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Your Blueprint for Closing Deals and Growing Confidence · The One Small Change Podcast

• 0:00
  Hello, everybody. Welcome to the One Small Change. I am thrilled
• 0:04
  that you're here with me to embark on this journey of exploration and
• 0:07
  transformation. And if you don't know, I'm your host, Yvonne
• 0:11
  McCoy, and I bring almost 30 years of entrepreneurial experience,
• 0:15
  and I have a passion for discovering growth through
• 0:19
  the power of seemingly small change. And what I
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  try to do is bring you somebody really interesting that maybe you have
• 0:26
  never heard of or don't know and have them share their story
• 0:30
  with us each week so that it's a way for you to grow.
• 0:34
  And I have to tell you, this is somebody I has who has been in
• 0:37
  my world for a long time and is about
• 0:41
  as high energy as you can get. So today I want
• 0:45
  you to learn something exciting and
• 0:48
  meet Ken Krell. Did I say your last name right, Ken?
• 0:52
  Beautifully. But one syllable makes it really easy. Well, not
• 0:56
  necessarily. Everybody who listens to me knows that I can mess anything
• 1:00
  up. So, Ken, I am so excited that you're here
• 1:03
  today and that you're gonna share with us some.
• 1:07
  Some thing that happened to you that makes you the expert
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  that you are at what you do. So tell people what you do and
• 1:14
  tell them what happened, how you got there. Well, I was born.
• 1:18
  That's what happened. It's all because of my mom. You know,
• 1:22
  we. We can thank her and we can blame her. So, and, and, and she,
• 1:25
  she'll take both effortlessly. So
• 1:31
  let me. I'll kind of backtrack into this. For the past 40 plus years, so,
• 1:34
  I mean, lots, four decades, it's crazy. I've
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  been selling from the stage. I've been traveling all over the world, selling multiple millions
• 1:42
  of dollars of products and services for me and for others
• 1:46
  on stages from the U.S. canada, Australia,
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  Singapore, Thailand, the Philippines,
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  I mean, you name it, India. And I've done really well.
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  There are those that say I'm among world's best, which is kind of cool. Thank
• 2:00
  you very much. But what I found interesting is
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  that. And that's one of the ways that we know each other. Because,
• 2:07
  Yvonne, you were part of my pride event during
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  COVID produced ridiculously irresistible digital events. I went from
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  in person to live on Zoom.
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  Anyhow, one to many is my sweet spot.
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  I'm really good at that. But one to one and doing sales one to
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  one. Up until recently. I'd rather get a root
• 2:29
  canal. It was really painful because
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  one, you can. You can gauge a group. You can feel the group's energy. You
• 2:36
  can go with the group. You can, you can. You can create a dynamic where
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  when you're in the trenches and you're one on one, you can't really hide.
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  You're right in there. And if you don't catch the nuances of the way
• 2:48
  someone glances or the way, you know what someone says, it's.
• 2:52
  It's interesting. And if you're uncertain, your level of
• 2:56
  uncertainty, whether it be imposter syndrome
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  or just the fact that you're not sure what the hell you're talking about
• 3:03
  or how to handle objections, you don't see the nuances because you're so busy in
• 3:07
  your head. That's what kind of shifted everything for me in terms of
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  what my. One of my next parts of the journey are, is
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  how do you do, or how do you manage that sales
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  situation where you feel it's going down the tanker really quick or,
• 3:22
  or you misread the whole thing. You think, I got this. They are sold
• 3:26
  and then they ghost you. And you are so sol.
• 3:30
  Right. You're just. Let me just backtrack a little bit. Yeah.
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  Those people who've never sold to a group.
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  Yeah. Are definitely advantages to that. Oh
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  yeah. One advantage is that leverage your time and your effort.
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  Two, it gives you credibility because probably
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  somebody has invited you to come speak. Sure.
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  You don't have, you have credibility. And then the energy,
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  the room has a way, I think, of kind of convincing
• 4:00
  other people. So if you've never sold to a group or spoke on a
• 4:03
  summit, that kind of thing, there's a benefit to that. But
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  at some point you, you have to get to the one on one.
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  Yeah. If you're going to sell a high ticket offer you. If you're going to
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  sell something, you know, for whatever. Listen, even if it's selling
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  a 200 product, you still have that, that one to one connection. And
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  you're right. The, the group dynamic. Well, the funny thing. Let me stop back for
• 4:25
  a second, Yvonne. There are people that would rather
• 4:29
  get a lobotomy than speak on a stage. It's one of the worst fears people
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  have. And the funny thing is for you and I, it's like it's our
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  sweet spot. We have no problem with that at all. But you find me in
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  a cocktail party or in a place where I got to do small talk. Oh,
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  I will hide in the corner. It's just, it's weird. It's very biz. And no
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  one ever thinks that I could be an introvert.
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  So the challenge with these sales kind of getting back
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  to the problem today is, you
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  know, you do the call. And I had a great
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  webinar for another group a few years back for a
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  terrific office. $25,000 offer. It was a great offer that would get
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  people $120,000 of Google Ad credit every single year
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  by using Google's incredible ad grant program. I had like 60
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  plus phone calls. I didn't close a single one.
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  60 calls. Now, I blame the leads.
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  I blame. I was like, these are not qualified people. These are. One
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  guy, he was in, he was hot. He was ready. Ghosted me
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  completely. Like, what the hell happened? And I didn't know. I had no idea. This
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  is now a couple years ago. Fast forward to just even a few months ago.
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  I was like, this, this is, this is a problem. What's, what's the common thing
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  here? Is it the 60 people or is it me? And so
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  I went to town and I ended up building
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  a tool called Alex the Sherpa that analyzed what I
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  did. And it said to me, ken, you're wonderful. And you
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  miss this, this, this, this, and this. You know, if
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  you fix that, you'll close. And we ended
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  up role playing. We actually, I built the AI to role play the whole thing.
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  And, you know, I closed what's going to be a $50,000 deal
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  effortlessly. I closed what'll be a $30,000 deal effortlessly
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  because I went through and identified where I was, where I was uncomfortable,
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  where I was missing the nuances of the conversation and
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  realized the problem wasn't them. The problem was me.
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  And in some cases where they're. And we've run a bunch more things through the
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  process to see where we thought we had a deal. There was never a deal
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  in the beginning at all. It's just they would be nice on the phone just
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  to get rid of me. You know, it, it's fascinating when you have
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  those kind of tools to use and then do you build confidence? Yeah,
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  you know, so we, we built this whole tool called Alex the Sherpa that
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  now allows you to actually prep for your call.
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  So, you know, if we're, If I was going to do a high stakes call
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  with you right now, and you want to enroll you in a
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  $25,000 program that I, by the way, do not have. I don't, I don't
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  even want to sell high ticket that way anymore because I don't want to be
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  in the coaching business. But I could get on the, I could get with
• 7:11
  Alex and actually talk it back and forth because text play is
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  nice, but it's not immediate. You know, you can give me something and,
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  and tell me to respond, then I got 15 minutes to try and figure out
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  what. What I want to say. But if you're asking me a question, like, live,
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  like we're doing right now, if, if I'm like,
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  that doesn't work very well. You're not going to close anything. So
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  the big thing was I couldn't see it, and now I can.
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  And now I'm prepped for whenever I get on a call, and I have notes
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  in front of me so I can make sure I hit the hot buttons and
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  so on. I mean, it's incredibly empower, empowering. And that's
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  changed everything for me. Now I don't mind calls like that because I know
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  I can close them. Let me, Let me ask you a question, because a lot
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  of times people, you know, they go to a workshop and they. And. And people
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  go, I'm going to give you this script. Yeah. Okay.
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  So I never really found that helpful.
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  Yeah. Because it didn't feel natural for me. Yep. Tell me
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  the difference. Tell me. Yeah, you know why it didn't feel natural? Because it
• 8:12
  wasn't for you. It wasn't your specific situation with your specific
• 8:15
  person. So what. What we built was something that
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  is. Let's just say that we're having a call and you say X
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  and it'll come back, the tool come back. Alex will come back and say,
• 8:26
  Yvonne's thinking about this. She's saying this. But her whole
• 8:30
  behavior to this point has been that, here's what you got to do. This is
• 8:34
  specific language versus, you know. You know,
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  when they say, I got to talk to my wife or my. Or my husband
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  or whatever, you know, there's that stock answer that you, that
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  you give. But when we know what's going down the pike and we see the
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  whole history of the conversation, then the language is very specific.
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  It's like, you know, in math class, do you really care about the two trains
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  that are going in different directions? No. But the smart teacher
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  talks about, you know, if you, if you go into the, to. To the record
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  shop, I'm going to die back a year, a few years. And, you
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  know, and you, and you can. You have like, $25. You can only buy three
• 9:10
  albums. You got John Lennon. You know what? You know, then it's relevant,
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  and that's. That's the difference. So, you know, this is something
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  that some, Everybody should take away as adults
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  only want things that are relevant, that we can see ourselves using.
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  Yeah, is. I mean, that is a nugget that
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  you need to stick a pin in, because it doesn't matter
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  what you think, the problem, or even what you know the
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  real problem is, if they, if the person can't
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  see themselves using your solution,
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  then they're not going to be interested because it's not relevant. So I want to
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  go back, I want. I. If for a second and pick your brain because.
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  Ouch, ouch. Sorry. I have
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  to talk to my. I have to talk to my spouse is. Is
• 10:00
  one of those classic objections. Yeah,
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  yeah. And so I'm sure everybody's had that.
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  And so I'll tell you what I say, all right. And just see what
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  happens. So usually what I say is. All right, let me ask you a question.
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  If you could make this decision on your own if there was no spouse
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  involved, no judgment, is this something
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  you can see yourself using?
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  Yeah. And if they go, no, then I, I don't care about
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  the spouse. Right, right, right. Exactly.
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  Exactly. If they say yes, then I say,
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  then let me help you. Because, you know, if you're not totally
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  convinced or you don't. Can't explain it, there are two things
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  I can do. We can get on a call with your spouse, or
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  I can answer some of the questions that you think that they will have so
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  you're better prepared. Yeah. I mean, that's
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  what I say. Yeah. And it's good. And it works for you. You
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  know, the key to all of it, just as you were saying earlier,
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  why scripting doesn't work for most people is because it's not their
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  language, their voice to their deal. Right. You know,
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  because the spouse is one spoke smokescreen. There's the money smokescreen, which
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  is usually all bs, Right. There's the time, you know, when it could be.
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  And it may come down to the fact that they don't believe they can do
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  it at all. It may come down to they don't believe you. It may come
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  down that you're just not listening to them. You're mismatched. You know,
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  the most powerful thing you can do is ask questions, good questions.
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  So, you know, that's why the, the whole thing I built
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  is based around the specifics of that deal. I mean,
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  there's a lot of sales training stuff out there. I mean, and a lot of
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  it's really good, and a lot of it's really bad.
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  But what's most important is who are the people we're talking to,
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  you know, and if I know what your hot button is, if I know what
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  your fear point is, if I know, you know, that
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  you're, you're. You're giving me smokescreen stuff, because we. Because the language is
• 11:59
  there. If I miss it, I've lost the deal, you
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  know, and you'll say, send me some information, like, okay, I'll send it to you.
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  And that's. Just get Ken off the phone. Yeah, but I'm happy to send you
• 12:10
  something, but what do you need? You know, what. What's missing that you're.
• 12:13
  You know, that you need this for? Because clearly, if you want something in writing,
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  which I can give you in two seconds, you know, what do you need? I
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  need to show it to whatever, right? Then let's get that decision maker on board.
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  And one of the first things of course, to do is, you know, are. Do
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  you have the capacity to make the decision and stroke the check? If not,
• 12:31
  then I kind of don't want to talk to you, you know, but if you're
• 12:34
  the first in a corporate setting, if you're the first person that I've got to
• 12:37
  get through, then let's get you. Let's make you the hero of this, and then
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  let's get someone else on board so you feel comfortable that you're not going to
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  embarrass yourself. You know, we got to get to what that is, you know,
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  and at the end of the day, it's, you know, my. My. My buddy Perry
• 12:51
  Belcher says this eloquently. Don't sell what you want to sell. Sell what they
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  want to buy. Absolutely, absolutely. And that's what it
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  comes down to. You know, it's like, what's. What's your hot button? And if we
• 13:02
  don't know that, we lose. And that's where the problem is,
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  and for so many people, Yvonne, is that we're so
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  wrapped up on our head, what do I say next? That we're not listening and
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  we're not present? You know, when you know what you're talking about,
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  you don't. You don't need me to be in your head. You can be present
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  to the person you're talking to. But if you're like, oh, what's next? You know,
• 13:23
  you. You're too busy thinking about what you're going to say next. You haven't heard
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  what they. What they have said, and you miss the nuances of. Here's where the
• 13:28
  real fear is, because they'll tell you. They may not always
• 13:32
  know what they're telling you, but they'll tell you. Their face will tell you. They're.
• 13:35
  You know, that's why I love Zoom calls, you know, and. And I
• 13:39
  crafted this whole thing because I live on Zoom. Because I'm. I'm. I'm a digital
• 13:43
  nomad that
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  I can take. The beauty is I can take the transcript, and I can pop
• 13:50
  it into the AI, you know, into the tool. And within seconds, I
• 13:54
  got. Here is where it is. Here's where. Here's where it was. Here's where the
• 13:58
  traps were. Here's where the energy shifted. You know, here's. You know, here's
• 14:01
  the moment where that deal was gonna die, and for deals I'd make.
• 14:05
  And here's the thing that's really interesting for deals that I've made, and
• 14:09
  I was really proud of myself. I ran it through also, and
• 14:13
  the response was, you were damn lucky, kid, because that deal was
• 14:16
  dead three times in there. But they had so much pain that they
• 14:20
  overcame your ineptitude. Now, the tool,
• 14:24
  Alex was not obnoxious to me that way, but that's what I read. It was
• 14:27
  like, you know, you're just lucky, kiddo. Although Alex did tell me I was
• 14:31
  lucky because I made the deal. The net bottom line
• 14:34
  is great. We have a celebration. But getting it was messy.
• 14:38
  Yeah, Was messy. I just want to say one
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  thing, because I don't normally talk about this, and we kind of alluded to it.
• 14:45
  Yeah. So I just, you know. And that's corporate sales.
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  Yeah. Yeah. Sales are a whole different animal.
• 14:53
  And I just want to tell people that if you're going after corporate sales or
• 14:57
  larger business sales, you need to make sure who the
• 15:00
  decision maker really is. Right. And it takes a
• 15:04
  lot longer. And so what you are basically
• 15:08
  doing, in my experience, is having that person that you
• 15:11
  talk about want it so much that. That they're willing to champion
• 15:16
  it for you and take you through, you know,
• 15:19
  and spearhead it for you with that corporation. So they can say,
• 15:23
  you know what? You know, if we have
• 15:27
  this price, if it's below this price, there's a lot less, you know,
• 15:30
  hoops and hurdles that you go through. What have you got in there
• 15:34
  that we can get started? Because once you get your foot in anyway. So that's
• 15:37
  a whole different conversation, but. Well, I want to stop you for a
• 15:41
  second there, because I'm going to disagree with you. Yeah. And by the
• 15:45
  way, I have hated the idea of corporate sales because I'm an entrepreneur,
• 15:49
  so I have no patience with corporate mentality. I. I just don't, which is why
• 15:52
  I've never been a corporate guy. But here's the thing. If what
• 15:56
  your product or service does can save them,
• 16:00
  you know, $100 million a year every day, that they
• 16:03
  don't take action, it's going to cost them a ton of money.
• 16:07
  Right. So, so closing a deal that is a big deal
• 16:11
  like that, that can save them money can be very fast
• 16:15
  because they can't afford to lose that. If it, if this, if we're selling
• 16:18
  pens, you know, someone, we're talking about a 25, 000 sale, they don't
• 16:22
  care. You know, that's, that will take whatever time. And if someone's got a discretionary
• 16:25
  budget, budget, fantastic. But if we're talking about something that can
• 16:28
  make a giant difference, for example, just Alex, the Sherpa with the, the
• 16:32
  product service I'm creating for a sales team and
• 16:36
  I haven't put together a corporate thing. This really is more geared towards entrepreneurs like
• 16:40
  us. But let's just say I was going to do a corporate sale on this.
• 16:44
  Well, here's the thing. If I can improve your sales by 10%, what's that going
• 16:47
  to do for you? Probably about $200 million. Deciding on, on the company. That
• 16:51
  means let me give something I can divide by four. Yes. 50. If that's $50
• 16:54
  million a quarter, you know, that's what that. $16
• 16:58
  million a month, that's what, half a million dollars a day,
• 17:02
  something like that. You know how many more days we want to lose a half
• 17:05
  a million dollars? That's what we can do. Yeah. And it's like, oh, I better
• 17:08
  hurry. And they're thinking that in their head. Right. So that's what we have to
• 17:12
  get it down to is what's the impact of them not taking action.
• 17:16
  And if you don't, if you don't have anything compelling. Yes. You'll be in that,
• 17:19
  you know, six month cycle or whatever. That's the difference.
• 17:23
  If you're compelling and the pain is that big, they will
• 17:27
  take action and that person will be a hero because they, they've solved
• 17:31
  that problem. Right, right. So that's where. So otherwise.
• 17:34
  Yes. 100%. Right. In traditional situations, it's like, I'd
• 17:38
  rather get a root canal in this situation. Done. Right. You can
• 17:42
  accelerate the process. I think the message that we're both
• 17:45
  saying is if there, if you, if there's a match
• 17:49
  and there's a need, there's a way. Yep. You and you have
• 17:53
  to kind of go at it in what's right for that situation. So
• 17:57
  again, we're back to being relevant. Yeah. Yeah,
• 18:00
  exactly. All right. Before we run out of time. Oh my
• 18:03
  God, we just got started. I know one of the things
• 18:07
  that I always say is what are the three Things that people can
• 18:11
  do right away that are listening to this. Okay, number
• 18:15
  one, number one, after your next call, write down the exact
• 18:18
  moment you felt the deal shift. Where did something
• 18:22
  suddenly feel uncomfortable? Where something just got weird. Number
• 18:25
  two, listen. Record everything, right? So listen to the recording and
• 18:29
  find out where the prospect's tone changed. Where did things
• 18:33
  shift from that recording? And number three, ask yourself,
• 18:36
  what did I say right before that shift happened?
• 18:42
  What did I say just before that? But because the key is to watch what
• 18:45
  you did. And I'll tell you as a speaker, when I used to record all
• 18:49
  of my, all my talks and
• 18:53
  I had a coach actually out on the road, it cost me a fortune to
• 18:56
  have him travel with me. Boy, I'm glad that he
• 19:00
  did. But holy mackerel, that hurt. Because as he played the recording, I'm seeing
• 19:04
  myself doing and ah. And saying the stupid things from the stage because I
• 19:08
  wasn't paying attention and I mean it was just horrible. But that's how you get
• 19:11
  good. You get good by looking at that and recognizing, oh
• 19:15
  boy, you know, and may. And you'll be really hard on yourself, harder than
• 19:19
  anybody else will. And even on deals you've, you've saved. You
• 19:22
  know, people, people ask me all the time, how come you're so good? Because I've
• 19:25
  got 40 years of doing this and screwing up really bad at the beginning
• 19:29
  and being heckled and all this stuff. You know, people are not the instant,
• 19:33
  instant star. They've been through
• 19:37
  the mill. They've been in, you know, chewed in and spit out. I, I had
• 19:40
  an event I did years ago in Can
• 19:44
  St. Louis and I remember I bombed. I mean I
• 19:48
  bombed. And that whole weekend I was like suicidal because I was
• 19:52
  like, oh my God, my life is over. I mean, this is part of the
• 19:55
  process. So being able to look at what you've done, to review
• 19:58
  it and to keep your sense about you, which is why we built the tool,
• 20:02
  is like, know, yeah, you bombed on this. But there are some good parts
• 20:06
  too. And next time, and we'll play it, we'll role play it, you know, so
• 20:09
  next time you'll be ready. You know, it's that wax on, wax off thing.
• 20:13
  Right. And, and that's what makes the difference.
• 20:17
  One of the things, one of the biggest mistakes that I see with people just
• 20:20
  in general. Yeah. Is when something is successful.
• 20:24
  Yeah. They're like, yay, I'm going to use this all the time. And you
• 20:27
  don't know why it was successful. Right. I mean, when we're not
• 20:31
  successful, we pick it apart, we, you know, do all kinds of stuff, but
• 20:35
  need to do that when you're successful as well.
• 20:39
  So you can see why it worked. Yes, yes.
• 20:43
  That way you. It's transferable and you can use it in. In other
• 20:46
  situations and you know how to. So those are.
• 20:50
  Those are three really good tips. But. And you also have a free
• 20:54
  gift for us. I do see that. I love.
• 20:57
  You know, free is my. One of my favorite F words. It's that and fun.
• 21:02
  So. So I mean. Yes. Yeah, it's. It's free and food. Excuse
• 21:06
  me. And fun is the other one. So. Yeah. So here's. Here's what I want
• 21:09
  to do for you guys. Next deal you have, whether
• 21:13
  it's one you won or one you lost, send it to me and
• 21:17
  I'll. And I'll run it through Alex for you at no cost and tell you
• 21:20
  where you did great and tell you where you could have done better. And we'll
• 21:23
  have a link for you in, you know, in the show notes. Do you have
• 21:27
  it? And absolutely zero cost.
• 21:31
  That is fantastic. That is a great offer, Ken.
• 21:36
  I'm, I'm just. I'm just, like, blown away. So.
• 21:40
  So you know, the information that you shared. And
• 21:44
  I also know, for those of you, you know, because I know Ken,
• 21:49
  this free offer is worth so much more than
• 21:52
  he's like, oh, just send it to me and I'll go through.
• 21:57
  You need to think about the fact that this is going to take his
• 22:01
  time, his insight, and could
• 22:04
  potentially put dollars in your pocket.
• 22:08
  So you really. It will. You don't want to just go,
• 22:12
  oh, that's a nice thing. This is really a very valuable
• 22:15
  gift. This isn't a PDF. This is. We're talking about relevancy.
• 22:19
  This is your life we're talking about. Give me a recording of. And you know
• 22:23
  what? Doesn't even have to be a sales call. Give me a recording. You did
• 22:26
  a zoom call with someone. That, that, that was an important call. There were consequences,
• 22:30
  whatever that was, whether you're. Whether you're looking. Trying to negotiate a raise,
• 22:34
  whatever it may be. Right? Give me that recording. And
• 22:38
  again, you should be recording everything. Realistically, you should be recording everything.
• 22:41
  Give me that recording. And even if it's just audio, we can transcribe it. It's
• 22:45
  not a big deal. I will. I will get that analyzed for you and again,
• 22:49
  show you that. Because here's the thing. People don't lose deals because they're bad at
• 22:52
  sales. They lose them because they don't know what they're Doing wrong.
• 22:57
  So we can show you. I mean, an example. We're speakers,
• 23:00
  typically. We have a tendency to not shut up. Yes.
• 23:04
  And. And if we talk too much, we'll talk ourselves out of the deal.
• 23:08
  So. And. And that. That pregnant pause, you know, of.
• 23:12
  You say something and then there's silence. That's not a
• 23:16
  bad thing all the time. That silence may be when they're thinking about, how
• 23:20
  do I do this? Oh, yeah. Yes. But if you jump in and you
• 23:23
  over and you get in the way of that silence, you killed your deal.
• 23:28
  It. It's so funny that you said that, because
• 23:31
  I have a working chat right. On my
• 23:35
  workshop, and it'll come back and go,
• 23:38
  you didn't give. You talk too much. And when it redoes
• 23:42
  the thing, it puts in pause. Pause. Yeah, yeah, yeah,
• 23:46
  yeah, yeah. 100 too much.
• 23:50
  You didn't. You know, whatever. Yeah. And so
• 23:54
  the silence, which is really hard sometimes because
• 23:57
  it just. It. It's excruciating. Yeah.
• 24:01
  Probably your best friend. Yep. Oh, yeah. You
• 24:05
  know, they say that wisdom is the. Is the silence between words,
• 24:10
  and the other thing is the silence.
• 24:14
  If it's. I had a great thought, but I don't know how to say it.
• 24:18
  But in the silence, they can form a question
• 24:22
  that. About what they need to know. Yeah. If you keep
• 24:26
  going, then they're like, next on to the next thing. They never have a
• 24:30
  chance to internalize what it is that you're saying and say, well,
• 24:33
  wait, what does that mean for me? Exactly. They got a
• 24:37
  process. See, here's the thing. We know what we're saying typically,
• 24:41
  and for those of us from the Northeast, and we learn to
• 24:45
  talk fast. One of the biggest things I had to learn to
• 24:48
  do is slow down was when I get excited, you
• 24:52
  know, and even in my talks and I've done this in. In the events that
• 24:56
  you were at, I would tell people, here's what I want you to do. Raise
• 24:58
  your hand, turn your hand like this. If I go too fast,
• 25:02
  do this. And that will tell me to slow the hell down,
• 25:06
  because I can talk faster than you can think. And
• 25:10
  it's true, you know, so that's important
• 25:14
  is. Is to recognize all those pieces and. And
• 25:18
  be comfortable with what you've got and confident that you can serve
• 25:21
  them. Because at the end of the day, it's not about you. It's
• 25:25
  about how you serve them in whatever way. And
• 25:29
  it may be that your solution isn't for them. And that's fine. Get off
• 25:33
  the phone. Shut the hell up. There's no more Time. Don't waste any more time.
• 25:36
  Their time or yours. And. And they'll trust you for that?
• 25:39
  Yeah, they'll give you referrals for that. I mean, all day long.
• 25:43
  And, you know, just be. Just be cool. And that's like my biggest lesson of
• 25:46
  sales. No matter whose philosophy you follow, that
• 25:50
  doesn't matter. It's just. Just basic common sense.
• 25:53
  Just think back to Christmas movies, Miracle on 34th Street. You know,
• 25:57
  Kris Kringle sent people from Macy's to Gimples, and Macy's business
• 26:01
  exploded. You know, it's that sort of thing. Just serve the
• 26:04
  customer. Especially today. Especially
• 26:08
  today. Because even if you think you're giving away the form, telling them too much,
• 26:12
  they're not going to do anything. You tell them, you know that, you know, you
• 26:15
  give them the keys to how you can make a million dollars online, they're going
• 26:17
  to say, would you do it for me? Because they're too damn lazy anyway. You're
• 26:20
  still going to make the sale. Well, the other thing I think is that there's
• 26:24
  information everywhere, and people have an
• 26:27
  overload. What people don't have is what information
• 26:31
  is right for me. And so that it's
• 26:35
  personalized, and how can I implement? How can I
• 26:39
  actually use it? So it used to be experts
• 26:42
  with a person when information was just in books and it was hard to get
• 26:46
  to. Used to be. That was what made, you know, because you read all
• 26:50
  these books, that's what made you the expert. Expert. But now
• 26:54
  making you the expert is how do I help you in your
• 26:57
  specific situation? You know,
• 27:01
  actually implement the right information so that you can use it.
• 27:05
  And. And there are patterns, and that's why your. Your clients fall in
• 27:09
  the same kind of categories. They've got the same kind of situation,
• 27:12
  which makes you even more of an expert. Okay, believe it or not,
• 27:16
  we need to kind of wind this up a little bit. I don't want
• 27:20
  to, but we're gonna. So
• 27:24
  the question is, when was the last time you did something new for the
• 27:28
  first time? Oh, my gosh. Something new for the first time. It's not redundant.
• 27:32
  Something new for the first time.
• 27:35
  All right. When was the last time you did something new? Now that
• 27:42
  you know, it's. It's a good question. I would say
• 27:46
  that building this whole tool out is something brand new for me. I wouldn't have
• 27:50
  thought to do it. I didn't plan on doing it. I. I created it
• 27:53
  because I needed it for me. And then after,
• 27:58
  I don't know, a couple weeks of playing with it, I was like, and telling
• 28:01
  people what I was doing, they were like, can I have it? And that's the
• 28:05
  best thing of everything, is to be able to build something that people can actually
• 28:08
  use to solve a problem. So, you know, it's either that
• 28:12
  or making, making a great chicken soup the other night. That was amazing.
• 28:17
  And those are fun things. I asked the question because one,
• 28:22
  I think it shows us our curiosity. Yeah, right.
• 28:25
  What is, you know, something, you know, whatever. And the other thing is, I think
• 28:29
  it gives people great ideas. Do you know,
• 28:33
  there's. I, I was, it's funny, I was at the gym last night and I
• 28:36
  ended up. I, I'll typically like, surf through YouTube or whatever to
• 28:40
  find a good video to listen to while I, while I work out because I
• 28:43
  want to make the most of my time. And I found a 60 minute segment
• 28:47
  about these two guys from, from Bondi beach in, in
• 28:50
  Sydney, Australia that these are the guys that
• 28:54
  created afterpay. And I didn't know how big
• 28:58
  afterpay was. I, I've used, I was living in Sydney for a number of years
• 29:00
  as a guest. Just for anyone watching. I was a guest. And
• 29:04
  it's a big deal there because that's where it began. But it's, it's a,
• 29:07
  it's like, I don't, I forget how big the business is. It's massive. Two
• 29:11
  guys just come up with an idea and solved a problem and revolutionized the way
• 29:15
  people buy things globally. They're in 16 different countries right now.
• 29:19
  And it's changed the way people, way people actually buy things and finance things
• 29:24
  without impacting on credit or being ripped off by creditors charging
• 29:27
  74% interest and all that kind of thing. It's really cool.
• 29:31
  So here's the question. Be curious. Where are there
• 29:34
  problems? Where, where is there breakage out there? And there's plenty of places that we
• 29:38
  can optimize. And what can you fix? I mean, like,
• 29:42
  like even right now, with what we're talking about with Alex the Sherpa, there are
• 29:45
  plenty of sales coaches out there, plenty of them, but there's no one doing what
• 29:49
  we're doing at the level that we're doing it at the specific
• 29:51
  specificity that we're doing it that solves a problem
• 29:55
  directly rather than generically, you know,
• 29:59
  and, and other. Right. So what can you do in your
• 30:03
  business? Because AI can't replace that. Yep, yep,
• 30:06
  yep. Okay, guys, time for the commercial.
• 30:10
  One of the things is, if you liked what you heard, be sure to subscribe
• 30:14
  and share the podcast and engage on social media
• 30:18
  and One of the reasons I did it was I wanted to give you something
• 30:21
  that I thought would supercharge your business. And it's my
• 30:24
  way of giving back to the community because I want us to be a vibrant
• 30:28
  community, and I want us to be growing. And so I want you to make
• 30:32
  sure that you check in with all the episodes that are on
• 30:35
  the One Small Change. And everybody has a fabulous gift.
• 30:39
  You can listen to the episodes that I do every quarter
• 30:43
  just to see what's kind of going on. But the real thing is I want
• 30:46
  you to dive in the possibility of your bold vision and
• 30:50
  your innovative opportunities. So,
• 30:54
  Ken, what. What. What last words have you got? First, before we go, what do
• 30:57
  you know? What is one of your favorite things that you say or what you
• 31:01
  want us to remember? Oh, my gosh. You know, here's the thing.
• 31:05
  It's. We sometimes give ourselves the hardest
• 31:09
  time at who we are, what we do, what our capabilities are.
• 31:12
  But the bottom line is we have all the tools in the world right now
• 31:15
  to help us and support us. So I guess the best thing I can say
• 31:19
  to anybody out there is, you got this. There's no reason to feel
• 31:22
  alone. There's no reason to feel inept. There's no reason to feel unsupported.
• 31:28
  And that's it. I'd say just know that you've got what it takes.
• 31:32
  And, you know, the thing that I will kind of add to that is because
• 31:36
  there's somebody who needs exactly what you have right
• 31:39
  now. Yeah. Yeah. All right, guys,
• 31:43
  we gotta go. So I want you to remember that
• 31:47
  change may be simple, but it's not always easy. And it requires
• 31:50
  courage, resilience, and a willingness to step outside your comfort
• 31:54
  zone. And I always say that, you know, if you're not
• 31:58
  uncomfortable sometimes, then you're stagnating, because it means you're doing
• 32:02
  the same thing over and over again. So with that in mind, I hope that
• 32:05
  you will continue to join me for the One Small Change podcast,
• 32:09
  and we are going to keep diving deeper on this journey of bold
• 32:13
  vision and innovation. Until the next time, stay very,
• 32:16
  very curious. Ken, thank you so much.
• 32:21
  Von. It has been a slice of heaven.
• 32:25
  Bye, everybody. Bye. By.