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From Objection to Client Delight in Sales · The One Small Change Podcast

0:00
Welcome to the One Small Change. I'm thrilled that you're here again to
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embark on this journey of exploration, transformation with me. And if you
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don't know, I'm your host, Yvonne McCoy, and I bring over 30 years of
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entrepreneurial experience. And I have an incredible passion
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for discovering growth through the power of seemingly small change.
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And one of the reasons I do this podcast is so that as you're
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on your entrepreneurial journey, you can experience some other
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people and see what they've gone through and learn from them, because wisdom
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is learning from others, not making those same mistakes yourself.
0:34
And I have a new friend who's coming to talk to us this
0:37
week, and his name is Joe Marcoux, and
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he's going to talk to you about some things that we don't, you know, we
0:45
kind of don't like to do, and that's sales. But
0:50
if you don't do sales, you're not going to have a business.
0:53
So, Joe, thank you for being here. Devone, thank you so
0:57
much. It's a pleasure. Tell us what you do
1:01
and what made you discover that you were really good at this, and
1:06
that makes you the expert at it. So what I
1:09
do is I help people who are experts that don't
1:13
like the idea of sales and change their
1:17
mindset. Because when you change your mindset, you can create alignment with
1:21
your heart set. There's so many people that you likely know that
1:26
they're lacking something, and what they're lacking is the skill
1:29
set. So there's three most important sets. The first one
1:33
is mindset, when you can change your mindset because most of the people
1:37
that you're speaking to that are listening, they likely already
1:41
have their hearts in the right place. In fact, they're
1:44
bleeding hearts at times because they want to help people so bad
1:48
that they actually feel bad accepting money
1:52
from people doing what they're already experts in. So when
1:56
you develop skills in sales, when you develop
2:00
those skills and it affects your mindset, it will
2:03
find alignment with your heartset. So what I
2:07
do, I'm the founder of the sos,
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The Sales Objection System. Dojo. A dojo
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is like a gymnasium, except we do it online.
2:18
And it's a place where people get to practice their
2:22
buying conversation approach. So instead of calling it a
2:25
sales conversation, where people feel that icky feeling, we're
2:29
changing some of the verbiage so that you feel
2:33
comfortable in your own skin. Because nobody wants to be sold.
2:37
They love to buy. Me and Yvonne, let's face it, if you had an
2:40
opportunity to get together with A couple of your friends and go out and just
2:43
do some shopping. Like, ask me if I get together with a
2:47
couple of my cousins who are some of my best friends that we go out
2:50
to, like a fishing store. I could be in there
2:54
laughing my guts out all day and what am I doing? We're speaking to some
2:57
experts. They're setting us up with the right things based on our
3:01
passion. And, like, that's fun. Well, what
3:05
could happen if you as an expert could create alignment with someone,
3:09
asking them the right questions in the right order
3:12
to then get an idea in terms of what their desire is,
3:16
which is one of the key ingredients to be able to make sales happen without
3:19
an objection. So when people think, hey, I don't like the
3:23
idea of sales, you're a perfect candidate to be able to enter
3:26
the dojo and then learn a skill that will affect your mindset so
3:30
that you're in alignment with your heartset. So. So
3:34
there are a couple of things that we need to unpack. Let's go.
3:38
So the first thing is this is one of the places that I find
3:41
entrepreneurs our weakest in, and that's mindset.
3:46
And part of that has to do with the way we're
3:49
educated. I mean, we are basically educated to be, you know, work
3:53
for somebody else and be a cog, you know, factory workers in
3:57
an industry. Yep, right. Exactly. And so we have never
4:01
had. We've never learned. I call it self management. What is it?
4:04
You know, that how do I think, how do I make decisions, how do I
4:08
do whatever? And so I think they're like four.
4:11
Four levels of that. So the first is, you know, personal. Then the next is
4:15
project, which we are really good at projects. We getting stuff
4:18
done. Right, right. Then the next is managing other
4:22
people. But if you don't understand how you make decisions, if you don't
4:26
understand your own mindset, it is really hard
4:29
to do that with other people. And that's why sometimes it's really hard to
4:33
do sales. Right. You know, not only sales, but the people
4:37
that you work with. And then, you know, the bigger one is if you want
4:39
to be a thought leader or an organ or something like that. And so that's
4:43
why so many, you know, I don't know why, but I
4:47
find people are so resistant to the. The whole idea that
4:51
they need a mindset change, you know, or, you know, so for me, one of
4:54
the things that I love is that sales is really service, you know. Yes.
4:58
You're kind of being selfish if you don't. Somebody has
5:02
a need and you're keeping it from them. Yes. The other
5:06
thing that you talked about in terms of alignment has to do with what
5:10
I talk about, that the best, the best
5:13
person that you can be is yourself. Don't
5:17
worry about what other people said, because the people who are drawn to
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you are going to be your best clients. If. Yeah, if, if. You know,
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in my framework, the last thing is the light, deliver and delight,
5:28
the D. And I love the word delight. And so if I
5:32
can't delight you before you start to work with me, I'm going to have trouble
5:36
delighting you when you work with me. Yep. And once you work with
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me, I have to continue to delight you if I want you to stay with
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me. Yeah. And a retained client is like one of
5:47
the best productivity tools there is. There's no question. It's a question that I like
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to ask people. What's the number one metric to a sale,
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to do a service or a product or service? The number
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one metric, and it's repeat business. Like, you can measure that.
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And this is where a lot of people go, well, it's customer satisfaction, it's a
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repeat business. Is the metric delight. This is, it is a metric
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metric that you can measure. You can literally go, see, there's satisfaction. And
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then you delight someone, you delight a client. You know what you're going to get?
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You're going to get repeat business, you're going to get referrals, you're going to get
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testimonials, you're going to get five star Google reviews. These are all things that are
6:24
also measurable. That becomes your North Star. Yeah,
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absolutely. And, and it's interesting because again,
6:31
that's one of the things that I teach is dead reckoning, which is your north,
6:34
your North Star. It has to do with the fact that, that sailors,
6:38
before they had gps, had, you know, had to pick a place and
6:42
attack. And, and that's what entrepreneurship is about. Entrepreneurship is
6:45
about experimenting and, but, but always keeping
6:49
in mind where it is you want to end up so
6:53
that you can make decisions that are aligned both with your mindset
6:57
and your, you know, your heart, like you said. All right, so what was the
7:00
thing that made you get into this? Because you obviously agree on it. So,
7:04
yeah, so I started off, I'm in, I'm in my
7:07
mid-50s now. I'm at 55.
7:13
Thank you. I'm a baby who's about to have a first
7:16
grandbaby. So I'm really excited about that. By the time this
7:20
comes out, for sure, I'll be a Grandfather. And so what's
7:23
interesting is back in my late teens, I got asked to manage
7:27
an exercise equipment retail store. And by the age of 20 I opened
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up my first high end fitness equipment retail store.
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And I just had this love of helping people because I had a love of
7:38
fitness myself. And, and as my career
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evolved and my businesses evolved and I scaled
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stores, went from one location to seven locations to 38
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locations across Canada, sold the shares of my business,
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I, I went through something that really switched. Even
7:56
though I was passionate about fitness, I got caught up in just
8:00
making money. And this is a personal story. What
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ended up happening, Ivon, is that I became a representative for a
8:07
fitness manufacturer and I was traveling a ton. And I'll
8:11
shorten the story. I was so focused on
8:14
giving my young family at the time. I was married,
8:18
had two young kids, had a four year old and
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soon to be one year old at home. And then
8:27
my best friend, the godfather to my youngest daughter
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and my wife had an affair while I was traveling
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because I was so focused on thinking that I needed to make all of this
8:38
money to make her happy. And what I realized was
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that, so that was such a big moment
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in my life for a variety of reasons which, you know, childhood, my
8:49
parents got divorced. So I said I'm never going to get a divorce. And I
8:53
can tell you, even though I don't condone the behavior, I, I know that
8:56
I'm responsible for the lack of
9:00
what my wife was missing. And not suggesting that my wife was
9:04
correct in terms of her behavior, I'm suggesting, and I know
9:08
that my responsibility as a husband at the time, because I was
9:11
away as often as I was, I wasn't able to give
9:15
her what she was, she was needing. And by the way, she reached out
9:19
and I thought, you know, what do you mean? Couples counseling. I honestly thought she
9:23
was crazy to even consider it. And I can look back and I can be
9:26
100% fully accountable for my responsibility again.
9:30
What my best friend at the time did was also
9:33
deplorable. And moving forward from that,
9:37
I became a better father. I became a better, I
9:40
mean the relationship ended. I can, I'm, I'm remarried
9:44
today. Better father, better husband, better
9:48
business person for it. Because now from an
9:51
authenticity standpoint, it's not about the money.
9:55
It doesn't mean that the money's not important. What's interesting now is the impact.
10:00
And now I'm making more money and it has nothing
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to do with the,
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it's an important lesson. And so now, because when
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I'm Able to help people become better communicators
10:15
and coming from the heart, coming from a place of authenticity.
10:19
And again, you need to be open to talking
10:23
about sometimes things like, of this nature, which is I'm. I'm
10:27
an imperfect being. And that's okay because every one
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of us have to go through these hard times, likely the people
10:34
that are listening. You become an expert because you've had
10:38
to go through some stuff that nobody else else has gone through. Exactly. And
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you can help others because you're a step or two ahead.
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And that's where I find myself now,
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where I was a solopreneur, then I was able to help
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other people go through things. And now I've been able to develop a team,
10:58
and now we're helping other people who are solopreneurs to be able to develop if
11:02
they choose to, teams or not. Some people are thrilled
11:06
to just be able to hit, hey, I want to have 10 clients, or some
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people want to have 100 clients, some people want to have thousands of clients.
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And it's heartwarming to be able to see people
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become better at this skill
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of communication. And that's the moment
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when I became self aware
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of I'm imperfect. That journey of
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personal development took off and I became a better salesperson for
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it. All right. There's a lot to unpack there.
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Okay. So one of the things
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I think that I try to teach that we
11:49
miss so often is you only get 24 hours in a day. You don't get
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24 hours to be an entrepreneur, and 24 hours to be a mom, and
11:56
24 hours to be. And so
12:01
you can be an entrepreneur, you know, 30
12:05
hours a day if you, if you so desire. We could
12:08
constantly be thinking about it. Right. I mean, that's one of the reasons I like
12:12
the Pilates. It's the, you know, one or two hours in the week when I'm
12:16
concentrating so hard on something else that I don't think about
12:19
my business. So I actually come out mentally. I'm
12:23
physically. But. But I'm mentally much
12:27
sharper. But, but my point is
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part of what I see that you're doing that people
12:35
often miss is presenting
12:39
sales is part of a whole life. It's not, it's not
12:43
like isolated, you know, compartmentalized. In a place you're
12:46
saying you're doing the sales, you're building your business, but you're doing it for your
12:50
family and, you know, whatever. And yeah, and.
12:54
And that is. It changes over time.
12:58
So, for instance, right now you're excited about Your kids and your
13:01
grandkids. Well, I am, too, but. But, you
13:05
know, one of the things that has been a struggle for me is the
13:09
fact that my husband is retired. He, like, on a regular
13:12
basis, he says to me, when are you retiring? I'm
13:16
like, hey, I feel like I'm just finally hitting my straw. Right?
13:19
Yeah. And you've always got stuff to do. Like,
13:23
there's purpose behind this, you know, And. And in terms
13:27
of family, my family has never understood what I did,
13:31
you know, when my mother, you know, when I was kind of like, had to
13:34
take care of my mom and stuff, she's like, can you do this? And I'm
13:38
like, I'm working. She's like, but you're home. Right? We're
13:41
entrepreneurs. So people think they can just knock on the door and we can just
13:44
leave. Right. It's like, we got stuff to do. I got, you know,
13:47
anyway, in terms of my husband, you know, one of the
13:51
things that I have found works really well is I go, honey, when I make
13:55
this mark, then we're going on another jazz cruise. And he goes, oh,
13:58
nice. You know, I mean, it's a carrot, you know, the. Right.
14:02
Yeah. Yeah. But. But I think
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I just had a client say something to me that I. You know, because I
14:10
always say so. So this is what I'll tell you if
14:14
we're being vulnerable, you know, one. I think that some of the best lessons that
14:18
I got came from losing weight. At one point, I weighed 440
14:21
pounds. Get out. Yeah. Wow. So
14:25
I lost almost 200. I. What? I. That's like a person.
14:29
It is. That's more. Yeah. Like, that's. Congratulations. Good
14:33
for you. So. So here's the thing. There are a lot of lessons in this
14:37
One thing is I've been saying for years that, you
14:40
know, I. I lost almost 200. I kept off 150. The
14:44
other day, I got on the scale, and it was like, oh, my God. I've
14:47
kept off 175 now since I've started doing Pilates,
14:50
I've lost more weight. Good for you. So the first. That's.
14:54
That's the first thing, you know. But I always had a mantra
14:58
to help me get through things, and so I've been working with my
15:02
clients to do it. So my mantra was, it doesn't matter how many times you
15:05
fall down. It only matters how many times you get up and half.
15:09
Yeah. If you get off your regimen and you go, well, I'm
15:13
going to start again in January. It'll take you forever. If you say, I'm going
15:17
to start at the next meal. It is the next meal. And Yvonne,
15:20
here's something that. From a framework, again, we'll talk mindset.
15:24
You lost the weight. And one of the things that. Because we have
15:28
some health and fitness coaches and health
15:31
practitioners, and it's amazing how we can talk to ourselves.
15:35
So just. I'll ask you this question, Yvonne, have you ever lost your
15:39
keys? Probably, yeah. So we
15:43
lose our keys, and what do our brains tell us to go do? Our brain
15:46
tells us to go and find them. Find our keys. So when
15:50
you lose weight, this is for all of your. Anyone who's
15:54
in the health space, or if you are on your own fitness journey, consider
15:57
this. Here's the invitation. Instead of saying that you lost your weight, because when
16:01
you lose something, your brain tells you to go find it, instead, think
16:05
that you let it go. You purposefully released it and you let it
16:09
go. So you've released 175lbs. You. You let
16:12
it go for the last time. And what a powerful
16:16
statement that does. In terms of what we think about, we bring about. So I
16:20
lost my weight. Well, then I'm thinking about, I got to go find it. Well,
16:23
you know, no, I let it go. And physically I'm. My hands are doing
16:26
let go. And that's what you've done. And good for you. And
16:30
congratulations. Be proud of yourself. One of the things that, that I used to
16:33
say is, I'm, I'm not losing weight. I'm, I'm, I'm
16:37
concentrating. Like, the good stuff is getting concentrated. Sure.
16:41
And nutrient density. Yeah. And, and,
16:45
and so, but one of my clients said, you know, she said, I really took
16:48
a look at what I was doing, and I realized that I haven't paid enough
16:52
attention to my family and stuff. And I. This is a shift that
16:56
I want to make. And I'm like, that's great. And she goes. And I go,
16:59
well, what's a mantra that's going to help you with this? Right? And she goes,
17:04
my life is not to be deferred.
17:09
Like I said, can I steal this and tell everybody? I love that.
17:12
So. So, you know, that is
17:16
one of the things I forgot what we were even talking about, because I got
17:19
all excited. Well, you went into the, the idea that you went into weight loss
17:22
and you went into Pilates. And here's what's interesting, is that that's an
17:26
exercise of repetition. You had to go back. You got to go back. You got
17:29
to go back, as is sales, what we do, training or what we
17:33
like to prefer, call it sparring. It's the requirement of
17:37
you can't just go to one Pilates class and think that you're going to be
17:40
fit. And there's so many people that, hey, I'm going to read one book
17:44
or I'm going to watch one video, and suddenly they think that they understand
17:48
what sales is. And this is an exercise of
17:52
consistency. To get really good at it. To get your
17:56
black belt in sales requires you to be able to put in
17:59
repetition. So here's the other thing that I want to say. Two things
18:03
actually go for it. What one is, we're talking about repetition,
18:07
which brings me to community, which brings me to the other thing that you
18:10
said. You know, Pilates. My son is the only
18:14
one in my family who's not doing Pilates because he says it's a cult. You
18:17
know, because it's powerful, because we talk about
18:21
it all the time. Right? Because you enjoy it. Good for you. So. So
18:25
the thing is that something that you can share with other people and so when
18:29
you're in community, you can learn from other people and they can learn from you.
18:32
And the thing that you said earlier on, which I loved and. And didn't
18:36
bring up, is there's always going to be somebody who's ahead of you. There's also
18:40
going to be somebody that you're ahead of. And so you need to stop
18:44
waiting to get ready. To get ready to get ready, because you're already
18:47
ready. Whatever you're planning on getting ready on
18:51
that you spent all this time, it has changed by the time you decide to
18:55
roll it out. So just go for it now a thousand
18:58
percent. And there are people that are waiting for you. And Yvonne, you made reference
19:02
to this. There are people that are crying themselves to sleep at night
19:06
because you haven't reached out to them or that you
19:10
haven't had a conversation to be able to give them
19:13
the option. The option to buy from
19:17
you and asking for money at times
19:21
is that that's the exchange. So when you take aim,
19:25
and this is a French word that I like to use, aime. When you
19:28
find alignment with your ideal person, that you can inspire.
19:32
AI I for inspire. So you can be a source
19:36
of inspiration for them so that you can m. Which is
19:39
understand their motive to action. A lot of people think that you can motivate people.
19:43
You can't. You can inspire them. The job as an expert
19:47
is to have a conversation and what are the questions that you would ask to
19:51
find out somebody's motive to action so you can finally E.
19:55
Which is empower them to do what? Decide. And a
19:59
decision, by the way, could be no. And that's okay.
20:02
In sales, no is actually freeing. A lot of people are
20:06
afraid of no or objections like, it's too
20:09
expensive, can't afford it, need to think about it. And what we do is we
20:13
help people come to a place where they can understand the process.
20:18
The process. Not art form, the process. It's step by step. Like we
20:21
talked about a recipe for a cake earlier, you and I. It's
20:25
like you understand the process. You'll be able to help people. And they're.
20:29
Now, they're not crying themselves to sleep at night. They're getting the help they need.
20:33
Selling is helping. So turn it into a buying conversation and give them the
20:36
option and empower the people to decide.
20:41
I love what you're saying. So a couple
20:45
things. One of the things
20:48
I think that people feel like
20:52
is like, you know, somebody's gonna give me a sales script and I have to
20:55
do it exactly right. I. Which is totally against
20:59
the way that I look at things. I look at things is this is
21:03
kind of a road map. It's totally what it is. And. And
21:07
so when you're going someplace, if you know what the destination is,
21:10
you're. You're in charge of how fast you go.
21:14
You're in charge of where you're gonna pull over for a rest stop. You're in
21:17
charge if you're going to be in the fast lane or the middle lane or
21:20
the, you know, the local. But, you know, part of
21:24
this. Part of this is understanding human nature. And it's not
21:27
manipulative, you know, if you're using it
21:30
to help somebody. Right. So I always say, you know, I. I used
21:34
to say to people, if this was free, would you do it?
21:39
And if they say no, then I go, then this obviously has no value.
21:43
Yeah. There's no. We're not in alignment. Yep. And that's fine. It's
21:46
okay. So, you know, and. And not making a choice is a choice. But
21:50
is. But. But saying no, no is an intentional
21:54
choice, and that's fine. Right. So
21:58
I think what. Part of what I'm hearing and where I think
22:02
you and I agree is there's a
22:05
structure or there's a roadmap, but it is
22:08
individual to you. And once you kind of learn
22:12
the basics. Right. Then you're free to.
22:15
To really be yourself and authenticate it. Right. And
22:19
yours, whatever, you know. And one of the things that I say that people
22:23
seem to find really amazing is
22:27
whoever you're you really need to know what the
22:30
ramp is, what the buying ramp is for your client. For some people,
22:34
it's a, you know, if. If the, you know, the example I give
22:38
is if you are diagnosed with cancer, you
22:41
want a solution right away. I mean, like, you know, you. You
22:45
knew it's a short sales cycle. It's like, hey, I want to be quick on
22:49
this. I want solutions now. I need it now. Right. But if you
22:52
just are not feeling like 100% yourself, you know, or
22:56
whatever, it's like, maybe I'll do something. You know, it's a
23:00
longer cycle. Correct. Right. And so you need to know what
23:03
that is for your client. Yep. Because you can't
23:07
take somebody who is looking for some. A
23:11
solution in terms of their breast cancer and say, well, I have, you
23:15
know, my next group is starting in, you know, six months. Right.
23:18
You know, I mean, this is like, this is not helping me. Right, right. And
23:22
for somebody. For somebody who's been struggling with whatever they have,
23:26
you know, you may. You may know that them starting
23:30
immediately is the best thing for them, but if they don't
23:33
acknowledge that they're not, they're going to see you as being pushy
23:37
and. And whatever, and they don't want that. So this is where, again, when you.
23:41
When, when you get to a. The moment of truth where you can offer
23:44
somebody a choice, and sometimes the choice is
23:48
this or this, or it could be yes or no.
23:52
Ultimately, they can choose. And you mentioned something earlier, Yvonne,
23:55
that's really interesting is that a lot of people don't want to have scripts.
23:59
And the words that we. The way that we communicate. 7% of
24:03
the way that we communicate are words. 38%
24:07
of the way that humans communicate is tone of voice. And
24:11
people don't practice this musical instrument. We have
24:14
55% of the way that we communicate is body
24:17
language. And so we practice all
24:21
modalities. We give people some basics in terms of a
24:25
script, and then we take it away so that we want people to authenticate it.
24:28
So I'll give you an example of what this would sound like and even look
24:32
like. And ultimately it blends into a question
24:35
or a story. I ask people, if you. If you know the
24:39
song all along the Watchtower, do you know who.
24:43
All right, so most people would say, if you're a guitar fan, it's like, oh,
24:46
that's a Jimi Hendrix song. And it's like, okay, who wrote it?
24:50
And it's. Most people go, I don't know. And it's like, well, Bob Dylan. Wrote
24:54
it. He was the first person to come out with it. And what's interesting is
24:58
Jimi Hendrix had to learn the notes
25:02
and then play it over and over. And then he just got rid of the.
25:05
The sheet of paper where the notes were. Maybe he played by.
25:09
The point is he. He did it so many times that he plays the music
25:13
and he owns it as if he wrote it. And that's
25:17
exactly what we do in the dojo. We give you the
25:20
basics. So, like you said, here's a roadmap of what a buying
25:24
conversation would look like. And now let's start from how
25:28
to build rapport. What's your discovery process like? What are your
25:31
person's goals? And then how do you get into the emotional aspect
25:35
to be able to find out how urgent it is for them to then present
25:38
your offer? Because you've got to earn your right to get there. And you know
25:42
what a lot of people do, they pitch, pitch, pitch, pitch, pitch. And then it's
25:44
like, oh, you're being too pushy, and this is icky, and nobody wants to be
25:47
rejected. And if you found that there was a process of I got to earn
25:51
the right to go from here to then the next step to the next step,
25:53
and you're just simply asking questions to be
25:57
showing who you are. And here's a question for all of your listeners,
26:02
because I ask this often whenever I go to a speaking engagement or if I'm
26:06
doing a live zoom call, speaking engagement. And it's on a
26:09
scale of 1 to 10, 10 being the highest, what level of expert are you?
26:13
And most people go, oh, I'm a five, I'm a six.
26:18
And the answer is, for everyone who's listening to this call, you are
26:21
an 11. Whether you've been doing this for a week or you've been
26:25
doing this for a decade or five decades, you're an 11.
26:29
And here's the story to go behind that. Imagine
26:33
I'm someone who. I'm going to go talk to a doctor.
26:37
I'm talking to Avon, and I'm also talking to someone else. Let's say
26:40
I'm talking to Sam, and I go to Sam, and I go, hey, Sam,
26:44
listen, you're Dr. Sam, and I'm going to also be talking to Dr. Avon. You
26:47
both do what you do. One of you is going to cut me open,
26:53
rip my chest apart, and work on my heart. And
26:56
just out of curiosity, on a scale of 1 to 10, what level of expert
26:59
are you? And Sam says, I'm five.
27:04
And then I go talk to Yvonne. And Yvonne looks at me and she says,
27:07
in this space, I'm an 11. Who are you going
27:11
to choose? You know, I'm laughing because
27:15
I always go, you know, I like to pay my money to somebody
27:18
I like. Right. With the exception of my eye
27:22
doctor who sticks needles in my eyes, who
27:26
is the grumpiest old man I have ever met. Okay. He is an
27:30
expert. He, he's an expert in his field. He's, he's,
27:33
he travels the world and gives, you know, on, on the thing, you know,
27:37
the thing that I've got. And I'm like, I can deal with
27:40
grumpy for this, you know, Right. You know, so,
27:44
so, okay, because we are running out of time. Like, we probably
27:48
have run out of time. So if you had to give people three
27:53
fit actions that they could take right now, what would, what would they be? Three
27:56
actions that they should take right now? First of all, record. If you're not recording
28:00
your calls and auditing what you're doing, then
28:04
there's a problem. So do that now because then you can actually, and sometimes
28:07
it's cringe worthy. It, it's have someone
28:11
that's number one. Number two, get outside eyes. Have
28:15
someone listen, watch
28:19
and see how you are communicating with others.
28:23
Put together a sales template. If you don't have one, put together a
28:26
process. Because the nice thing about a process is that you can make data
28:30
based decisions. Yvonne made reference to it earlier. What are you doing? So
28:34
that you can repeat it. Because eventually if you end up having someone on
28:38
your team, you can. Having a template gives you the ability to
28:42
let someone else do the sales eventually, if you
28:45
want it. And then the third thing is
28:50
be open. Be open to failing. Because
28:53
failure is something that is going to happen along
28:57
the way. Trust me. The nice thing about being
29:01
an entrepreneur is that it's not like baseball where three strikes
29:05
were out. We get to keep swinging for the fences because
29:09
we'll be able to get. Trust me. Don't quit.
29:12
Don't quit because there's people out there that need you. And remember, four
29:16
metrics you should measure along with delight. Lead, set, show,
29:19
close. How many leads are you getting per week? How many people set appointments? How
29:22
many people show up and how many people are you closing? If you
29:26
measure those metrics, then you can make database
29:30
decisions. All right, tell us about your gift.
29:35
My gift is something that I've actually recently learned even though I've been
29:38
doing this in, in the dojo. It's something that all of you and
29:42
Yvonne, you're excellent at it Already you're what's called a type 2 listener.
29:46
It's listening people into existence. Listening
29:50
people into existence. There are some people that make it all about themselves.
29:54
Yeah. And there are other people. When you lead with empathy, you end
29:58
up creating something that people
30:01
can't help but trust you. Everybody talks about,
30:05
know, like, and trust. The fun part about this, when you get really good at
30:09
sales, it's not about manipulation. It's not about persuading people or convincing
30:12
you don't have to. It's just proof's in the pudding. So instead of. No,
30:16
like, trust, imagine where people feel so good with having
30:20
conversations with you. And this is a skill that I've developed
30:24
where they can't help but feel a level of respect because they've been
30:27
listened to into existence. So now what happens is, because they respect me,
30:31
they trust me. Because they trust me, they like me. Because they like me,
30:35
they give me a shot. That's all I ask. Just give me a shot.
30:39
If I can get. If I get the shot, I'll delight you. Yeah,
30:43
I. I believe in the trust factor too.
30:48
All right, here's. Here's the question. When was the last time you did something new
30:51
for the. For the first time? The last time
30:55
I did something new for the first time.
30:59
What comes to mind?
31:03
I'm trying this. That's a great question, because I'm a creature
31:07
of habit. It would have been.
31:11
This is a. Yeah. I'm. I'm. I'm. I'm. I'm. Now, that's. It's got to be
31:15
something sooner than that. Well, I. I know one of the things that's coming up
31:18
is that you're having your first grandson. Well, that's. Yeah. I didn't do it.
31:21
I didn't do it. But that's an experience that you're gonna have.
31:26
Yeah. So doing something new would. Would
31:29
be. Yeah, that, like, that's. You're making me really reflect because I'm
31:33
trying to come up with something gargantuan, and there's. There's nothing that's. You talked about.
31:37
You talked about this shift in insight that you had that was, you know.
31:42
Yeah. Yeah. I would say that one of
31:46
the things that I love to do is cooking. I love to cook.
31:49
And so trying. Trying a different. Different recipe.
31:53
I love to sous vide, which I know for some people is like, you know,
31:57
it's like. It's the. It's the BPA free bag, putting it under
32:01
in water and so different. I try a different
32:04
recipe, like, every week. Every week.
32:08
And the purpose of the question really is. You
32:12
made me think hard. That was awesome. The purpose of the question
32:15
kind of is I am. I am.
32:20
I am a person that believes in action. And one of the things that. The
32:23
downside to that is that I tend to have blinders on a lot.
32:27
It's like, I'm like, there's the. You know, there's the target. That's what.
32:31
And so one of the biggest changes that happened in my life
32:35
was, believe it or not, came from Ted Lasso.
32:39
Great show. Worth the Apple subscription
32:42
alone. So good. But the idea of, are
32:46
you being judgmental or are you being curious?
32:50
Oh, my God. So that's why I now, you know, almost everything that I
32:54
have has curious in it. You know, my signature and stuff. Because, you
32:57
know, my first reaction to things is like, do this, or this is
33:01
what you should do. And if I can stop myself and go, tell me more,
33:06
you know, am I being judgmental or am I. It. It just changes everything.
33:10
Leading with empathy is part of the sales thing, right? When you think about it,
33:13
it's like, are you being curious? Because when you're curious, you end up
33:17
asking questions and you don't use. Here's a hint for everybody.
33:21
Don't use I statements. Right, Exactly. It's. It's all about
33:25
the person. So you're speaking with them. Oh, you're. So you're interested in that, are
33:28
you? All right, stop right there. Because I want them to get your. Your free
33:32
gift, and I want them to make sure that they listen to this
33:36
so. And share it with other people. So here's the. Absolutely, guys.
33:40
As the first step, I want you to subscribe and share this and engage, you
33:44
know, on social media about this podcast, because not only this one, but everyone has
33:48
got lots of information and a free gift. And it's my way of
33:51
giving back and helping you to fuel your quest for growth and impact.
33:55
And so I want you to continue to join me with. For the one small
33:59
change, and let's keep on this journey together, regardless where you
34:03
are in it, whether it's the beginning, the middle, or, you know, getting
34:06
ready to wind down, we can all learn things because
34:10
we are total people, not just our business. So you may
34:14
want to listen to the first episode and interspersed. Because I do like to
34:18
talk, I have some single episodes about clarity in there that
34:22
you might like. So be sure to do that. Joe,
34:26
what are your last words of wisdom? My last words of
34:29
wisdom is keep listening to this show. Yvonne is like,
34:33
you're a powerhouse. I'm not just blowing sunshine when I say that.
34:37
Like, this was. This was a lot of fun. And having
34:41
been on several podcasts before and having my own even
34:45
so I'm gonna have to. We'll have to do a podcast swap. You're gonna have
34:47
to come onto the cup of Joe. You're gonna have to come onto the cup
34:49
of Joe Marcus show. Keep listening, because
34:53
you have. For those of you that are entrepreneurs, solopreneurs, coaches,
34:57
online or offline, in person, you have an advocate in
35:01
evone, and that's some like.
35:05
Like, hang on to someone who's got wisdom and
35:09
experience. This is. You can learn a lot from this lady.
35:12
I have. Thank you so much. Yeah, for sure. We
35:16
gotta go, so. All right. The last thing
35:20
that I want to say is the same thing I say every time. Remember, the
35:23
change may seem simple, but it's not always easy, and it
35:26
requires courage and resilience and a willingness to step out of your
35:30
comfort zone. If you're feeling uncomfortable every day,
35:34
then you are stagnating. Right. So I hope you will
35:37
continue to join us on the one small change and see what innovative
35:41
possibilities are out there for you. And. And then, until the next
35:45
time, stay very, very curious. Joe,
35:49
thank you so much. It's an honor.