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all right welcome to another episode of closers or losers jeremy miner i am back in our arizona offices it is a nice very cold 112 degrees today i know it's very cold over there it's sitting here 12. in the sydney in the sydney australia office it's aggressive you've got your coats on you know it's so cold over there how's it how's it going down under over there what's going on it's good i was in melbourne yesterday speaking to a uh really really cool fintech company it was very interesting uh they want to possibly get some help with some training so we've been we managed to get through that gatekeeper and now we've got to speak to the global cro and then we've got to speak to this guy and this guy and this guy so it'll be a little while but it's uh companies more influencers more decision makers you know like you know like we always talk they only had a 800 us dollar per year budget per sales rep and they do 212 million dollars a year could be trouble but they're not profitable so as most fintechs are not okay that's why they borrow a ton of money but they are a fantastic company phenomenal and it was really cool to go into a fintech office because it's like no expense spare type thing so they just need to make some profit actually it would be nice okay yeah i mean their goal is to be profitable by the end of the year that's probably a good thing to be profitable when you start that's a good goal i mean when you borrow 800 million dollars you have some some money in the tank when you borrow 800 million dollars you got to eventually pay it back so you definitely want to make some sales you definitely want to make some profit margin there too eventually that might help that might possibly help [Music] yeah so uh so hey thanks for being on here i know i was gone for a couple weeks little took a little three week vacation back to the lake house so it's good to be back here in the offices and everything um i know you had a subject matter you really wanted to focus on today based on just people talking about it in our facebook group yeah so some of some of the differences in industries and i guess some of the maybe some of the pros and cons but you know i think i think one thing we get a lot as soon as somebody posts up a testimony they go oh like what industry are you in and so you know i'd like to kind of hear as someone who's sold in four different industries i've really only sold them two yeah and somebody's sold in four different industries yeah i guess what do you think some of the pros and cons or some of the differences in selling or approach that you would use depending on kind of what it is you're doing and i know that one of the big ones at the moment especially with kind of the upcoming recession one of the a lot of the questions we're getting from from car sales guys yeah well it's true like i sold in four different industries okay two were b2c okay so business to consumer you know mono to mono talking to a husband and wife something like that and then two were b2b one was more smb and the other was probably a little bit bigger companies maybe like fortune 1000 companies few fortune 500 but maybe fortune 1000 so big difference in sales process so typically with b to c you know like i said there's advantages and there's disadvantages of both all right so all of that can be learned b2c for the most part there are different industries circumstances for the most part b to c is more one or a two call close for most one or two call close okay for b to and like i said there are some variants there that could be a little bit longer for b to b in i don't want to so let me let me correct this for b to b sometimes if you're selling to like a mom and pop retail store that has one decision maker it can seriously still be a one or two call club it's basically b2c the way that i like to distinguish it is when people go i do b2b sales i go wait i go i like to distinguish between like small business owners like smaller like smbs or like oh and then enterprise yeah well even snb even smb i mean like there you know there are some you know smaller companies that let's say they do 30 or 40 million dollars a year that's still pretty small and comparably speaking that will still have four five six seven decision makers or influencers that you have to be able to get on board to make that sale yeah like if somebody wants to sell us into something it'll usually end up going through head of marketing or head of sales then from there they'll pass it up to the cro and then from there they'll pass it up to me and you and then me and you will have a chat to make a decision yeah so you're still looking at what five people there so we're a sales trainer organization right so we're not we're not we're not an enterprise company yet okay so it just it really depends so you know in a b2b cycle it could still be a one or two call closed if it's a really really tiny company or it could be a you know a one-call discovery to a c-level executive that then goes into let's say you're selling some type of sass or software that then goes into like a second call demo with the same c level executive and maybe the cto or the department head then the next call might be scheduled about a week later and that's a proposal right that brings in another one or two decision makers then the next call might be a meeting with the board right that could be five six weeks later right depending on the question i've actually got so i would like to dissect that a little bit how would you uh would you pre-plan that process out or or would you kind of i guess just have your any pq principles that you're using and just try and get through as many as you can on each one when you're when you're okay so when you're navigating through an organization or a company you have to you know there's going to be some different questions you have to ask to for them to even tell you who the other decision makers are because okay here's a problem that i see a lot of sales people do that transition from b to c where they're used to like the spouse objection you know and trying to close on the first are called closed and then they try to bring that in and use that when they're selling like smb even smb or enterprise and they're trying to close on the first call or two or trying to force their way into getting all decision makers on the call and a lot of times the c-level executives just like oh well you know i'll bring it up to them and we'll get back to you if i'm interested and you're like shut down very quickly or they'll say oh no no i make the decisions and they really don't okay okay because even let's give me let me give you an example what are some questions that you can that you could use to then kind of uncover yeah so on the first call you know you schedule the demo and then you would say now john help me understand like can you walk me through your company's decision making process when it comes to actually solving these type of problems and i used that one yesterday right yeah exactly and what did they say well the interesting thing was like we he was the we had under the impression that he was a decision maker but he ultimately wasn't but he or he was but under a threshold of which we could do any help yeah so like i can't i can't solve your problem for 10 grand yeah this is a much larger problem and much larger problems yeah yeah and and so like okay we're going to need to then get some approval and we're also going to have to pull two different budgets together yeah we're going to have to pull the l d budget and then we're going to have to pull the r d budget because a lot of these companies have budgets let's say they have a for our industry a training budget that they might have already allocated for the year and even if they're a bazillion dollar company they won't even move unless you can build enough need and move the budget around where they'll actually put more money into that budget if it's already been spent for the year so that's it it's really interesting yeah it's my first time dealing with a very large company you know yeah yeah so yeah so exactly so when you do that because here's what you have to understand it's not even just the person writing the check or saying yes or no it's also the people that would be let's say once again you sell i'm just going to use an example you sell cyber security or some type of software sas it's also the people using that and implementing and training it could be this chief technology officer now they might not be able to make the decision on yes or no but are they going to influence that decision with the ceo or the department head 100 because maybe they feel threatened by your solution maybe if that solution comes in it's going to tell their boss that maybe they don't really need them or they're getting paid too much so there's different things that you have to understand you're competing with in a b2b sale that it's not just this person can say yes or no but this person can come to the ultimate decision maker and try to convince him it's going to be too hard to it's going to take too long it's going to slow us down it's going to cause us to lose sales in the meantime and that creates doubt and uncertainty in their mind because the person at the top of the company let's say the ceo like you they're not deaf they're not always down in they don't understand necessarily all the problems that the department head person would understand they're just overall like strategy and vision they're not down in the trenches right but if the trench the trenches people start saying hey this isn't going to work it could cause this it could cause that even though that the co likes it he then gets convinced that maybe it's not such a good idea after all and boom it's down squashed yeah so like what like what was that did you start you started in more b to b to c my first job was b2c selling alarms door-to-door so that was definitely a one-call close yeah like so what was that transition like for you because like i know for me like my default is to just push because i'm so used to the person that i'm speaking to being the ultimate decision maker so it's like you have to sort of really change your success metrics like you know you know if market isn't close someone on the first call he's really frustrated but i'm like dude you're not going to close a you know uh you know a nine-figure company on the on on one meeting like it's not going to happen you know it's not they're not allowed because they have to go through a process of getting approved with the board going through legal with the agreement like they literally even if they wanted to say yes they can't right just not the way it works it's the same way with our air company as well if it's a certain threshold you know so so going from b to c like door to door one call closed throwing over my back going into like the next industry that i was in was more b2b like debt relief sales calling and selling to companies it did take me about a month but the reason why i picked it up so fast is i took any pq that i was had still been developing from door to door and i'm like okay what problems do these companies have okay a b c d e how does my solution solve those and then i'm starting to write questions from connecting questions to you know situation to problem awareness to solution awareness and the whole structure i wrote out now it obviously i had to tweak it as i went because i found oh that's not going to land that question not going to make sense to this person that i'm talking to and slowly surely i started i mean they told me like hey you're not going to make you say on the first call you're usually going to talk to a c-level then it's going to go up to here so i'm like okay how do i how do i help how do i help the c level person want to go and pull in other decision makers like what's in it for them to do that right i knew that you know after first couple of calls that if i just said who are the other decision makers that they weren't necessarily going to tell me the truth right because they know what i'm doing so i started to change the questions around that's where that one question is so can you can you walk me through your like your company's decision making process when it comes to actually solving these type of issues just so i have a better background well first i need to call nancy and then i need to and so i'm starting to see uh you know and then like it makes sense if we brought nancy into the actual demo so she could actually see how x and y and z and it takes you there would that help you more that's actually a good idea yeah let me go so and then i start to get those other influencers on because i know it's not just the decision makers but also i need to find out who's going to influence yeah that's good so so so how would you take that mentality let's say to something like car sales right so because i think i think you said it's not really interesting there which is like i sat down and i figured out the problem that i solve yeah right and so let's say i i i i plunk jeremy miner into a mercedes dealership tomorrow like what is your thought process behind crafting your scripts crafting your approaches like what like like like it depends on like with car says because we train a lot of car dealerships that just crush it now even during the pandemic when there's nothing there's no cars there there's still tripling sales so with with car dealerships it really depends on you know the brand of the car and it also depends on the price tag of the car for instance okay if i'm selling royal royces and ferraris and you know bentleys that are 300 400 500 000 people are not how much is the flying spur exactly 325 000 that's my next car but anyways okay so if i'm selling those six thousand one pounds yup exactly if i'm coming in as somebody looking at that car i'm not coming in because i'm concerned about overpaying gas you know with gas prices being so high i'm not concerned about will it get me to point a to point b because my car keeps breaking down and i'm afraid i'm going to lose my job whereas car dealership would have more of that problem i'm in that mode i'm somebody that has the money and i'm trying to solve an emotional need there is an emotional reason why i am looking at buying that car and it's a status reason right so you know you've heard me tell this story but when i bought my first well when i bought a maserati which used to be a luxury car i don't think there i don't know if i watched your cars anymore i love maseratis but i brought this fully decked out maserati about eight nine years about nine years ago 190 grand us i don't know what that is in aussie and four million i know right so i remember uh you know driving that into a you know one of one of really my first clients this is before you were here you know four years ago i remember driving that car into like a luxury dealership that we were training they sold bentley's and aston martin's everything and the sales manager is like i don't think any pq will work because rich people are just gonna buy it just because they have the money they don't have any problems i'm like oh really you see that car out there that 190 000 card why do you think i buy that car is it because you're rich and you can do it i'm like no no not at all it's because when i was a kid my stepdad lost his job because he became disabled and we went from a middle-class family down to welfare and i remember going to practice one day with the cheap baseball cleats on everybody had the nikes on and they made fun of me and from that moment forward i was like i have to prove everybody wrong like i never want to be poor again i never want to be made fun of and that drove me to have massive success and when i had that success i wanted to show my neighbors my status i wanted i wanted to buy a bigger home i wanted to get nicer cars i wanted to show people i graduated high school how well i'd done i wanted to have that status and so that car that royals royce or whatever solves an emotional need of mine now if you're selling a honda prius or is that a is it even 100 no a toyota prius i'm sorry toyota prius you're not really solving an emotional need unless it's all about the environment which it could be it could be an emotional need that oh gas has doubled or tripled in prices i don't even know and i can't afford this truck i'm driving that gets me 15 miles to the gallon i need something that gets me 60 miles to the gallon and that's solving a major problem so it depends like in cars it depends on what type of vehicle you're selling is it solving an emotional need or is it like really solving a problem like high gas prices or the car keeps breaking down that you have now you don't like the car you know there's different things so once you know what problems you solve and or emotional needs and how you solve that then you can write out connecting questions you know situation questions problem awareness it's easy and that's why we get massive results in every industry we train in which is 158 industries so so so like if that's the case and that guy was saying like oh i just rich people don't have any problems like what is the approach that they would take in order to sell that car and like i guess what are some of the pitfalls that they're falling into um because of the assumptions that they've made well there's okay car sales people especially to sell high-end cars and just walk into a car dealership and just experience it yourself i always associate them with real estate agents and a lot of times this is a door this is a kitchen yeah they just walk they just walk in and they're like oh i really like this about the kitchen and i oh it flows through until then they just start telling you what the real estate agent likes and i always lose my mind whenever i watch this i'm like just ask them about their current house yeah ask them what like what their current situation is and why they're even looking to change their house the same thing is it is true when i go into luxury car dealerships they're like oh you got to check out this new lambo like the wheels are awesome and it does all this cool stuff and i'm like i'm not even really i don't care about the wheels i care more about this like they're not even asking me so that's a major pitfall that real estate agents i've found before we train them the right way to do it and you know high-end car dealerships that sell you know hundred thousand plus cars is they just show and throw up and tell them all the cool things about the car and then hope and pray the rich person is going to want to buy it not it's not a very profitable way so it's just selling on the features and benefits of what's in front of you i remember when i went to buy my my car which is you know it's a nice car it's a mercedes c63 the guy tried to get me to buy the one down yeah which is the c43 he's like oh it's basically the same car but instead of a v8 it's a v6 and this this and this and i just went like he was really trying to sell me on it it was like 50 grand cheaper yeah i just said like no i said i want i want this one and he was like why i said because every single time i pull up to a light and there's somebody in this car and i'm in that car and i have the v6 and they have the v8 i go i will feel like a piece of and i will regret it every single day there's a status for you as well yeah i would have regretted it i would have said for only 50 grand more which you know sounds like a lot but it just isn't that much right i was like that car provides me with so much more fun and like status and like there's they're much rarer and i was like why would i buy i was like i am the person like we always had three packages yeah the really expensive the middle and the lower i always buy the expensive one even when i was broke because i was like oh that must be the best i want the best one yes he never found out he never asked he never understood why you're even looking for that type of car in the first place so he would have down sold you right when he see and that that's the problem was so i mean it's not just car dealerships or real estate agents we find that out in pretty much every industry we train it yeah does the same thing that's yeah a lot of people they're just they're just selling features and benefits they're not selling you know what i think one of the things we ask a lot of companies when they go like what is the sales train that you provide for your staff and they go oh we're teaching about this and it's all product yeah it's like i could sell a porsche knowing nothing about porsche yep i could sell lambo knowing nothing about lambos like all i need to know is that it is you could go sell maintenance equipment and brooms knowing nothing about it within 30 days to be the top sales person you could go sell real estate you could go sell yachts you could go sell cyber security you go sell insurance you could sell financial services within a few months be the top rep because you know you figure out what problems did the prospects have what are the root causes of the problems how is it affecting them you write it around that and how your solution solves all that to get them where they want to go and it works in every industry that's why we get results in every industry and that you know it goes proof to the point and it's sort of done for you arm we just took on a financial services company where it's a proper financial services company they're redoing 401ks and mortgages and that kind of stuff so we have to have a licensed financial services provider on the call with us but what the business owner found was that those people were so bad at selling because all they did was go through features and benefits that he hired us to be the sales person so now they have somebody with their financial services license and the sales person all the scripts had to get vetted by lawyers and all that kind of stuff but and then where our guys are selling the house down and then it just hands over to the guy and he goes okay cool let's just do your paperwork done selling for a day right like like and it's because and those guys like our guys know nothing about the actual technical things that they're selling they just know kind of the outcomes and and then we have a table you know the problems exactly how that company solves it now this is a complicated licensed you know thing and we just found this thing where we can we can sit here and as long as we have someone there like we're good to go so it just kind of goes to show like you know the emotional journey that you take someone down is far more important than like the logistical journey people don't make decisions on logic they only make them on emotion brain studies prove that as well that's just behavioral science 101 exactly awesome thanks for being on i've got to jump on i'm going to guest on another podcast as you know i know you've got another meeting uh everybody make sure if you have not joined because a lot of people ask like how do we learn more about you guys we see on the podcast you give us little nibbles and stuff you want to learn more skills so you can make a lot more money if you want your teams if you're a sales manager or sales executive or a cso or a vice president of sales you're the business owner or an individual salesperson and you want you and your teams to sell a lot more of your products and services a lot easier than you are now best place to find out more details and get even some free resources from us is to go to sales revolution dot pro so just go to .salesrevolution.pro should be in the in the in the notes here says revolution.pro and join for free got about 20 23 24 000 people in there so from the last year why would you join the group uh either myself or someone on our team will message you a free training called the nebq 101 mini course where matt himself breaks down any pq gives you some example questions you can use to sell more whatever industry you're in we go live in the group about three to four times a week as well with different trainings different q a so salesrevolution.pro matt thanks for being on thank you so much have a good day you stay cool bye i'd see you hey guys if you enjoy these here's another you can watch right over here right over here join our free sales revolution group click the link below join us and we're going to help you thanks for watching we'll see you real soon you