Latest / Unstoppable Success Podcast / The Sales Success Formula: Clarity, Purpose, and the Power of Why with Morris Sims

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The Sales Success Formula: Clarity, Purpose, and the Power of Why with Morris Sims · Unstoppable Success Podcast

• 0:01
  Jaclyn Strominger: Hello, everybody, and welcome to another amazing episode of the Unstoppable Success Podcast.
• 0:07
  Jaclyn Strominger: I'm your host, Jaclyn Strominger And as you know, on this podcast, we hear from amazing leaders, industry professionals.
• 0:14
  Jaclyn Strominger: They share their tips, their insights, and what has helped them have unstoppable success.
• 0:20
  Jaclyn Strominger: And today I get to introduce you to Morris Sims, and he is so amazing.
• 0:25
  Jaclyn Strominger: I'm gonna give you a little bit of background on him.
• 0:28
  Jaclyn Strominger: So, first of all, he has Sims training and consulting, and his vision is to help you get better at what you do all day long and have more fun doing it, which is actually fantastic.
• 0:38
  Jaclyn Strominger: And also about the sales process, because the sales process process requires knowledge and skills, and you can learn them both, and they can help you do that.
• 0:46
  Jaclyn Strominger: Sales is also about running your business, and they shine at helping you with business of sales.
• 0:52
  Jaclyn Strominger: They provide training in sales, running your business, they help you have clarity, they help you have your mission and your vision all set because all those things are incredibly needed to have and to be great at business and sales.
• 1:08
  Jaclyn Strominger: And let me just tell you, Morris has had an amazing career, New York life insurance company, an instructor at the American College, a coach at MindGym, great company, and the CEO and obviously and founder of Sims Training and Consulting.
• 1:24
  Jaclyn Strominger: So, Morris, welcome to Unstoppable Success.
• 1:27
  Morris Sims: Well, thanks, Jaclyn.
• 1:28
  Morris Sims: I'm very excited about being here.
• 1:30
  Jaclyn Strominger: Yeah.
• 1:31
  Jaclyn Strominger: So I know, you know, you have the Sims Training and Consulting.
• 1:37
  Jaclyn Strominger: So we've talked a little, we we and you and I have talked before, and a lot of of success starts with clarity and purpose.
• 1:48
  Jaclyn Strominger: So I'd love to have you share a little bit about that and how you actually realize that.
• 1:55
  Morris Sims: Well, that's a great question.
• 1:56
  Morris Sims: It's something that I start with with all my clients is let's let's get clarity about what you want.
• 2:02
  Morris Sims: Because if you really don't know what you want, then you know you don't know which direction you're going and you don't know what to do to get there.
• 2:09
  Morris Sims: So it boils down to three questions.
• 2:12
  Morris Sims: What do you want?
• 2:13
  Morris Sims: Why do you want it?
• 2:15
  Morris Sims: And how are you going to get there?
• 2:17
  Morris Sims: And that really comes down to answering those questions deeply and getting involved with it.
• 2:22
  Morris Sims: Because it you ask anybody that question that owns a business, and they're going to say, Well, duh, I want a successful business.
• 2:30
  Morris Sims: Well, okay, what does that mean?
• 2:32
  Morris Sims: Specifically, what does that mean to you?
• 2:35
  Morris Sims: What's your life going to look like when you get there?
• 2:38
  Morris Sims: Paint that picture for me.
• 2:39
  Morris Sims: Tell me exactly what your day is going to look like when you reach that level of success that you're looking for.
• 2:46
  Morris Sims: Once we get that cleared up, then the question's going to be why?
• 2:49
  Morris Sims: Why is that important to you?
• 2:50
  Morris Sims: And again, that's a really deep question.
• 2:54
  Morris Sims: Because the the the surface answer is why?
• 2:57
  Morris Sims: Because they're bill collectors calling at the door, you know, I got to make some money here.
• 3:02
  Morris Sims: Yeah, absolutely true for every last one of us.
• 3:06
  Morris Sims: But that's but why this?
• 3:08
  Morris Sims: Right.
• 3:08
  Morris Sims: Why, why this?
• 3:09
  Morris Sims: Why not be a greeter at Walmart?
• 3:11
  Morris Sims: I mean, you know, something, why sales and why this sales?
• 3:15
  Morris Sims: And you you really have to understand that because that's the fuel that's going to get you going every day.
• 3:21
  Morris Sims: That's what's going to make you come back to it after you've had one of those days where nobody wanted to talk to you, and everybody that you asked said no.
• 3:29
  Morris Sims: And, you know, next day it's like, I'm just going to stay in bed and pull the covers up.
• 3:34
  Morris Sims: I'm just going to hang in right here.
• 3:36
  Morris Sims: No, you got to have something that's going to fuel that passion.
• 3:40
  Morris Sims: And that's why I think, you know, it's got to be your wife's got to be wrapped in passion and fueled with emotion.
• 3:46
  Morris Sims: It can't be something off the top of your head.
• 3:49
  Morris Sims: It takes some time to get there.
• 3:50
  Morris Sims: And then finally, how are you going to do it?
• 3:52
  Morris Sims: And that's simply what is your strategy going to be?
• 3:55
  Morris Sims: And the key for me there is helping folks realize it's one or two strategies, it's not 10 or 12.
• 4:02
  Morris Sims: Because when you've got 12 or more than two, really, you can't focus.
• 4:08
  Morris Sims: You don't have any, you can't focus.
• 4:10
  Morris Sims: You can't go down deep and stay down long and really get into it.
• 4:13
  Morris Sims: So you've got to have a strategy that's the key strategy for your business.
• 4:18
  Morris Sims: And when I say strategy, I'm talking about your business model.
• 4:21
  Morris Sims: How are you going to get there in detail, a little more detail than just a business model?
• 4:27
  Morris Sims: You know, who is your niche?
• 4:28
  Morris Sims: Where are those people?
• 4:29
  Morris Sims: Where do they live, work, and play?
• 4:31
  Morris Sims: And how are you going to find them?
• 4:33
  Morris Sims: And then what are you going to say to them when do you find them?
• 4:37
  Jaclyn Strominger: Right.
• 4:37
  Jaclyn Strominger: What do you say?
• 4:38
  Jaclyn Strominger: So you you've said a couple things, and I'm glad that you said you know, two strategies.
• 4:43
  Jaclyn Strominger: I talk about two steps to yes, and things happen in twos.
• 4:46
  Jaclyn Strominger: But before we actually go to that part, what I want to actually go back to is the deepening of the why.
• 4:55
  Jaclyn Strominger: You know, and and not to make this sound mean or crass, but when people say, Oh, my family, my family's my why.
• 5:08
  Jaclyn Strominger: And I feel like saying so many times, why?
• 5:11
  Jaclyn Strominger: Like, go beyond that.
• 5:13
  Jaclyn Strominger: Like, right?
• 5:15
  Morris Sims: What else?
• 5:16
  Morris Sims: Yeah.
• 5:16
  Morris Sims: Okay, that's great.
• 5:17
  Morris Sims: Now tell me what else.
• 5:18
  Morris Sims: Yeah.
• 5:20
  Jaclyn Strominger: And and so, you know, that that one part, like, tell me what else.
• 5:25
  Jaclyn Strominger: How deep, and how do you help people go deep?
• 5:29
  Jaclyn Strominger: Like, and really find that why.
• 5:32
  Morris Sims: Well, we we do a basic brainstorming exercise where you know, tell me why.
• 5:37
  Morris Sims: And I I want to know all the reasons why.
• 5:40
  Morris Sims: And I want you to take two minutes, 120 seconds, and write it down.
• 5:45
  Morris Sims: There's something that may, I don't know, it's to me, it's something magical when you start writing things down, but just fill up a page with why you want to do this.
• 5:54
  Morris Sims: Why do you want this successful business and why is it important to you?
• 5:59
  Morris Sims: When I when I retired from New York Life and I started this consulting company, I did it because I'd been telling people for years, yeah, you know, when I retire one day, I'm gonna start my own company.
• 6:10
  Morris Sims: So I did.
• 6:11
  Morris Sims: And then after a few months, it was like, well, why am I doing this this way?
• 6:17
  Morris Sims: And why am I and what am I and what why did I do this in the first place?
• 6:22
  Morris Sims: And you know, those those top of mind answers came, you know, well, I want to make some money, I've got a pension, sure.
• 6:29
  Morris Sims: But I want to do some things with the family that I was never able to do when I was in corporate world and climbing that corporate ladder to New York.
• 6:38
  Morris Sims: It was there wasn't time that I didn't know, I didn't choose to take the time with my family that I regret now.
• 6:45
  Morris Sims: And I realized that gee, I want to make some money so that I can take the grandkids when I have some at that point.
• 6:52
  Morris Sims: I got four now, but back then it was like when I got some grandkids, I want to be able to take them to Walt Disney World.
• 6:57
  Morris Sims: I want to be able to do some things with my my two kids that they never got when they were growing up, and it became so deep with with that answer that it really almost it got emotional.
• 7:12
  Morris Sims: What can I say?
• 7:14
  Morris Sims: It got emotional, and at that point, I had fire, I had reason to do what I was doing, and and that why was what it really came down to.
• 7:24
  Morris Sims: And I find that the brainstorming helps to get started, and then it's a question of okay, well, why that?
• 7:32
  Morris Sims: And that's how I got to it.
• 7:33
  Morris Sims: I mean, I said, why?
• 7:34
  Morris Sims: Well, I want to make some money, why for I want to do it for my family?
• 7:38
  Morris Sims: Well, why?
• 7:39
  Morris Sims: And then it got into the real good stuff about well, because you didn't do it for 30 years, and well, why didn't you do it for 30 years?
• 7:49
  Morris Sims: Well, why do you want to change that now?
• 7:51
  Morris Sims: And that's when it became deep, right?
• 7:54
  Morris Sims: And that's what I try and help people get to is that why that's gonna touch their heart because it really is the fuel that gets you up in the morning, it's what gets you out of bed, it's what causes you to jump hurdles and run through brick walls and do all the things that we have to do in business, certainly in sales, right?
• 8:12
  Morris Sims: And if you don't have that why really pushing you, it's gotta be more of a the the why's gotta be more than well, I've got I've got three kids, I gotta earn a living.
• 8:22
  Morris Sims: Yeah, okay, we all do.
• 8:23
  Morris Sims: We all have our our initial needs today, but why?
• 8:28
  Morris Sims: Why is that important?
• 8:30
  Jaclyn Strominger: You know, and I I love that, and I wanted to ask that because I wanted people to understand how how it's not we have to go below the surface.
• 8:39
  Jaclyn Strominger: Your family is so important.
• 8:41
  Jaclyn Strominger: Every single one of us, I would probably say, has a business because of our family, because we want to provide for family, but then why?
• 8:53
  Jaclyn Strominger: Like, what do you want it to do?
• 8:55
  Jaclyn Strominger: And what what's the feeling that you want the family to get with that?
• 9:01
  Jaclyn Strominger: Right?
• 9:02
  Morris Sims: Results.
• 9:03
  Morris Sims: What what are the results you'd like to have happen?
• 9:05
  Morris Sims: What's your desire?
• 9:06
  Morris Sims: Yeah, and I guess you could even you could even well no, I guess really what is the desire, but it it is your desire that that fuels that why.
• 9:15
  Jaclyn Strominger: Yeah, and and listeners, I really want you to understand this because this is one of the biggest parts, or one of the uh as Morris was saying, it gave him the fire, it is the fuel for your unstoppable success.
• 9:29
  Jaclyn Strominger: When you have that why, the deep why, not just the pictures of your family, make it the picture with your family at Disney and the blah, whatever, like put all those together so when you see that, you the match gets lit again and it gets lit every single day, and that fire starts burning every single day, and you want that to be able to look at and feel or see it somehow so that you can you experience it so you that you know you're going after it, and it will help you have that unstoppable success.
• 10:07
  Morris Sims: Oh, yeah, absolutely.
• 10:09
  Morris Sims: And that's why when I when when we start off and we start talking about, well, what do you want?
• 10:14
  Morris Sims: I paint that picture.
• 10:16
  Morris Sims: I want to I want you to have a photo in your mind or a movie in your head of exactly what your life's gonna be like when you get whatever it is you want.
• 10:24
  Morris Sims: It can't it can't be the the latest, you know, the bigger house, the better car, the the money in the bank.
• 10:33
  Morris Sims: It can't be all of those kind of things.
• 10:35
  Morris Sims: It's what life do you want to have?
• 10:38
  Morris Sims: What do you want to do all day long when you get there?
• 10:41
  Morris Sims: Do you want to work Tuesday, Wednesday, and Friday and take Thursday and Monday off and go play tennis, play golf, or spend it with your family?
• 10:50
  Morris Sims: What is your life gonna look like when you get there?
• 10:53
  Morris Sims: Because it's so much more than you know, putting a picture of a Lamborghini on your desk.
• 10:59
  Jaclyn Strominger: No, right?
• 10:59
  Jaclyn Strominger: It's actually if it's the Lamborghini, then maybe that's you driving the Lamborghini in Germany with your family or wherever, but like it's not just the object, it's the object of like what are you doing?
• 11:15
  Jaclyn Strominger: Because if it's just a car, it becomes material and that and like once you get it, it's yeah, bingo.
• 11:24
  Morris Sims: Yeah, once you get it, then what?
• 11:25
  Morris Sims: Then what it's gotta be what's your life could what's your experience, you know.
• 11:30
  Morris Sims: I read recently that the the current generation, whichever letter it is now, the current generation, yeah, exactly.
• 11:39
  Morris Sims: You know, they're much more in in involved in wanting experiences than things, yeah.
• 11:45
  Morris Sims: And that's that's hard for a baby boomer to understand because I was brought up wanting things.
• 11:50
  Morris Sims: So if it's experiences, that's what we're talking about.
• 11:54
  Morris Sims: What's the life experience you want to have and why?
• 11:59
  Morris Sims: Right.
• 12:00
  Morris Sims: Once you know what it is and why, then you then you get something to run with.
• 12:03
  Morris Sims: Yeah, yeah.
• 12:04
  Jaclyn Strominger: I'm just gonna say, I was gonna say I'm I I'm screwed on this boat because I think my kids will my kids want both the experiences and the things.
• 12:13
  Morris Sims: So what does that mean?
• 12:14
  Morris Sims: I guess they really they probably all really do, yeah.
• 12:17
  Morris Sims: Absolutely.
• 12:19
  Speaker 1: We want to go here, but I also want the great you go after it.
• 12:25
  Morris Sims: But it's you know G Mom, why don't you put a pool in the backyard?
• 12:29
  Morris Sims: You may you may already have one, but no, I don't have a pool.
• 12:32
  Jaclyn Strominger: We do have we actually we actually did put in a hot tub last summer, which was actually really nice.
• 12:39
  Jaclyn Strominger: It's been great.
• 12:40
  Jaclyn Strominger: Anyway, but let's go from why into the sales strategy because because you know, I think that's also I think it's really important to be able to go from that point to the strategies because we are all looking for what are those things that I can do to move the needle.
• 13:03
  Morris Sims: Yeah, yeah, absolutely.
• 13:05
  Morris Sims: And it starts with that overarching strategy of 30,000, 40,000 foot altitude kind of a look at things.
• 13:13
  Morris Sims: How am I gonna do that?
• 13:15
  Morris Sims: Well, my strategy is uh for me is creating a consulting company where I can coach people and I can create training materials and courses, digital courses and live courses, and do things that are gonna help people get better at what they do.
• 13:32
  Morris Sims: And it's become focused nowadays on how to help people increase revenue for their business because increasing revenue means increasing your net income.
• 13:42
  Speaker 1: Right.
• 13:42
  Morris Sims: But then more importantly, having time to enjoy it.
• 13:45
  Morris Sims: So, how do you increase your revenue and have time to enjoy it?
• 13:49
  Morris Sims: That's my my passion, if you will.
• 13:53
  Morris Sims: And my business model for doing that is to look for referrals for people who will refer me to folks who need some coaching, need somebody to be their mentor or their their encourager, really, more than anything else.
• 14:08
  Morris Sims: Someone that's gonna teach them what they need to know and encourage them to do the things they need to do.
• 14:14
  Morris Sims: So that's one piece.
• 14:16
  Morris Sims: The second part of my strategy is to build the the training stuff that's gonna teach people what they need to know to get there.
• 14:22
  Morris Sims: So that's my big overaching strategy.
• 14:25
  Morris Sims: Now it requires taking that, because then the question becomes okay, how are you gonna implement that?
• 14:31
  Morris Sims: And that's where a strategic action plan comes into play.
• 14:35
  Morris Sims: That strategic action plan has four parts it has a marketing plan, a sales process or a sales plan, an implementation plan, because you can build all the plans in the world, but if you don't get off your couch and go out and do something about it, you're not gonna get anywhere.
• 14:53
  Morris Sims: And it also includes building the systems for your business, working on your business as well as in your business.
• 14:59
  Morris Sims: The the Michael Gerber thing from the emyth books.
• 15:03
  Morris Sims: So building that strategic action plan begins to answer your exact question.
• 15:08
  Morris Sims: What am I gonna do?
• 15:10
  Morris Sims: How am I gonna do it?
• 15:11
  Morris Sims: What am I gonna do today?
• 15:14
  Morris Sims: Where where are the things?
• 15:16
  Morris Sims: What's the timeline?
• 15:17
  Morris Sims: Where do I begin this?
• 15:18
  Morris Sims: Where do I start with?
• 15:20
  Morris Sims: And what specifically am I gonna do?
• 15:23
  Morris Sims: So that's where you have to build out like that marketing plan, which I think is probably a first step because gee, if you don't have anybody to talk to, you can't sell something, right?
• 15:34
  Jaclyn Strominger: You're just fucking the air, yeah.
• 15:36
  Morris Sims: And if even if you have somebody and you're going in thinking you're gonna sell something, you're probably not going to because you don't control that.
• 15:45
  Morris Sims: I don't control whether or not you buy.
• 15:48
  Morris Sims: All I can do is control what I do to help put you in an environment where you're gonna want to buy my product.
• 15:55
  Morris Sims: And that's I think the key to the sales strategy part is walking in with the right mindset.
• 16:01
  Morris Sims: I'm here to serve, I'm here to help, I'm here to provide you with something that you don't have that is gonna help you get what you want.
• 16:10
  Morris Sims: And if I'm focused on that when I walk in the door, chances are folks are gonna open up and and talk with me and we'll we'll build that no like and trust factor or factors that make it all work.
• 16:24
  Morris Sims: So it really comes back down to walking in with the right mindset and then having the technical skills to and the knowledge to be able to talk about the solutions you might be able to help them choose to buy that are going to help them get what they want.
• 16:40
  Morris Sims: Now I've got to be really good at what I do and how I present it and the the words and language that I use.
• 16:47
  Morris Sims: Because you know, Jaclyn, I'm telling about I tell my students all the time, words and language matter.
• 16:53
  Jaclyn Strominger: They do they so matter, they so matter.
• 16:58
  Morris Sims: Jaclyn, you don't want to buy anything today, do you?
• 17:00
  Morris Sims: Probably not the right language, right?
• 17:04
  Jaclyn Strominger: Right.
• 17:05
  Jaclyn Strominger: You know, it's it's it's it's it's like what we tell our brain, right?
• 17:10
  Jaclyn Strominger: You know, it it's you know, I feel like I've talked about this one a lot, and you know, if you tell your brain don't forget, guess what it's gonna do?
• 17:22
  Jaclyn Strominger: It's going to forget.
• 17:23
  Jaclyn Strominger: It doesn't it doesn't hear the word don't, it's gonna it hears the word forget.
• 17:27
  Jaclyn Strominger: So if you say don't forget the keys or don't forget the pie or don't forget the whatever, you will forget.
• 17:33
  Jaclyn Strominger: But if you say remember, remember, remember to take the keys, remember, right?
• 17:38
  Jaclyn Strominger: But and if you say to somebody, oh, I'm so glad that you are interested in buying my product, and I'm so glad that you're interested in this.
• 17:48
  Jaclyn Strominger: If you if you give the negative part, I'm sure you're not gonna want to buy this.
• 17:52
  Jaclyn Strominger: Would and if you say, would you like to buy this today?
• 17:55
  Jaclyn Strominger: No, so how can I help you buy this?
• 17:57
  Jaclyn Strominger: How can I help you move forward?
• 18:00
  Jaclyn Strominger: How do you want to move forward?
• 18:04
  Morris Sims: And that all comes back to the discovery conversation where we find out what it is they really want, you know, and it's not, I promise you, it's not the lowest price, it's not the newest discount, it's not any of that.
• 18:16
  Morris Sims: It's what are the what's their problem?
• 18:18
  Morris Sims: What's the problem we're gonna help them solve?
• 18:21
  Morris Sims: And if we can show them how we can solve their problem, then they're gonna they're gonna come up with the resources to get that solution, right?
• 18:29
  Morris Sims: But we we got to use the right words and language so we don't sabotage the whole thing to begin with, you know.
• 18:35
  Morris Sims: It it really all boils down to practice and knowing what you're gonna do and using the right words and language.
• 18:42
  Morris Sims: And I spend a lot of time talking with folks about that because there's so many ways and so many things that are going on out in the world that we see where folks are using sabotaging language, just like you were talking about.
• 18:54
  Morris Sims: You tell the little child, you tell the the the five, six-year-old, hey, don't spill the milk.
• 19:00
  Morris Sims: What's he gonna do?
• 19:01
  Morris Sims: He's gonna spill the milk, right?
• 19:03
  Morris Sims: So it all comes back down to words and language matter when it comes to having a sales system, a sales process where you know what to do.
• 19:13
  Morris Sims: And part of that is once we get into that conversation, is having that discovery conversation so that you can learn what they want.
• 19:21
  Morris Sims: Right because it's not about selling widgets.
• 19:24
  Morris Sims: Hey, Jaclyn, you want to buy a blue widget?
• 19:26
  Morris Sims: I know you've got green widgets, but I've got a blue one.
• 19:29
  Morris Sims: You want to come see?
• 19:30
  Morris Sims: I'll show you a blue widget.
• 19:31
  Morris Sims: I got a whole trunk full of them.
• 19:32
  Morris Sims: How many of them do you want?
• 19:33
  Morris Sims: It doesn't work.
• 19:36
  Morris Sims: That's not gonna generate the environment where they're gonna want to buy your blue widget.
• 19:41
  Morris Sims: So don't start with that.
• 19:43
  Jaclyn Strominger: What's your blue widget gonna do for me that my green one's not?
• 19:47
  Morris Sims: Bingo.
• 19:48
  Morris Sims: So we're back to what do you want?
• 19:50
  Morris Sims: Right.
• 19:50
  Morris Sims: What problem do you have that my blue widget's gonna solve that your green one doesn't?
• 19:55
  Morris Sims: Right.
• 19:55
  Morris Sims: And and it then back to discovery.
• 19:58
  Morris Sims: I don't know that unless I ask the right questions up front.
• 20:02
  Morris Sims: Once I know what it is that they're trying to achieve, what what do they want?
• 20:07
  Morris Sims: What's their problem currently that they need to solve?
• 20:10
  Morris Sims: Then we can see whether or not my solutions are gonna help them.
• 20:13
  Morris Sims: And if not, I'll help them find somebody that has the solution they need.
• 20:18
  Morris Sims: Because it's all about helping them get what they want.
• 20:21
  Jaclyn Strominger: But that's a key part of it.
• 20:22
  Jaclyn Strominger: I you know, and and listeners, I I want you to understand this right now, too.
• 20:28
  Jaclyn Strominger: It's a huge lesson that if we can think about everybody, what I don't care what you are doing, you have a product or service that you are selling or sharing, and that people, there's an exchange, right?
• 20:45
  Jaclyn Strominger: If yours, if somebody says no to you, then you could always come back and say, if it's not my product, they so what are the other criteria that you want?
• 20:59
  Jaclyn Strominger: Maybe I can connect you with the person who has the other elements plus mine, or if this doesn't work for you, what are the things that do work for you so I can connect you with the right person?
• 21:11
  Jaclyn Strominger: Because I want to make sure that you are taken care of.
• 21:16
  Morris Sims: It's all about them, it's not about us, right?
• 21:18
  Morris Sims: It's all about helping other people.
• 21:21
  Morris Sims: That's what professional sales is, Jaclyn.
• 21:24
  Morris Sims: And I I define professional sales in that way, it's helping people get what they want because there are too many, too many folks out there that are amateurs, and they walk in worried about am I gonna make this sale or not?
• 21:36
  Morris Sims: Am I gonna earn this commission or not?
• 21:38
  Morris Sims: Or wow, this could be a really big case.
• 21:41
  Morris Sims: I need this money.
• 21:42
  Morris Sims: You walk in like that, that's amateur ish, and it's not professional sales.
• 21:48
  Jaclyn Strominger: And what does it do?
• 21:48
  Jaclyn Strominger: Yeah, it blows it up, right?
• 21:53
  Jaclyn Strominger: Like, you know, what do you say to somebody?
• 21:55
  Jaclyn Strominger: Like when somebody walks in with that, I need that, I need the sale, I need this.
• 21:59
  Jaclyn Strominger: or I need like I like that that that energy what does it do for them?
• 22:09
  Morris Sims: Nothing.
• 22:10
  Morris Sims: Causes them to say, thank you, but you need to leave now.
• 22:13
  Morris Sims: At least it is for me.
• 22:16
  Morris Sims: It's it's it Jaclyn, I'm terrible.
• 22:19
  Morris Sims: I'm a I'm a bad person.
• 22:21
  Morris Sims: I get these phone calls and these folks are going on and on about what they're trying to sell and it's like yeah no no now tell me why you went in here what that why didn't you even ask me a question?
• 22:34
  Morris Sims: Why didn't you and I'll I'll I'll banter with them on the phone and I I shouldn't do that.
• 22:40
  Jaclyn Strominger: I I shouldn't be that way so very funny that you say that because I get we get pitched slapped as I call it pitch slapped all the time on LinkedIn and I will go back and say so tell me about your business why do you like your business tell me a little bit about you tell me something about you how long have you been in business what makes you what gets you excited what makes you what what gets you up you know in the morning why are you in this business?
• 23:13
  Jaclyn Strominger: Why why this business why and I want to know I like you're pitching me I want to know absolutely and the funniest thing is so many times it's a bot that has sent it and I get the funniest things back.
• 23:31
  Jaclyn Strominger: No thank you I do I have I do business with people that are real absolutely absolutely there's no doubt about it.
• 23:43
  Morris Sims: It's it's amazing and you know there are a couple of words as I say words and language matter there are a couple of words in there that that are on my my soapbox that caused me to get up and get excited one is quote well let me get you a quote well what you what that's as amateurish as they come because what's somebody what do you do when you get a quote Jaclyn well the first thing you do is you go find somebody else to give you another quote so you have something to compare it to we're professionals we make recommendations based on what you've told me you need or want or the problem you want to solve.
• 24:19
  Morris Sims: Right.
• 24:19
  Morris Sims: So that that's one of my words the other one is pitch and you're right pitch slaps are enough to to just I don't even read them anymore.
• 24:26
  Morris Sims: Because the only people that pitch are baseball players and I guess whatever that thing is in England that they do.
• 24:34
  Morris Sims: But those are yeah cricket those are the only folks that pitch professional salespeople don't pitch we we're professionals.
• 24:42
  Morris Sims: We find out what you need and we make recommendations.
• 24:45
  Morris Sims: So anyway just there's my soapbox for the day.
• 24:49
  Jaclyn Strominger: Okay well that's that's I like the soapbox.
• 24:51
  Morris Sims: So what are you what are you teaching people or sharing with people to in today in the with in the in the day of AI and all these bots what are you recommending to people well you use them for the right things use them for the right purposes now bots I'm not I'm not good with I don't I don't know any good reason to to do that except that you know folks get into the thought process that well this is a numbers game and I just need to keep going till I get somebody that's willing to at least talk to me.
• 25:20
  Morris Sims: But as far as AI goes I have on my podcast I've interviewed a lot of people that are big time into AI and the one guy I recently interviewed said something that made me stop and think okay that's something you can embrace Sims he said you use AI to do the research ooh okay hmm now I've got something going on here because I've got let's say I'm in busy B2B sales and I want to work with with Jones company and I find out who the owner is I can go to my AI and say hey find out everything you can about Jones what does he do with this business and you ask the AI folk AI thing to find out all they can and ask them specific questions about Jones so that you know when you walk in the door to meet him how you might be able to better use the proper words and language to have a conversation with him to ask the right questions of Mr.
• 26:29
  Morris Sims: Jones and be able to to say hey I see you've been in business for 25 years and then I have one question that I just love to ask business owners Jaclyn tell me how you got involved in this business and chances are I know I will chances are people will then talk until you find a reason for them not to they'll tell you all about it.
• 26:52
  Morris Sims: Well you know I started this and I tried that and I did this and they want to tell you all about their business because they're proud of their business and they're proud of what they built for 20 25 years.
• 27:03
  Morris Sims: How did you get involved in this business?
• 27:05
  Morris Sims: Well tell me more and you get them to talking and in that conversation you find out where their problems are and what they want what they need and then you can decide what you might be able to do to help them solve that problem I love that I absolutely love that I you know I I feel like that's actually one of the biggest things that we have to remind ourselves about AI right now.
• 27:31
  Jaclyn Strominger: It's a tool it can help us it's a it's a tool to use it gets us from A to B or XYZ but it's it's to move it's not there to think for us.
• 27:44
  Morris Sims: No and it's not there to create content or pictures or presentations really and truly y'all it it's getting to the point now where most everybody out there that's in business can look at something and say that was created by an AI thing somewhere that's not real.
• 28:04
  Morris Sims: Right.
• 28:05
  Morris Sims: And when you when you do that you lose total credibility but worse worse than that you lose that trust factor.
• 28:13
  Morris Sims: And in cons in consultative professional sales that trust factor is one of the most important things that that you have they've got to know you and like you to get to the point to decide whether or not they're going to trust you but once they get to that point you don't want to do anything to undermine that trust and that's where integrity comes into play and being authentic and sincere if you're not yourself if you're trying to be somebody else or you're trying to use AI to to build something for you that's not you they're gonna see that right off the bat and it's gonna submarine the whole thing.
• 28:50
  Jaclyn Strominger: You know I I I will say the one thing that I do like having AI make the graphics for when it's just words.
• 28:56
  Morris Sims: Yeah.
• 28:57
  Morris Sims: Right if you can edit that you can edit that and make it what you want it to be.
• 29:01
  Jaclyn Strominger: Yep you can just so you said no like trust and I've ac I've actually I personally have changed that around a little bit I have no like belief.
• 29:11
  Jaclyn Strominger: Yeah right absolutely you know because trust takes a little bit I feel like trust is something that's earned over time but belief is something that it's also conviction in in how you present and and how you and it's also when you walk into that room and if you're walking into that room wondering whether or not your product is going to be good enough for somebody they're going to be able to see that and they're not their the belief is not going to be there.
• 29:39
  Morris Sims: So our energy needs to match our own personal belief and we need to believe in what we are doing right yeah I I as you said I was in the insurance world life insurance world for 30 some odd years side note my degree is in chemical engineering I spent five years as an engineer and decided those folks are really great people but they're not a lot of fun.
• 30:04
  Morris Sims: And I wanted to do something that was fun so I decided to go sell life insurance and it turned out to be a good decision at the time I thought my wife was going to shoot me or leave one of the two but it turned out 32 years later I retired vice president chief learning officer but the the key is when it comes down to it belief and that's credibility and that's knowing your stuff but if if you don't believe in what you're selling so Morris did you tell people they had to believe in life insurance I said no you have to understand life insurance it's a tool you can use you don't have to believe in it to own it but you damn sure have to believe in it to sell it.
• 30:47
  Jaclyn Strominger: Right you exactly you have to believe in your product and you know and and and something that you just said I also just want people to to really kind of hone in on you were in a profession that you were not aligned with an alignment we we it's a whole different topic that we could go down the path on but but key really to know is if you're not aligned you can feel that in your day to day you can feel it how you're waking up you can feel it in your energy you can feel it are you smiling walking into work do you love what you're doing as you said you like the people but you it wasn't for you and realize that and it doesn't matter how long you've been doing something you can always make a change yeah absolutely absolutely we didn't we didn't have kids at that point and it it was a little easier because of that but even so sometimes you don't have a choice right sometimes you know the company you've been working for for eight years has decided to reduce headcount and you know you get a little severance package and you've got to go figure out what you're gonna do next.
• 31:57
  unknown: Right.
• 31:58
  Morris Sims: So sometimes you don't have a choice you've got to make a change but the the key there is I think is being able to know what again what do you want what do you want your life to look like yeah you you were talking about changing and going from one place to another folks that come to me and I I talk with them and say well I sold water softeners and then I sold this and then I sold steel and then I sold chemicals and I did this and I did that and you know I can sell anything to anybody gee I don't think so I don't think so it's not a question of being a salesperson because again I I've got to find out what you need in the problem and help you solve it.
• 32:40
  Morris Sims: Right.
• 32:41
  Morris Sims: Zig Ziggler has a Zig was a great guy and he has a wonderful video that's about I don't know 45 seconds long.
• 32:48
  Morris Sims: He says you know I hear people say that a good salesperson can sell anything to anybody and that's just ridiculous.
• 32:56
  Morris Sims: The only person that can do that is a con man.
• 33:00
  Morris Sims: And you know he does it with his wonderful accent and his wonderful language and it it's just hilarious.
• 33:06
  Morris Sims: And he goes to a professional salesperson does all the things that you and I have been talking about but it's it's funny.
• 33:12
  Morris Sims: So go Google Zig Ziggler con man and watch it.
• 33:17
  Morris Sims: It's hilarious.
• 33:18
  Jaclyn Strominger: I will actually put that in the show notes.
• 33:19
  Jaclyn Strominger: So Morris I could talk to you about this forever and I think it's so important and listeners the the information and the nuggets that are here have been absolutely wonderful.
• 33:28
  Jaclyn Strominger: And Morris is truly a genius when it comes to sales and and also really being able to hone in on on your clarity and your mission.
• 33:38
  Jaclyn Strominger: So please Morris tell everybody how they can connect with you.
• 33:42
  Morris Sims: Well thanks Jaclyn I'm on LinkedIn of course and that uh that makes it easy but I I'll just say that my email address is where I spend most of my time is is communicating in email and that is sims dot rm 2017 at gmail my marketing person tells me you've got to get an easier email address Morris but that's it that I don't want to change it and lose it.
• 34:09
  Jaclyn Strominger: Sims dotrm2017 at gmail and uh yeah we will put that in the show notes and I so appreciate you listeners.
• 34:21
  Morris Sims: One more thing there were the I just I should have thought of this earlier but I didn't I I do a podcast it's called the commission code.
• 34:28
  Morris Sims: Yes the commission code you've been a guest yes and it it lives on all the podcast stuff but the commission code is out there certainly under Spotify would love to have you listen we're about to crank up a we were we publish on Wednesdays I'm about to start publishing on Friday an entire series that's going to lead to a course on creating your own personal operating system.
• 34:51
  Morris Sims: Because if you don't know what you're gonna do all day long you're just shooting from the hip.
• 34:57
  Jaclyn Strominger: Right that is true.
• 34:58
  Jaclyn Strominger: That is true and we will put a link to the podcast in the show notes as well because it is an absolutely fantastic podcast as well.
• 35:06
  Jaclyn Strominger: Listeners please do me the favor of sharing this episode with your friends and family and also making sure that you've also subscribed and lastly please make sure that you head over to our sKool community unstoppable success.
• 35:17
  Jaclyn Strominger: It is great we are we are sharing some amazing information in there you'll find some tips insights and a few different courses that you can start to take as well so head over there.
• 35:30
  Jaclyn Strominger: Listeners thank you so much for listening Morris thank you so much for being an amazing guest this is unstoppable success and we hope you help to leap to your greatest success.