Latest / Ready Set Collaborate with Wanda Pearson / Unlocking the Secrets of Impactful Podcasting and Authentic Sales with Harry Spaight: A Journey of Growth, Connection,and Integrity

Transcript

Unlocking the Secrets of Impactful Podcasting and Authentic Sales with Harry Spaight: A Journey of Growth, Connection,and Integrity · Ready Set Collaborate with Wanda Pearson

• 0:00
  Speaker 1: Welcome to Ready Set Collaborate podcast with Rhonda Pearson, where we will dive deep into the world of networking, collaboration and partnership, unlocking the secrets to a successful team working within innovation.
• 0:15
  Speaker 1: Whether you're an entrepreneur, a creative professional or just someone eager to understand the power of networking and collaboration, this podcast is your go-to resource.
• 0:28
  Speaker 1: Join us as we explore the stories, strategies and insights from experts, entrepreneurs and thought leaders who have experienced the magic of networking and collaboration to achieve successful results.
• 0:42
  Speaker 2: Tune in to Ready.
• 0:44
  Speaker 1: Set Collaborate podcast on a journey towards achieving your goals with host Wanda Pearson.
• 0:54
  Speaker 3: Hello, welcome to Ready Set Collaborate with Wanda Pearson.
• 0:58
  Speaker 3: I am so excited to be having my show, which is actually about podcasters, and I got a great guest who actually educated me before we started this, harry Spade.
• 1:08
  Speaker 3: So I'm so excited to have him on to this podcast and thank you for agreeing to come on with us, harry.
• 1:14
  Speaker 3: This is about podcasting and I'm a newer podcaster, but Harry's a seasoned podcaster.
• 1:20
  Speaker 3: So I want Harry to tell us about we're going to get into the conversation about how we can podcast and some tips about podcasting, because he's sure to give me a lot of tips for podcasting.
• 1:31
  Speaker 3: So I want you to make sure that you all subscribe, follow and share on Ready Set Collaborate with Wanda Pearson.
• 1:38
  Speaker 3: So let's get the show started, harry, and I'm going to tell people about your short bio here.
• 1:43
  Speaker 3: So Harry Spade is a relational sales and business consultant, speaker and author.
• 1:47
  Speaker 3: Before his 25-year plus sales career, harry did mission work in the Dominican Republic, russia and Germany.
• 1:55
  Speaker 3: These experiences led to his belief that selling is all about serving the client's interests first, which will lead to better results.
• 2:02
  Speaker 3: I agree wholeheartedly here.
• 2:04
  Speaker 3: That's great.
• 2:04
  Speaker 3: Harry is the author of Selling with Dignity and has a podcast, sales Made Easy, which highlights selling when it's done is easier and enjoyable.
• 2:14
  Speaker 3: He works with people who want to grow their sales and gain raving fans of long lasting relationships without using pushy sales tactics.
• 2:23
  Speaker 3: I love this, harry, and you made it short and sweet but very informative and educational, so thank you.
• 2:30
  Speaker 3: Harry, thanks for coming on to my podcast.
• 2:32
  Speaker 3: I really appreciate it.
• 2:33
  Speaker 2: It's great to be here, Wanda.
• 2:35
  Speaker 2: You're making the world a better place.
• 2:37
  Speaker 3: So where would I rather be?
• 2:39
  Speaker 2: Nowhere than here, with.
• 2:41
  Speaker 3: Wanda.
• 2:42
  Speaker 3: Thank you so much.
• 2:44
  Speaker 3: I love it.
• 2:44
  Speaker 3: I love it.
• 2:45
  Speaker 3: So, harry, tell us a little bit about yourself, about your background and how you got started podcasting.
• 2:50
  Speaker 3: A little bit about that.
• 2:52
  Speaker 2: Yeah, so the four hour version will be condensed to five less than five minutes, I assure you.
• 2:57
  Speaker 2: But in 2020, during COVID, a friend of mine asked me about doing some podcasting together because we're both a little bit bored.
• 3:08
  Speaker 2: We were both in this, you know, stay home for a couple of weeks.
• 3:13
  Speaker 2: And he said, would you like to podcast?
• 3:15
  Speaker 2: And I'm like sure.
• 3:17
  Speaker 2: And we started podcasting.
• 3:20
  Speaker 2: I didn't really know anything about it and I watched him and I sat there like a bump on a log there for a while, but eventually I got more and more comfortable behind a microphone and after a year and a half or so with him, I started doing my own podcasting and I haven't looked back.
• 3:39
  Speaker 2: It's been a blast.
• 3:39
  Speaker 2: So you meet tons of great people like yourself and it's really inspirational.
• 3:45
  Speaker 2: So that led to me actually writing a book because I met so many inspirational people.
• 3:50
  Speaker 2: Podcasting is like, what am I doing?
• 3:52
  Speaker 2: So I decided to look inward and start creating a little bit.
• 3:58
  Speaker 2: So, yeah, that's, that's the short version of podcasting for me.
• 4:03
  Speaker 3: That's awesome because actually you answered a lot of questions.
• 4:05
  Speaker 3: I'm going to ask you anyway, what inspired you to do this?
• 4:08
  Speaker 3: So what are the biggest influences that in pocket in the podcasting world?
• 4:13
  Speaker 3: What more influenced you in a podcasting world?
• 4:16
  Speaker 2: Yeah, I listened to podcasts for years and I just never imagined myself podcasting, even though I loved listening to them.
• 4:24
  Speaker 2: I said, oh, that'd be really cool to podcast.
• 4:27
  Speaker 2: But I didn't know again, didn't know how to do it, Didn't think I'd be any good, Didn't like my voice very nasally and I'd say all these things to talk myself out of it.
• 4:37
  Speaker 2: So I never did anything.
• 4:39
  Speaker 2: And then when I got asked to do it so you really want to do this, as I was saying to myself so just say yes and get out of the comfort zones.
• 4:49
  Speaker 2: But yeah, podcasts, that I'm a huge.
• 4:51
  Speaker 2: I listened to Mel Robbins quite frequently.
• 4:56
  Speaker 2: I love her motivation and inspiration.
• 4:58
  Speaker 2: I listened a lot to others over the years the Jay Shetty, I was really listened a ton to his, the ex monk, great stuff.
• 5:07
  Speaker 2: But yeah, so podcasting on the commute was the way I went to work and so now it's just you keep trying to get better with it provide value for people.
• 5:19
  Speaker 3: That's awesome.
• 5:20
  Speaker 3: That's awesome and I'm glad you said that, because I really wasn't into podcasting at all.
• 5:25
  Speaker 3: Really, yeah, I really I listened to some of them, but I really wasn't into it.
• 5:30
  Speaker 2: Yeah.
• 5:30
  Speaker 3: But as I was, in fact, one of my lady groups that actually said, wanda, I want you to start doing podcasts, I said what?
• 5:36
  Speaker 3: Why are you going to be?
• 5:37
  Speaker 3: Because I was doing my own webinars and seminars, and when I get in front of the camera, I just talk it seminars.
• 5:42
  Speaker 3: And when I get in front of the camera, I just talk, I just it's just natural for me to talk so so you'd be pretty natural.
• 5:48
  Speaker 3: Podcasting behind the microphone sounds like yeah I do and I enjoy just like you, harry, I enjoy it.
• 5:53
  Speaker 3: I enjoy the guests that I have on and learning so much from my guests because and I do different series, so this series I want to do it on podcast, so I'm gonna the experts can teach me something, oh it's so true.
• 6:08
  Speaker 2: I met um someone who was who's way more advanced than I am, but he said that's a trick invite people on and get free coaching yeah because they will give you secrets and uh.
• 6:23
  Speaker 2: So I started doing that a little bit.
• 6:24
  Speaker 2: I I could use some help in this area.
• 6:26
  Speaker 2: I wonder if so-and-so would be interested in coming on and definitely give them the voice and you'll get the value.
• 6:33
  Speaker 3: I love that.
• 6:34
  Speaker 3: I didn't think about that.
• 6:36
  Speaker 3: I said, oh, I got to go back and listen to some of my podcasts.
• 6:39
  Speaker 2: That's right If you need some tax help or something.
• 6:41
  Speaker 2: Bring on an accountant right, you need some ideas about how to keep your books.
• 6:46
  Speaker 2: Bring on a bookkeeper.
• 6:47
  Speaker 2: You need someone to help you with the legal bring on Wanda with LegalShield.
• 6:52
  Speaker 3: And that's a great idea.
• 6:53
  Speaker 3: Actually, I am going to be having some bookkeepers and CPAs on as well, because I want to educate people and let them know, and it's always good to have these podcasters to go back on to learn.
• 7:03
  Speaker 3: Now, what did he say?
• 7:07
  Speaker 3: Because I'm definitely going back on this one, harry.
• 7:08
  Speaker 3: What did he say?
• 7:09
  Speaker 3: But no, that's awesome.
• 7:10
  Speaker 3: I really appreciate you doing that.
• 7:12
  Speaker 3: So what?
• 7:13
  Speaker 3: How do you choose your topics of guests for your podcast, for your episodes?
• 7:18
  Speaker 2: Yeah, that was a huge concern because I just didn't feel like I knew enough people to get people on regularly.
• 7:26
  Speaker 2: But it's really amazing, once you start doing it, the number of people that you meet.
• 7:31
  Speaker 2: And then sometimes you can ask your guest who do you know that might be a good guest, and that works.
• 7:38
  Speaker 2: So for people who are starting out, I'd say, get a few people lined up and you have like your little practice episodes, if you want to call them that, where people are not going to judge you and you work out the kinks and you get a few podcasts in the queue, so to speak, and then you're talking to three or four people in a podcast.
• 7:58
  Speaker 2: You ask them who they know.
• 8:00
  Speaker 2: They each give you one and then those people will give you somebody and then before long you've got a long list of potential guests and then others that will come out of the woodwork.
• 8:13
  Speaker 2: I get asked all the time for someone if they want to be in my.
• 8:16
  Speaker 2: You know, am I looking for guests and I don't look for guests anymore because it's just too many.
• 8:23
  Speaker 2: Right, I'm sorry, but at one time in the beginning, yes.
• 8:28
  Speaker 2: But now it's more you do this, the less guests, fewer guests, you need.
• 8:33
  Speaker 3: Yeah, I agree because it's funny, because now I get people like Dennis he'd be out networking.
• 8:38
  Speaker 3: He's like, oh, my wife does podcasts.
• 8:39
  Speaker 3: Oh really I want to.
• 8:40
  Speaker 3: So he's actually got me three guests that I didn't know.
• 8:43
  Speaker 3: I didn't know who they were and it's good.
• 8:45
  Speaker 3: It's good to know to branch out with different people in the area.
• 8:48
  Speaker 3: I love your way of saying.
• 8:50
  Speaker 3: This is how you get educated from the guests that you bring on for different things.
• 8:56
  Speaker 2: I love it.
• 8:56
  Speaker 2: I've gotten a lot smarter through podcasting because they're smart guests.
• 9:01
  Speaker 3: Yeah, and you actually just gave us a process of creating an episode from start to finish, or how you actually get the guests on and then get them to the next step.
• 9:08
  Speaker 3: No, that's great.
• 9:09
  Speaker 3: I'm going to start asking some of my guests yeah, harry, who do you know that actually can be on this podcast?
• 9:17
  Speaker 2: Yeah, exactly as a podcaster, so I can use that.
• 9:18
  Speaker 2: Yeah, yeah, so it's funny, like sometimes my experience has been I invite, and no offense to any of my guests who might be listening, but sometimes the energy is just not there.
• 9:27
  Speaker 2: The podcast can be a little bit flat if the energy is not there.
• 9:31
  Speaker 2: So having a few minutes with the person before you actually decide to podcast isn't a bad idea because it will avoid having the lemons.
• 9:41
  Speaker 2: So you're having a one-on-one, you're curious about podcasting and you say the topic doesn't really excite me right now.
• 9:49
  Speaker 2: So I'm going to keep you in mind for the future and say that person's not a good fit because they're just there's no energy and you got to have energy in this in order for it to work.
• 9:59
  Speaker 2: In my opinion.
• 10:00
  Speaker 3: Absolutely, absolutely.
• 10:02
  Speaker 3: I knew you would bring the energy on.
• 10:03
  Speaker 3: Yeah, I love energy.
• 10:04
  Speaker 3: I like to make sure I don't want anybody to be bored.
• 10:09
  Speaker 3: You're going to have fun.
• 10:10
  Speaker 2: Exactly yes, you got to keep them engaged.
• 10:14
  Speaker 3: Exactly, and that's my next question how do you engage your audience and build a community around your podcast?
• 10:25
  Speaker 2: Yeah, these are things that you learn along the way, wanda, so I didn't know this at first.
• 10:27
  Speaker 2: You just do the podcast and you don't do anything with it.
• 10:28
  Speaker 2: You're not going to have a lot of listeners, yeah, so you actually have to market the podcast.
• 10:34
  Speaker 2: You have to get clips out, cover photos, cover images, like you're doing, and so that people can share this out to their audience and then the podcast can grow that way.
• 10:46
  Speaker 2: But, yeah, there's marketing involved, which I did not really understand and I'm not like this self promoter.
• 10:52
  Speaker 2: Yeah, do you struggle with this at all, where you feel like you're promoting yourself too much?
• 10:57
  Speaker 3: Yeah, I do, but thank God I have my marketing manager that actually you just pay somebody to do it for you.
• 11:04
  Speaker 3: But yeah, she, yeah exactly she does it for me.
• 11:07
  Speaker 3: You gotta have a team sometime to help you do the things that you don't have time to do, and so she, yeah, she markers it and I send it to her and she actually gets it out.
• 11:17
  Speaker 3: That's what she does, those little snippets.
• 11:18
  Speaker 3: So I appreciate the team that I have because, harry, I used to do when I first left my corporate job, I used to do everything myself.
• 11:26
  Speaker 3: Ok, what do I do?
• 11:27
  Speaker 3: What am I doing?
• 11:27
  Speaker 3: So B&I taught me how to network.
• 11:30
  Speaker 3: So I started networking, getting out there to meet people, and then I was in my office like 12, one o'clock at night.
• 11:36
  Speaker 3: So I said to my girlfriend said, wanda, my accountability coach, you need help, wanda.
• 11:41
  Speaker 3: So when I hired my virtual assistant who does my newsletters and does my posting my videos to youtube, and then one of my clients, she said one, I can help you with the marketing, and I said okay.
• 11:53
  Speaker 3: So that helped me to say, okay, now I can go down and sit in my recliner at a certain time and not spend all that time doing that.
• 12:01
  Speaker 3: So you really do need somebody to help you with yeah, because you eventually do need sleep.
• 12:05
  Speaker 3: Yeah, and sometimes I don't get that here.
• 12:09
  Speaker 3: So let me ask you this.
• 12:10
  Speaker 3: I'm going to start asking you about your business here, so what advice would you give someone who is just starting out a podcast?
• 12:16
  Speaker 2: It depends on where they are.
• 12:18
  Speaker 2: But if you're just thinking about it, you don't need a ton of equipment.
• 12:23
  Speaker 2: So getting a microphone for less than $100 is not a bad thing to do.
• 12:29
  Speaker 2: So you've got a microphone Like I use a Yeti blue Yeti mic.
• 12:33
  Speaker 2: There are better mics out there that cost several hundred dollars.
• 12:37
  Speaker 2: But my first thing I got was a kit on Amazon, probably for 60 or $70.
• 12:43
  Speaker 2: Decent mic, headset, stand, all of that stuff and got me going.
• 12:49
  Speaker 2: And then I upgraded the mic about a year into it.
• 12:52
  Speaker 2: So yeah, so simple tools and then a halfway decent camera.
• 12:57
  Speaker 2: I use a Logitech camera.
• 12:59
  Speaker 2: That's probably $50, not breaking the bank and then using Zoom right.
• 13:05
  Speaker 2: So using Zoom was inexpensive $15 a month.
• 13:09
  Speaker 2: So I started using Zoom.
• 13:11
  Speaker 2: Now I use Zoom.
• 13:12
  Speaker 2: Sometimes I use StreamYard and other times I restream.
• 13:16
  Speaker 2: Now try different things, but in the beginning Zoom was really easy inexpensive mic and just get going right.
• 13:23
  Speaker 2: Just if you want a little script, you can talk yourself into it.
• 13:27
  Speaker 2: It depends on what your passion is.
• 13:29
  Speaker 2: But come up with what your topics are, what your theme of your podcast is, write all this out and then say look, now I need guests and it's hard to find the guests, but it gets.
• 13:40
  Speaker 2: It's not that hard right.
• 13:42
  Speaker 2: Don't paralyze yourself with I don't know what to do, cause some people want to.
• 13:47
  Speaker 2: I've been talking about this for years.
• 13:50
  Speaker 2: I would have been one of those.
• 13:51
  Speaker 2: Right, you got to get out of the comfort zone, get your toes in the water, and thankfully I had someone that asked me to do it.
• 13:58
  Speaker 2: Otherwise I may not have done it.
• 13:59
  Speaker 2: But get a friend, phone a friend even, and do it together.
• 14:07
  Speaker 2: Yeah, and it doesn't have to be every week.
• 14:08
  Speaker 2: Yeah, sometimes people podcast.
• 14:09
  Speaker 2: They do it once a month.
• 14:10
  Speaker 2: That's okay, whatever it is to get started, but you'll have a blast once yeah, yeah, you really do so.
• 14:16
  Speaker 3: I do mine's weekly.
• 14:17
  Speaker 3: I do every episode comes out every wednesday, yeah, but it's right, you exactly right.
• 14:22
  Speaker 3: I was pushed to say you need to do podcasts.
• 14:24
  Speaker 3: Yeah, that's what I need to find.
• 14:25
  Speaker 3: So I went and got me a mic, a zoom it's actually a zoom usb zoom, zoom z mic okay, and I actually upgraded my computer.
• 14:35
  Speaker 3: I have my ring lights around me.
• 14:36
  Speaker 3: Yeah, I got my my background behind me, which is good, so it's pretty easy, and I had some of my guests in the beginning.
• 14:43
  Speaker 3: I'm afraid I don't know what to say.
• 14:45
  Speaker 3: It's just a conversation.
• 14:47
  Speaker 3: We just have a conversation.
• 14:48
  Speaker 3: So I made them feel so much more comfortable to be able to just be they self and tell me about your business.
• 14:55
  Speaker 3: So now let's get into your business.
• 14:57
  Speaker 3: As far as what you do and your book.
• 15:00
  Speaker 3: So how is selling with dignity different than other sales books?
• 15:05
  Speaker 3: So your book is called Selling with Dignity.
• 15:06
  Speaker 3: We see it behind you.
• 15:07
  Speaker 2: Yeah yeah, my book is really.
• 15:10
  Speaker 2: It's all about emotional intelligence, human relationships, this idea of serving others as a priority versus being a hard closer and manipulating, being pushy in sales None of that's my style.
• 15:26
  Speaker 2: Now, can I do that?
• 15:27
  Speaker 2: I could, but I just choose not to right.
• 15:30
  Speaker 2: It does not make me feel good.
• 15:32
  Speaker 2: The goal is to help small business owners, entrepreneurs and newer sales people to grow their sales in a way that gets people to actually listen to them and want to do business with them instead of oh no, not another salesperson that I'm trying to avoid.
• 15:50
  Speaker 2: So developing that relationship it's relational selling and it's all about putting the other person first.
• 15:56
  Speaker 2: So that's worked for me for a couple of decades or longer, and I just share the love with that.
• 16:01
  Speaker 2: I love it, I love it, and that's worked for me for a couple of decades or longer, and I just share the love with that.
• 16:03
  Speaker 3: I love it.
• 16:04
  Speaker 3: I love it and that's really good because I tell you, when you get pushy salespeople, that kind of turns me off.
• 16:09
  Speaker 3: So, yeah, this is good that you have this Laying the guilt or manipulation.
• 16:14
  Speaker 2: What do you mean?
• 16:15
  Speaker 2: You don't want to save money.
• 16:16
  Speaker 2: When people say things like that, please go away.
• 16:19
  Speaker 2: That's not helping you.
• 16:21
  Speaker 2: Your pushiness or laying guilt on me is not going to get the deal done.
• 16:25
  Speaker 3: I know it sure is, and it just turns me off when I'm coming in.
• 16:29
  Speaker 3: Let me look around first.
• 16:31
  Speaker 3: I'll let you know.
• 16:33
  Speaker 2: Understanding that.
• 16:34
  Speaker 2: So the idea of selling as an entrepreneur it requires effort.
• 16:40
  Speaker 2: This is not something you just pick up and say I read a book now, I'm good in sales.
• 16:44
  Speaker 2: This takes years and years to develop.
• 16:47
  Speaker 2: It's just like human relationships takes years.
• 16:51
  Speaker 2: You cannot just say I'm really good now because I read a book.
• 16:54
  Speaker 2: But it's practice and you'll get better with practice.
• 16:58
  Speaker 3: Practice exactly.
• 16:59
  Speaker 3: You learn from your mistakes is what I say.
• 17:01
  Speaker 3: That's for sure.
• 17:02
  Speaker 3: Still learning, yeah, we all learn right.
• 17:05
  Speaker 3: So what are some of the challenges entrepreneurs and salespeople face?
• 17:09
  Speaker 2: Yeah, I'd say that probably one of the biggest challenges I hear people say is people show interest and then they disappear, like the person is really interested, and now I'm being ghosted, I don't understanded.
• 17:21
  Speaker 2: I don't understand because we just don't necessarily understand the timeframe.
• 17:26
  Speaker 2: Because the person is interested does not mean they're ready to buy today.
• 17:30
  Speaker 2: So they might say they're ready to buy today, but that doesn't mean they're actually ready to buy today.
• 17:36
  Speaker 2: And so they know we're there and available and we send them emails or we might call or we might text and they don't respond.
• 17:46
  Speaker 2: Then we get offended and then we send them a threatening message or not threatening, but a disgruntled message Just let me know if you're not interested, or where do we stand, and that just ends it and instead think of hey, you're not always.
• 18:03
  Speaker 2: We me personally, I'm not always ready to buy something, and so I try to use empathy and understand that not everyone's ready to buy.
• 18:11
  Speaker 2: Sometimes things come up and just keep providing value.
• 18:15
  Speaker 2: So the challenge is, when they go dark, instead of becoming insulting and get more pressure on them and stalk them, just provide some value.
• 18:26
  Speaker 2: Find an article, say I was thinking of you.
• 18:28
  Speaker 2: Sometimes you have to let it go for a few weeks.
• 18:31
  Speaker 3: Yeah.
• 18:31
  Speaker 2: Be surface again.
• 18:32
  Speaker 2: Your name came up recently Want to see if you wanted to jump on a Zoom call or get together for a coffee and catch up.
• 18:40
  Speaker 2: You don't have to say I want to see where we stand and what I propose to you, Because people will connect the dots, your follow-up, without saying why you're following up.
• 18:51
  Speaker 2: They know.
• 18:52
  Speaker 2: So you don't have to say too much, but you have to do it.
• 18:55
  Speaker 3: Yeah, I love that, I love what you just said there, because it does make sense and you talked about that.
• 19:00
  Speaker 3: But how can you nudge along prospects, along the sales cycle without being pushy?
• 19:05
  Speaker 3: And you may have already answered that.
• 19:07
  Speaker 2: Yeah.
• 19:08
  Speaker 2: So it's really like providing the value along the way is understanding what their time frame is.
• 19:13
  Speaker 2: So someone might say I want to do this as soon as possible, so as soon as possible.
• 19:20
  Speaker 2: What some people say as soon as possible, I mean they want this done within a few days Others will say within a month or two months.
• 19:27
  Speaker 2: Where do you fit in?
• 19:28
  Speaker 2: I want to understand what as soon as possible means, because everyone's got a different definition.
• 19:32
  Speaker 2: Once you understand that, you want to also understand who else is involved Besides you.
• 19:39
  Speaker 2: Who else is involved in this huge decision that you're making, and what is it that person needs?
• 19:45
  Speaker 2: Can we get a meeting with that person and learn about them and then find out what are their challenges?
• 19:53
  Speaker 2: Right, so that you're providing articles, case studies, something You're sharing, a video from YouTube.
• 20:00
  Speaker 2: You're saying I thought of you.
• 20:01
  Speaker 2: You're constantly getting reminders to the person that you're there to support and help them and then, when they're ready to do something, they'll say things like Wanda, I know I need to do this, let's just get it done.
• 20:14
  Speaker 3: Absolutely.
• 20:15
  Speaker 3: I love that.
• 20:16
  Speaker 3: I love that and I love how you put that in there, because I tell you I say MIA, they say they're interested, but then also MIA.
• 20:22
  Speaker 3: I think about integrity too.
• 20:24
  Speaker 3: Integrity is meaningful to me, that's fine.
• 20:28
  Speaker 3: I'm just there because you showed an interest, exactly.
• 20:31
  Speaker 3: If you're not interested, that's fine.
• 20:33
  Speaker 3: I don't want to bother you because I know how I treat people, the way I want to be treated, and I love the line that you say.
• 20:39
  Speaker 2: something along the lines of this may not be for you right now.
• 20:42
  Speaker 2: I get it, Cause it's not always the right time for me.
• 20:45
  Speaker 2: How would you like me to follow up?
• 20:47
  Speaker 2: And people tell you yes, it's okay, and this, this is not you.
• 20:52
  Speaker 2: Avoiding them and thinking that they're not interested and never following up again is a mistake because they're just not ready now, exactly.
• 21:03
  Speaker 3: And they say fortune is in the follow-up, right, exactly, yeah, yeah, it really is in a follow-up.
• 21:07
  Speaker 3: Why did you write the book?
• 21:09
  Speaker 2: I wrote the book because I had a lot of these thoughts that going on in my brain and so I figured they would be helpful if they're out to others, so that they could do so.
• 21:21
  Speaker 2: I felt like there was a lot of people who were around sales or needed to sell that were more introverted than extroverts.
• 21:30
  Speaker 2: They're not the pushy talkative types, they're not the Rolex Porsche driving, Rolex wearing Porsche driving person.
• 21:37
  Speaker 2: They're just regular, everyday people, more on the quiet side.
• 21:42
  Speaker 2: I said I can help those people.
• 21:44
  Speaker 2: I'm not going to help the person that's wearing the Rolex watch today and is all about being pushy and manipulating.
• 21:52
  Speaker 2: That person is not my tribe.
• 21:55
  Speaker 2: But the ones who are quiet, humble, want to be better, want to serve and don't want to be pushy and still want to succeed, those are my people.
• 22:04
  Speaker 3: That's good and that's why I get into.
• 22:06
  Speaker 3: Why is sales training and coaching valuable?
• 22:10
  Speaker 2: Yeah, because this is a craft versus just a casual thing.
• 22:17
  Speaker 2: You can do a couple of times a week.
• 22:18
  Speaker 2: This is a craft, so people can choose to buy from anybody and if you're selling a higher ticket item, say you want to make $5,000 a month, $10,000 a month, whatever the number is, how quickly?
• 22:32
  Speaker 2: do you want to get there, Take you three or four years.
• 22:36
  Speaker 2: You might be fine with that and say I don't want to spend whatever.
• 22:40
  Speaker 2: I don't want to spend thousands on training and coaching.
• 22:43
  Speaker 2: And say I don't want to spend whatever, I don't want to spend thousands on training and coaching, so I'll just wait for three or four years.
• 22:51
  Speaker 2: Well, you're missing out on hundreds of thousands of dollars over three or four years that for a few thousand dollars you could have helped get those skills developed much faster.
• 22:58
  Speaker 2: And that's where I think people miss out on the short.
• 23:01
  Speaker 2: The penny wise dollar foolish, I think, is the expression.
• 23:04
  Speaker 2: Don't want to spend a little bit on something that's going to help my business flourish and we'll spend all kinds of money on stuff that doesn't help our business, like the new sofa giant, flat screens, vacations All those things are great, but if your business is not thriving, your business is at risk.
• 23:24
  Speaker 2: I question where you're making the investments.
• 23:28
  Speaker 3: Yeah, and that makes sense, and that's why the coaching with Harry is valuable, right?
• 23:32
  Speaker 3: Yeah, tell him that.
• 23:34
  Speaker 3: I mean, we know that.
• 23:35
  Speaker 3: But then it's what's important to you.
• 23:37
  Speaker 3: You don't want to get your business going where you don't have to worry about.
• 23:40
  Speaker 3: Yeah, exactly, and then you can start buying little things here and there, so that really makes it a big.
• 23:45
  Speaker 3: That's great advice, Harry.
• 23:47
  Speaker 3: So what is one tip you can provide for our listeners that will help them today?
• 23:51
  Speaker 2: I'd say let's go back to the people that have ghosted you and where you haven't spoken to them for weeks into months is now reach out to them and say, without asking anything about the business, just say it's been a while since you and I spoke.
• 24:11
  Speaker 2: Let's catch up.
• 24:13
  Speaker 2: I want to see if I can be a resource for you.
• 24:15
  Speaker 2: I want to find out what you're up to these days and see if I can be a resource for you.
• 24:20
  Speaker 2: You've got a huge network, whatever it is you need, and now you're just reestablishing without bringing up whatever it is you're trying to sell.
• 24:31
  Speaker 2: Do not.
• 24:31
  Speaker 2: Once you bring that up, you're not just, it's just another touch for the sale.
• 24:35
  Speaker 2: So don't bring it up.
• 24:37
  Speaker 2: They will connect the dots, but they're going to see the side of you that says I'm here about value and don't bring it up when you have the conversation.
• 24:43
  Speaker 2: But they're going to see the side of you that says I'm here about value and don't bring it up when you have the conversation.
• 24:45
  Speaker 2: They will bring it up and if they don't, time's not right and that's okay, but you don't need to bring it up every time you talk to the person.
• 24:54
  Speaker 2: This is a mistake, because now they'll see you in a grocery store and want to avoid you, because every time they see you you're bringing up the sale arm no value, you're not bringing value at that point, absolutely.
• 25:05
  Speaker 3: That's a great tip and that's like the pushy salesman, right.
• 25:07
  Speaker 3: So you don't want to be a pushy salesman.
• 25:09
  Speaker 2: Yeah, it's like the exact opposite, but you're following up providing value, and you're doing the right thing for your sale.
• 25:16
  Speaker 3: Yeah, yeah.
• 25:18
  Speaker 2: What's your thought on that?
• 25:18
  Speaker 2: Does that work?
• 25:20
  Speaker 3: Yeah, that that's some.
• 25:22
  Speaker 3: That's a great tip, but let me tell actually something.
• 25:24
  Speaker 3: So can you share a fun fact or something unique about yourself that listeners might not know?
• 25:29
  Speaker 2: okay, we're probably not going to know that I tried to do a stand-up comedy.
• 25:33
  Speaker 2: So back in oh, 2005 or so 2006, I was in my early 40s and I used to be funny in high school.
• 25:43
  Speaker 2: So I thought and I said I never really pursued the standup thing because I wanted to when I was in high school and I did a little skit in high school but I never did anything after that.
• 25:53
  Speaker 2: So I joined a comedy club.
• 25:56
  Speaker 2: They're programmed for standup comedy.
• 25:59
  Speaker 2: I took this six or eight week course.
• 26:02
  Speaker 2: I went around to comedy shops or comedy clubs, excuse me and did open mic nights and I'm telling you it was wild.
• 26:11
  Speaker 2: Not that I was funny, but the people who were doing this stuff, wanda, their minds were so far differently than my mind.
• 26:20
  Speaker 2: I'm thinking I was going to talk about my kids and have these little humorous stories.
• 26:24
  Speaker 2: They're talking about everything R and X rated and it's like I was so out of place.
• 26:32
  Speaker 2: My best comedy was when I followed somebody and I guess my look on my face and they saw me and I said, wow, I'm learning a lot here tonight.
• 26:43
  Speaker 3: That's great, that.
• 26:45
  Speaker 3: That's a good fun fact about you, harry.
• 26:53
  Speaker 3: So we're winding down here and I want to make sure that we and listen people book a complimentary session with Harry at wwwharrychatcom and we're going to have his, all of his, his information.
• 27:01
  Speaker 2: But, harry, tell us how we can get in touch with you yeah, so that's really the simple, easy way is they go to my website landing page, harrychatcom.
• 27:10
  Speaker 2: You can get a free consultation.
• 27:12
  Speaker 2: You can download a couple chapters my book selling with dignity, but yeah, it's harry c-h-a-t.
• 27:18
  Speaker 2: Harry.
• 27:22
  Speaker 3: So I am.
• 27:22
  Speaker 3: This is great.
• 27:23
  Speaker 3: This is invite somebody on that you can learn from.
• 27:26
  Speaker 3: So I've learned a lot from you.
• 27:28
  Speaker 2: Now you know the trick, Wanda.
• 27:29
  Speaker 3: Yes, I do, I do and I really appreciate you being on the show.
• 27:32
  Speaker 3: It's just been a blast as far as learning so much information about you.
• 27:36
  Speaker 3: And also make sure you see his book Selling with Dignity because he gave some great tips people.
• 27:41
  Speaker 3: His book Selling with Dignity because he gave some great tips people about that Selling with Dignity by Harry Spat.
• 27:47
  Speaker 2: Did I say it right?
• 27:47
  Speaker 2: Sorry, you're butchering my name.
• 27:48
  Speaker 2: Some more Spate works, but that's okay.
• 27:52
  Speaker 3: Okay, so Spate it's all good.
• 27:54
  Speaker 2: S-P-A-I-G-H-T.
• 27:54
  Speaker 2: Yeah, I've got too many letters in there.
• 28:01
  Speaker 3: I should shorten that up a little bit.
• 28:02
  Speaker 3: So I appreciate you being on the show, harry, but make sure you subscribe and follow Ready Set.
• 28:09
  Speaker 3: Collaborate with Wanda Pearson.
• 28:10
  Speaker 3: I'm on all podcast platforms.
• 28:12
  Speaker 3: I would love to have you all listen to the show, and we have so many different episodes that you can learn from like with Harry.
• 28:20
  Speaker 2: Exactly as far as being a podcast, wanda's show for crying out loud.
• 28:23
  Speaker 3: It's amazing and she smiles like ridiculously contagious yes, thank you, harry, for being on here and I truly appreciate you and I'm going to have you back because you're going to give us some more tips what you know sounds good wanda all right, thank you thank you for tuning into this episode of Ready Set.
• 28:42
  Speaker 1: Collaborate.
• 28:43
  Speaker 1: For more information about the host head to WDPearsonAssociatescom and that's P-E-A-R-S-O-N.
• 28:53
  Speaker 1: Want to connect?
• 28:55
  Speaker 1: Send an email to Wanda at WDPearsonAssociatescom at WDPearsonAssociatescom.
• 29:01
  Speaker 1: And, as always, stay tuned for the next episode of Ready Set Collaborating.