Transcript
WEBVTT
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Hey, this is James, the
founder of sweet fish media. If you've
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listened to beb growth for a while, you probably have an idea of what
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we're passionate about. Loving people really
well, a constant pursuit of learning and
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inspiring people to own their careers.
With all the craziness happening with this virus,
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we are incredibly fortunate to be in
the business of podcasting. So many
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BB brands are looking for alternatives to
their inperson events that are being canceled,
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and our business is growing as a
result. Please don't miss hear me on
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this, because I'm not saying this
to Brag. It is heartbreaking the economic
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impact this is having on so many
businesses. But being in the business of
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podcasting, the demand for what we
do has increased and because of that we're
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looking to hire really talented people to
help us serve that demand. So if
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you like what we're all about it
sweet fish and you're looking for a great
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career opportunity, hit us up.
There's a link in the show notes where
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you can apply today. I'm really
looking forward to meeting you. Hello,
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I am Carlos Tadalgo. Welcome to
the BETB growth show. The human to
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humans segment. If you are a
first time listener, welcome. If you
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are a multi time listener, welcome, and I I gotta say I've had
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this podcast on my calendar for quite
some time and I was just telling another
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colleague before we dialed in, how
I excited I was to have this discussion
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with my friend and content contributor and
someone that I just love of to death,
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even though we've never met in person. But we just spent the first
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twelve minutes of this call talking offline. Dale Dupre welcome to the BETOB growth
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human to human segment. Hey,
Carlos, thanks for having me on.
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Bro This is this is definitely a
long time coming and I'm really excited about
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this conversation. It certainly is a
longtime coming because we've been connected on Linkedin
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for a, I want to say
almost going on two years. I love
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your content. Our common connection has
been James Carberry of sweet fish media and
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Logan Lyles, and I really do, I can honestly say, and I
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don't say this about Harley any of
my social contact, but I really do
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view you as a friend and someone
who I've been able to get to know
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because of your content and I love
that. So for our audience, who
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hasn't had that privilege, tell us
who you are and what do you do?
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Yeah, for sure, and first
off, the feelings mutual and and
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I think what's beautiful about Linkedin is
that it allows us to be our authentic
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self. And the thing is is
that there's not a lot of people doing
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that, though as well too,
and you know that just as well as
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I do, Carlos, that there
are people out there kind of faking it,
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but it's so easy to see who
is and who isn't. Your content
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is raw and authentic and it is
it challenges the narrative of the status quo,
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when what they've been telling us is
right for so long, and so,
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obviously, being the leader of the
sales rebellion, that resonates, you
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know, with me probably more than
most things. So I I love your
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content and so, again, the
feelings much why I I feel like we
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have a friendship from from all that
in it and to people listening, understand
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that what's beautiful about the the year
two thousand and twenty is that we have
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tools like linkedin that bring people together
that might not have otherwise ever met in
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the first place, and that,
I think, there's a beauty in that
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that we don't see. A lot
of people think of social media is strictly
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something that they can make money on, that they can promote their product on.
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Really what social media is? It's
a piece and an element of the
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human connection. It's a small piece, but it is something that allows and
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opens up people to get into,
understand and know people from around the globe
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and all shapes and sizes and all
corners of the world that they otherwise would
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have never given a chance to so. So I think that that, Linkedin
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has been a huge culture shift in
general for the working force. But what
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it really has done for me and
for my business, and why it's so
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imperative to the story I'm about to
tell about me, is that it has
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literally built from the ground up my
foundation of my business itself. So,
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and I'll I'll backtrack now and go
to the beginning, which starts in nineteen
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eighty four. My father founded his
first and only copy or firm that he
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ever was the sole proprietor of,
and I was born in nineteen eighty five.
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So toner runs in my blood and
eventually I was going to end up
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in the copyer world right and don't
worry, though, because if if you
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cut me open, I don't I
bleed like red, real human blood.
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There's no real tonor in it.
So it's just the let me let me
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jump in real quick. How many
times, as a teenager, though,
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did you swear up and down I'm
never getting involved in the copy Er World?
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It's interesting because it was probably my
entire life. Even when I was
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in the copyer world, I was
literally sitting there denying that I was in
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it in the first place and saying
that I was going to leave it sooner
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than later. You know so,
and I think that that's the human effect
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in general of being a young a
young man, a child, as a
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child. As a kid, I
do remember being very intoxicated by my father's
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office, and what I mean by
that is that it's an nostalgic feeling when
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I think back about that place.
I didn't even know what what that they
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sold a copy machine in the first
place. I knew that there was copiers
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there and they were an intricate part
of my upbringing, but my experience was
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different and as a child we just
used thing so much differently as kids,
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even up until probably ten, eleven, twelve years old. You know,
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I I focus wasn't so much on
that this is a business that my dad
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comes to from eight to five Monday
through Friday, as much as it was
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an exciting place for me to go
once a week, you know, because
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my me and my siblings were were
homeschooled, and so and when once a
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week is probably a little bit of
an exaggeration, but at some points in
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time we were going once a week
because my mom would work once a week
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and she was a dental high genesis. So during those times either we were
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in a co op or we were
doing other class with other classmates outside of
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the House, or dad would take
us to the office and we'd basically be
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doing school all day at the office. But what was great is that you
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could take your our break and you
know, dad was always the one that
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spoiled us and and you can run
around the Fifteenzero Square foot warehouse and hide
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in the copy machine in the great
yard of coffee machines and go through and
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climb on all the stuff, all
the scaffoldy that he had built and hang
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out with the with the technicians,
you know, who were caused a lot
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of curiosity in our walk because my
dad was somebody that hired a very mixed
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group of people, men, women, different races and ethnicities. So he
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was very inclusive and so it was. It was fun. It was fun
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to hear stories and here this guy's
weird accent and like learn about all these
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things as a child. So we
were we were born in this adventure mode
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and raised in this adventure mode with
my dad. So of course, when
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you get older and you become a
teenager, you rebel against everything. And
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I actually wanted to be a musician. So I toured in a band on
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Warner brothers records called a purial.
I had a lot of fun. You
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can still check out my music on
itunes or spotify or anywhere that. You
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know, major record labels allow my
my music to be and don't pay me
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for it. But but besides the
point, right, I decided to come
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back and get into sales because I
realized that on the road. You know,
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one of the that I had on
the road was that I wanted to
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start a family. I wanted to
have a little bit of a bigger aspiration
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when it came to my career specifically, and that I realized that dropped with
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a three and characteristics of a musician
right like literally, and those are those
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aren't even characteristics, but that's literally
what every single musician lived and breathed and
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I didn't want that for my life. I didn't desire that. My father
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raised me differently. He raised me
to treat a woman as if she was
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my queen and he was that example
to me and my siblings with his wife,
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my mother. He true, he
told me that look like he wasn't
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super legalistic about things, but he
was an alcoholic and got sober at thirty
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five years old, when I was
a year and four months old, and
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I never knew that side of my
dad, but he definitely they made sure
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that we were aware of it and
that we understood the implications behind it,
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but not from again, a legalistic
standpoint. So you know, just from
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a developing young man, you know
the standpoint of one, I should say
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of Dale. I knew that these
things led to terrible outcomes, you know,
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such as even having to save people
at certain times, four different times
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in my walk, from overdosing and
and going through those those motions. Those
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are the types of things that keep
you from wanting to indulge further into that.
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So copiers was all I had.
Bro I mean honestly, I didn't
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go to college. I didn't really
I could have been a burrist, I
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guessed, because I did that at
one point. So I going to come
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back and slang some coffee around.
But I knew that I wanted to be
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in people's faces, you know,
from the perspective of shaking hands, fellowshipping
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and joining communication, because I love
that hancept and I figured sales was a
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good start. And so, you
know, realistically, going back to what
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you asked, you know, how
long did you buck the system of,
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you know, of copiers and working
for your father? I bucked it even
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in the first two years, where
I thought I'll get some good experience and
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I'll probably do something else at some
point, and maybe not, maybe I'll
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stay in the company even but but
I'll probably not do sales. And you
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know, thirteen years later I was
the number one wrapped. I was the
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VP of sales at one point for
a twenty five million dollar firm. I
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graduated to a sixty million dollar firm
which was owned by a two billion dollar
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publicly traded company, and I experienced
all the ups and downs, the highs
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and lows and I was a top
performer and that's that's Dale to bring a
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nuts show. Yeah, and your
you continue to kill it, and I
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do want to get to your dad, because you write a lot about him
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and he just sounds sounds like he
was an amazing man. So I do
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want to get to that. But
you talked about wanting to get into sales,
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and so you did, and part
of that drive was, if I
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could paraphrase, the human element,
and you also talk a lot about that
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on you on your your Linkedin,
and before you want on air, I
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told you that. You know,
I'm seeing this generation of salespeople who connect
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with you on Linkedin and then it's
like hey, thanks for connecting. By
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the way, do you want to
see my demo? And it's first of
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all, it's not social selling,
it's I call it social assault. And
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but you, you really talk about
the human element of sales and obviously this
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is the ht a human to human
segment. So talk to me about that,
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like how did you learn that?
Because I am the salespeople that get
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it, get that relationship piece,
and it's not relationship, it's not a
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manipulative relationship, and what I mean
by that is hey, I'm not going
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to build a relationship with you just
so I can sell you your wares.
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You know, there's a lot.
I know I just threw a lot out
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you, but kind of unpack that, like how did you how did you
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learn about the relationship, and then
talk about the genuine relationship you build with
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a customer or buyer versus I'm going
to be your friend just so I can
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upsell you. Absolutely. So I
always tell this story and side up my
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trainings with individual reps where I talk
about my first sale ever and how it's
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sucked, and I talked about essentially
how I had basically stereotyped what sales was
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supposed to be. I even thought
a dressed. I one I saw even
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got dressed to the nines for my
first appointment, you know, and and
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I walked in looking all slick and
I'm at with a dude that was in,
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you literally sandals and t shirt and
shorts, you know, like Jane
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Shorts, and he owned a a
golf cart sales and service organization. So,
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because Florida. I'm in Florida,
where the weirdest stay in the world.
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RIGHT WE WE SELL GOLF CARDS TO
RANDOM PEOPLE, not just country club.
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So so I rolled in, you
know, looking like just a total
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douchebag, basically to summon up for
you, and and I acted like one
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too, to be quite frank with
you. And and just kind of did
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what I thought a salesperson was supposed
to do, not necessarily what I had
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observed my father doing over the years
or how I had learned from him as
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a child, but just what I
thought was the right thing. And you
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know, my dad had sales people
in there from time to time and some
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of them were great, others were
exactly what I'm describing. They weren't necessarily
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focused on people as much as they
were on commission checks. And and there's
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a that's another story for another podcast
for sure, because there's tons of people
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that I could bring up and talk
about my dad really giving people a second
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chance and trying very hard to help
instead of manipulating them into doing things that
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he wanted. But but you know, case and point being that my dad
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can let me go and fail on
my own. And and I remember calling
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him afterwards because I felt that the
sale had gone good and the guy just
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asked me to do one thing and
then the process of that, you know,
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he said get that approved, get
it back to me and and we'll
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move forward. And, you know, and I'm calling my dad like I
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got it, man, I just
got to do this one thing, and
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he's laughing on the other side of
the phone and I was like what are
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you laughing about? They just said
just just go get it done. Go
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get it done, God take care
of it's nothing. And and so I
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guess the office and the Vice President
of the company, Carlos Thomas, which
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is one of my mentors and one
of my dad's best friends. He kind
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of helped me through the deal as
well too, and I remember him kind
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of snickering here and there as we're
working on some of these things, and
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I was totally just missing the point
until I got back to the prospect or
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the client with this was a client, by the way, not a prospects
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it was an upgrade. I got
back to them with the paperwork and the
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guy said cool, thanks for doing
this, call me next week. And
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in my mind I was like Nah, Dude, you told me that you
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were going to do this if I
did these things for you. And and
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I actually I mouthed off to him, you know, and I said pretty
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much just that, like no,
we were going to move forward and he
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he gave me the hammer. You
know, listen, Kid, I'll tell
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you what happens here. And you
know. And he gave it to me
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pretty good and I won the deal, dude, and it was I got
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paid like sixty seven dollars, I
think, and actually, technically it was
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supposed to be a negative paycheck.
Yeah, my dad just getting the sixty
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seven dollars was like all the profit
that was left. So my dad just
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gave it to me and honestly,
was funny is that he I know he
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gave it to me to make me
to make it hurt even more, you
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know, because like getting paid sixty
seven dollars as supposed to nothing. Actually,
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it pissed me off even more.
Right. So what I realized in
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that moment that I realized that we
do this dance is sales people. That's
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unnecessary and I and what I also
realize is that that man didn't realize it,
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but what he was doing to me
was personal. He was in his
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mind it was all business right,
this is business, is how you negotiate,
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this is how you buy right,
and then this is how you sell.
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You do as I say. It
was personal what was happening to me.
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And so that was when I made
the connection of business is personal and
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and that I had to start to
develop relationships with people and to be transparent
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and to it so that when someone
said, just do this one thing and
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I'll sign the deal, that it
was transparent, that they would say,
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just do this, the one thing, and then I'll think it over.
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He you know, like I need
any I needed more guidance, more direction
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out of conversations, and so I
started to strive for that and, you
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know, I did over those those
next couple of years, I was I
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was with my my dad a lot
and and because I was with my dad
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a lot, I got to see
bro I mean I got to see things
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that most people never get to experience
in their life and I'm so extremely grateful
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for those, those moments, you
know, watching my dad closed deals that
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he had just met people at,
you know, four hours and before you
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know, through networking, refer relationships
and for the most part, just because
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his reputation was that healt and strived
to build, which was to become a
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servant leader inside of our communities.
I remember it was probably the fourth year
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that I was with him, third
year I was with him and he got
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a plaque in the mail from one
of the local chambers and it was it
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was so well put together, and
they actually asked him if they could,
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if they could give it to him
in person and honor him, you know,
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at an event. And My dad
was such a humble man he just
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he kind of just said, you
know, I'm I've got so much going
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on, I just don't think I'd
be able to make it. But really,
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in his mind he just he didn't
want to be the superhero that people
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could see. He wanted to be
the guy that, behind closed doors,
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was making the tough decisions that others
were afraid to make. And and so
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that was my example, Bro.
That was what I was how I was
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taught sales was watching my dad just
basically go through the motions of living a
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noble and and ethical life and understanding
that sales is just that, bro.
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Well, it's people, you know. And I was I was talking to
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a colleague the other day and I
said, or maybe I was on a
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podcast, I can't remember, but
I said all of us are in the
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people business, whether it's our employees, whether it's our customers, whether it's
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our suppliers. At the other end
of the email, at the other end
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of the phone is a person and
and I'll be the first to say I
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was more for most of my career. I was much more of people are
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assets, and I'm embarrassed to say
that, but when I mean that,
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it's not that they're disposable. It
means hey, if I can convince you
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to buy, you're going to help
my business. And what I've really shifted
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to, and you're a big proponent
of this, obviously with what you just
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shared, is no, there's a
person. And so I remember a call
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that were a client I was sitting
with a number of years ago. They
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were in a commodity business and I
you know, no insult here, but
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I think you could probably put copiers
in that. And I was meeting with
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the CRRO and he says, how
do we differentiate? And I said here's
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how you differentiate. Why don't you
start with hey, whether or not you
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buy from us or not, I
want to make sure that you, as
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the individual buying, make the most
informed buying decision and his response was boy,
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that would that would surely work.
I said Yeah, and then he
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said, but we can't do that. So but I remember sharing that as
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a comment, I want to Linkedin
Post, and it seemed to resonate with
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you. And so I guess my
question because now you're just for the audience's
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sake, you're not doing copiers anymore, you're doing sales training and you're killing
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it with sales training. People are
coming out of the woodwork, especially for
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those of you who may be listening
to this later, where in the midst
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of the corona pandemic. So Dale
has just been overloaded with Oh my word,
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we need to get our people selling. But my question is, as
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I referred to earlier, I still
get these stupid linkedin connections of Hey,
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you know, I've got this greatest
technology is going to change your world,
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and do you have thirty minutes?
I don't have thirty minutes and you don't
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even know me. Why are more
salespeople? They'll not taking the time,
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and I don't even think it's time. I think it's just human. Why
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are they not being more human?
It's so frustrating. It is frustrating right,
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because it's this. I usually teach
people this simple concept that I say
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that if you were at a party, you know like, let's just say
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it was a party even let's make
it, let's make this real interesting.
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It's a party. It's a work
party. That your it's your wife's office.
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You don't really know anybody. She
works with. She's like hey,
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babe, come with me. Yeah, okay. So you show up to
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this party, you walk in,
she's familiar with most people there and you
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don't know anybody. And the first
guy that you walk up to that introduces
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themselves to you know, hey,
this is my name. Do you turn
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to them and say, Oh,
awesome, it's nice to meet you.
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I'm Dale. I actually sell financial
security and freedom. Can I get a
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your calendar link real quick so that
we can post some time to get fifteen
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minutes and talk more about how I
can serve and change your entire life?
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I can probably save you some money
as well. To you know that the
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concept for me of the way that
people think that a first conversation is supposed
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to go and sales is completely wrong
and all cases where it's just like you
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said, and this was I had
a training last Friday with with some of
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my new students, amazing guys,
and I believe that they're going to they
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have a great product and I believe
that once we articulate it correctly and we
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build credibility and trust the relationships that
they're going to blow up. But the
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problem is is that right now nobody
cares. No buddy cares. He the
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one like herespelt the great product.
Of course you care. If I build
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that, they will come. Yes, right, exactly. Yes, yeah,
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that makes perfect sense. The ghosts
of baseball players will absolutely come if
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you build it. But that's about
it. So, so so this whole
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concept of telling yourself anything else else, people listening right now. If you're
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telling yourself that, are lying to
yourself, that people actually care in the
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first place, you're dead wrong.
And it's just that. It's a lie.
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It's it is something fluffy to make
you feel good, so that as
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you go out and you do these
specific motions that you're going through for the
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sake of a KPI and to hit
a quota, you're going to fail and
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even if you end up spending five, six years in sales, you will
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never achieve the kind of success that
you deserve. And the first place,
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that's the type of attitude that we
need to start taking toward ourselves walk to
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begin with. You know, we
are so disconnected with other people. It
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is freaky right, people have forgotten
about the fact that, you know,
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when you're in a park in a
strange vand rolls up and says, Hey,
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I've got candy, get in the
car, it's almost the exact same
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thing as you sending me a stupid
linkedin email message and they sell you something
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like I literally relate the two because
I don't know you. You could harm
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me in my business at the end
of the day, because there is no
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credibility, there is no trust,
there is no proof of concept, you
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don't have a business, business case. But, most importantly, I don't
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care because I don't know you.
So every jobs being that, I love
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that analogy. That is that is
absolutely fantastic. I'm going to use it
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and I'm going to credit you with
that because that is so on point.
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And, to further it, it's
interesting. I got one of those linkedin
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invites. I ignored it and then
I got a follow up from the guy
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with a question mark like wow,
he's so important that, how dare I
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not respond? Which, yeah,
I know you're like me because when I
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first sent your linkedin message, you're
like, Hey, I really, very,
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very rarely check those. You know
I'll log in and I'm like,
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Oh, I probably should tend to
my email box because I've got nineteen messages
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in there and Linkedin, like we
are done, have enough female boxes.
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But yeah, I'm with you.
It's so. And then for me,
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what I love, having made my
living and be tob marketing and demand Jin,
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is when I get people who say, Hey, would you like to
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learn how to generate leads, and
I'm like, I'm sorry, have you
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checked my ffing profile? Have you
done any work? So that's another thing
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I want to I want to do
is we talked, we started the episode
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talking about Linkedin. I am a
big believer and I don't do sales training,
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but sometimes I'll meet with sales people
and do sales enablement type of stuff
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and I always say to them look, before you pick up the phone and
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call somebody, especially if it's a
qualified lead, if you're an str take
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less than three minutes. Look the
person up on Linkedin, do a little
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research, find some common ground.
They may be, where they live and
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maybe a company they work for.
What they you know, a group their
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part of, or even where they
graduated and Dale I got to tell you
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the number of times I hear well, we don't have the time to do
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that. You Know How many times. You know how that would slow down
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our calls and I'm like it's and
again my philosophy. It's not about call
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volume. I think talk time.
I hate that. That or not talk
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time. I hate the the metric
of how many calls did you do in
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a day, because if I have
like six really rock solid conversations with a
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qualified prospect, great, I'm not
going to do the number of dials.
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So again it this is my add
brain, like just daisy chaining some topics
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together. But I sit there and
I say, why wouldn't a sales up
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field breathes Dr why wouldn't they go
to linkedin and just get some Intel on
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the person before they pick up the
phone and call? Because they're lazy dude,
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honestly, and more because, like
you just said, they're their leadership
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is pounding them because they haven't made
their one thousand eight hundred and seventy seven
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calls today. You know, I
because that's what it feels like sometimes for
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reps as well. You know,
I was with one of my students and
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we were on the call a little
bit early and he was getting off of
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a team call. And so he, you know, popped on our zoom
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and and he was getting off of
his team call and I was listening and
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and I could hear him being told, don't make sure you get your hundred
375
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calls in today. And this is
in the middle of covid nineteen, right,
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and in my mind I'm just thinking
to myself, yeah, that's going
377
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to work, you know. I
mean that's ridiculous. So right, a
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lot of times it's going to take
in a lot of cases, as it
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says, going to take leadership stepping
up to the plate. Didn't realizing that
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it's not about a hundred calls.
It's about, like you said, it's
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about being on the phone with one
person for twenty minutes, you know,
382
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and it not being about you know
bs, but it being about some topics
383
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and subjects that moved the ball forward
from the perspective of the relationship your building
384
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and what you're trying to create,
and in regards to impact for the customer
385
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and relevance, and also a sale
for yourself, because if we're transparent with
386
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people and we let him know that, like I'm a salesperson, like I'm,
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I'm going to sell you something at
some point matter of fact, like
388
00:24:51.920 --> 00:24:55.950
challenge accepted on the relationship fraud,
because, as I think that that sounds
389
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like a lot of fun and and
kind of difficult to do to some capacity,
390
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right. And actually that was where
where I enjoyed the challenge, where
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people would say to me you can't
build a relationship and such, you know,
392
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a short time frame and people don't
earn trust or credibility with you in
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the course of two weeks. Will
Challenge accepted? Let's see, let's see
394
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if I can prove you wrong.
And so I do have into the psychology
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of sales. You know, that's
where I started, as that I started
396
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saying, well, how does the
brain work? And because I need to
397
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get to the heart, and so
how does the brain work, and how
398
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do I communicate between these two things, where essentially I start with an emotional
399
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from the perspective of with emotional context
that gives a a desirable response to me,
400
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from the prospect that makes them,
when they head to the the intelligence
401
00:25:45.079 --> 00:25:47.839
side of you know, when they're
putting two and two together, that they
402
00:25:48.160 --> 00:25:52.670
because I've impacted them emotionally, they're
saying intelligently, I would like to make
403
00:25:52.789 --> 00:25:56.349
this work, not so much of
does one plus one equals equal to and
404
00:25:56.430 --> 00:25:57.789
am I okay with that? But
I would like to make this work so
405
00:25:57.910 --> 00:26:02.069
intelligently. I'm going to make it
work. Right. A DAL's price is
406
00:26:02.109 --> 00:26:04.980
too high, but I really like
him, I really I'm think that he's
407
00:26:04.980 --> 00:26:08.420
going to treat me better than anybody
else, and anybody listening to this,
408
00:26:08.579 --> 00:26:11.740
it's rolling their eyes right now.
You can check my numbers. Over the
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00:26:11.819 --> 00:26:15.339
course of thirteen years of writing,
a million dollars in net new revenue of
410
00:26:15.500 --> 00:26:19.650
copy machines year over year, which
is unheard of in my industry, by
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00:26:19.690 --> 00:26:23.970
the way, because I was doing
exactly that and I was making a lot
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00:26:25.170 --> 00:26:29.569
of money at the same time because
people were a grateful that I was being
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00:26:29.690 --> 00:26:32.920
transparent and not racing to the bottom
and not trying to wheel and deal,
414
00:26:33.240 --> 00:26:37.000
but being transparent with them about,
Hey, I got a family feed,
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00:26:37.359 --> 00:26:40.400
I'm going to be more expensive because
I believe that I can do things for
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00:26:40.440 --> 00:26:44.119
you that nobody else can. And
then I built that impact as well through
417
00:26:44.200 --> 00:26:47.670
my system, you know, which
is now the rebellion system, several years
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00:26:47.670 --> 00:26:51.109
later. Right. So, so
for us that at the rebellion even it's
419
00:26:51.109 --> 00:26:53.309
about it's not about teaching people.
You know, and it hasn't been for
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00:26:53.390 --> 00:26:56.630
the course of the year that we've
been in business, down what the copyer
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00:26:56.710 --> 00:27:00.700
warrior did to become successful, right, what we tell his stories, right,
422
00:27:00.740 --> 00:27:03.740
but we buried and killed the copy
warrior. He's gone. We put
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00:27:03.779 --> 00:27:06.980
him in a tomb, and that
tomb, you know, it holds the
424
00:27:07.140 --> 00:27:10.220
secrets. Right. So people want
them, they can have them, for
425
00:27:10.299 --> 00:27:12.859
sure, they can learn about them, but we don't teach them necessarily what
426
00:27:12.980 --> 00:27:18.049
we teach us. We teach the
aspect of the human connection, and we
427
00:27:18.250 --> 00:27:23.970
also teach individuals how to authentically sell
themselves and and to create a system that
428
00:27:25.130 --> 00:27:30.960
molds around the basics of human interaction
and communication, the basics of love as
429
00:27:32.000 --> 00:27:37.160
well too, and the emotions that
all human beings feel, curiosity, the
430
00:27:37.359 --> 00:27:41.680
concept of saying, listen, I
might not even like what's happening to me,
431
00:27:41.920 --> 00:27:45.910
but it's so different that I'm going
to give it a chance. Right,
432
00:27:45.950 --> 00:27:48.750
right, and I think, I
think those elements are so important and
433
00:27:48.789 --> 00:27:52.430
I want, and I think you're
going to agree with this, but I
434
00:27:52.509 --> 00:27:55.910
want everybody who's listening, who may
be rolling their eyes, it doesn't mean
435
00:27:55.990 --> 00:27:59.859
you're going to win every deal,
because you know, if if you told
436
00:27:59.900 --> 00:28:03.059
me for thirteen years I had a
hundred percent clothes rate. We'd have to
437
00:28:03.099 --> 00:28:07.900
go offline and have a different discussion. But what it does, because I've
438
00:28:07.940 --> 00:28:11.660
taken this approach, is I've had
prospects who say, look, I would
439
00:28:11.660 --> 00:28:15.730
love to buy from you, you're
just too high, I've got budget constraints,
440
00:28:15.730 --> 00:28:18.809
I've got a committee whatever. That
is right. Well, what it
441
00:28:18.970 --> 00:28:23.369
does is when they leave that company
they never forget that experience, and we
442
00:28:23.529 --> 00:28:29.039
do live in an experience economy.
They never forget that experience. So I've
443
00:28:29.039 --> 00:28:32.799
had prospects that I've worked with,
that I've talked to, I've built those
444
00:28:32.839 --> 00:28:37.480
authentic relationships. We've actually formed friendships
and I had one not long ago who
445
00:28:37.920 --> 00:28:41.190
this. We've been doing this dance
for a number of years and I just
446
00:28:41.309 --> 00:28:45.869
check in, I make sure and
he said to me the other day he
447
00:28:45.950 --> 00:28:49.670
said I I promise you I will
find a way for us to work together
448
00:28:51.150 --> 00:28:55.069
and we've actually become friends, and
I'm not his friend so that I get
449
00:28:55.150 --> 00:29:00.420
him to buy something. I truly
enjoy his friendship. I've met his wife.
450
00:29:00.900 --> 00:29:03.660
He's just a great guy and I'm
honored to be his friend. And
451
00:29:03.779 --> 00:29:07.140
so I think that's where it goes. Would you agree with that? I
452
00:29:07.259 --> 00:29:11.970
am a hundred percent agree with that. Yeah, I think it's again,
453
00:29:11.849 --> 00:29:18.210
we deal with people and it kills
me when I see salespeople who forget that,
454
00:29:18.289 --> 00:29:21.650
that that I don't want to be
treated as a number, I don't
455
00:29:21.690 --> 00:29:26.039
want to be treated as your quote
unquote buyer. I want to be treated
456
00:29:26.079 --> 00:29:29.720
as a person and and be to
be especially, and I know you know
457
00:29:29.839 --> 00:29:33.599
you've done copy your sale so primarily
be to be your whole career. And
458
00:29:33.640 --> 00:29:37.680
now you've you got the sales rebellion
training. I mean sales people, marketing
459
00:29:37.720 --> 00:29:41.589
people, don't forget we sell and
market to people who have emotions. And
460
00:29:41.950 --> 00:29:45.710
you used a word, Dale,
that is not often used. It's love.
461
00:29:45.349 --> 00:29:48.430
And if we if we truly love
the people that we're selling to,
462
00:29:48.589 --> 00:29:52.380
it does change the game. Hundred
percent. Read. One thing I think
463
00:29:52.420 --> 00:29:55.460
that I heard you said, dude, is that that I want to I
464
00:29:55.539 --> 00:29:59.019
want to throw in here, is
you talked about this concept that most sales
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00:29:59.099 --> 00:30:00.779
people live by and they don't even
know it, which is the ABC of
466
00:30:00.819 --> 00:30:04.779
sales. Most people think that's always
be closing. The ABC's of sales are
467
00:30:04.819 --> 00:30:08.849
to always be chasing. You're chasing
your quota. You're chasing the guy that
468
00:30:08.930 --> 00:30:12.730
won't say yes, the girl that
won't close. You're chasing, chasing,
469
00:30:12.769 --> 00:30:17.690
chasing, and when you're fifty five
you'll still be chasing. If we would
470
00:30:17.690 --> 00:30:22.720
stop thinking so much from the perspective
of this instant gratification, because that chase
471
00:30:22.839 --> 00:30:26.079
starts because in your mind you're thinking, I can get this closed this month,
472
00:30:26.319 --> 00:30:27.920
I can get this closed next week, I can get this closed in
473
00:30:29.000 --> 00:30:30.119
two months. Okay, they said
next year, but I can get it
474
00:30:30.240 --> 00:30:34.640
closed then. You're so focused on
this, this this perspective of what time
475
00:30:34.950 --> 00:30:38.990
is to you. When it comes
down to what you want. Right money.
476
00:30:40.230 --> 00:30:41.910
I want money now. I want
safety now, I want security now.
477
00:30:41.910 --> 00:30:45.190
And so you chase those are you
put them on a pedestal, you
478
00:30:45.349 --> 00:30:48.630
idolize them, you puts your heart
and your mind in the wrong place.
479
00:30:48.190 --> 00:30:53.220
You become consumed by a very unnatural
thing. Money is not something that is
480
00:30:53.380 --> 00:30:57.339
natural. It is it is man
made right, is the idea of right
481
00:30:57.660 --> 00:31:02.500
economics everything. We are not human
beings that to get a little philosophical here.
482
00:31:02.539 --> 00:31:06.450
We were not made to come to
this earth and to spend money.
483
00:31:06.650 --> 00:31:10.250
It's not what we were made for. I mean, how you can even
484
00:31:10.289 --> 00:31:12.650
argue that we're not made to work, but we are made to take action
485
00:31:12.690 --> 00:31:17.769
and we are made for fellowship.
Right. We are made to innovate,
486
00:31:18.210 --> 00:31:25.079
we are made to carry out and
obey basic principles of human nature and communication,
487
00:31:25.440 --> 00:31:29.920
to accommodate those that are around us, to give a very good existence
488
00:31:30.279 --> 00:31:33.509
and memory of the time that they
spent on this earth to other people.
489
00:31:33.750 --> 00:31:37.309
And if we would focus on those
truths, we would all change the game.
490
00:31:37.349 --> 00:31:41.750
Amen, brother. Well, Hey, I know we could talk about
491
00:31:41.750 --> 00:31:45.430
this for very long time, but
unfortunately I don't think our listeners will will
492
00:31:45.430 --> 00:31:51.500
allow us much more. So,
before we close out, how can people
493
00:31:51.740 --> 00:31:55.700
find you? How can they engage
with you? What's the best ways to
494
00:31:55.740 --> 00:31:57.940
connect? Yeah, so the best
way is just to go to Google and
495
00:31:59.140 --> 00:32:01.970
type in Daale depris and pretty much
the next two pages of Google will give
496
00:32:01.970 --> 00:32:07.369
you a massive amount of resources from
me, and whether that's youtube videos,
497
00:32:07.730 --> 00:32:12.809
because I have my own Youtube Channel, or whether you somehow stumble upon my
498
00:32:12.930 --> 00:32:15.799
snapchat, because I got one of
those are my twitter page or a guest
499
00:32:15.920 --> 00:32:20.759
podcast or the selling local podcast,
which is my podcast, or linkedincom bat
500
00:32:20.839 --> 00:32:24.599
slash Ian Backslash Copyer Warrior, if
you want to consume daily content for me,
501
00:32:24.759 --> 00:32:29.000
but the easiest way to find me
and all the platforms I'm on and
502
00:32:29.160 --> 00:32:31.230
all the free information that I'm giving
away in that is some high value to
503
00:32:31.309 --> 00:32:36.869
salespeople, entrepreneurs, marketers and business
owners alike is to go to Google and
504
00:32:37.069 --> 00:32:39.910
just type in Dale deprix. Awesome, and if you do not follow Dale
505
00:32:40.069 --> 00:32:45.299
on Linkedin, highly recommended. He's
always got pointing content. I kind of
506
00:32:45.420 --> 00:32:50.819
binge on your content because I don't
necessarily go and look every day, but
507
00:32:51.099 --> 00:32:53.900
Daie, your content is fantastic.
Keep it up, my man and sank.
508
00:32:54.019 --> 00:32:58.380
So much for tank in the time
and congrats on the business success.
509
00:32:59.490 --> 00:33:04.170
This is a wrap for the be
to be growth human to human segment,
510
00:33:04.250 --> 00:33:09.369
and my good Buddy Dale de Pris, thanks for joining us. I hate
511
00:33:09.369 --> 00:33:14.640
it when podcasts incessantly ask their listeners
for reviews, but I get why they
512
00:33:14.680 --> 00:33:17.920
do it, because reviews are enormously
helpful when you're trying to grow podcast audience.
513
00:33:19.240 --> 00:33:22.000
So here's what we decided to do. If you leave a review for
514
00:33:22.119 --> 00:33:25.000
me to be growth in apple podcasts
and email me a screenshot of the review
515
00:33:25.119 --> 00:33:29.990
to James at Sweet Fish Mediacom,
I'll send you a signed copy of my
516
00:33:30.109 --> 00:33:32.990
new book. Content based networking.
How to instantly connect with anyone you want
517
00:33:34.029 --> 00:33:36.990
to know. We get a review, you get a free book. We
518
00:33:37.150 --> 00:33:37.549
both win.