Sales & Cigars | Mastering Sales with Gerry Weinberg | Episode 190

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

[00:00:04] Today's guest is probably the guy that's the most responsible for the money I have made,

[00:00:12] the development that I have made, the strides that I've made in the sales profession.

[00:00:17] Gerry Weinberg from Gerry Weinberg and Associates.

[00:00:20] 30 years ago he taught me what is the foundation of what...

[00:00:27] How I operate, how I think about sales and we just have a great conversation about sales as two sales professionals.

[00:00:36] Talking about what we think is right and wrong with the business today.

[00:00:40] Sales people are still struggling.

[00:00:43] They're struggling for a lot of the same reasons that they struggled at the beginning.

[00:00:47] And some of it has a lot to do with the business owners and CEOs that they work for.

[00:00:52] And we talk a little bit about that.

[00:00:54] We talk about sales managers struggling because they're put into positions, but they just can't win.

[00:01:01] They're not given the tools.

[00:01:03] They're promoted for the wrong reasons.

[00:01:05] And Gerry and I agree on something that when you start a program to train or develop your sales team,

[00:01:13] you have to get the managers, you've got to get leadership involved.

[00:01:17] They got to buy in. They got to support this endeavor.

[00:01:20] Otherwise it just won't work.

[00:01:23] So go grab a cocktail, grab a cigar, strap in for another exciting episode of Sales and Sagarps.

[00:01:44] So Gerry welcome to the program.

[00:01:46] I am not sure why it took me this long to get you on.

[00:01:51] But I...

[00:01:53] Saving the best for last but you're not my last either so.

[00:01:57] I don't know what Mike's excuses. I don't have them.

[00:02:00] We go back away.

[00:02:03] Is it...

[00:02:04] Is it 30 years? 28 years?

[00:02:08] When did you remember when we started?

[00:02:11] I don't specifically remember when used to, I do that.

[00:02:15] No, this is our 30 second year of doing Sandberg.

[00:02:26] So...

[00:02:27] We should...

[00:02:33] You're the person responsible for me being successful in sales.

[00:02:39] You're the person who gave me proper training, didn't let me off the hook.

[00:02:50] So you kind of...

[00:02:52] The Wizard of Oz behind so many salespeople in the Metro the Trader.

[00:02:57] You're being very kind obviously.

[00:03:00] You had a great deal to do with it.

[00:03:02] I just listened and tried to apply things.

[00:03:05] I need to go.

[00:03:07] So let me ask this question.

[00:03:10] Is there a book that...

[00:03:13] Like if you got a business owner who wants to grow and has sort of a mindset issue,

[00:03:20] is there a book that you recommend that they go get to something that you want to do?

[00:03:26] Do you have a gift on a regular basis?

[00:03:29] We probably have well over 30 Sandler books at this point,

[00:03:35] but I have read probably close to a thousand business books along the way.

[00:03:44] I try to read on a regular basis because...

[00:03:49] You know what?

[00:03:50] You never stopped learning.

[00:03:55] And...

[00:03:55] I went into the...

[00:03:56] Of a quote from my father.

[00:03:58] He said, all my life have been searching for the answers.

[00:04:02] And now did they finally found some of the answers.

[00:04:05] They've gotten changed all the questions.

[00:04:10] You know that's...

[00:04:11] That's...

[00:04:11] That's so true.

[00:04:12] I mean, the world has just...

[00:04:13] His changed.

[00:04:14] I mean, we got into this business when there were facts machines and...

[00:04:18] I had a bag phone.

[00:04:23] Ninety...

[00:04:24] Ninety-nine-two.

[00:04:25] I mean, it seems like a long time ago and it was.

[00:04:29] But...

[00:04:29] You know, we're still young.

[00:04:30] We're...

[00:04:30] And I'm surrounded by young people on our team.

[00:04:35] And...

[00:04:35] What my daughter, Alana, who's really running the company.

[00:04:38] She's...

[00:04:39] She's the owner of it now.

[00:04:41] Uh...

[00:04:41] If we're in a whole new phase, it's amazing.

[00:04:43] And we just keep running.

[00:04:45] And it's...

[00:04:46] It's...it's a beautiful thing.

[00:04:48] If you have...

[00:04:49] You've adapted...

[00:04:51] From the facts machine era.

[00:04:53] I should've...

[00:04:56] We've had to.

[00:04:57] Yeah, I can't even...

[00:04:58] I can't even...

[00:05:00] I remember my first job in New York City.

[00:05:05] The...

[00:05:06] I walked into the...

[00:05:07] The...

[00:05:07] The...

[00:05:07] The...

[00:05:07] The...

[00:05:07] The guy that owned the company was in there.

[00:05:14] He was all excited because he had bought it.

[00:05:17] A...

[00:05:17] A...

[00:05:17] A...

[00:05:18] A...

[00:05:19] A...

[00:05:19] A...

[00:05:22] A...

[00:05:23] A...

[00:05:24] A...

[00:05:25] He was like so excited.

[00:05:27] And I'm like, well, who are you going to fax Joe?

[00:05:29] And he looked at me goes,

[00:05:31] I don't know.

[00:05:34] He placed on the phone, calling all of his...

[00:05:36] His buddies to try to figure out who had a fax machine.

[00:05:40] So he can track this faxed.

[00:05:42] And his lawyer had one.

[00:05:43] So that was...

[00:05:44] That was his perspective.

[00:05:47] Um...

[00:05:47] But the...

[00:05:49] I think...

[00:05:50] You probably have a bunch of these stories.

[00:05:52] But, you know, is there talk a little bit about something that you thought was going to be

[00:05:59] a failure that it wasn't working out and then through your will and tenacity

[00:06:05] it turned it into success. And I know that could be like a lot of sales deals but is there something

[00:06:11] big that stands out in your career? Well, you know, I've always been the sales person

[00:06:20] and even though we're the sales and training business if we don't sell,

[00:06:26] got nobody to train. And not recently we have to be very good at training as well and we have

[00:06:31] success. A mutual friend of ours they've had a term called Will To Sell and I always had that.

[00:06:45] I mean, I can remember as a kid that it's you know shoveling snow, doing lawn mowing,

[00:06:52] selling newspapers. I was always the best as a kid as a teenager because that was my motivation.

[00:07:05] I wasn't going to be a second basement for the Yankees so I had to do something and

[00:07:10] I still have that dream by the way but now it's for the Tigers. He's still at the

[00:07:15] phone line, he's still at the line in the house just in case I don't want to miss the call.

[00:07:20] I don't want it to go voicemail and you know, we just had the draft recently and my name was

[00:07:27] not at all that so on that check. I checked from time to time to see if you're on the list and I

[00:07:34] so anyway we're having fun as far as successes and failure, you know, starting out in this business

[00:07:46] I failed on a daily basis but I learned that failure was good from the point that you learn from

[00:07:57] your failures so you don't repeat them and as we started out in this business with what I call

[00:08:07] onesy two seed type opportunities that's how we started that was that was the beginning

[00:08:19] and how it has mushroom because those people have introduced me along the way and then introduced

[00:08:27] our company to some giant companies which is you know we're still grateful for that and

[00:08:36] referrals of such a key to our business referrals and introductions and today with people moving from

[00:08:44] company to company we've been able to stay in touch with them and they take us to their new company

[00:08:54] you know some fairly large companies some global companies I mean that we were never going to

[00:09:01] get to the present of the company by picking up the phone and calling I mean you got to be referred in

[00:09:08] and it's just beautiful along with the growth of sampler when I got in this business

[00:09:14] I think there were maybe 30 of us and as you know it's a franchise and we were all

[00:09:20] east of the Mississippi and today we're at 30 countries I mean yeah we are the biggest sales

[00:09:28] training organization and whether we're training an individual or mid-sized company or a large company

[00:09:34] doesn't matter the process works the system works and it's it's my life it's my livelihood

[00:09:45] and people say I mean wineburg you know why you work at them I mean you could be tired right

[00:09:53] I gave up golf I wasn't very good at golf and my wife knows like I can't stay home I got to do

[00:10:01] them like it can only go to the gym so many days a week this is a lot of fun you could play a little

[00:10:09] squash but even that right yeah those days they're you know the guys I played with now are

[00:10:15] half my age and twice is good and so they don't have that whole half that dude who gives me any more

[00:10:22] on top of time I was pretty good I you know I'm wants some racket all trophy you spent you know

[00:10:29] it's that there's no reason to retire and the such you can you can kind of take your time you

[00:10:37] can do what you want to do but what really comes out of what the time I spent in you know

[00:10:45] in the basement of the old co-america building right we go back a lot of time we call that lower level

[00:10:51] but that's okay okay I went downstairs from the ground floor yes and but the passion that was there

[00:11:04] for everybody that was in the training room is is still there today yes you know when you know whether

[00:11:12] you're you're talking about sales you're talking about skills training you're talking about what

[00:11:19] you do that passion hasn't wait no the passion is still there every day I can't wait to get out

[00:11:27] of bed and come do this and because I know every day there are companies we can help

[00:11:35] the individuals we can help to grow and you know it's interesting Walter the the quality

[00:11:43] of I'm going to call it salesmanship or that can move better word hasn't really gotten any

[00:11:49] better after all these years when I first got in sales we were 100% commission so you know

[00:11:58] you were motivated excuse me you see a some lack of commitment on the part of a lot of

[00:12:14] but it was what you what you mentioned earlier our mutual friend is that mental toughness

[00:12:25] and we have a you know I have a theory about why sales for the profession hasn't elevated

[00:12:38] itself over the years I mean I think it's it's one of the highest paid professions I think it's one

[00:12:44] of the most you know enjoyable it's fun if you're not having fun you're doing it wrong all right

[00:12:52] but the bar to entry is can you fog a mirror can you show up for an interview sometime not always

[00:13:03] sometimes and that that hasn't really changed to go get an entry level sales job it's it's

[00:13:11] pretty it's pretty easy if you're willing to do the work it's harder to be successful because

[00:13:18] you need all of those the mental toughness you need to be willing to learn and and I see that

[00:13:27] I see that a lot when when I'm working with sales people it's like well this is good enough

[00:13:35] or I'm okay with where I am and to me that's I mean it's okay to be comfortable it's okay

[00:13:43] to take a minute to enjoy what you've accomplished but if you don't have a drive to get a little

[00:13:50] bit better I don't on a daily weekly monthly basis if you're not driving because you're just going to

[00:13:58] you're going to stay in that same that same spot and I see that it's been there for a long time

[00:14:06] but I don't see that changing there well you mentioned a few words in there that are that I think

[00:14:13] are critical to success there's still a lot of people in in comfort zones and not willing to do

[00:14:22] what it what it takes there's fear of success you know the fear of picking up the foam and

[00:14:32] and and calling so more you know prospecting is that hasn't gone away

[00:14:40] because I don't care what your book of businesses today you're going to lose some business

[00:14:47] through no fault of your all they're going to die they're going to move they're going to

[00:14:53] merge they're going to be acquired private equity whatever it is and you've got to replace that

[00:14:59] business at the top of the funnel constantly David Sandler used to say that they used to say that

[00:15:09] hasn't changed to the fear of picking up the foam people hate the word no it's my second

[00:15:15] most favorite word I love those okay it is the second favorite word right now heard that a lot

[00:15:22] in the lower level and if you look out the window behind me that is the American building and we

[00:15:29] moved four years ago we're now next to the organic building we spent a lot of years in that building

[00:15:37] yeah a long time and I think there's a so the other part of my theory is that the low bar

[00:15:46] of entry and complacency in the sort of lack of desire to grow and they almost see sales as a stepping

[00:15:55] stone to go do something else you know but I think there's another big factor that

[00:16:03] the thing that's kind of worse than sales people's mindset is that of a sales manager all boy

[00:16:11] right I mean that they're just I mean I always share my story that I was promoted I was at a

[00:16:20] holiday party back then was a Christmas party and I was the two owners said hey come to the bar

[00:16:27] want to talk to you I looked at my wife and like I get your purse and your coat this is either

[00:16:33] going to be really bad and we're going to leave or it'll it'll be okay and they offered me the

[00:16:40] sales manager director job for U.S. and Canada and you know I was an idiot and I said yes

[00:16:50] and you know I was excited about it and on the way home my wife asked me the question

[00:16:55] that's great I'm happy have you ever managed anybody before because you can barely manage yourself

[00:17:05] I've been there but but I had to go out I mean she put she's trying to be light on it so I had to

[00:17:13] go out and figure out what that what I needed to do you know reading books and talking to people

[00:17:19] and trying to understand it it takes a lot of effort because you know I had a role where I still

[00:17:25] had to produce plus manage five or six nipple had and so it's so tough to balance that

[00:17:33] so very difficult and of course nobody taught you how to be your coach and that's what that's

[00:17:39] what a 60 70% of the sales manager should be their time should be spent coaching they hate it

[00:17:45] and so they don't do it and then you know at some point they get fired

[00:17:51] it's not a problem in many companies is really at the top with management because

[00:17:58] they're not hiring the right people for saying I mean I became a sales manager because I was the best

[00:18:04] salesman and I was totally I mean that was horrible and I wouldn't have known sailor to that

[00:18:11] you know and then as you say you also have to produce as well as to oversee the team it's

[00:18:18] very very challenging and management does not know even today how the whole people accountable

[00:18:28] you know how to get rid of deadwood and they keep people forever because well everybody likes

[00:18:37] and they don't produce. I want to tell you about a project that I started called sales

[00:18:43] velocity it's a weekly email that comes out early on a Monday before the shit hits the fan

[00:18:50] and what is it it's just sales tips it's for that for that business owner that CEO that sales

[00:18:56] leader is looking for a little tip to kind of inspire them for the week an idea that they might

[00:19:01] be able to try to implement it's very simple it tells a bunch of stories about me

[00:19:06] things I've screwed up along the way some successes all you have to do is go down into the

[00:19:11] show notes and click on the sales velocity link and you can sign up and you'll they'll pop

[00:19:15] into your email on Monday morning just once a week. And it's you know so the lack of accountability

[00:19:24] it starts with the CEO the business owner right they have to set that tone and it doesn't have

[00:19:30] to always be a stick right you can give people a chance and you but what I see a lot and I'm curious

[00:19:39] is to your take on this is that accountability is difficult because they don't set the expectation

[00:19:47] they don't clearly say we expect you to make 40 outbound calls a day and then they have a cookbook

[00:19:56] from there that gets them to what they need to do. They don't explain that it I mean is there another

[00:20:03] I mean that's and that should be coming from the the top somebody at the top should have figured this

[00:20:08] out and told the sales manager and they just hope that sales people and sales managers figured out

[00:20:15] yeah it's a major challenge we do what we can I mean you know what happens you know somebody

[00:20:23] reaches out to you and they they want you to come train your people and they think well let's

[00:20:29] let's do you know we get calls all the time you know we'd like you to come out and do

[00:20:37] a one day some of our force and you know my standard answer after all these years is that you

[00:20:43] wanted to work because you know you're going to write me a big check and people are going to have

[00:20:50] a good time but 30 days later they won't remember anything I mean we're all about and I know that

[00:20:56] you are a big proponent as well if I'm going reinforcement training without that it won't work

[00:21:02] and the results that our clients get I mean after years and years I mean they they keep staying with us

[00:21:10] for a reason they get better and they keep growing I got an email earlier this week from from the

[00:21:19] company the small company we doubled their sales and they thought they were fixed right and

[00:21:26] it's they figured they didn't need us any more me well you know it's probably for not half of it

[00:21:33] and they cut the triple business but it's story for another day but it but it speaks to the mindset

[00:21:39] of the business owner and in this audience there's a lot of business owners there's a lot of

[00:21:49] billion dollar organizations but you know tens of millions of dollars in revenue and you know what I

[00:21:57] what I try to get them to see is that you're making assumptions about your salespeople

[00:22:02] that they know what to say and they know how to say it and they have the right tone and you know

[00:22:11] just because they do it once doesn't mean they can do it two or three times it's a it requires as you

[00:22:18] say constant attention coaching and facilitating those things and then you bring new people in

[00:22:27] and you gotta you gotta bring those people into the to the fold as well yeah and you know

[00:22:34] along the way we've learned a lot obviously culture is this credit critical success one of the

[00:22:40] things a lot and I are working with a company right now where we're only starting with the

[00:22:48] entertainment because in we've learned now through the years we don't start with salespeople we

[00:22:55] start with management and they get to go first and they need to experience it because after all

[00:23:02] they're going to be with their salespeople on a regular basis and we may only see them you know

[00:23:10] whatever the cycle is once a lot of once every two weeks we've ever and management has to buy in

[00:23:17] and if management doesn't support any training you can't just write a check and say you know go

[00:23:23] get them they have to support it and they have to know what their people are learning

[00:23:29] otherwise it will work this just thrown in way money. So there's a sort of this takes them to an

[00:23:38] institute of you know we've done sales training and it doesn't work yeah they kept it off the box right

[00:23:45] right and you know if you dig into the to like what did they do they didn't have their sales manager in

[00:23:52] the sales training the sales manager is a special busy you know you bring up culture and you know

[00:24:06] paymish knocks head of quote or I don't know you said it to me so I probably said it to thousands

[00:24:13] of people yeah the sales culture is the attitude in the behaviors that you know the the company

[00:24:20] accepts right if you accept mediocrity and if you accept lack of accountability and you accept

[00:24:29] poor performance that's your culture it's trying to unravel that it's sometimes it just feels like

[00:24:41] you know it's not I I get to my my point this is a little therapy for Walter Gary

[00:24:49] how do it's a lot of times I feel like I care more about the performance and generating the revenue

[00:25:01] then the business owners do yeah and I I really struggle with with that and trying to get their

[00:25:13] attention and it's like you feel like you get your I feel like I get my head padded like it's

[00:25:19] it's gonna be okay if we do 12 or 15 it doesn't matter it doesn't matter of course

[00:25:28] I'm I'm reminded of a of a samar trainer in our network who will actually say these words

[00:25:36] when they're still a prospect he says if I am more committed to your growth than you are

[00:25:43] this isn't gonna work and we might as well in that start. Not those are gutsy words

[00:25:51] and you know if you're uncomfortable asking tough questions and doing gutsy things in life

[00:25:57] we'll get out of the business completely and I use to tell me I need to say whatever

[00:26:06] I wanted as long as I said it in a nurturing fashion hasn't changed yeah but I still struggle with

[00:26:12] nurturing because my version of what you just said is that we're sitting at the table we're

[00:26:18] already to go the the checkbook is there the agreement is signed and I look at him and say can I

[00:26:24] tell you why this isn't gonna work you it's a little harsher and I can't always get myself out of it

[00:26:36] but I think the situations where I don't get out of it is is they're good because it would be a failure

[00:26:43] and I don't like failures but I really do need this often that up a little bit. Well

[00:26:51] the moment we let a customer client a prospect dictate to us about our business they don't know

[00:27:01] our business they think man I got a great sales team they've been with me on an average of 15

[00:27:06] 20 years blah blah blah we're doing great and then then we find out that half of their people

[00:27:15] aren't trainable and coachable okay should be in being not not being hard training program

[00:27:22] shouldn't be in a company and that's why I know you believe in and doing assessments as well before

[00:27:30] hand it's a diagnosis to the benchmark what's going on and saying what the real issues are not

[00:27:39] the surface issues yeah they're underlying hidden things that are getting in the way of their success

[00:27:46] and backline and it and they can be used as coaching tools rate that I was with a client last week

[00:27:57] going through the analysis initially and like you've got nine people and you know what is this

[00:28:07] showing here and everybody agreed that three of the people are in the wrong role. Good people

[00:28:17] loyal and then like so why are they still in this role they're struggling your frustrated

[00:28:25] who's this decision you know is this what can we do to move them around because it says

[00:28:31] clearly here that they are not coachable. You just reminded me I have a situation very similar to that

[00:28:38] with one guy who absolutely did not have ambition in drive didn't have anything and I didn't want

[00:28:44] to take him into the training I said I don't want you to pay for this guy he's never coming any better

[00:28:49] he says to make the jury he's my brother and mom I can still remember that to this thing

[00:29:00] but that's a that actually is a line from I go back to the cassette tapes with David Sandler

[00:29:10] you know doing his little workshops cassette tapes. We have remember cassette tapes? Oh yeah

[00:29:15] yeah and there there is a line in there like he's still with you because he's your brother and mom right

[00:29:23] and I don't remember all the contacts but it but it's not always a brother and mom it's just like

[00:29:29] somebody feels some type of allegiance to this people and there are in very few cases

[00:29:38] and I just had I just had one recently of a breakthrough with somebody who was conditionally

[00:29:45] compliant and it should do whatever we wanted her to do as long as she thought it was a good idea

[00:29:53] and they'd let her get away with things for a very long time she was a top producer but not the

[00:29:59] top salesperson you know what I mean so the management is in the cow. Yeah and they just let it

[00:30:09] go and like she has potential she just we have to get her attention and once once I was

[00:30:20] allowed the latitude to get the attention I mean she's off to the racers. That's great I mean

[00:30:29] she'll be unstoppable but that's the rarity most of the ones that that aren't performing or not

[00:30:35] performing for sales I use sales DNA they just have some sort of mental their mindset is off

[00:30:47] their attitude they don't do the right behaviors and it's incredibly frustrating to watch

[00:30:55] you know I've I said that person can't come into the program because it's you're just going to

[00:31:01] waste money and they're literally offended they don't want to throw their money. It's really what

[00:31:10] the term hostages comes up frequently you know you're all in half it's the hostages in the room

[00:31:18] that's that's a good way to look at it so there's another thing that's popped up in my world where

[00:31:25] people are talking a lot about it and I'm kind of curious your your take on it and I'll give you

[00:31:33] mind so that maybe you have cover but work life balance you know I'm the guy that was making

[00:31:44] a sales call from Disney world online for a ride plenty of time with Disney World when you're

[00:31:53] right and I get a guy on the phone and he's like where'd hell are you? Just you're like

[00:31:58] told him what I was doing he's like why you call me I'm like you said it probably won't

[00:32:02] me to help so I got time to talk to through like I can turn it on and off but like what's what's

[00:32:11] the theory you know if your theory on sales and having that that balance if for a sales person

[00:32:21] is to how they operate you get them get them please I mean you've got some people that

[00:32:28] think they need to work 80 hours a week but if you've got someone that can produce strong results

[00:32:34] in 30 hours a week go for it. Yeah really and we just came back from 10 days in Florida

[00:32:47] you know we thought it was hot in the here but it was a furnace down there but we so happens

[00:32:54] we have our youngest son in this family around there and we have two little grand sons and so

[00:33:00] it's important to to spend some time there as well. You kind of be able to balance it

[00:33:08] you know if I want to take off it's really a clock and you have to go to the gym. I'll do it

[00:33:15] I still get up early in the morning it's it's my nature it's it's part of my mindset

[00:33:23] and you just have the balance it I was a dance solvene quiet for many years since to teach it

[00:33:32] and we had the concept of focus days and and free days and a free day is is a 24 hour period

[00:33:42] where you don't even think business you know you know look at the phone they don't really well

[00:33:50] I've wanted that one I mean I still read you know I'll still do emails

[00:33:57] I'll read emails when I'm on vacation and I still consume newspapers every day

[00:34:05] how many of these days? I'm down to about four and a half I get I get the free press

[00:34:11] and the Wall Street Journal at 430 in the morning and the driveway in the rest I read digitally

[00:34:17] I still do the free press crossword at night it's it's my nature I mean it's it's it's it's

[00:34:28] it's who I am you know I still read a ton of books I got to kind those the best thing

[00:34:35] to never happen for my reading because when we used to go away on vacation I have to suitcase it would

[00:34:41] be books so we've gotten test that and you know and all the emails and all the news letters and

[00:34:50] everything else it's it's my life I'm a lifelong woman you know whatever that is I'm sports is

[00:35:00] a huge part of my life I mean I still follow back scores every day I mean it's it's who but I am

[00:35:12] that part isn't going to change but it's part of my balance

[00:35:17] balance

[00:35:19] you your balance is so what you're saying is you know you have to figure it out for yourself

[00:35:28] and you have to find time to turn on turn off if I go away and I really try to take a week

[00:35:36] where I'm just going to be away you know five 30 I'm still looking at emails

[00:35:41] right and it's five 30 at night you know I might have a cocktail in my hand in a cigar

[00:35:47] and I might be looking at emails that point as well because it's just to me it's like I don't

[00:35:54] want to come back to craziness understood yeah but it's I think it's part of being an entrepreneur

[00:36:04] and that's what seals people are they're entrepreneurs. Exactly exactly because you work on for yourself

[00:36:12] my my dad was a business owner and I had a small furniture store in the state in New York

[00:36:21] and I learned from him he was a mentor I mean I did start with a full-time freshman

[00:36:29] nobody knows what that is anymore I know what that is you he was door to door yeah

[00:36:35] you know I don't think we had two nickels to rub together but somehow I was able to go to college

[00:36:43] and my sister was able to go to college and he he had a wife and it was good and

[00:36:52] he was my mentor and physically we even look the same which could be scary when he passed away

[00:37:02] my sister said you know I have a picture of dad and I'm the refrigerator door to look at

[00:37:08] me time to time and I said I just look in the mirror so anyway that's funny but but the

[00:37:21] the door to door salesman back then I mean not gonna undo her is in the neighborhood not gonna

[00:37:27] every door that's tough yeah because it's personal right it's not just to click that you hear

[00:37:34] on on with a phone call being somebody hanging up it's literally a door being shut in your face

[00:37:43] you know and you know maybe some snide little comments but I will tell you kind of

[00:37:51] this is kind of you're probably delete this from your recording but it was kind of off-kilter

[00:37:57] but my dad and in those days it was a glass milk bottle my dad had a glass milk bottle

[00:38:05] empty under the front seat of his car so that if nature called because okay okay you can delete that

[00:38:18] but I you know I can remember that it's a kid you know go out

[00:38:22] hopefully they got that got laundry every once in a while yeah

[00:38:30] last last question I mean we could talk quite a while but is there something in particular

[00:38:39] that jumps out at you it all not neat names but just anything that you hear on social media or

[00:38:49] books about sales development sales training some guru giving advice that just sucks and

[00:39:00] I mean there's some stuff out there like you know the phone is dead right or whatever right

[00:39:08] the people that say that and is there anything that stands out in your mind over the years that you've

[00:39:15] heard that just really you don't have to use the word sucks but just it doesn't you know

[00:39:22] doesn't land well with you people what do people out there having a gender so

[00:39:30] depending on and what it is that they're pushing so they will tell you that

[00:39:36] Nicole calling doesn't work because you may make 99 dials you may you may talk with six people

[00:39:45] you may set screen meetings you may close two deals but here's a number that will blow you away

[00:39:55] and it has only gotten worse since since COVID there are over 300 billion to the B business email

[00:40:05] in this country every single day so more and more because people say Coca-Cola doesn't work

[00:40:14] so the amount of emails go on like this but the amount of openings is going like this

[00:40:23] we were on radio for years you know so I came here

[00:40:30] to be there and that really helped to build the business and even today people say I remember

[00:40:38] used to say we're famous for our difficult expenses sales training it's not for everyone

[00:40:44] make the phone ring but here's what I know whether you're sending emails or texts or video emails

[00:40:55] you've got to have a balance of all of them we call sequencing phone calls work

[00:41:04] and you can have a conversation with someone and you know everybody's talking about artificial

[00:41:12] intelligence it's going to change the universe. It is still a business of people and you have

[00:41:19] to be able to have a conversation with someone, a business conversation and as we know for years

[00:41:28] and years the biggest problem that sales people have is they talk too much.

[00:41:35] So you've got to be able to ask questions and I get permission to not only ask

[00:41:42] good questions but tough questions because they know that my job is to find out the real truth

[00:41:49] otherwise this isn't going to work and so all those books out there that talk about

[00:41:55] doing this and doing that are a lot of gurus still need to pick up the phone and call

[00:42:03] and balance it and as we know it's it's taking more and more attempts if you're

[00:42:12] co-college to find out what it reads the right people and you got to read the person

[00:42:20] higher up. You've got to get to see us with a gal that can say exactly and

[00:42:27] they take they say 12, 14, 16 attempts I don't know what the real number is if it changes for

[00:42:33] everyone gotta have cell phone numbers obviously and that's why we do

[00:42:43] thank goodness for refurls and introductions I mean someone will you know introduce us to

[00:42:51] to someone and that's beautiful because that's saying was already made before we ever get started

[00:42:56] it's pre-sold pre-sold I mean the high high percentage and thank goodness for that I mean we've

[00:43:06] we've earned it you know we've helped a lot of companies make a lot of money and grow their people

[00:43:14] and you know we see people in all the streets in the restaurant and all of my life will be there

[00:43:21] and the guy that was saying your husband changed my life I mean that's it's nothing better than that

[00:43:29] so I started this conversation I mean it's true and it's more than growing sales it's

[00:43:36] it's growing people you know for confidence somebody people just in this country I mean everybody's

[00:43:44] torn apart you know politically and everything else and they're doing gloom there's so much positivity

[00:43:52] out there and to keep people that confidence to succeed in sales let's face it sales is tough

[00:44:05] all right I mean to be really good I mean you gotta I don't care how good you are you have to

[00:44:10] really want it use the term earlier ambition and drive if you don't have that

[00:44:17] you're gonna get off the bus you know the first time you hear a no you gotta wait through all of

[00:44:24] and it's taking longer and longer to close deals as you know you know and one of our sayings is

[00:44:32] time kills deals so a lot is doing a webinar at this very moment on high-quying management

[00:44:44] and more penis right yeah exactly you know it I heard it when I was in Orlando

[00:44:52] yeah and so this is a one hour version of that going on right now from two to three o'clock

[00:45:00] but that's another way to sell it's from the to being on stage oh I have a good

[00:45:06] better stage absolutely absolutely what you're doing here with us I mean I don't expect a phone's

[00:45:13] gonna ring off because even I are talking but wouldn't have to be nice but that's all that's

[00:45:20] part of growing your business everything works and nothing works you have to do it all exactly

[00:45:29] and Alana's gotten really comfortable on stage yeah in really comfortable on stage in front of

[00:45:38] her peers which is the toughest yeah where we can be difficult although sales people are the easiest

[00:45:49] what did you say like shooting fish in the barrel right the easiest sales people the easiest to sell

[00:45:54] because we want to we want to buy I I I I think I think you answered my question it

[00:46:05] it's all about doing a little bit of everything trying to get better at all of it

[00:46:13] because I mean we can we can tie it back to baseball right if you got a 30% win rate you

[00:46:22] can earn a living and in some companies you can be a hero the only other place you can really do that

[00:46:28] is you know baseball all of them three hundred or you know weatherman you don't even have to hit

[00:46:36] 300 but I think there's a I think you kind of landed on the thing that I hear that people say this

[00:46:47] or that is dead and you got to do social media and I think you got to do a little bit of everything

[00:46:53] be everywhere and and but the message has to be you know what your brand is right you know if you

[00:47:06] want you want to change lives whatever that is that has to come out I think and when people try

[00:47:14] to switch from doing this thing to that thing and being this guy over here it it it

[00:47:21] relieves credibility and in sales you know we have it is incredibly difficult you got to have

[00:47:30] the commitment the desire to do it but and you got to have that that drive to get

[00:47:37] to try to get better and take a little risks take some risks because the rewards are there if

[00:47:44] you do I mean it's no growth without risk was that's one of David sailors great one line

[00:47:50] there's no growth without risk and never be satisfied just keep moving all right let's

[00:47:59] I usually ask could go to the last this question I know the answer to the question but I'm

[00:48:05] going to ask it anyway. Castor present any relationship with cigars for you

[00:48:12] or any cool story you saw what cigars I have never smoked a cigar and it's not in my list of

[00:48:20] things to come off so no disrespect to you don't take it yeah it's just that late not my

[00:48:29] I've never smoked a cigarette in my ever but I have had a couple of cigarettes there you go

[00:48:39] and you enjoy that this has been great why did we wait so long to do this I don't know it's my fault

[00:48:48] this is a no-file thing yeah but I don't have any I don't have any excuse okay just

[00:48:56] I don't want to do it again we wait it could be I mean but the areas we could go

[00:49:06] were and so yeah we could do it again I appreciate you taking the time from your

[00:49:12] perch what are you guys on the fourth floor now in the eyes second floor second floor okay

[00:49:18] so you've said a bunch of things here that I think you know people are interested I am a big fan

[00:49:25] you know you taught me how to I'd engage with with prospects and customers you taught me that

[00:49:33] you know commitment that that that drive I still struggle with the nurturing thing a little bit but

[00:49:43] it's just part of my nature sometimes I like to get myself into trouble so I can see if I can get

[00:49:47] myself out I don't know if that's a massacist or what but so how do people how do people get

[00:49:56] touched with you I mean I'm gonna have all your your details in the show notes but you know

[00:50:01] if they want to ping Jerry is it email phone number call you I love I love cell phone calls

[00:50:09] 248 231 7 8 9 0 231 7 8 9 0 just give that yourself phone to the world I don't love her

[00:50:21] I don't care Jerry with a J G E R R Y dot Weinberg at sampler dot com but doesn't Jerry

[00:50:33] a Jerry Weinberg dot com still work that still works you know so I haven't changed that in my system

[00:50:40] not it's the same yeah so Jerry a Jerry Weinberg dot com works just as well so I work here

[00:50:50] I think sales training is absolutely critical and we we see it in the same way I think there's

[00:50:57] a lot of people that do it first and that is a huge mistake without really understanding how it's

[00:51:05] going to be supported with the structure is around it and that if the leadership is behind it that's

[00:51:12] supporting it so true so if you got a if you got a team that's just looking for a true commitment

[00:51:21] and willing to do the work Mr Weinberg and team at Jerry Weinberg and associates is highly recommended

[00:51:30] you're so thanks thank you