Sales and Cigars | Nate Tutas | How to Think Differently About Sales | Episode 159

[00:00:00] Hey everyone, Walter Crosby with Helix Sales Development, your host of Sales and Cigars.

[00:00:04] Today's episode is with my buddy Nate Tudis.

[00:00:06] To recently we talk about how to think differently about sales.

[00:00:09] In today's episode, I want to focus on the email process that he's got going.

[00:00:14] It's called Reflections.

[00:00:15] If you want to get better at whatever role you are trying to focus on in your life,

[00:00:21] it might be being a better husband, it might be being a better father,

[00:00:24] it might be being a better entrepreneur, be a better leader,

[00:00:27] maybe just be a mastermind group. Yeah, no, I appreciate the opportunity to come back on the show and always happy to

[00:01:40] contribute.

[00:01:41] So let's dive into this.

[00:01:45] I've been paying attention to what you're doing. Anywhere's a lot of sandals. So can we talk a little bit about reflections and you kind of explain what it is? We're going to have in the show notes a way for people to engage with it. But can we just talk a little bit about why somebody, what it is and why somebody should sign up and who that person is?

[00:03:00] Yeah, 100%. I mean, who should sign up, who should be interested in it?

[00:03:05] Is really anybody that wants to follow thinking about what they can do to improve their life or their lives around them. of my goals and objectives, selfishly and openly, and I share this when you first subscribe to Reflections, the first welcome email you get kind of lays this out on the table. But my hope and my goal is to add value to people by helping them to think differently

[00:05:40] about the way they're approaching entrepreneurship,

[00:05:43] the way they're approaching sales,

[00:05:44] the way they're approaching coaching,

[00:05:45] the way they're approaching leadership,

[00:05:47] kind of the triumvirate is about. But it's really breaking the code on daily emails to provide value to others by simply challenging them to think differently about some of the things that I'm reflecting on each day.

[00:08:23] And it's, it becomes a daily email, and then you'll get the next portion of the thought in the next email and the next portion, the next email. So they kind of string together and then I'll change the thought of what I'm actually talking about. So I might be talking about sales and you might get three or four emails on sales. and teams are children, but it's how we look at that and how we go about trying to lead and trying to sell, those are common threads.

[00:09:44] You get out of it for me is that I'm using it as a thing to help me think about it. And when I put the string together, maybe that's how I saw it.

[00:11:00] It's like, oh, this applies here.

[00:11:02] And then like, oh, there's something different here.

[00:11:04] But there was a thought that carried through

[00:12:05] Well, it's it also applies to coaching leaders, coaching salespeople, coaching baseball teams, is getting somebody to

[00:12:10] think about things differently.

[00:12:14] When I've been coached,

[00:12:16] no matter what, if it's an athletic thing or

[00:12:21] professionally or just just coaching from a mentor relationship your brain will do what it can to answer that question. If we're not careful about the questions we ask ourselves, we can take ourselves in the wrong direction without even knowing. Correct. Yeah, the brain likes closure, right, on anything. And so when you ask it a question,

[00:13:41] it starts searching for the answer. And what before and a lot of the reasoning for that is as you're going through and asking yourself questions and journaling about that it's preparing the subconscious mind so that while you're sleeping your brain is actually already looking for answers Isaac Newton

[00:15:03] Leonardo da Vinci and number of see it at night. And like for some people, they could go take a nap. Other people, it's like, I'm going to put all this stuff down, and do you referring to it? Just a daily email on my reflections. That's really all it is. It's, you could call it a daily newsletter. It's not really a newsletter because I'm not sharing news. I'm literally just sharing my reflections and how I go about thinking about things. It's a lot of work. It is.

[00:17:40] It's been a fun process though.

[00:17:44] Cause like I said, I'm really, and learn the positive and negative side of it. So what actions did that individual take that led them to this point in their life? What are the ramifications of that? Either, you know, positive impacts or negative implications of what they just did and how they made that decision. And that's really given me kind of to, you know, no pun intended, but that

[00:19:01] were reflective state as an individual, having three older siblings where I I think you've got that created in your mind and you're trying to share it, but as you go through this process, because you're learning to write differently, you're learning to write not really a formal lake, but in a way that crystallizes your ideas with the right

[00:20:21] message and the right tone and the right amount of words. So, I mean, that's

[00:21:29] had 37 revisions. I marked them each time and some were significant and some weren't, but it's a lot of work.

[00:21:33] Yeah, and that's one of the things that I also try to do with these is I try not to

[00:21:38] put a ton of editing into them. I try to write it first time as best I can. I'll go back

[00:21:44] and make grammatical changes if I need to or I have a newsletter, but I'm not in the newsletter business that isn't my main source of revenue. For me, it's like, get the idea, get the concept down, get it out there, figure out how to have brevity and clarity around it, and put it out there in the ether, and then adapt and iterate. That kind of goes into my

[00:23:00] success philosophy a little bit. You're getting a lot of feedback?

[00:23:05] Are you talking audio feedback? Are you talking feedback regarding the... So in the show notes for this episode, we'll have the link in there. It's pretty simple. It's your website with the forward slash reflections. I'm also gonna put in the newsletter. Hey, so you wanna like take two minutes and describe what's in the newsletter

[00:24:23] and how that's different?

[00:24:25] Yeah, so a's some real, and I know we're friends, so, and I'm a little bit biased, but I'm also pretty honest, and I think there's value in here for anybody that really wants to get better

[00:25:41] at whatever the hell they're doing.

[00:25:44] Because if you start to think about things

[00:25:46] in a little bit different way,

[00:25:47] and you can you do develop a direction for yourself that's focused around Napoleon Hill, what it called it, your definitive purpose, other people have called it your life's mission, and making sure that those things actually include one thing I think Hill kind of misses, but it's

[00:27:00] evident in society if you just think about what the core markets in the world

[00:27:04] are. You've got health I mean, those are solid,

[00:28:23] especially with the direction, which one of those three

[00:28:26] we want to focus on. I think we've established that it's something that people should go check out. That was my objective here. We can start to have conversations around this where we talk about it from leadership perspective. We can talk about it from a sales perspective

[00:29:42] because it all is intertwined.

[00:29:45] It's all together. focused on, I'm not just becoming the best athlete in the world. I'm becoming the best athlete that not only wins one title, but then goes on and challenges myself to win another and another and another. And that's one of the things that Jordan was so great at. He didn't focus just on winning the title. He looked at it and said, no, I'm going to be the best basketball player

[00:31:02] that's ever existed, which means I'm not just going to win one. I'm going to win multiple.

[00:31:03] So as soon as I'm done, and I think Jordan, I'm sure has similar stories, could be there so that the part of his goal was to do the work and the goal itself would take care of itself if he did the right amount of work. Right. I had a conversation with a salesperson today in that you are going to meetings with prospects

[00:32:23] unprepared.

[00:32:26] And he was like, you've never listened This is for me to have fun and the other part of it is to add value to the audience and hopefully you did that. Yeah, absolutely. Thanks, man. Thanks. I love sharing secrets when I figure them out. That's why I created this program called Sales Hire in Secrets. Earlier in my sales management career, I was terrible at hiring salespeople.

[00:33:41] They failed more often than not.

[00:33:43] Then I discovered the secret that you can't hire salespeople the same way you hire everyone