Sales Strategies: Master Persuasion and Close More Deals – Jason Cutter – ep 120

Mostafa Hosseini  00:02

In this episode, you will discover how to leverage authentic persuasion. How shifting how to shift from an order taker to become a deal maker and why process is very important for sales. My guest today is Jason cutter. welcome Jason.

Jason Cutter  00:22

Thank you Mustafa savory hear

Mostafa Hosseini  00:24

you and we are talking about authentic persuasion and scale it bility. Let me do the proper introduction, Jason. And we’re going to dive into a very interesting conversation about sales and scalability and process and everything around sales as Jason is a sales professional.

Jason cutter, CEO of Qatar Consulting Group is a mindset and scalability expert, even though he didn’t have a sales upbringing and background. He has a bachelor’s degree in marine biology, which is like farthest from sales. He knows what it takes to be successful in sales and build profitable teams. His books, podcasts and work with clients are focused on helping close more deals, make more money and produce a scalable, scalable results. Welcome, Jason.

Mostafa Hosseini  01:18

Let’s do it. All right.

Mostafa Hosseini  01:20

We’re about are you

Jason Cutter  01:21

I am in southwest Florida in the Fort Myers area.

Mostafa Hosseini  01:25

And what’s it like out there right now?

Jason Cutter  01:27

Right now in the beginning part of December, I think it’s about 82 degrees outside. Starting to cool down the evenings are in the in the in the 60s, which is nice. You can almost leave the windows open at night. And then close them back up before the AC starts kicking in. In the in the mid morning. It’s definitely it’s definitely weird. I’ve been here about a year and a half. And it’s weird to get into the holiday spirit when literally, you know could go to the beach or to the pool today.

Mostafa Hosseini  01:55

Yeah. You said that was how many degrees at

01:58

like 80 is probably I think it’s like 80 to 83 degrees today.

Mostafa Hosseini  02:01

Oh my god. Did we walk around in shorts? With you could add Yeah. Okay, so where I live in Calgary, like yesterday was minus 32 degrees Celsius. Well, I mean, let me just give you the, that’s minus 25. Five Fahrenheit.

Jason Cutter  02:20

It’s Holy crap. No, thanks. So

Mostafa Hosseini  02:22

up here, when it’s like minus 30 degrees Fahrenheit for Celsius. When it gets to zero Celsius, you’ll see boys and girls walking around in shorts. Yeah, like five above zero freezing. They’ll be sitting on porches outside on the sidewalk drinking beer.

Jason Cutter  02:41

Because it just feels so nice relative last week, I was like city. And you could see like, I somebody told me this. And you could see like the locals who live there and are from that area. And it was like, when I landed, it was like 16 or 26 Feels like 18. But you just see people with a jacket with a hat and then shorts. And they’re just like, whatever. It’s only like 30 degrees outside like, Yeah, I saw that. Dude, I

Mostafa Hosseini  03:04

saw that yesterday. It was like literally minus 32. I walked from the parking lot to Walmart, and I was freezing like my fingers. And there’s this dude. Right? There’s this fat dude walking around in shorts, his skin exposed and T shirts. And he was so nice and calm. And I’m like, How do you do that? Right? Yeah, let’s dive into this. Jason, what is your story?

Jason Cutter  03:32

Well, you know, I focus on helping salespeople and sales teams, especially as a non pure salesperson, right. Like, I’m not a natural born salespeople. A lot of people think that or they hear me speak. And they think like, I’ve just always been in sales. But I didn’t get my first sales role my professional salespeople until I was 27.

 And it was the mortgage business in the US and, and I was in Washington State, and it was 2002. And it was when real estate was going crazy. Like we just had, you know, over the last couple years in real estate, and you know, it, let me fix the camera. It was easy, right? We were pure order takers. And we were just basically just helping people out. But we weren’t necessarily using any sales skills. So I didn’t actually learn any sales skills. But prior to that, I’d never wanted to be in sales. I’m the product of two loving, wonderful parents who are still together to this day.

And both of them are very analytical where you know, my mom was in banking and then financial services and, and whatnot throughout her career until she retired and my dad started out in engineering and then project management and leadership until he retired. And so I come from two analytical parents, not entrepreneurs, not salespeople. In fact, my mom, the banker, hates salespeople. She still hates the pure salespeople that just use all the old school tactics. And so I was raised that way. And I was also a shy, awkward left out bullied child that didn’t fit in I was, I’m an only child. And, you know, it just kind of like didn’t really fit in anywhere.

 And really the last thing I ever wanted to do was deal with people like my first jobs were paper route and washing dishes, you know, back of the house type of stuff, but never up front. Such that like I joke about all the time where I got my bachelor’s degree in marine biology, spent a few years tagging sharks, and literally at the time, like standing on a boat, surrounded by great white sharks. At 1.1 day, we were surrounded by three great white sharks, that was still a safer and smarter career choice than anything to do with humans in my mind, because I’m like me, and people don’t really get along. And I’m not a real fan of people.

And so life took me many different ways. And then eventually, I figured out I was good with people and helping people and problem solving fell into sales. And then over the past 20 plus years, in the jobs that I’ve had, which then escalated to leadership, where it was like, hey, this person has been fired, now you’re in charge. I’ve never received a moment of sales training officially at any company I’ve ever been at, I’ve never received a moment of training where they said, here’s the script, here’s the process, here’s how to overcome objections, here’s how to do any of it, they just always assume that I knew what I was doing.

 And so I was the one who had to figure it out. And so it’s all been a process. And I basically took that put it into my book, and then the consulting and everything they do is to help those people who maybe they’re not a natural born salesperson, which we could argue and debate. They know sales is important that’s necessary, maybe they fell into the role, or they have a company where they know they need sales. But they think sales is gross and dirty, which I think it is in the old school way. And I want to help people become sales professionals and realize there’s a very important balance in the middle between order takers, and you know, old school salespeople

Mostafa Hosseini  06:59

have it? So what do you do these days? And who do you serve? What was that? What do you do these days? And who do you serve?

Jason Cutter  07:10

So it’s interesting because of what I focus on. I know that it’s so fundamental. What I help salespeople and teams with is the fundamentals of sales starting with themselves, right. So the book is called selling with authentic persuasion, and the authentic piece is partially and mostly the salesperson and what do they want? Who are they?

How do they show up? What’s you know, what are their strengths? What are the traits for them to be successful. And then the persuasion piece is all about helping someone move forward, what their what that potential customer is afraid of what they’re worried about what they’re looking for, what they’re craving from a salesperson, and then how to marry that up with what a sales professional should be doing. And then on the business side, it’s the scalability, it’s the fundamental systems processes.

I mentioned it earlier, but things like scripts, which salespeople you know, want to argue and fight against scripts, and you know, and I love to have that debate with them. But if you want to have a repeatable process, you have to have, you know, a repeatable system. And so, I have clients across all different industries.

And I have over the last four years, I serve companies where the fundamental is, it’s a company where from the top down, they have an open minded company culture, and they’re looking to grow, they’re looking to change, or they’re looking to just improve and do better and better, they might be winning already. And they just want to win more, or they might be just a maths, or they have so many holes in the process they want to prove.

So I have, you know, business to consumer business to business, lead generation overseas to, you know, enterprise level 18 month sales cycle clients and everything in between, because, as I tell everyone, it’s not b2c business to consumers, not b2b business to business. It’s ah, ah, it’s human to human love, no matter what you’re selling, and who you’re selling it to, it’s to another human. And so you have to understand them and you love

Mostafa Hosseini  09:05

1. So he talks about scripts and how some people want to find scripts. Should we should we have scripts? Or should we not? What’s your take on that?

Jason Cutter  09:15

I 100%. Think and know that scripts are important. Now, when people think of scripts, what they think about is, my boss gave me this piece of paper, and they’re making me read it. And I’m going to read it like a robot. And it’s going to take all my personality away and my freedom to do what I do best air quotes for people who might be listening to this, right?

 Because a salesperson that goes into sales thinks oh, my job is to just talk people into things because that’s what I do, and talk a lot. And so I think that’s incorrect, and not what the world needs and what they’re looking for. And so a script is so important. And the thing is, is that everybody in sales is scripted, even if they don’t want to use a script, there’s things they say over and over every time If they’re a professional, where they just repeat it, it might not be written. But they say it the same way over and over again, the key is to have a script.

So you do that. Now, if you’ve done it for a long enough time, then you can use bullet points and guidelines. But if you’re new in sales, you got to have a script. And here’s the big thing stuff is most people blame the script, they think scripts make you a robot and make you terrible, and nobody wants to hear you read a script. If you’ve ever been to a live performance of a Broadway play, or theater, or your kids, like, you know, classroom play, if you’ve ever watched a movie, if you’ve ever watched a TV show, all of that stuff is scripted.

The problem is not the script. The problem is the person using the script and reading the script. If you say read a script and sound like a robot, that’s because you’re doing it wrong.

Mostafa Hosseini  10:46

You haven’t practiced. Yeah, you

Jason Cutter  10:49

haven’t practice you’re not living it, you’re not embodying it, you’re not understanding the value of the script as the channel and you’re fighting it is what I’ve always found.

Mostafa Hosseini  10:59

Yeah, I think a couple of things come to mind is one is attitude. You’re like just going about this whole thing with the wrong attitude. And the intention is wrong. And I always think like, people, when they’re starting out, they need a script. And once once they learn it, you could create your own script, and then you don’t have to think about worry about it. But in the beginning, you definitely have to have a script.

Jason Cutter  11:21

And here’s the big thing with that when you’re in the beginning. And if you’re, if you’ve done it for a while, and we can talk about slumps and why they happen if you want. But the key is, is that you’ve got to have a repeatable process, what happens a lot of times those people are new, in sales role, they have a script, they use the script, it works enough, then they take the training wheels off, and then they just freestyle their way into and out of sales.

The problem is, is that if you ever hit a slump, or you don’t know why you’re not closing deals, or your results aren’t coming in, you don’t have a standard to go back to and say, well, this isn’t working, right. Like if I go to the gym, every time I go to the gym, I just do a different random exercise in a different random way. However I’m feeling that day, I probably not going to see long term gains or results. But I could blame the gym and say, well, this gym is broken. And why did I sign up? This is a terrible gym. Or I can look at the fact that I’m literally just freestyling every day at the gym and hoping for expected high level repeatable results.

Mostafa Hosseini  12:20

Absolutely, absolutely. I love your your your mention mentioned having a repeatable process that others can replicate and copy and get similar results after a bit of practice. And, you know, all that. Love it. And what we’re going to talk about systems for sure. I want to deal with a kind of an elephant in the room about sales. And that is why do people hate to sell? And why do they hate hate some people hate salespeople? What is the deal with that?

Jason Cutter  12:56

I think I think they’re both related. The answer is the same is that by the time anybody has gone into a professional sales role, right? I’m not talking like working at the mall selling shoes or T shirts. I’m talking like a professional sales role where the expectation quota and everything is based on sales. They have had a negative experience at the hands of a gross salesperson, right, whatever that means to you. But it’s been gross. You’ve either run away and been thankful that you didn’t sign up or buy from them, or you did buy and you regretted it and you feel embarrassed even to this day. And you’re like, that was terrible.

Or if it hasn’t been you because sometimes people enter and sales young, you’ve had a family member that’s gone through that. And you’ve watched them be embarrassed or angry. You’ve heard stories, you’ve watched boiler room, you watched Wolf of Wall Street, you’ve watched Mad Men, you’ve watched any kind of show where you’re just like, wow, that is gross and terrible. Then what happens is you enter into sales, and you vow, these are the people who you know, see that as a negative, which I hope most people would, but they don’t is they go into sales and they go I if that’s sales, I don’t want to be in sales.

Or if I am in sales, I’m not going to do that. Right? I don’t want to cross the line. And I don’t want to be that kind of person. And I vow basically like the golden rule. I’m going to do under unto others as I want to be done to me. I’m just not going to do terrible things to other people for the sake of closing deals. And so what happens is people see that sales, air quotes is this thing that is manipulation and tricks and games and pressure, and sometimes charisma and storytelling, and like all of these things that may not benefit the actual buyer.

 And so people attribute sales to that and then say sales is gross sales is terrible. It’s why sales. Most people think it’s a dirty word. It’s why so many companies don’t use sales in the title of their salespeople because they want to hide the fact that that person is a salesperson. For example. What is an example? account executive, they don’t have any accounts. They’re not executing on accounts. Right Account Manager. Now we have accounts account executive, you don’t have any accounts, you’re a salesperson.

But companies love to call them account executives to hide the fact that it’s a salesperson coming after somebody because sales is seen as just such a negative thing. Absolutely.

Mostafa Hosseini  15:19

Or maybe an account manager or sales manager would be maybe closer, you know, maybe,

Jason Cutter  15:24

you know, and it’s just interesting how companies will do that. And, and it’s unfortunate, and there’s reasons why that’s just the way it is. And it’s a tough one to change.

Mostafa Hosseini  15:38

Speaking of manipulating and persuasion, I think part of the reason that people hate sales is because they’re all themselves selling and persuading and manipulating each other all day long. Right? It’s like, it’s in our nature. We’re like selling all day long. And when someone comes to sell to us, we’re like, Oh, I hate doing that. Because I want to be selling you and not us selling me. I think that’s part of the reason.

Jason Cutter  16:01

Maybe, I mean, you know, what’s interesting is that the the people who like sales and like the old school style style, they will always say, like, Oh, I love when someone tries to sell to me, because they, they usually have just a high level of confrontation. So they’re okay saying no, and they love messing with people. And maybe they love like, prank phone calls, because they just love like, the battle.

And so they like when someone tries to sell to them, because they know they’re gonna say no, other people. They’re just like, it’s tough for them to say no, or they feel bad, and they don’t like being harassed or, you know, following up with, and so they’d rather not even start a sales conversation.

Mostafa Hosseini  16:36

Absolutely. What is your definition of difference between a salesperson and an order taker?

Jason Cutter  16:43

So the big thing is with an order taker, they are closing the EZ sales, they are maybe not asking for the sale, which we can debate that I think you shouldn’t be asking for the sale anyway. But that’s a different topic. They typically rely on rapport and relationship building, and empathy and trust, as the factor that’s going to carry them across the line on their sales or enrollments, right? It’s like Bob Berg’s advice is people buy from people they know, like and trust.

And they lean too heavily on that, like, Hey, if you know, like, and trust me, you’ll buy from me, right? Like, hopefully, the real proof is in the metrics is in their results. When I look at any company’s pipeline, when I look at the closing percentage in the sales stats, I can identify the order takers, because they’re closing the lowest amount, and they’re closing the easy ones.

And you can always close some deals, right? Like if the company is expecting 20 25% closing, you can always close 10%, right? That’s easy. Those are the people who are ready to go have their card in their hand ready, you know, they got everything approved. And it’s just done. The rest of it takes some persuasion skills. Now again, here’s the big thing. If anyone’s triggered or upset, it’s not a negative thing. This isn’t like a scarlet letter that stamp forever.

 If you find yourself being an order taker, typically what happens it’s just because either you think sales is gross, like we were talking about, and or your company has completely failed you and isn’t giving you any training and just hired, you threw you out there and said, Go sell stuff. And let us know how it goes. And you just don’t know You don’t know how to be a salesperson and how to be a sales professional. A sales professional, on the other hand understands that it is their duty and responsibility to help the right people move forward.

 And they persuade and and have those conversations around are from that place of like imagine a doctor does an exam, realize that somebody has a brain tumor, they’re not gonna be like, hey, if this is something you want to get taken care of, we’re doing a special by the end of the year, and you can get 10% off, like, you know, if we do this by the end of this month, like no, they have a professional oath that they took, and they will move people forward doing whatever it takes within their code of ethics. And a sales professional sees that as the same way for themselves.

Mostafa Hosseini  19:06

Absolutely. You talked about persuasion skills, and that salespeople should have persuasion skills. What is your definition of that? And how should one person business owner or salesperson become learn and become better with persuasion?

Jason Cutter  19:26

I think it’s a couple of things. One is there’s a lot of wordsmithing and word preferences that people have. Some people love influence, and they hate persuasion. Some people think persuasion is like manipulation. It’s just like some people don’t like authenticity, they prefer transparency. And there’s there’s all kinds of reasons it’s really the intent. When I wrote my book, the biggest focus I had in the section that was about persuasion was positive persuasion, because the definition of persuasion is not clear. Manipulation is very clear. Manipulation is something I’m doing to something else for my gain, right? We manipulate wood into kitchen table, right? The boy doesn’t have a choice. Persuasion is just it could go either way.

So it to me, it’s all about positive intent. When your positive intent is there and you want to persuade somebody, the first key before you can get into the persuasion mode is you have to make sure that it’s somebody you can help. And there’s going to be value, right is, do they have a square peg problem or a square peg goal? And then do you have a square peg solution? Once you do you now owe it to them to leave them at a better place by persuading them now, what are you persuading?

Why are you persuading? And why is that necessary, especially to be a sales professional? Well, the key is, is that anytime somebody is not a customer of yours, they fear one thing. And a lot of times salespeople want to argue and debate all the things they’re afraid of, and all the strategy doesn’t matter. There’s one thing that that human is afraid of, and it’s change, change in our primal part of our brain, the amygdala, signals danger and danger equals death in that survival mode from a couple 100,000 years ago, like you making the wrong choice would kill you.

So don’t make the wrong choice. Best thing to do is just make the ones that you always know, right, always pick the things that you know. And so what you’re up against is eons of survival mechanisms and fear of change. So what you have to do is persuade somebody, once you know that you can help them and get them to a better place. You have to persuade them outside of their comfort zone, make them feel safe enough to embrace change, and see that that’s more valuable to them than being stuck in their comfort zone where it’s either painful or not where they want to be with their goals.

Mostafa Hosseini  21:45

Love it, love it. What what are what do you have some what are some of your tips, or maybe suggestions for making people feel safe and maybe open up to this challenge that they must go through?

Jason Cutter  22:00

I think the first thing is with safe, it’s an analogy I use which is successful at fear elimination. It’s really the one thing I tell salespeople, that’s your one job. Sometimes that happens in five minutes. Sometimes it takes months or years. But your one job is to help someone feel safe, right successful it fear elimination, how you do that, like I have built a process of seeing it work in all the industries I was in before consulting.

And now consulting, seeing it across, like I said, a wide range of industries, where it’s using what I have put together and built as the model which is authentic persuasion pathway. And the fundamentals are that is you want to move somebody outside of their comfort zone to to feel safe, you have to build rapport, you have to have empathy, and then get to the root of where they’re at, then you need to build trust, then you have to give them hope, which is your solution.

And then you have to have urgency, which is typically the time is now here’s the big thing with that. And I do a lot of trainings and work with a lot of teams on putting that together, understanding it and then building their process around it is those things have to be done in order. The problem with most salespeople is they think their job is to build trust, get people to like them. And so they just start talking about themselves and selling themselves and selling their company and talking about how amazing they are, and how amazing their company is, and all the great things that are gonna happen. And they talk about features and benefits.

The problem is, nobody cares. Nobody cares about that in the beginning, right? They care about that at some point, but not in the beginning. And so no, I’m not going to trust you, if you just talk about yourself. Just like if if, you know, if you’re in a personal relationship, like you meet somebody just at random, and you just start talking to somebody, and all they do is spend the first five minutes 10 minutes talking about themselves and how amazing they are.

You’re not gonna like or trust them, it’s gonna be really weird. But that’s what salespeople try to do all the time. And it just, it doesn’t work.

Mostafa Hosseini  23:57

I see a lot of people talking about like you said, how awesome they are, and how awesome how awesome the product is. And it has five buttons, and each button does a different type of dance for you. And and, you know,

Jason Cutter  24:12

it doesn’t it doesn’t work, right. And that’s what the default mode is. People in sales just go on autopilot and think that they are the hero of the story. Here’s the fundamentals. Right. here’s the here’s the big thing with stuff is that most people, well, I will say, let me take that back. Everybody as humans thinks they are the hero of the story, right? We all think we’re the center of the universe. It’s the human condition, which is okay, that’s fine.

That’s how we’ve dominated this planet. That’s how we’ve survived. That’s great. That’s okay. But the problem is, is that if you as a salesperson come at other people as the hero, they think they’re the hero they have to decide, will they let you be the hero or are you the villain or are you the sidekick? And I do a lot of mindset training on this to understand like your job is not to be the hero Your job is to be the guide in the story of your prospects mind and help them for ERD it’s not about you, it needs to be nothing about you, or as little about you as possible.

And that’s really hard people who gravitate to sales. Think it’s all about them. That’s why they’re in sales, because they’re great at talking people into things and out of things, or whatever. So

Mostafa Hosseini  25:15

do you then turn the table and mostly talk about them? Or do you get them to talk about them? What’s the best way to build trust and rapport?

Jason Cutter  25:25

The best way is first actually care about people. And I say that, and it might sound like sarcastic or joking, but it’s so true, because I see so many people in sales, who just care about the money just there to make money. They don’t necessarily care what the product is, they don’t know if it’s valuable or not. And they don’t really care what happens to people, they’re just there and sales. And again, that’s, I think, what gives sales such a bad connotation in the world for the rest of us as consumers. So the biggest thing you can do is actually care. And then the second thing is, get that other person talking, ask lots of questions. Be curious, be a genuinely curious about that other person. And it’s interesting, because if you ask questions, and you get the other person talking about them, what will happen is, in a matter of time, sometimes short, sometimes a little bit longer, depending on the person you’re talking to, they will feel like they you genuinely care about them.

And they will trust you think about a time anybody watching this. Think about a time when you talk to somebody, which is feels really rare, even more rare. You know, as as, as the years go on, where you’re talking to them, they’re asking you questions, they they deflect anything about themselves, they just want to know about you, maybe where you went to school, the jobs you had, like everything and anything about you, then fast forward, like 510 15 minutes, 30 minutes in that conversation, you’re like, This was amazing, I felt so good.

 Like, no one ever asked me about me like nobody ever cares, like, people just waiting to talk about themselves. As soon as like, I take a breath, which is what we mostly experience. So if you give that active listening with open and, and curious intent, and you care about somebody that will rock their world, and they will, they will feel like you care, they will trust you. And then what the guidance you give them from there will have a different kind of frame in their mind.

Mostafa Hosseini  27:17

Love it. One of the things that I’ve learned over the years to try to build that rapport and trust was to, to read between the lines and understand their fears, and address the fears as they bring it up, or maybe maybe even sometimes, before they bring it up. What is your take on?

Jason Cutter  27:40

I think I think that’s when sales becomes pro level, like when you become really skilled at sales, is when you can do exactly that. Here’s, here’s what I tell everybody in sales, especially when they start out, either in sales in general, or in a new role at a new company with a new product, right? So there’s a lot of new stuff going on, is the moment you no longer have to think about what you’re going to say next. When you’re having a conversation with somebody right in the questions, not the scripted part. But like when you’re having the conversational parts of it, when you no longer have to think about what you’re going to say next.

And you can actually just listen, and then pick up on everything. That’s the moment you will be a sales professional and close a lot more business. Because you’re picking up on things, you’re listening for things, it’s not about you, you don’t care about you, you’re listening, like, I know I have a special skill because I’ve realized it that maybe others don’t. But I can hear those gaps where you’re talking about when somebody’s hesitating, or when somebody says something and their tone is a little off.

Like I can pick up on the stuff that they’re not saying they are saying what they really mean like, and then curious and ask questions about it, the more you can do that, when you get to that point, then sales is totally different, then it’s I won’t say it’s easy, because it’s always, you know, has its rejection as challenges. But then it becomes a totally different thing.

Mostafa Hosseini  29:08

Absolutely. Absolutely. I’m Jason UVA, you went to school for marine biology, basically. Yeah. Was there anything that you learned in the marine world that maybe helped you in your sales career?

Jason Cutter  29:27

You know, I, I think the biggest thing for myself and others that go to college and then think they want to go one way and then literally just go a completely different way is you know, and where I tried to ascribe the value to those to those years and that investment is finishing. What I start right like is, is if you’re gonna do something and commit to it, and then go after it, and then you know, you do that. I think for me also just being an analytical guy by default and being more of a son Scientific minded person math and science, I look at things it’s like, alright, well, let’s test this and try this right. And then let’s make it repeatable as an experiment for as long as we can, right?

So it goes back to the scripts and the processes, what I want to do is I want to give you a script, and I want you to use this script, I know it works. Now use it, if it stops working, let’s iterate and let’s test a new one. But let’s do that enough times to make sure let’s not try something different, every single phone call, because we will never know it’s like trying to bake a cake without a recipe. And you’re just throwing different stuff together every single time you make a cake.

And it works once, but you have no idea why it worked, because you didn’t have a recipe written down. And it’s like, Okay, now what, and so many people in sales give that they’re just throwing crap into a bowl over and over again. And they’re hoping a cake pops out that everyone’s gonna like, they don’t know why. Yeah.

Mostafa Hosseini  30:51

100%. So basically taught you systems and processes and do you get curious about people’s nature? And I do.

Jason Cutter  31:04

I do now. So what was interesting, and this is where like, I referenced this in the book, when I talk about the five sales success traits that I think are absolutely critical for anyone to be successful in sales, and potentially in life, as far as you want to extrapolate, is that I wasn’t when I was a kid, again, just I didn’t have a terrible childhood, I didn’t have a bad one relative to other people. It was a good childhood, like, nothing terrible happened to me. I just didn’t do well with people.

I didn’t have friends I didn’t fit in. Like so many things happened, where it was just like, I maybe had one or two friends at the time. And that was it. Like my bubble was really small. I wasn’t curious about people. I wasn’t a fan of people, right? Like, I’m also I’m an only child, I’m also Scorpio, I’m happy just staying in my room all day, every day, like I’m good. With or without people. A lot of people think I’m an extrovert, and it’s like, I’m an ambivert, that tends to just be totally cool with being by myself.

And so it wasn’t until I started really getting into sales, and really having conversations with people that I then started to become really curious about people. I think there was a big shift in that even my personal relationships, just actually being curious about people and what makes them tick and why they do what they do. And myself, what makes me tick, and just being curious about people all the time. And I think like I made myself into that. And that was something I worked on that I think is valuable, obviously in sales.

Mostafa Hosseini  32:29

Love it. So you’re talking about your book, you mentioned it a few times tell us about your book, what is this book that you refer to?

Jason Cutter  32:37

So it’s called selling with authentic persuasion transform from order taker to quota breaker. And again, it’s kind of taking this what we’ve been talking about so far, and laid it out in in that order, right? A lot of people come to me and they’re like, just tell me what to say, how do I close more deals? How to ask for the sale? How do I do this? And that’s like the persuasion, the tactics, the strategies of the sale bar. But first, we got to work on the authenticity piece.

Who are you? What makes you you what are your strengths? Do you have those sales success traits? And if not, how can you build on them? What do you want? What would you put on a vision board to help motivate you like, what’s that intrinsic motivation, not the carrot or the stick. And then we can talk about the persuasion and the strategies. And then the final part of the book is called the intangibles, which is all of the little things when one professional is battling another professional, let’s say basketball, like I’m a big basketball fan.

The intangibles are the things that don’t show up on the stats, that one team will do better in that moment. And that tips, the scales, right? It’s the hostile plays, it’s the it’s the it’s the you know, chasing after a ball. And so those intangibles, and sales can make the difference against your professional opponent, your professional opponent is that scared part of your your customers mind? And so you’ve got to know how to tip the scales in your favor.

Mostafa Hosseini  33:53

What are some examples of those intangibles in sales?

Jason Cutter  33:57

So one of the things that I see this a lot, this is one of the biggest tells, like if this was poker, it’s one of the biggest tells for order takers is they pause at the wrong time. So one of the things that happens is like, let’s say I’m talking and I’m asking you some things, right? Like I need to get your banking information so we can set up your payment, Mustafa. And then things are getting real, you’re freaking out, right? You’re worried about things.

And then you say, hey, wait a second. How will this affect my credit? Let’s say it’s something consumer related. And then most salespeople then go on a monologue about all kinds of stuff and throw out lots of crap. And then what happens is they pause and they say this, this, this and this and then they pause. And I call it the death pause. Because what happens in that moment you the scared consumer, you’re afraid right? You’re in your, your your comfort zone, you’re now thinking of more things to be afraid of, or your mind is just racing, and it wants to throw more things.

So what happens? You throw another objection question or concern at me, then I have to battle that then I pause because I’m trying to be nice and respectful and give you time to think about it. But I’m leaving this gap which is means you’re just gonna keep punching me over and over again. And either I’m really good at taking punches and I can withstand them, or you’re just going to knock me out, because you’re going to find something that triggers you to run away screaming in your mind. And so that’s one of the biggest things again, I call it the death pause.

And so you have to identify if you’re doing that, and then use some of the tools and strategies that I teach people to do to eliminate that to fill in that gap with something else returning to where you were at asking questions, things like that. So that’s, that’s one of them. The other one, and this is this is really important in the intangibles, a lot of people focus on sales, and they move deals forward. And then they don’t really care what happens because they’re just looking in the moment in the sales. But what about cancellations?

What about buyer’s remorse, things like that? How much expectations should you set with people so that when they wake up at two o’clock in the morning, tomorrow, which you just have to assume everyone, no matter what business to consumer or business to business, that doesn’t matter? They’re going to panic, their mind is going to race and think, did I make a mistake.

And what happens is you have to give them enough ammunition and info in advance so that when that happens, they feel okay, that they don’t panic and try to cancel or refund. But you also have to be careful not to give too much, because then you’ll just shoot yourself in the foot

Mostafa Hosseini  36:18

of it. So and then do you share the solution to this death pause issue?

Jason Cutter  36:26

Yeah, I have it in there. And then I know that one of the things that we have to, to give to listeners is my ebook. So in my overcoming objections ebook, I actually talk about it in more detail in there, because I kind of lay out more of the thought process and then, you know, give the tools and longer examples in that. That’s also in the book. And the last thing like another one that’s in there, as far as intangibles go, that’s so important, I think for anyone in sales is the power of saying no, like when somebody’s not a good fit, when you can’t help them.

Make sure that you tell them no, come from a place of abundance. Don’t try to squeeze fit square pegs and round holes. Because it’s not going to work. It’s not going to be effective. They’re not going to be happy clients. And then when you tell people no when you tell someone Yes, you know that you mean it? Because I wouldn’t tell you Yes. If I didn’t know that. You needed it. Right? And if I tell the wrong people, no, and I tell you Yes, I can stand by that.

Mostafa Hosseini  37:27

Absolutely all of our says buyer’s remorse, the worst part of past sales posts. Let’s

Jason Cutter  37:32

it right, like in my my very good friend, Mr. Oliver cat, and he and I used to do a podcast called Call Center confidence with Qatar and cat, which was fun. But I mean, that’s so I think the key is, so many salespeople think the sales stops. Obviously, if you’re a business owner, or solopreneur, or anything like that, where you actually care about the long term client, you know that, but the sale never stops that I and again, a lot of people could debate this.

I personally think the easiest part of the sale is getting someone to say yes, and then move forward with the transaction. I think it’s significantly harder, because you have to play the long game, keeping someone outside of their comfort zone, and reminding them why they’re accepting danger and risk and the unknown, every single moment of their life moving forward until it’s just natural, like the post sale sale. So much more challenging.

And it’s usually in the hands of people who aren’t salespeople, customer service, implementation account managers, maybe even the owner, and you have to you keep people going. So that buyer’s remorse again, it’s it’s so difficult, and it’s where people just, they don’t want to think it happens yet, as consumers. We all have that, right. Like, we all buy things of significance. And we’re just like, dammit, why did I do that? And then you have to remind yourself why.

Mostafa Hosseini  38:51

Now that what are some of your tips or tactics to reduce or eliminate debt buyer’s remorse?

Jason Cutter  39:00

I think the biggest thing is acknowledging it that it’s going to happen in your mind, right? Stop thinking the sale ends right now. And I don’t care unless you sell something where as soon as they walk out of your store or off your lawn or get done with a phone call, you literally don’t care what happens to them and what they do with your product. If so, I’m not talking to you, right? I’m talking to people who do a consultative sale, or an A considered purchase of something where actually being a successful customer actually matters, right?

And so the first thing is understanding that buyer’s remorse is going to happen. We’re all human. Again, this is why I say it’s H to H it’s human to human we, we are all those customers where you buy a car the next day, you’re like, oh, shoot, what did I do? Right? And like, you’ve got to remind yourself about that. And so the first step is that the second part is acknowledging. I always talk about that with my potential customers before the sale is done or when the sale is done, and we’re moving into the next phase is I know, Mustafa, what’s going to happen I’ve done this for so long.

Two o’clock in the morning, tomorrow, tomorrow afternoon. Next week on Tuesday, some point is going to hit you, your mind is gonna go, Oh my gosh, what did I do? And why did I sign up for this? And here’s the thing I want you to understand. And remember, Mustafa, is what we talked about X y&z Why you wanted it. And that’s the big key is if you’re in sales, and you don’t know why somebody wants or needs what you’re selling, then you’re an order taker. And sometimes that just happens. But fundamentally, you have to know that because then you have to remind that person of why they wanted it, right when somebody joins the gym, and then they’re like, oh, this gym sucks and going, it’s so hard. You people will remind them remember what you want to remember what your goal was, remember, you wanted to get in shape or lose weight or, you know, get ready for your wedding or whatever it was right.

Like there’s some why and big thing attached to it, that then overcomes that regret or that barrier. And so salespeople, you have to know that why? And then bring that up, and then call it out. And then tell them because here’s the big thing is Mustafa when you wake up at two o’clock in the morning, tomorrow, and what I told you is going to happen, exactly happens. And then you think about what I told you to exactly think about, and then you feel better, you’ll be like, Oh my gosh, he was right.

And he told me this. Now I trust him even more, because it’s like he’s in my head. And obviously he knows what I’m going to feel like and think about and do. And so I can feel better. Right. And so, game changer. And most salespeople, they just want to put their head in the sand, swipe, swipe that credit card, put their head in the sand and hope that person loses their phone number.

Mostafa Hosseini  41:36

I’ve been there. So we all have, I hope that nothing goes wrong. And I’m just going to move forward and they wouldn’t ever call me back. And I don’t want to hear from them again. We do that. Jason, what’s your take on objection handling? What is the best way to deal with objections?

Because one of the fears that people have is that objection piece of getting to know or hearing people coming up with all sorts of objections. And I have nothing to say about it or like that death response that you talked about what’s the best way to tackle and prepare and handle objections?

Jason Cutter  42:16

The first thing which is in that overcoming objections ebook, in more detail, which I know you posted a link, which is great is first you have to understand, is it an objection? Is it a question? Or is it a concern? Because a lot of times, let’s say like, I’m selling you something, and it’s a b2b SaaS platform, and then you’re like,

Mostafa Hosseini  42:36

Hmm,

Jason Cutter  42:37

I see your I need to sign a contract. I’m not sure if I’m okay with that. What is that? Is that an objection? Is that a question? Or is that a concern? Well, it’s not an objection, because I didn’t say I’m not doing it. It’s not a question, which is, do I have to sign it was just a statement. It’s just a concern. It’s something rattling around in their head.

The problem with salespeople is they hear that and they go into high alert attack mode. And they think that was an objection they have to overcome, and they attack it. And when you attack it, and you’ve you will give this air of being desperate or scared or worried yourself, animal sense fear, your prospects going to sense that and it’s going to freak them out. If you freak out, it’s going to freak them out. If you’ve ever gone to a doctor, and you’ve had an issue, and then you ask your doctor a question, and they start freaking out, I promise it would freak you out. Right? Like they have to stay calm, otherwise, you’re going to lose it.

And so you have to understand what those are. Now, sometimes they bring up a concern and you want to address it or talk about it. Sometimes you just ignore it. I’m not sure if this is going to be in my best interest. Okay, and then I’m just going to keep moving because I already know it’s going to be in your best interest.

And I know you’re just afraid when it comes to actual objections and how to handle them. The biggest thing first answer with the least amount of words, which is not what salespeople like to do, they use, they think, again, they think their job is to talk a lot, or they get so nervous and freaked out, they just start verbally vomiting all over the place, hoping something is either going to work, or they’re just going to confuse and distract the person enough to move them away from what they asked about so that they can just keep moving forward.

I’ve seen them both. And so what happens is they just speak too much. If you say, Do I need to sign a contract? Yes. Right. How long is the agreement for 12 months? It was yes, no questions, right. Like if we went to the DMV and I asked them questions, those are yes, no questions. And so if you’re enrolling somebody into something, it should be yes.

Now, if they have an objection, and an actual issue, what I always do, and I call it empathetic reversing is I will ask them that. So again, if we’re dealing with consumers, and their credit, and they’re like, Well, I don’t want to do this because it might hurt my credit. And I’ll say, Well, you know, we talked about the credit and say, let me ask you this stuff, but why is your credit important to you? You got to say it, I say empathetic reversing, so you don’t sound like you’re trying to like attack them and be confrontational because most people have well, Mustapha, what what is it about your credit that you know is important to you? And then it’s like, that will destroy you.

But I want to know, what is it Got your credit? And you may say, Oh, well, we’re trying to buy a house next year. And I want to make sure I don’t do anything wrong. Okay. And I can either respond to that and talk about the program and how it doesn’t. Or maybe this isn’t the right fit. I want to be curious and know what made that person ask that question. Now, here’s the big thing. And everybody in sales, keep this in mind is everybody is different that you’re talking to. But objections and hardcore questions will come up, when that prospect is afraid, and things are getting real. Usually what happens is you’re going through your process, having a conversation, asking questions, building rapport, using empathy, getting to the heart of where it matters, and then saying,

All right, so ready to move forward. How do you want to pay for this? Whoa, whoa, whoa, that’s when it goes. Now they’re freaking out. Right? So usually just pick up on okay. Why are they asking this? And why is it coming up? Now, let’s get to the heart of it, and then move past it. If you just overcome it, and then try to move forward or just throw out your standard response and move forward.

They haven’t forgotten, they are still thinking about it. And if they say yes, today, I promise you will wake up tomorrow with a voicemail that says that they canceled or an email that saying they’re canceled, or they don’t want to move forward.

Mostafa Hosseini  46:14

Love your your thing about just answered a question and keep it short. And I’ve seen and I’m guilty of this where someone says How long is the program? And the answer is 12 month. And then we immediately follow that with some stupid response. And say something like, but we could have been, we could have been try it for three months.

Do you want to try it out? And the guy the guy just wanted to answer to the 12 month answer, and we just ruined the whole thing with some dumb responses that we weren’t

Jason Cutter  46:43

supposed to. And that’s why I said in the beginning, you’ve got to understand and be conscious and aware enough, is this a objection? Like a stop? Or else you fix this? Or I’m not moving forward? Is this just a question? Or is it a concern that needs nothing? If it’s just a question like yours, how long is the term 12 months? Right? And no reason to rebut yourself, I call it where you’re like undermining yourself and throwing another term. Just move forward.

The other part and I talk about this in the book is, I want to ask you, I’m gonna so here’s what happens. Things are getting real, right. Next part is I want to go over the contract with you. Whoa, how long is the contract? For the answer? The contract is for 12 months. So I’m going to send this to you. And let’s review it. Notice what I did there, I returned to my question, you rudely interrupted me, I was on a mission to help you. Your fears got the best of you. You raised your hand with a question. I answered it. Now we’re moving forward like a teacher in class, right?

 Like, just put your hand down, stop asking questions, and let me do my job with you and help you. You want to do that. You don’t want to do like your example, which happens all the time. But to all of us, which is you know, going on and on. It’s like, yeah, contracts 12 months. So I’m going to send this to you. And let’s go through this together. No, pause, no break. Moving forward. If it’s an issue, you will say this, you’ll bring up another thing and you’ll say, but I don’t like signing contracts.

 I don’t like doing it. And I’ll say, Okay, I totally get that. But let me ask you, why is it that you don’t like signing contracts? Notice what I did there, empathetically reversed it. I want to know why oh, I Once signed up for something and I got totally burned and I couldn’t reach them and I lost all my money and it totally sucked. Now I can address that from a trust standpoint. But now I get some details that if I just blabbed on, I wouldn’t have known.

Mostafa Hosseini  48:30

Love it. Love it.

Jason Cutter  48:31

You got me given all the good stuff away, by the way. Yeah,

Mostafa Hosseini  48:35

that’s what I do on the show. But you’re giving away like three of your books. So gang, by the way, if you’re watching or listening could go to Jason cutter.com forward slash ebook. That’s jsoncottr.com forward slash ebook. And I think if you just search Jason cutter, it will come up.

And or just go to Jason cutter.com forward slash ebook and get access to three of his ebooks called a sales consultants guide. And he’s sharing his knowledge and wisdom in there with you.

Mostafa Hosseini  49:19

Can I ask you some personal questions? Sure. You can

49:23

try. I can try.

Mostafa Hosseini  49:27

You can always ask. Yeah. And then you can ignore your question

49:30

if you don’t like exactly. I can have internet issues really easily.

Mostafa Hosseini  49:34

Yeah, I can hear you.

Jason Cutter  49:38

My office is going through a tunnel Mustafa. Sorry. I can’t hear you.

Mostafa Hosseini  49:44

What’s a new thing you have tried recently?

Jason Cutter  49:53

You know, a new thing for me. It’s funny. It’s a new old thing is bicycling, riding a bike I used to ride bikes all the time. I had a I had a bike forever. Starting from a kid I used to do long distance rides like 50 mile rides. My mode and my brain has always been like, how quickly can I go for a ride? How quickly can I do these 20 miles? How quickly can I get from point A to point be like, I’m not a journey guy. I’m a destination guy.

And so how quickly can I do this? And so I got a bike recently. And what was fun is I got one of those beach cruisers, which is like really chill, it only has one gear. It has foot brakes, like you have to pedal backwards for the brakes. So you’re really not going to break any speed records. You’re not going to go nuts on I’m not going off roading. I’m in Florida, there’s no mountains anyway.

And so I was like, I intentionally want a cruising bicycle to slow myself down and just cruise in the opposite of what my normal mode is. And it’s so fun. We just go out and we’re just cruising. It’s just like, wherever. Where are we going to end up today? Who cares? Who knows?

Mostafa Hosseini  50:56

Love it. Love it. Love it. So? Yeah. Give me two of your favorite books.

Jason Cutter  51:04

Oh, man, so and that’s so tough. First off, Mustafa. I let

Mostafa Hosseini  51:09

me let me clarify. So it’s not tough for you now no doubt has made a big impact in business or life. Maybe.

Jason Cutter  51:18

Yeah, cuz because I sell like, I recommend books I dislike favorites of books and movies and TV shows, because it depends, right depends on what somebody is looking for the two biggest books that have made the biggest impact on me personally. And then also professionally, the first one we’re in order of when I discovered them was the E Myth Revisited by Michael Gerber. I think it accurate and the E Myth is the entrepreneurial myth if anyone’s not familiar with it, and it accurately describes why 80 some odd percent of small businesses fail in the first two years and why that happens.

And I read that and then that is the fundamental backbone and Bible of why I build scalable, repeatable systems for companies. Because usually there’s a founder who has an idea, they have a spasm, they start a company, and they need everything else. And so the E Myth revisited is is just huge as a fundamental. And then the other one I will recommend, and I recommend everybody, it’s also my number one leadership book as you need a favorite is The Five Love Languages by Gary Chapman, which is a hilarious conversation starter of a leadership book to recommend to managers.

But I think it’s so important for personal relationships, for leadership relationships, for understanding other people, sometimes just understanding that other people see the world differently than you do. And that’s usually a shock enough to people because they think everyone sees it like they do and wants the same things they want. And it will blow your mind if you’re not familiar with it.

Mostafa Hosseini  52:38

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

Jason Cutter  52:47

I think the biggest things is like, especially when it comes to man, so tough with these top ones. So I say two things. One is don’t rely on people to do what you think they’re going to do. I think that’s so huge. I think you know, especially if you’re in a leadership role, maybe what you think. Don’t Don’t Don’t do don’t expect people to do what you think they’re going to do. Right?

You think they’re not, they’re going to do what they want to do what’s in their best interest. And you’ve also got to not expect people to do what you think is the right thing to do. For example, this comes up all the time, you give a salesperson some leads, they call them once they never call them again, you’re like, Wait, why didn’t you do your follow up calls?

Instead of expecting that build processes around it, stop expecting humans with a limited willpower. We’re all the same way. Like you put you put some sweets, some ice cream, some gummy bears in front of me, I will turn into like Zero Willpower guy like I just I didn’t want to stop myself. And so how do you build systems and processes to do the things that need to be done, so that humans can do the things we still need them to do, which is be humans and have conversations and think about things. That’s your number one goal is to have the humans be the humans you want them to do. And so I think that’s the that’s that’s the fundamental piece of advice.

And then the other part and this is the big key is just what am I good at? What are my strengths. I had an owner I worked for years and years ago. And he said to me, he’s like, You know what, you really love training, you love fixing things and you love building things. Once things start going smoothly, you get really bored, and it’s almost like you start breaking it so that you can fix it again. And he’s like, I’m just gonna have you build and fix and then move on.

And that’s what actually started me in consulting. I’m like, that’s true. That’s what I love to do. I don’t want to run things. I just want to fix and build and help and train. And so you’ve got to figure out what your strengths are, what you want to do what you’re good at, and then try to put yourself in that position the most you can love

Mostafa Hosseini  54:47

1. If you had a Google or Facebook ad, where everyone around the world with access to internet could see your message. What would your message be for the people of Earth? I

Jason Cutter  55:01

think that the biggest thing I would focus on is everyone, realizing that they’re here for a reason they have their strengths and experiences and abilities, and to focus on what they can do that makes them happy, that’s also of service to other people. It’s either that or I would run an ad that says, you know, and this is a this is a line from actually a pastor at a church, I heard this and it’s so applicable is stop comparing your behind the scenes to everyone’s highlight reels.

 I think us as humans, we’ve always done that probably evolutionary, but like, it’s it’s even worse now with social media is, we just look at what other people are posting or what they’re doing or what they’re driving or what they’re buying at the store. And we just compare that to our own lives, and usually the worst parts of our lives. And then anxiety, doubt fears, all kinds of terrible things happen.

Mostafa Hosseini  55:58

Love it. This has been an absolutely amazing conversation. Is there anything that you’d like to add, before we wrap up something we’ve forgotten mentioned?

Jason Cutter  56:10

No, I mean, I think we covered a lot, obviously, you know, we can just keep going and ribbon. I mean, I think the biggest thing is, is for anybody in sales, and I’m thinking about like the kind of people you and I’ve talked about offline business owners, people who are leading teams, is just realizing like the problem isn’t sales, the problem isn’t urgency. It’s how you approach it, and what the mindset is, if you have something of value, if you have something that will leave people better off, and if they don’t buy from you, they’re potentially worse off than you owe it to them to help them. And then that will shift the way you see sales.

And then my own personal and professional thing is my goal is to help shift the way sales is done such that it’s not a dirty word. And myself self centered Lee, when I go out in the world, and I want to buy something, I’m actually going to encounter a sales professional. And so I want to shift the world of sales. So that let’s say when I go buy my next car, I don’t have to wonder is this person going to play games or try to rip me off, I actually have an adult who’s a professional and will try to help me. And that’s what I want. And that’s on all of us. Because there’s no one doing that for the industry. It’s on all of us to sell with authentic persuasion. Love

Mostafa Hosseini  57:17

it, love it, love it. Gang, if you’re watching or listening, you want to get sales, training and coaching from a professional. Actually, as a matter of fact, we didn’t mention this, but Jason’s book is. Let’s do the story in like, real quick in a minute. What’s the story with your book being taught at a university?

Jason Cutter  57:38

Yeah, so it was kind of intention. And then surprised when I wrote the book a few years ago, it was never my goal. I wrote it for business purposes, I wrote it partially to dump everything out of my head and build a framework and to help with consulting and speaking and coaching. And then earlier this year, I reached out to Dr. Sterling bone at Utah State University as a result of learning that there’s schools out there teaching sales, which I didn’t think was possible.

And I thought that was really odd. And then I realized that it does work. And it’s really cool. And so I had a conversation with him, sent him my book earlier this year in 2022. He called me over the summer and said, Hey, I read your book over the summer, we need a textbook, yours would be perfect. What would it take for you to send us 75 signed copies, do some guest lectures with the students and help build this out as our new curriculum every fall.

And so that’s been quite amazing. Last week, I went surprise them in person for the final guest lecture. And to think that there’s 75 people, not all of them are going in sales. Some of them are marketing. Some of them will have other career paths in life, kind of like I did. But to think that there’s 75 People who read the book, and then participated in the class. And that will shape the way they’re either salespeople or consumers and what they want in the world. It’s just amazing.

 It’s it’s an amazing feeling and thought of like doing that instead of trying to change people who’ve been in sales forever, and getting them to change, like, you know, change. Help the future generation. See sales is something different. Love

Mostafa Hosseini  59:05

it, love it. That’s amazing. Gang gang. So go to the link in the descriptions of the show or in the comments on whichever channel you’re watching. Get access to Jason and his knowledge and wisdom. If you’re watching or listening, make sure you like and subscribe to whichever channel you’re watching. Make sure you review the show.

And if you have any comments or questions or feedback for Jen, Jason and I put it in a comment, send us an email, and we’ll make sure that we will cover it. One announcement that I’m going to make here. Before we wrap up as we are renaming and rebranding the show. In the new year, it’s coming. And so that is the show we’re taking a new direction and doing all those good things and I’m excited about that. So you’ve been listening to daily confidence for entrepreneurs.

My name is Mostafa Hosseini with my guest Jason cutter Thank you for joining us again if you have any questions put them in the comments and we’ll get back to you have yourself a great week enjoy your holiday season and we will see you next week bye now