciate the opportunity to be able to share some of the information that I shared with you guys today and thank you. I'm grateful for the opportunity. You guys can find me at Sean S-E-A-N dot, ginsburg, g-i-n-s-b-u-r-g. Just on Instagram, facebook. Hit me up on Instagram, just be like, let's see. Just hit me up on and say elevate, and I'll send you some stuff that I think that would be useful for if you're just starting out, if you're already experienced making money, or if you're an advanced entrepreneur making 10 to a hundred million dollars a year, I know where your sales team's falling short, and if you're just starting a sales team, I know exactly what systems to put in place right now, so you don't have to go redo by the time you get to that 10 million to a hundred million figure.
Speaker 2:Awesome. Well, yeah, everyone, make sure you get connected with Sean, continue to learn from him for your sales processes and things like that. And again, sean, thanks so much for being on the Elevate Media podcast today. Of course, man, thank you guys, blessings For sure. And if you're listening to this and you know someone who's trying to grow their business, maybe it's you, maybe you're trying to get more sales either like and favorite this episode, save it or share it with that individual who's trying to grow as well, because we can help more people together by doing that. We appreciate everyone listening.
Speaker 1:Until next time, though, continue to elevate your life, elevate your brand and we'll talk to you again soon. Thank you for listening to the Elevate Media Podcast. Don't forget to subscribe and leave a review. See you in the next episode.
