Sales Strategies for Retention, Routines, and Team Growth – ep 106

Mostafa Hosseini  00:03

Welcome to daily confidence for entrepreneurs. In this episode, you will discover how people can overcome their resistance to making the sales call the difference between an average salesperson and a great salesperson, wide a person that has the contact information controls the conversation, and you will watch yours truly get exposed and coached by my friend, Jeremy, the merchant. Welcome, Jeremy, great to have you here.

Jeremy DeMerchant  00:30

Thanks so much for having me appreciate it.

Mostafa Hosseini  00:33

So as usual, during our show, we share topics, tips and strategies for you to boost your confidence in running your business in different areas of your business, you know, on a day to day basis. And today, we are talking about the psychology of sales funnels. Very important. Topic and conversation. If you know anyone that could benefit from a sales funnel, tag them or share the link with them. If you have questions for us for me or Jeremy, put them in a comment and we’ll do our best to cover it. And then if you have any questions, post them in the comment. What else please make sure to like and subscribe to this show.

And whichever channel you’re watching, and I look forward to this very interesting conversation again. Now. Customer retention and referrals are about six to 10 times less expensive compared to new lead generation. Now I’m sharing the step by step checklist and the blueprint to my program simple retention formula that will allow you to get customers appointments, referrals, repeat business and recurring revenue, which will also lead into higher profits. If that interests you at all.

Post a comment retention on whichever channel you’re watching, and we’ll send you the link to download it. Now. Let me do the proper introduction to my friend Jeremy. And we’ll talk about the psychology of sales funnels. Jeremy merchant is an international best selling author, award winning speaker and the host of the sales team rescue podcast. He’s done frontline frontline sales and run sales teams for some of North America’s leading companies in telecom, banking, insurance and education, ending his corporate career after leading a small sales team to a record breaking eight figure sales year. That’s pretty impressive.

Made for good 2014 He launched permission to sell consulting group with the vision of helping grow sales teams all around the world. Since then, he’s had the opportunity to help businesses from Santa Monica to Singapore to double their sales in as little as a few weeks. That is also impressive. Welcome, Jeremy. And thanks so much for having me. Great to see you, my man. How was your day so far?

Jeremy DeMerchant  03:19

It’s been a busy one. But it’s good. We got a new episode of the podcast out and I just I love in this being this environment where we can engage ask questions and learn more about each other. Fantastic

Mostafa Hosseini  03:30

now gang if you’re again, if you’re watching or listening please put questions comments or, or topics that you’d like to see us addressing your his conversation in a comment below. So, Jeremy, let’s dive into it. What is your story?

Jeremy DeMerchant  03:47

Oh, my story. Well, I was born at a young age originally from my mother. Oh, you don’t want to go back that far. Okay. Well.

Mostafa Hosseini  03:57

Where were you born though?

Jeremy DeMerchant  03:58

I was born in Fredericton, New Brunswick, which I’m 20 minutes away from there now. So at the end of the day, I didn’t end up getting very far. But yeah, I you know, I grew up a little outside the city. And I was I was I was picked on as a kid. So it’s gonna feel like a little sob story, but it it fits. And so I didn’t get along with most of my peers pretty quiet. And I sat back and focused on making adults be impressed with me.

So I paid attention to what made adults tick. What made my parents laugh or smile or make them proud of me and the teachers and things like that. And then I realized that those were the same skills that help you in sales. I want to learn what makes someone tick, what are the buttons that you know you need to push to help them be excited about something. And then fast forward to when I was 14. Got a job at a local convenience store.

And I found this loose $1 scratch tickets and they had the brand dooleys at the top which in Canada is a billiards Hall. And I got really excited about them, but I was too young to buy them. So somebody walked into the store and I said, Hey, have you seen these, you should buy one. And she bought two. And the next person came in, Hey, have you seen these, you should buy one, he bought two. And by the end of the weekend, my weekend shift that I was doing at this convenience store, I had sold out of all these scratch tickets, and then I realized that I can share my enthusiasm.

And I can influence people’s buying decisions. Now, I wanted to let’s craft stick. It wasn’t a it wasn’t an overly large commitment. But it was enough to get me intrigued. And it kept me on that path to sales. To the point where I got involved in a call center didn’t have a clue what I was doing from a sales perspective. But there I learned that I really liked to help people and coach people. But if I was number one, or number two on the phones, they would keep me there. But if I was number three, they’d let me off the phones to go coach somebody.

So I made it a point to be number three. And then I got to learn about coaching and helping people from there. And then once my more traditional corporate career kind of wrapped up, I decided, You know what, I want to go in and coach more people more than one team at a time, and help make companies multiple millions of dollars. Love it.

Mostafa Hosseini  06:17

So what do you do these days? And who do you serve? So

Jeremy DeMerchant  06:20

right now, actually, I’ve been focusing on helping sales teams, increase their sales. And sometimes it’s a matter of a few little tweaks, sometimes it’s a big overhaul. The thing that I found the most though, is that most teams, whether they’re large or small, they often don’t have the right systems in place. And that can be things like on the marketing side, like we’re going to talk about sales funnels, it can even be on the system side, like a CRM, and I’ve recently come up with my own CRM system that helps with all that. And so that’s really the focus. How do we make sales simpler? For people love it? Yeah.

Mostafa Hosseini  06:58

As soon as you say simple, you’ve got my intention, because my entire brand is about simple. So I’m a huge 8020 fan essentialist fans simple fan. I’ve got an entire book series, my simple book series, so. So while we’re at it, what do you see like that people need to simplify the most about sales. Like what do they tend to like complicate too much, and they, then they, you know, they kind of hurt themselves by doing that.

Jeremy DeMerchant  07:30

So the biggest thing is the voice and the voice in their head because we are brought up, most of us are brought up in a way that our parents inadvertently teach us that there’s some kind of negative connotation about sales, or maybe it’s not our parents, but somewhere in our lives. Or we saw a movie, like The Wolf of Wall Street, the movie all of a Jordan Belfort. Well, it’s designed to tell his story, but it also makes sales look pretty sketchy. Right?

Or my, I remember, like, as a kid, I remember my sister and I were watching this movie, Matilda, I think it was 92 or something. And the the father or the adopted father, and the story is played by Danny DeVito. And he’s a used car salesman, and he’s got like, just the most stereotypical salesperson ever, and you just don’t want to be like that guy. And so this is the story that the media or society tends to tell us that there’s something bad about helping people buy. And it’s because the story that’s told is, there’s something bad about selling.

Okay, because people don’t like to be sold to sold to. And that’s still the reality today, but people love to buy. And I think it’s really important that sales professionals, whether you’re an entrepreneur, whether you’re you know, you’re a CEO of a large company, whatever it is, everybody’s selling, we’re all selling my son, I sell him on going to sleep at night, like in every part of our lives. And I think that we need to start wearing this as a badge of honor.

 And not some big like some big chip on your shoulder or some like level of embarrassment. So if you can come that voice that’s saying, Oh, I don’t know. You don’t want to be like that sales guy from Matilda. You don’t want to be like that you car salesman that we heard about and make it so all your sales interactions are more about not getting too pushy. Yep.

Mostafa Hosseini  09:27

Yep. I think I’ve talked about this on the show before but my theory on sales and why some people don’t like it or resisted or paid it is the fact that I think everybody’s a salesperson, like you said, we all sell to each other. We sell to ourselves, we sell, sell to our, you know, friends and family, convince them and persuade them to do different things and that’s why some people don’t like it. And here’s my second part to my theory. And that is the appeal that people that are most salesy are the people that kind of don’t like to be sold to.

Jeremy DeMerchant  10:08

Yeah, absolutely.

Mostafa Hosseini  10:12

Oh, that’s my theory. Well,

Jeremy DeMerchant  10:14

this is very interesting, because those that are Yeah. And you may remember the verbal maybe right. I don’t know the stats on that. But what I do know is that people that are good salespeople are some of the easiest to sell to. I’m, it’s so easy for me to be sold to. Because, like, I know, the triggers, and I feel warm and fuzzy about them, like, oh, you asked me questions about my needs. He didn’t just try to pitch me something. I feel good about that. Right.

Yeah. So if you ever want to sell me something, it’s so super easy, as long as it’s actually solving a problem, by all means, oh,

Mostafa Hosseini  10:48

let’s talk about some some ways to overcome the resistance to making the sales calls. And to overcome that voice in the head. What do we need to do to deal with all that? So

Jeremy DeMerchant  10:59

one of the biggest challenges is that we give into what I call emotional discretion, which is a very fancy scientific term, that just means you don’t feel like it, so you don’t do it. And so you’ve got to give yourself some structure. So for example, one thing that I’ve done is I set timeout, and if I say, Okay, I need to go and make some cold calls, or steal some cold emails, or do some kind of outreach, maybe it’s just messaging people on Facebook, or whatever it is, I set some time aside, it’s okay, that Windows for that it’s not a long time, maybe I’ll sit there for 20 minutes. But I got to do it. That’s my appointment with myself with my business.

Because it has to get done. Now, it doesn’t have to be three hours, maybe someday, it’ll, you know, it’ll increase to that. But I just want to give myself permission to block this time off to do it and know that there’s an end, I think, oh, no, like, if you’re doing a full day, today, I got to do a bunch of cold outreach, and you just picture yourself being on the phone. I don’t know why we do this anymore, because our phones don’t look like this. But doing call after call after call, it just seems exhausting.

And so eliminate the feeling that it’s going to go on forever and make it like start with a 20 or 30 minute window. Or start with a list of 10 people you want to reach out to, you know, when you call up, most people aren’t going to pick up. So not a big deal. 10 calls will take you five minutes or less. If there’s a chance that somebody picks up, you want to be on your game. And that fear of what happens when somebody picks up is the next issue. Like, Oh no, what do I say? What do I do? Well, give yourself a script, practice it or don’t, but be comfortable.

Like if I make a phone call. I used to I used to have super high anxiety. So this is a story I don’t share very often. It’s a very, very high anxiety to the point where I hadn’t been on a on a public bus until I was I think 2830 Something like that. My whole life I was I was so terrified, so much anxiety around jumping on public transportation, because I was scared of interrupting other people’s flow. What if I got on the bus and I didn’t have the right change, and I’d hold up the line.

And then people on the bus would be mad at me people trying to get on the bus to be mad. I mean, the driver would get mad at me, everybody we’ve met met me No, I’m not gonna do it. So I just avoided the bus altogether. And it was because I didn’t trust myself in that situation. So I think the greatest tip that I can give around overcoming this, this fear this resistance, it’s not so much. Here’s the strategy to get it done. My advice is start trusting yourself.

And you’ll start to impress yourself. Just know that when you get in this situation, it’ll be okay. Now, I will also tell you this the first time you’re in a situation, it’s gonna suck. You’re gonna suck. And that’s okay. Get your first three, your first five, your first 10 No matter what client I’ve ever worked with. At least 70% of them the first sales call I take I’m not great. Okay, I gotta get back into flow. Yeah, right. But get the tough stuff done fast. Think about this. If your first three sales calls are going to be really bad. How fast you want to get those out of the way. Immediately. get them done, get them hammered out and hit your flow, get your rhythm and trust yourself. And then give yourself an easy out.

So here’s the other thing that I’ll suggest is I jump on sales calls all the time for a new client. I don’t know all the information about the product and they don’t need to. But I always give myself an out and I’ll say that’s a great question. We’re going to book a follow up call and I’ll get back to you with that. What other questions do you have? And so I give myself that permission. A lot of people will say you got to close on the first call. You don’t okay if they already know all the information great you should like if it’s fresh off a webinar coming through a sales funnel maybe.

But in general with sales calls, give yourself an out and not that allows you to get away from the conversation but one that gives you the space to be able to go figure things out and come back and still look like a professional to this prospect. because if you’re trying to make things up on the fly, inadvertently, you’re lying if you don’t really know the answer, and you’re guessing, and it just makes you look uncomfortable. So I just say, That’s a super good question. I’m not entirely sure. But we’re gonna book a follow up call, and I’ll be sure to get that answer for you,

Mostafa Hosseini  15:14

for sure. And that will make you look more professional. And there’s nothing wrong with saying, Look, I don’t know the answer to this. But let me get that and get back to you. And to your earlier comment, like as a guy in a company that we make calls for our people all day long. My thing is, like, let’s just make one call. Because sometimes I’m tired. Sometimes I’ve got things to do. And I’m, you know, we got it we are, we’re human, right. And we all deal with that. But as soon as I make the first call, or the second call, then my brain goes, Oh, this is not that bad. And very good. I knew it was going to be easy. And I’m like, Dude, you have been stopping me all day from making a call.

Jeremy DeMerchant  16:00

It’s just like putting, you know, setting out your sneakers before the night before if you want to run in the morning, right? At least that’s one less thing taken off your plate. So you start that momentum with little steps. Totally.

Mostafa Hosseini  16:11

Absolutely. Um What is the difference between a an average salesperson and a great salesperson? What did they do different?

Jeremy DeMerchant  16:29

So there are a few things. But I think the number one thing and in full transparency, I haven’t even mastered this, to be honest, I do consider myself a great salesperson, not because I’m full of myself, but there’s a lot of things in life, I’m not good at sales calls is something I’m actually amazing at. And that’s my thing. That’s one of the things I’m horrible at, asked me to do your bookkeeping or whatever, but but one of the things that can take somebody from good to great in sales, is creating a consistent routine.

So if your role is to be a sales rep, of some sort, or you’re CEO of your own small business, you’re an entrepreneur. You’re a salesperson, okay, if you’re an entrepreneur, you’re running your own business, you are a salesperson, you need to keep that in mind First, get over it. Yeah, exactly. And then build it into your schedule, do the same things, the most successful people. And I’m not gonna say on them, one of the most successful people in the world, I’ve still got lots of work to do to get there. However, those that I would say are the most successful people are people that have routines.

They consistently show up in the same way, Tony Robbins talks about doing his polar dips every morning, you know, like, I’m not gonna go jump in a big bucket of ice in the morning, but I have done cold showers in my routine, the more consistent I am with my routine, the better results that I have. And the reason that is, is because it’s like for example, I’m, I’ve got a new doctor recently, and they want to check on my vitals and blah, blah, blah.

And so I’m going in, and I’m testing some things, we’re doing tests. And we want to monitor and see where our baseline is, well, in sales, it’s the same way you want to continually get better, but you need to identify that base, what’s your baseline, and if your baseline is some days, you’re getting up at six, some days, you’re getting up at five, some days, you’re getting up at eight. And some days, you’re rushing into your first call with food hanging into your mouth. And other days, you give yourself lots of time to relax, and you’re in front of your computer and Complan it’s great that you’ve got the variety, but it doesn’t help you get better, because you’ve got no baseline.

But if you can set a consistent routine, and maybe it is getting up at 5am, if you’re a fan of Robin Sharma and the 5am Club, great be part of the 5am club or don’t, whatever, but just be consistent. And maybe you’re up at six, and then you go and work out until 730. And then you you know, shower ready each until 830. And you’re in front of your computer ready for your day at 9am. Maybe that’s your schedule. That’s great. But if you do that consistently every single day, then you have a baseline, and you can start optimizing the things that happen afterwards. Like is there a time that’s really great for your first call? Do you love a 9am called the love at 10am? Call?

Where’s that sweet spot? How do you book your calls so that you have enough time between them to properly take notes, get the activities done, and you can put it out of your head before you move to the next one. And there’s many little things like that. But first, having that routine is going to set you apart from anyone else because a lot of people are going Oh, I gotta call in five minutes rushed to the home office because now everybody’s got a home office.

You know, they may or may not be fully dressed. You know, like there’s so many variables that can happen now. I mean, me I’m in cargo shorts, but my shirt looks good. But that’s my regular I’m not like rolling out of bed trying to jump on an interview. So, so we want to make sure that we’ve got some kind of baseline so we’ve got somewhere to go from and grow from because otherwise We’re essentially starting our progression from scratch every single day. And not only is it exhausting, it’s a real waste of some opportunity. Sure, for sure.

Mostafa Hosseini  20:09

So what if you get tired of your routine? How do you deal with that? Because you’re like, Oh, I’m just so tired of this. Well,

Jeremy DeMerchant  20:22

yes. So I don’t think I don’t have a real good answer to this question, to be honest. Because I’ve never been tired with my routine. I’ve been tired in general. Or I’ve done things like I want to watch a movie that keeps me up and messes up my routine. But, but I think thing is, and maybe tired is not the right word. Maybe it’s bored, like, Hey, I’m bored.

Okay, well think about what about it bores you. Because with any kind of testing, and this has to do with sales funnels, it has to do with business, anything. You can tweak something, but you only want to change one variable at a time. Now forgive me, I’ve got a degree in marketing. So sometimes my marketing brain kicks in along with my sales love. But when somebody says like, hey, what can I fix in my business? I don’t do anything until I have the data. Like, I need to see what’s happening where things dropping out, if somebody’s feeling like they’re bored, they’re disengaged, okay, something needs to change.

Absolutely. And I think sometimes the data and the systems don’t properly measure or give credit to the emotional side of things like you kind of beyond. But if you’re not feeling, you know, on top of your game, what what contributed to it? Is this a normal thing? Or did you stay up drinking last night? Or did you miss your workout and didn’t get the energy like, because maybe your routine is off, or maybe you are just bored, maybe you know, at first thing in the morning, instead of having your first call at 9am, maybe you want to have none am your time to start planning, mapping things out, maybe it’s about creating a hit list for the people you want to reach out to maybe that’s the best time for you to write if you want to create content for your business. Like for me, I struggled a long time trying to get up in the morning to do a workout.

But knowing that first thing in the morning is when my brains the sharpest. And I for the longest time, I felt like I was wasting that time on my body, when I should have been using it to write or creative solve problems. Now, since then, I’ve learned that I can actually think, well, I’m doing a workout and be competitive in that scenario. Still maximizing but I had to tweak things in that case that it just changed how I looked at it. So the perception thing is a big one as well.

Mostafa Hosseini  22:35

Love it. Love it, love it love it. Is there like a good time for people to start calling? Is there a time to not call people or time to a good time to call. So

Jeremy DeMerchant  22:48

it depends on your audience. And thinking about when’s going to be optimal for them. So for example, there’s going to be some assumptions and stereotypes I’m about to share. So that doesn’t apply universally. However, if the person you’re reaching out to is in an office environment, and they are not the CEO, they might be more likely to take your call on a Friday afternoon because they’re winding down and mentally checking out.

Yeah, okay. Or if you have a CEO that you know, comes in early, and is trying to get things done, you want to reach him, well, maybe the 830 phone call is going to be the best fit catch him before the data’s or her. If you’re calling people that like more of a b2c environment, then when are they going to be most likely to answer and be less distracted? And those are two separate questions. You could get somebody on the phone, at least peeking their interest, maybe on a Wednesday afternoon, but they don’t have the time or focus to be able to engage with you in that moment.

So you’ve scheduled your next call with them. Friday morning, when they’re like, Okay, it’s a Friday, I’m not as stressed, I can start the day off, and they got the afternoon to figure out what happens next. So it depends on what’s going on in their world. I don’t think that there’s a universal time, that’s better. But in general, if you’re looking for a busy professional, often earlier in the day, if they if they’re the kind of person that gets to the office a little bit early, like the 30 if the normal day starts at nine, or I don’t recommend that because it drives me nuts. But you know, at the end of the day, the last half hour of the day.

I mean, for me, you’re interrupting my planning when that happens, but you know, tested the true answer is tested. Tested. Yeah,

Mostafa Hosseini  24:28

absolutely. You know, this is something I think about quite a bit. And it’s something that I tried to track. I mean, we make calls all day long. And I’ve had people where no matter what you do, they don’t answer the calls in afternoon, but the answer to calls in the morning. And there are people that who vice versa, and there’s some people that actually would would it be easier to get a hold of them in the evening? Like I’ve had people picking up there on seven or eight or 9pm, even.

And I thought at going back to your comment about testing, I thought if somebody picks up the phone, they’re just going to be yelling, screaming and swearing at me. Because it’s 8pm their time. And then, far from it, I haven’t had a single math person answering the phone was like, hey, to me, I’m talking about this is it’s about time.

 And they’re like, no, it’s actually it’s okay, because I’m just at home, and I’ve just had dinner. And so going back to your comment about testing, I think a lot of people get afraid of testing as well, right. And it’s probably the worst that could happen is like, they’re going to hang up on you, or they or they’d be like, this is a bad time right now. Call me later, or never call me again. They’d be like, Alright, I’m not gonna call you again. So it’s

Jeremy DeMerchant  25:46

very rare that someone’s gonna lose their stuff on you know, like, I mean, it can happen. But nowadays, it’s so easy to ignore. You just decline the call. Like, for me, when someone’s calling me. First of all, this is a strategy that works. I don’t do it. And I hate when people do it to me. So that’s my disclaimer for what I’m about to say. But there’s a couple sales reps that I’ve dealt with. And what they’ll do is they’ll call me, and I’ll ignore because I’m not sure what the number is, and I’m busy.

And then the call back and I go, Oh, two calls from the same number. Maybe it’s an emergency of some sort and an answer. Yeah, well, I do answer. On the flip side, I’m going Hello. And when I find out that it’s a sales call, I’m really irritated. So like, it’s a trade off it technically, they got to me, but I wasn’t happy about it. So they were engaging in the less than impressed version of me. For what I like, personally, is if somebody calls, they leave a message, saying figure who it is.

And if there’s someone actually want to talk to you, then I might not call them back. But the next time I’ll answer in fact, maybe I’ll save that number. Hey, this is their wisdom. I don’t want to give like a promo for software. But there’s a software platform called Light called lightspeed. And it’s the one like Grant Cardone, Les Brown every like all the big guys use for running a course platform. And it’s a, you know, a significant investment compared to some of the more generic ones that are out there. But I was interested in learning more.

And so I got this guy, I got the sales rep in my phone. So when that number shows up, I know it’s him. Now, I still don’t always answer. The fact that I said it, I’m not actually going to use the platform. So this isn’t an endorsement for it. But it looks great. Like I’m very intrigued by it. But because I wanted to engage, even though I didn’t necessarily answer when he called, I did save his contact information. And so the next time he called I knew who it was, and I can make a fully informed decision.

And if you’re in a scenario where you’re doing outreach, and it’s someone like you want them like you think it’s likely they’re going to want to talk to you once they understand what you do, leave a message and give them information that don’t call three times a day and leave three messages. In fact, back in a previous life, when I worked at an online university, our strategy was call, don’t leave a message, call two hours later, leave a message call two hours later, don’t leave a message. Right?

So you’re trying to catch them, but they still have the opportunity to call you back if they want to. In this case, someone had inquired online about an online degree, so they were at least interested at some level. But they can also save you in the phone in their phone. So when you call back, they know who it is.

Mostafa Hosseini  28:29

Sure, for sure. So are you for leaving messages all the time? Or should you alternate or? Or call message call? Or how do you go about that?

Jeremy DeMerchant  28:38

So it, it depends on on the audience again, I mean, if you call the CEO three times in a day and leave three messages, it’s gonna look like you’re stalking them. However, there is something to the point of trying to catch them, like catch them when they’re available. And so like maybe day one, and again, it’s different if they’ve opted into something versus if it’s completely cold. Like if you’re just cold calling a total stranger, it’s a little different.

But I want to make sure that they understand what the opportunity is because by default, you can be treated like a telemarketer. Right, and so I don’t, if I remember she calls me and then they don’t do anything. I will probably never answer that call. Because I have no idea what they are. And whenever I do get irritated in the answer, they hang up because it’s someone just validating I have a phone number so they can sell it. Like it’s very frustrating. But if somebody leaves a message Hey, Jeremy Colin from permission to sell, just wanted to give you a call because we saw that you’ve got these great growth plans in this video that you made.

And we want to see if we can help you along with that. So I’m going to try you a few more times. But give me a shout back if you get this before I reach back out to you and just see if it’s worth having a conversation. Thanks. So like plant that seed and treat them because you want them to want to talk to you All right, I did the call center thing I, I sold for 18 T Long Distance services throughout the US, there was lots of people that didn’t want to talk to me, especially when they had already left at&t. So I had to be very creative.

I had to grab someone’s attention. And now, I like there’s a friction that you don’t need to have there. If you’re solving somebody’s problem, you just need to let them know what problem you’re solving and remind them that they have it in a, you know, not rude and abrupt way. So that’s, I think a voicemail is a really great tool for that. And with technology. If you’re using a CRM that’s got, you know, all the great pieces together, and there’s lots of them that do, you can pre record a voicemail so that you’ve got it perfect every time. And you can just say, you know, hey Mostafa, and then push the button.

And then the recording if you’re going is Jeremy calling from permission to sell and just wanted to reach out and whatever your perfect script is. And then even your script is something you can test. Yeah. Right. And then so okay, the scripts getting a 10% callback rate or 2% callback rate. Great. What if I tweaked this? What if I say this? And then you’re going back to the testing? Like, I think every great marketer should? For

Mostafa Hosseini  31:19

sure, for sure. For sure. Love it. So good to stop there. Let’s talk about improving sales skills. Let’s say that I I’m doing sales. And let’s say I’m closing at 20%. Two out of 10 meetings I’m closing and I’m aiming to close at 30%. For example, where do I start? And how do I improve my skills? So

Jeremy DeMerchant  31:48

first, I want to know, more data. So we’ll just make it up for this example. But I want to know, if you’re getting 10 calls, you’re closing two, you want to close three, I want to get an understanding of where the calls are coming from what’s that experience on the marketing side first.

Now, if it’s consistent less to say they do know the product, and you’re just not closing them, then I want to see are these people qualified? So I’m actually going to, I don’t want to say, you know, give you an out, necessarily, but I want to understand the variables that are going into it because it changes the approach. Okay, so

Mostafa Hosseini  32:23

let’s say these are qualified people, they have the money. And what else? What else? Did you know? Did you want to know

Jeremy DeMerchant  32:35

how much information they know about what you’re offering in advance? Like if they’ve seen a webinar or something?

Mostafa Hosseini  32:41

They haven’t seen a webinar. But then when they let’s turn this into my own my own situation? Yeah. So when they show up, when they don’t know too much about what we do, maybe they have an idea. I typically do a 30 minute call, we’re 20 minutes, I asked questions. And to understand them well, and dig deep. And then about the last 10 minutes I shared a solution and what we could do for them. Okay,

Jeremy DeMerchant  33:08

perfect. So and you want to go from 20% to 30%. So in attendance, only one extra person close, that’s great. So I would actually go back and listen to your call. So if you record calls, which everybody should record calls, even if you get asked permission, you should do it, and go back and see where people are feeling disconnected.

Now typically, like the simple of I was just gonna say, in general, this is one thing you should look at. It’s how much do you believe in your product. Now in your case, it’s your product. So the belief should be really high. But in a general sales scenario, we want to make sure that the sales rep has drinking the Kool Aid. Okay, it is so vital. For example, I used to work at London life insurance company or Canada Life Insurance Company, which is the largest insurance company in Canada. And they, I don’t know if they required it, but they strongly encourage you to buy your own life insurance policy.

So you had the product you were talking about. Okay, there’s also a reason why every network marketing company says become a product of the product. Yeah. Okay, Grant Cardone requires his team to consume his content every single day. Okay, you need to know the product to be able to sell it and so you need to believe in it. And if you don’t, then it’s going to be easy to find reasons not to close. In the banking world back in again a previous life.

I was amazing at selling investments, because I believed in investments and I really struggled to sell loans. Because a lot of people want a loan for things that I didn’t think they should have a loan for. So I was actually unsettling a lot of people the bank didn’t like that, by the way. But it just shows like your your heart is gonna drive you if you don’t, if you don’t believe fully that the results that can be delivered as it is there.

Then you’re not going to sell as much now let’s assume though, that you drank the Kool Aid. You believe in what you’re promoting and you jump into calls and your closing 20%. I want to see how effectively you’re reacting to somebody on the call. So are you trying to jam in a sales pitch? Or are you sincerely curious about the person? So in your case, you’re talking for 20 minutes of the 30? You’re asking questions, not talking, you’re asked questions, which is great.

I want to see your flow. And within those questions, I want to highlight whether or not your questions are helping highlight a pain that the person has. And a lot of times they don’t they say we, you know, we’ve got a great product this was going to do, here’s the result, blah, blah, blah, I don’t connect it, like when you walk into a Best Buy.

And you say, Yeah, I want to buy a TV, they’re gonna go great, here’s what’s on sale. But if you walk into in Canada, they was Future Shop, and it was bought out by Best Buy. But in future shop, they had commissioned sales reps, this little less than a commission to, and I found that you got such better service because people wanted to make commission. So they showed up, they asked you questions, they wanted to find a reason to sell you a bigger TV.

So that asked, Hey, what size the room was for how far back is the chairs on the sofa? And they can ask these questions. And suddenly, you were going into plan to buy a 28 inch TV, and they get you to buy a 55 inch, because they shared with you that the experience would be better for you and your family. And that’s what was important. So in this good, I don’t

Mostafa Hosseini  36:29

think I’m inflicting pain or pointing to the pain enough. Okay. So in my situation, the questions that I asked would be around, size up their list, what are they doing currently for follow up and retention, their closing rates, about the size of the deals that their work on average deal of value? How is the current follow up and whatnot? I, I don’t think I’m pointing to trying to uncover or pointing to pain. And a part of me probably.

They helped me understand this, because I’m not and I’m speaking out loud as sometimes I’m like, I don’t want to poke the pain, I just want to sell the solution and give them a good offer and have them be like, This is amazing, I should get it. Right. Which what happens is just so you know, as my I guess, the sales coach here. What happens is sometimes they’re like, Oh, my God, this is an amazing thing. And then I’m like, Yeah, great, great. Are we gonna do it? They’re like, No, let me think about it. And I don’t know if those two would be related or not, but

Jeremy DeMerchant  37:40

100% 100%. So the the challenges because there’s great value, like, I’ve got this killer pen here. It’s an awesome pen. And made I think it cost I don’t know, 60 or 80 bucks or 100 bucks or something. Great value. Are you going to walk into a market and spend 100 bucks on a on a pen? Probably not, probably not, because that’s not what you’re there for.

And even if somebody books a call with the intention of you know, reengaging, their existing list, there might be curious, but they don’t have an idea of where the price point is. And a lot of the people that challenges this, I believe that there’s no such thing as something being too expensive.

There’s only not enough perceived value based on the requested investment. Okay, and so what happens is, if you don’t find a way to push the pain, then you don’t find a way to make this problem as relevant as it possibly can be for the person. Sorry.

Mostafa Hosseini  38:47

Give me an example of how I get pushed the pain and or uncovered a pain or bring it to their attention.

Jeremy DeMerchant  38:54

Sure. So let’s do a little roleplay I’ll be you up a customer. Okay. So Mostafa, tell me a little bit about how big of an email list you have

Mostafa Hosseini  39:05

about 5500 people on our email list.

Jeremy DeMerchant  39:07

Okay, awesome. Now, of those, how many are buyers right now?

Mostafa Hosseini  39:15

Many are buyers,

Jeremy DeMerchant  39:16

or how many have spent money with you in the last 24 months?

Mostafa Hosseini  39:23

Let’s say a couple 100 people. Gotcha.

Jeremy DeMerchant  39:25

Okay. And what’s your average price point?

Mostafa Hosseini  39:30

Average price point between $99 to 15,000 hours. Okay,

Jeremy DeMerchant  39:39

so would you say more people buy the lower end stuff.

Mostafa Hosseini  39:43

So the funnel is the funnel was? Let’s talk about right now the average What do you want to do we want are we talking about what their current offer?

Jeremy DeMerchant  39:53

Sure yeah, like just the the average if somebody has purchased something in your list right now, what’s the average spending, you

Mostafa Hosseini  40:00

can guess average spending is about 3k. Okay.

Jeremy DeMerchant  40:04

All right. So 3k And you said you say 200 to 300 200? Starting

Mostafa Hosseini  40:09

with 200. But if you look at all the example right now, they come in the average is 3k. Okay, gotcha.

Jeremy DeMerchant  40:17

So you got $3,000 spent on average, and you said about 200 people on your list your buyers, right? Yeah. So right now, the list is worth 100,000 To us, or at least the money that it’s, it’s generated, which is great. But here’s the thing, you’re only tapping into now, sometimes I use math to really do this. So I’m gonna say, your 100 at a 5500. So you’ve only sold the three and a half percent of your list. How much does it cost you right now to get a lead?

But $300 $300 a lead? Okay. So great. So you’ve converted 3%. That’s amazing. But the other 97% are just sitting there? And how much do you think now? I’m not saying we can convert them all. But what if you could just convert another 3%? Pretty small amount, right? But based on what you’re telling me, that would make you what another was that $600,000? Okay, so even if there’s just that little window, that little segment of people that we can reach out to, that’s $600,000 in sales that’s just sitting there. And the thing about an email list is that the further they go from that first point of engagement, the less likely they are to convert.

So we could take care of things right now get things rolling, and aim to get the $600,000 in new sales for you. Or you can sit back and just keep doing what you’re doing, making good money. But just know that you’ve got 97% of your database, that you’re spending $300 to get every single one of them. And they’re just sitting there rotting away. And I can do that for you for the investment of so much. Yeah. Then I would just say what questions do you have?

Mostafa Hosseini  42:25

Have a list of what’s the word list of questions that would uncover pain or poke to pain? Like pre pre pre set questions in front of me? Totally. I guess I shall I already do. Yeah. Okay. I need I need, I think I need to think this through.

Jeremy DeMerchant  42:47

One of the things. Yeah, one of the things I’ll mention is that even before the call, one thing that I’ve seen work really well, is if you’ve got like a pre call questionnaire, you can ask questions on that on that in a way that primes people’s thought process. Like if you ask them in the questionnaire, on average, what do you spend per lead? How many leads do you have in your database?

 Of your database? What percentage have actually purchased something like you can get all this information up front and they’re going holy cow, only three 3% of my database is purchased. Oh, man, what am I wasting all that money for? And so if I’ve got, you know, 5500 people, I need 7%. That’s 500 or 5335 people in there that I bought, or I paid $300. For that’s me spending you ready for this data? $1.6 million on leads that haven’t bought?

Jeremy DeMerchant  43:49

And when they come to, and what do they call, they come to the call realizing it? I can highlight especially if I have the information in front of me when I’m jumping on the call, right? And I can hit that home say, hey, based on what it looks like, looks like you spent $1.6 million and Lindsay haven’t converted, right? Yeah. Okay. How does that feel? They’re gonna go I feels horrible. Great. So you’ve already invested 1.6 million.

Let us take a shot at it. We’re not going to charge you 1.6 million again, for the leads, we’re going to turn those leads into making you money. And if we only convert another 3% that can make another $600,000 worth a shot. And that’s without me talking about anything about your process or anything, right? That’s just the emotionally what I find is that we know that people make decisions emotionally, and they rationalize them with logic. However, if you can bring in the logic in a b2b environment, logic contend to take precedence.

You still want the emotion because the guy asked how do you feel about spending $1.6 million on leads that haven’t made you money? But don’t feel very good, right? So let’s get you feeling good. And let’s turn that $1.6 million investment into an actual return. Yes, you’ve made money already off the sales. You mean, that’s awesome. But think about how much more we can do with just inserting our follow up process into your existing system.

Have our team do the work for you? Can you imagine if we can even just get your money back on that $1.6 million, and you’ve done almost nothing? off the leaves that you’ve already purchased? How would that feel that maybe don’t promise 100% of them buy or anything? But, you know, that’s the conversation you can have. And asking questions like How does that feel is one of the most powerful things you can do, because whether it’s b2b or b2c, and have an emotional connection to it?

Mostafa Hosseini  45:45

100% 100% I, so here’s what I’m gonna do. I’m gonna sit down and design a bunch of questions that would uncover and poke the pain. And I know sometimes I don’t even go there. And I’m going to try and sit down and probably journal and try to answer the question of, Why am I not poking the pain? I wonder if I’m, if I’m avoiding something, if it’s if there’s a fear there that I’m that I’m avoiding, when

Jeremy DeMerchant  46:16

it’s completely natural to want to avoid offending someone. And so we’re trying to talk him about money.

Mostafa Hosseini  46:24

He doesn’t want to make them feel stupid. Right?

Jeremy DeMerchant  46:26

And, and so part of that is just in how you present it. Because if you go, so it looks like he just spent $1.6 million and didn’t get a return on it. Is that right? That makes him feel stupid. If you’re like, Hey, okay, so I’m looking at it looks like a 300 bucks a lead at 5500 or whatever was leaves your system, it looks like you’ve already made an investment of $1.6 million. So that’s significant, right? Yeah. Okay, great. So that’s an asset you’ve already created.

Let’s turn that into a greater asset, you’ve created this list. Now let’s turn it into an income stream. So then you can say you don’t have to, you can still hit the point home without making them feel stupid. You because it is that your email in every situation? You’re talking about people with that have email lists or contact lists, right?

So you can talk about how they’ve invested a significant amount in that asset, which is great. Now, let’s take it to the next step. And the reason that they haven’t? Is there been too busy or different priorities or whatever?

Mostafa Hosseini  47:33

Hmm. I will definitely work on that. Now, what about selling from same process, nevermind. I’m still gonna sell selling from stage and here and there. But it’s the same process. The

Jeremy DeMerchant  47:50

difference is you just need to make some assumptions. It’s kind of like reading a landing page, you need to make some assumptions about how the audience feels

Mostafa Hosseini  47:57

has to be true about their pain and their frustrations and the rest of it. Okay, yeah,

Jeremy DeMerchant  48:01

but the most powerful thing you can do is getting them to agree. So hey, how many people have you have an email list? Great. And how many of you wish that you had more of them as buyers? Great. So we’re all in agreement that everybody here wants that more buyers from the email list. Awesome.

All right, let me tell you how to do that. You know, like, you can still get the hands up and you can inspire it by being at the front of the room, putting the hands up. And that was one of the first speaking things that I ever learned. Get people to put their hands up, get them engaged. Oh,

Mostafa Hosseini  48:30

for sure. For sure. I’m actually pretty good at that.

Jeremy DeMerchant  48:34

Doesn’t surprise me.

Mostafa Hosseini  48:36

I pre getting people to get their hands up high five each other and look at each other in the eye, say something to the person next to you, and then the rest of it, post post something in the chat. I like doing that. Because I hate it when that when the room is dead. And a bunch of people are either have their cameras off, or they’re just on their phone and they’re not paying attention. For sure, for sure, for sure.

Jeremy DeMerchant  48:58

And one thing I mentioned on this on the speaking side, like if you’re doing on the physical state or virtual stage, because you need to make assumptions you offer stacking is going to play a much bigger role.

So instead of just making a simple offer, you want to be like look, we’re gonna include this value to this we’re gonna include this value at this and then the done you get all together and then we’re not going to charge you this it’s actually going to be this but if you act now get this with the bonus of this.

So you know, the very like, you know, what does it Slap Chop? In a very, very what’s the word as seen on TV? Ask if you will, but it works.

Mostafa Hosseini  49:36

Got it? Got it. Tell me what does a path to 10k a month look like for a salesperson or a business owner? Okay,

Jeremy DeMerchant  49:50

so yeah, this this is this comes from a lot of business understanding, hey, I want to build a sales team. I don’t have any money. Can I build it on commission only? And it’s very, very Tough, okay, if you are brand new to business, and you just hate sales, don’t try to build a sales team just get good at sales, I promise you, it’ll be worth it, because it’s a superpower you will have for the rest of your life.

However, if you haven’t, well, there’s a few things that you need before you’re ready for a sales team, whether it’s commissioned only or not. And one is you need to have a repeatable process. So you being the founder, for example, you’re going to be able to sell in a way that’s different than any sales rep that you have. Okay, you can pull on, you know, 20 plus years experience and can answer anything that comes up.

That’s not something you can teach somebody overnight, or maybe ever. So you need to create a process a script that someone can borrow in use. And until you have a replicatable sales process, and one that you can document, you’re not ready for a sales team. But to the question of people asking them, how do I build a commission on the sales team? It’s actually simple, not easy, but simple. And that is you just need to be able to show your sales reps a clear path to 10k months. How do they make $10,000 a month, they don’t have to achieve it right away.

But you need to see, you need to show them a clear path. And they need to see a product that has a big enough commission, and enough leads coming in that they’ll be able to close enough to make that commission eventually. So if I have a product that I make $1,000 commission on, I need to feel good that in the next five or six months, I have enough resources, I have the skill set, I have the tools, I have the leads and the training, to be able to close at least 10 of those a month.

And so it’s okay, if I need to have a 30% close rate to get there. That’s just a skill set that I can improve. But then you need to be able to see that clear path because otherwise you’re going to lose people, I had a client, who we tried to we tried to build this commission on the sales team. And as soon as I brought on two amazing reps, the client stopped the lead generation.

And no leads came in. And we hired them under the pretense that they would be getting calls booked for them. So now we’re saying hey, go back to the database of people that we’ve called lots of times, and they haven’t responded and try to build something out of that. And if someone’s on commission only, they don’t want to do that. Because they can go put their hand up and be picked up almost anywhere. by someone who actually does have a system in place.

We’re in a unique spot right now where there’s so many, like people that don’t want to go back to work. But so many people need good workers. And so in the sales space, if you’re willing to work on commission only, it’s no problem for you to go get a job doesn’t mean you’re good. But it’s no problem for you to go get a job. Okay. Well, you’re muted.

Mostafa Hosseini  53:01

I’m sorry, I was just saying you can have that job any day you want if you’re a commission only.

Jeremy DeMerchant  53:05

Exactly. But someone who’s good at commission only won’t stay if the systems are in place to make them successful. For sure. Right. So that’s the key, they need to have that clear path that 10k Maybe some of its base, some of its commission. But it all needs to be a possibility. And I would say like a clear path in the first six months.

Mostafa Hosseini  53:24

So I’m correct me if I’m wrong, like the main thing they need to have figured out is their lead generation machine.

Jeremy DeMerchant  53:34

Yeah, like I would say that’s the biggest thing. So if you’re hiring for a sales rep, one thing is you want to be really clear on whether or not you’re hiring for a closer, or a business development rep, or an account manager or someone that you want to do all of it. And if you want someone to do all of it, do you’re not going to get a good team on commission only.

Yeah, you can probably get closers on commission only if you have all the other pieces in place, they know the leads are coming in, they know that you’re going to be able to deliver as well, because they don’t want to be closing the deal. Find that, you know, Joe Smith’s online course, isn’t any good and people are coming back and planning. Because as a closer, you have this identity about you. But you know, I do great things for people I help people make tough decisions.

I influence people’s buying behaviors so that they make the right decision for themselves, their family, their business. That’s the identity of a closer typically, so that needs to be aligned. And if it’s not aligned, then you’re either not going to get them in the first place or they’re not going to stick around.

Mostafa Hosseini  54:38

For sure for sure for sure. Love it.

Jeremy DeMerchant  54:40

Jeremy, tell

Mostafa Hosseini  54:42

us about your your gift, the five C’s of successful sales. Carmen’s conversations.

Jeremy DeMerchant  54:47

Yeah, so this is a really short it’s like a two page PDF essentially shares the five key areas that you need to cover in an initial discovery or strategy session and takes you through building that relationship with people getting to that point where you’re asking them, hey, 10 years from now, isn’t this the most powerful part? And this is kind of the pain that we talked about is? What does life look like for you 10 years from now? If everything continues the same way it is.

How does that feel? Okay, now, 10 years from now, if you get the support you need, you get this big challenge that you have taken off your plate, then how does life look 10 years from now? How does that feel? Great on a scale from one to 10? How much do you want to make that second reality actually come to fruition? Oh, 10. I wanted, you know, great. They just submitted they you know that they said they want the solution.

Great. What questions do you have, most people will sell themselves at that point. So this is just five simple things. And there’s some hints for questions and language that you can use. But it’s a PDF that I’ve had people just put up on their wall next to their computer, and use it to guide them through big ticket sales conversations. And the first guy that I presented it to, as a client, he went off and close to $10,000 sale. Just using the structure, for

Mostafa Hosseini  56:08

sure, for sure, could be very, very, very powerful. So again, the link is in the comments on social and it’s in the content, the descriptions of the show, on podcast and our if you’re watching or listening on social media, it is right there, go there and get access to the five C’s of successful sales conversations. And do reach out to Jeremy as you can see, he knows what he’s doing.

He is a master at sales and he can certainly help you improve your sales process and reach out book a call with him and mentioned our shows name and maybe he’ll throw something sweet in there for you. You never know. He’s a giver and an awesome awesome dude and can’t say enough good stuff about him. Now. Jeremy, do you mind if I ask him a couple of personal questions? Sure. What’s a new thing you’ve tried recently?

Jeremy DeMerchant  57:06

A new thing have tried recently.

Jeremy DeMerchant  57:13

Fatherhood I mean, almost 12 months into that now. Okay. But fatherhood is new. My little guy is gonna be one year old in a week. Actually, the newest thing is actually taking him to daycare. that terrified me, it really challenged my ability to trust somebody with my child. I’ve never, I was like, I won’t be a problem.

But honestly, I’m gonna say this to the world that’s watching right now, the night before he went to daycare. I cried for at least 20 minutes. Because I was just terrified that something horrible could happen. I got over it. But I did. I broke down. And like, it just made me realize how much I love this little guy and how important he is to me. And just Yeah, so

Mostafa Hosseini  57:52

yeah, I’m like, Oh, we haven’t put our kids in daycare ever. But then a few times, we went out skiing on the hill, and they have a daycare, and they’re like, I couldn’t leave my kid here. I don’t know who these people are. And so, ya know, it’s a tough, tough decision.

Jeremy DeMerchant  58:12

It’s terrifying. And it’s like, I can’t ask my wife to not go back to work to a job she loves. She’s a teacher. So that’s a tough

Mostafa Hosseini  58:20

decision for sure. Yeah. What are your top two favorite books of all time?

Jeremy DeMerchant  58:28

So of all too Oh of all time, sorry.

Mostafa Hosseini  58:36

All the recent ones, okay. massive impact on business or life. Okay,

Jeremy DeMerchant  58:40

so this is one that’s actually more of like a personal story. I’ve got this copy of over the top, which is written by Zig Ziglar. Now this is more of a life book. But this particular copy was gifted to me from the Zig Ziglar organization, when I was actually helping out, do sales and run a team for Zig Ziglar and Kevin Harrington. And this particular copy is an exact replica, certified, exact replica of the one that Zig Ziglar himself had a copy of his own book.

So there’s notes in the emergence here. It’s actually zig zags notes, his his dog eared pages, I don’t know how you can see this on the camera. But like, there’s a checkmark there. And it’s just amazing. Again, that just the book just means a lot to me because there’s I don’t know what how many copies there are. But it’s it’s a very unique thing. As far as books that actually make big changes. One book that I truly fell in love with was Patrick Lencioni is The Five Dysfunctions of a Team.

And this started because I was asked to teach a training on the five habits of a high performing team or something like that. And it was based on his book so I read the book and it was just amazing. So that one, if you’ve got a T and you want to get your team dynamics figured out, build that trust, build that relationship with them. Patrick Lencioni, his Five Dysfunctions of a Team is a huge one.

And my other one I think, is Robin Sharma has leader without a title, which just talks about how you can show up, it doesn’t matter what your role is in a company or what your title is, you can still show up and be the best person at what you do. And it can make a huge impact on others.

Mostafa Hosseini  1:00:27

Love it. What advice what advice made a big impact in life or business?

Jeremy DeMerchant  1:00:36

My dad, there’s a couple things I’m gonna say my dad told me to dress for the job I want not the job I have, which is little less relevant when you’re online. But I show up with a collar for almost everything I’m on video for just because it feels like it makes a difference. And during the pandemic, when everybody else was going t shirts on Zoom, I put on the full tie, just to stand out. The other thing is somebody who was a total rock star, her name was Heather Stafford.

She told me stay in your own lane. And it was interesting because she was basically telling me not to touch other parts of people’s businesses that weren’t my super my area of genius, right? She’s like, stay in your own lane, stick with the sales. And I thought that was so powerful. Because there’s so many things that you can impact not necessarily in a positive way if you go too far out of your lane. So if you get very like me, I’ll coach you on sales calls.

You want my superpower, it’s that but me on sales calls and let me coach you on sales calls. I can talk about funnels, I can talk about everything sales in most things marketing, but my superpower is sales calls. God that’s the lane that I want to stay in. Love it

Mostafa Hosseini  1:01:45

if you had a Facebook or a Google ad. But the message for people around the globe with access to internet, what would your message be?

Jeremy DeMerchant  1:02:00

My message would be somebody is waiting for you to do that thing that you’re scared to do. And the thought behind that is that we from a sales perspective, our job is to help get let people know about us and the services that we do. Or if we’re representing another company that services they do. And if someone needs us, and they don’t know about us, it’s our fault, not theirs.

And so somebody somewhere like is waiting for me right now to reach out to them to say hey, I can help you close more sales through your sales calls. And some people in the world I will never get to. And so they will never get better on their sales, they may struggle financially or they may not be able to provide the impact for the family they want.

 And that’s on me. So if there’s something that you’re waiting to do in your business, whether it’s you or someone listening or someone in the sales role, don’t make the excuses, because if you give into the excuses and don’t actually take action, you’re being selfish and letting somebody else down.

Mostafa Hosseini  1:03:06

Love it. Love it. To your point. There was a there was a question that I read that I added kind of to my daily daily morning questions and the question was, I’ve got it right here. And let me just pull it right up, because I think it will answer that one thing. And it is. What would I do today? If I had all the courage in the world? Yeah, that’s a good one.

Jeremy DeMerchant  1:03:37

That’s a very good one. Yeah. It’s like what would you do if you knew you couldn’t fail? Right? Same thing.

Mostafa Hosseini  1:03:41

Oh, what did you What would you do if you weren’t afraid? Or what would you do if you if you were a rock star? Well, Jeremy, thank you very much. This, this was a value bomb you you dropped a lot of good stuff shared a lot of awesome information and actionable, actionable advice, gang, if you’re watching, you’re listening.

And you need help with your sales, and you’re just not sure what you’re doing with your sales. do reach out, go to permission to sell.com Reach out to Jeremy and go download the five C’s of successful sales conversations and get a hold of him the guy is is is full of knowledge and sales wisdom, and he can certainly help.

Jeremy DeMerchant  1:04:30

And guys, one thing sorry, one thing I’ll mention is if you just want to listen to some more tidbits for me go check out the podcast at sales team rescue.com as well. Fantastic.

Mostafa Hosseini  1:04:39

Fanta. Is there anything else that we didn’t get a chance to talk to you you might want to talk about before we wrap up? There’s lots

Jeremy DeMerchant  1:04:46

of things but nothing that I can cover in the time. I’ll have to do it again for a third time. For

Mostafa Hosseini  1:04:52

sure for sure. Well, gang guy, thank you for joining us. Leave a comment if you still have questions about sales for me or Jeremy put didn’t comment on social media and we’ll get back to you thank you for joining us you’ve been listening to daily confidence for entrepreneurs My name is Mostafa Hosseini and we will see you next week bye now