Latest / Man In Your Corner with Shaun Tucker / The Deli Mindset: Why Sales is Actually a System of Caring | Ep. 108
Transcript
- Shaun: Welcome back to the reset. I am Sean Tucker, human performance scientist and authority architect. We are here in the Living Lab documenting the struggle, the science, and the shift for every high performance dad and founder who is ready to bridge the gap between their ambition and their presence. Today we're diving into the topic of sales and why it feels so icky and Hard for a lot of people so that you can really master the men underneath the performance. Sales for me has been a journey of learning how to sell for the last eight, nine years in my business. And if I reflect back even longer, it's probably been around a little bit longer. Although it wasn't really formal sales where it was I was getting paid on how many clients I bring in or how many customers I bring in. It was still me learning how to sell and influence people to make a decision around the products that they buy. You might not know, but I was ⁓ An employee of Woolworths and I used to work at Woolworths. I've worked there for almost ten years of my life. I used to love working in the deli because it was dealing with customers, it was dealing with products, and it was dealing with helping people get what they wanted. And there's so many people who walk up to the case and they say, I'm just looking. And one of the instructions we were given as employees was to always walk up to that customer and say, Hey, how can I help you? And it's interesting ref to reflect at that now because, as you may know, you probably follow me on Instagram or some form of social media. And when you have someone follow you on social media, it's almost the duty of the person whose account it is to Reach out to the person and ask, hey, how can I help you? Right? Because maybe there was some inspirational content. Maybe there was something that just triggered that person, the the potential or the follower, really. Something encouraged them to click follow. Why is that? What was the reason behind them clicking follow? Was it to learn more about what you do? Was it to actually just see what kind of inspir inspirational content you're bringing them. What is it? Because I think so many people struggle in this space of quote unquote selling themselves that they do themselves such a disservice by not even offering anything. Because they feel rejected. They get in the in the DMs and they start having conversations and then it goes from being You're just casually make making friendships and connection and then all of a sudden you're trying to sell someone. And then that person feels like maybe that was the ill intent all along. So they back off and they run away into a corner and you can never find them again. I guess the purpose of today's episode is to really have a look at kind of the the the mindset that we have around sales being sold to and also how we can actually improve this experience for the customer, for the potential client that you might reach out to. Because there's always something you can offer someone. And it may be something of free value, like it might be something that's of immense value that you give away for free. And people don't care about how much you know until they realise how much you care. And it is really hard in a space that is very, very noisy to help people understand how much you care. It's almost getting increasingly impossible. But the thing I love about impossible is it says it in the word I'm possible. It's just a possibility. It's whether you have the willingness to explore what that possibility is. So look back at the last conversation you had with someone where maybe you bought something. Maybe more in the online space, because it's probably a bit more relative to what we're talking about today. How was that experience? Was it pleasant? Did it feel like you were being backed into a corner? Did it feel like you were being manipulated? Did it feel like you were being sold to? Or was it a conversation that kind of graduated to being a I guess an offer of value exchanged for your time. Did it feel natural or did it feel forced? Did it feel like you were moving through a funnel? Or was it much more natural in its approach? Cause this space is radically uncomfortable for a lot of people. Both on the receiving end and also on the giving end, depending if you have psychopathic tendencies or sociopathic tendencies. Because I think those people, they're obscurities to the rule, they're outliers. They're able to do this without really considering what how it's being received. Okay, so I know for me, ⁓ the current mentor that I'm working with, I look back at the conversation that I had with this person, and it was very natural, it was very unforced, it was genuinely curious. And it was almost as if we if we were meeting at common ground, coming into almost like a collaboration type partnership. And then I became curious about what they did. It was very instrumental to where I am now actually because reflecting back at that conversation, there wasn't anything special about it. It didn't really feel like someone was forcing themselves to sell me on their program. It was just, hey, how are you doing? Hey, I I notice you work with these people. I maybe I have something you can offer them add to their experience. You know, I've got all these free things that you know you can take and use as your resources as well if you find that all be helpful for the people that you work with. And it just naturally graduated into deeper and deeper trust. And I actually shared with them, you know, what was going on in my life. They said, Hey, look, I've you know, I've served a lot of people with a very similar issue. Would it be helpful if I shared the process with you on a on a short call? I said, Yeah, of course. That sounds amazing. Didn't really feel like I was being sold to at all. ⁓ it just Felt like probably like I was the customer at the deli, wanting to get something, but I just couldn't quite name it yet. I had a little bit of overwhelm in my life happening. I was looking at the case and I just didn't know what I wanted to have for dinner. Did I want the prawns or did I want the chicken? Did I want some salads to go with it? What I didn't realize is is the person on the other end could actually help calm down that overwhelm to help me understand what I wanted. And I think that's the kind of mindset that we have to use to come into these conversations because we don't know how much of service we can be to someone until we help them understand what's really going on. Until we understand what's really going on. That's the kind of exchange that should happen. And I I reflect back to another call I was on. This was not through social media directly, but they reached out to me via email because they saw the podcast episodes that I was doing. Said you can improve your you know, your reach and your follower growth, etc. I was like, sure, okay, cool. ⁓ I receive a lot of these emails, but this one's interesting. This one piques my interest. So I arranged a call with the person and yeah it was it was exactly how I thought it was gonna go except the reason why I hopped on the call was not not the reason I really expected. It was it was interesting because I received the email from someone in the US but then I hop on the call it was someone from someone in Asia, right? To me that was a it was a red flag already. Like, why is this person who's sending me the emails not here in this call? So red flag straight away. and straight away they just jumped into look, this is your this is the problem that you have without even asking me what's my problem, right? Because I'm not I'm not putting my podcast out there just to get followers. Like that's not the intention of my podcast whatsoever. The intention of the podcast is to really develop myself to become the level of speaker that I want to be. And if it helps people along the way as I give out the value, fantastic. That in itself is much more pure in intention than I want to grow my podcast because I want to get more followers and I want to get more clients. Like that's a secondary benefit to me. And I'm just being real up. being very real with you right now because I believe honesty is the thing that will get you far. Telling the truth is what you get what will get you far in this world. There are so many people who are not telling the truth. So radical honesty is one of my biggest values. Being real with yourself and being real with the people that are actually around you. Yeah. So go back to this call and Just straight away jumped in, you want more clients. Like this is your problem. You're not getting the growth and you want more customers. I'm like, actually, that's not right. And straight away they're like, ⁓ Okay, but yeah, if you optimize this in your challenge challen channel, you will see far better growth and yeah, you'd be able to get your message out there. Okay. So I stayed on the call, ⁓ he basically walked through what was wrong with my channel. Show me the process and said, Yeah, do you want to hear the price? I'm like, So what? What price for what? ⁓ anyway, long story short, I said, but where's I think his name's was Justin. I'm like, where's Justin? You know, I thought this call was gonna be with Justin. The guy's like, ⁓ Justin's the CEO, he's a busy man. ⁓ yeah. Yeah, if you want, I can connect you with him ⁓ through WhatsApp. I'm like No no thank you. I'm I'm all good. ⁓ thank you for showing me what you're offering me, but right now it's not what I'm looking for. So thank you and goodbye. See, I had the curiosity to see what was what was on the other end. I think most people are too scared to see what's on the other side because they feel obliged to say yes. Because they are forced into a corner using old sales methods and old sales tricks to get their customer to buy from you. This is so used car salesman mentality. ⁓ it see, sales has changed a lot. Since then. And I think in Australia we're even more skeptical when it comes to sales because we do have that used car salesman mentality. We hate being sold to. And let's be honest, I I also hate being sold to. But I'm leaning into the mindset of I love being sold to now because I like to see the gap that I have so that I can work on myself. Whether I buy or whether I don't buy, it doesn't matter. If I can see an area for growth and opportunity. And hell, if this person can really truly help me, all right, because it has to be values aligned. It's not about necessarily just the outcome. It's do we actually have the same values? And can you help me grow this level of value of whatever it is that I have inside myself? That's way more important to me, the process of getting to where we're going. That's so f freakin' important to me that that's what I'll pay for. Pay for in time, sacrifice, money, whatever it is. 'Cause that's what I know will help me grow as a person. So in summary Look at your conversations you're having with people. If you're if you have a business and you find sales are pretty tough, like just get in the reps. Get go and pick up that bar. Like I mentioned in a couple episodes, quoting Jason Khalipa. Just go pick up the bar, because every moment longer you wait, the bar gets heavier. It gets harder and harder to move that bar. So just go and get more practice in. Treat it as a dojo. Admit or accept that you're gonna be pretty bad at it and that's okay. Even if you have a thousand reps, you might have been doing the reps really poorly, or you may not have activated the right myofascial trains ⁓ to get your body moving correctly. And that's okay. This is this is all about growth. It's all about opportunity. And if you wanna improve your life, this is this is the path. Just accept that it's progress. You don't have to be perfect. It's a matter of just growing into the person you're becoming. So, if you have found this episode helpful, all I ask is share it with one person. And that is it for today's episode of the reset. So if you're ready to stop being a passenger in your own life and start being the architect of your legacy, make sure you comment or DM the word reset and I will send you the seven-day reset guide straight to your inbox. Because remember, most people wait for their life to change. We architect the change. We architect the choice. Change your state, choose your life. I'm Sean Tucker. I'll see you in the next one.