Latest / Success Story with Scott Clary / Lessons - The Psychology Behind High-Converting Sales Conversations | Mara Dorne - Sales Performance Expert

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Lessons - The Psychology Behind High-Converting Sales Conversations | Mara Dorne - Sales Performance Expert · Success Story with Scott Clary

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  In this lessons episode, discover why most salespeople struggle, not due to lack of talent,
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  but because they fail to commit and avoid the daily grind.
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  Learn how top performers thrive by showing up, staying consistent, and feeding off team energy.
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  Understand how rejection is part of the process, and how authentic human connection can turn a stranger into a customer.
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  What are the things that I mean we sort of spoke about what good sales is?
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  What would be some practices that you see?
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  Like some really bad habits that you see with salespeople that you bring on that
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  doesn't matter if you're selling insurance or if you're selling anything, you just got to kill those
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  habits. They're lazy. What do you mean? The number one reason why people don't succeed is
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  selling insurance is not hard. Maybe mentally but physically, it's not hard.
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  Now these guys, they have everything built out for them. They're not going door-to-door
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  business to business. You guys are literally in an air conditioning nice office with food all the
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  time, all kinds of incentives, and they cannot commit. That's the biggest problem I see across the
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  board with it. They don't want to work. It's a grind. I mean, my sales guys are in there 8 a.m.
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  They're working till 10 p.m. but they do not. It's the lack of commitment. They still have to like
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  call call and it's it's not so much a call call. It's more of a warm call. These people put their
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  name and number online. That's all right. Yeah, so it's not like they're calm, but you know,
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  they're all the people that they're calling are also being blown up by. But they have technology.
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  They can text them. They can email that. I mean, there's these guys have all kinds of advantages,
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  but the number one reason they don't do well is because they cannot commit to a schedule that works.
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  And you have to grind. It's a pipeline business. And if you're not willing to grind your first
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  year and build that pipeline, it's not going to work. But then you start to build. So then how
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  how much money can you really make in sales? Like I mean, you first year or when?
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  I don't know. You tell me I don't I've never worked in insurance sales. I'm curious.
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  So sales is not first of all the insurance insurance sales is one of the leading fields to be in
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  anything like financial services is huge. So that's number one. Sales, what are these that most
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  entrepreneurs are salespeople? So you can make the most amount of money in sales.
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  You can make, I mean, my first year agents that really come out of the gate, taking advantage.
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  There's tons of incentives from the company from us from, I mean, tons of it. You can you can easily
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  make 150 to 200,000 your first year. And that doesn't even count your residual income.
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  So you build a book of business. You build a book of business and you get paid second year on them.
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  So is do you feel? Because I always have this debate as well. Do you feel like sales can be
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  can be trained or is it something that you're just born with? No, I think that's hard.
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  That's very hard. But you can't believe that is like we call it. We say you have like a
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  stick. Like you just have like the chutzpah. That's the word. You either have the chutzpah or you
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  don't, but you can train somebody to do that. Yes, you can teach somebody. You can't and not to
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  create. I think you're born with charisma and the chutzpah. But I think you can train somebody.
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  You can definitely train them how to be a good salesperson. Tactical.
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  But I mean, like is there where you always like just like very outspoken? Well, yes.
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  Okay, it's always been like this. And this is, this is, I've always been like,
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  because I think that's what people struggle with. They struggle in sales, they struggle with it.
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  Like almost a little bit of social anxiety of putting themselves out there, sort of exposing
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  themselves to the customer and being afraid of being shut down. I can't remember. This could have
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  been her mostly. I can't remember who said this, but basically the, the idea was get to a hundred
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  knows or a thousand knows because then you know, yes, this coming for sure. Of course, in the fun,
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  like the best thing I tell my agents this all the time, like, did you ever make prank calls as a kid?
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  Maybe they cause minor young, but did you ever do that as a kid? Yeah, of course. You didn't know
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  the person on the other end, right? You didn't know it's prank all this same thing. Like what's the
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  worst that's going to happen? Person on the other line is going to hang up on you. That's the worst
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  thing that they're going to do. So where's they? Why do you feel like it's so important for you to
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  travel so much for your job? I'm curious. I don't have to. I don't have to. I do it because I feel like
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  I understand the grind and no business. I do not think this is my personal opinion, but a successful
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  business is not going to be successful unless the person is a hundred percent bought in and they're
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  overseeing their business. And that's why I show up in my office. I think it's the reason why
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  you're successful. Actually, there has to be face time. There has to be. And every year, I'm like,
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  I'm not going to travel. I'm not going to do it. I'll do the zoom thing. And you know what? I've
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  incorporated zoom into my business. I have, but there's nothing like going face to face and taking
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  these guys to a dinner or connecting with them outside the office or just sitting next to a new agent.
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  You know, there's it's just no greater feeling. I've thought this a lot. I feel like after COVID,
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  we all got so comfortable with doing things virtually that we like lost a human element of
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  business. And I've just like, I wasn't running a sales team at the end of COVID. I'm curious if
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  you see that. If you see the people just gotten so comfortable with like zoom and text and email.
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  They so we can't require anybody, but we strongly suggest that our sales people are in office.
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  So the majority 99.99% of my sales team is in office. They do not work from home.
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  You know, there's a difference. There's a huge difference. Because sales is about synergy and
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  energy. And if there's no synergy, there's no energy, there's no production. Then think about it
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  for a new agent, right? The new agent is on the phones. They're dialing through. You know,
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  everybody, they're nobody's picking up. Everybody's broke. You know, it's the same. Then all of a
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  sudden, you start getting into your head and then what happens? The downspiring.
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  You self-sabotage. Yeah. So if you don't have a filling for office.
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  It's a hundred purple. If you're around high energy sales, and you know, Bob is making a sale,
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  and then Mary is, and then what do you want to do? It's infectious. You want to make the sale.
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  But you mentioned before, like we don't have to break the point, but you mentioned before, like
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  what sales really is, which is bringing somebody like helping them see the problem that they're
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  dealing with and sort of naturally bringing them towards the solution, as opposed to
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  shoving it down their throat. Yeah. That's the another bad habit is bringing, this doesn't happen
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  a lot because I have young agents that have no sales experience, but a huge bad habit from people
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  that come in that have previous sales experience as they know. They know everything. That's a bad habit.
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  They know. But you work with, so that is your, like your perfect rap is somebody with no sales
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  experience. None. If we like them young, young, this somebody has no wife, no kids, no girlfriend,
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  no pets, no fish, no excuses. That's what we that that's our ideal candidate is. I'm going to go
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  and use her. And but the culture is different. Like I mean, if I look at different sales cultures,
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  you don't even seem like you have like bad aggressive, a sales culture. No, I don't, but it depends
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  so we're broken up into teams. I do have some that are really aggressive. I do like my West Palm
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  team is an aggressive team. They're cool. They're what we call closers. These guys are good. They're
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  going to close you on something, which is a great way. I mean, look, they they're not doing
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  anything wrong, but they know that the person put their name and number online and they're not
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  letting that person off the phone until they sell them something, which is I, I mean, I think that's
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  great. If they can turn that no into a yes or get that person to, but that's great. Is there
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  when somebody puts their name in, are they hitting them up like tactically? Are they hitting them up
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  with calls, texts, emails, sliding into their DMs? All of the above. All of it. People find
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  their everything. People find their so sometimes the sometimes the consumer knows to put their
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  wrong phone number in because they know they're going to get blown up. We can find you. If you put
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  your first and last name, we can find you. We have all we have all the tools for it. But does it turn
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  people off from buying? Of course. Sometimes it does, but you know, sometimes people are really
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  looking for health and I mean, they are obviously really looking for health insurance. Of course,
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  occasionally you get your person that is not really, but for the most part, no, they're not.
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  And if they're turned off, then you know what? Then it's next. That's how we try to teach them,
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  so they don't dwell on it. Yeah, I'm curious if the teams that are closer today out perform,
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  like they do outperform. So there is something to be said for just like being like to persevere.
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  Yeah. So another bad habit you're talking about habits is when the consumer says so people like to
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  be people do not like to be sold. No one, you know, it's a game. I always say it's like a dance.
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  Who's going to, you know, are you going to get sold or am I going to get sold? No, I don't want to
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  get sold, right? That I'm the one that's trying to do the selling. So when somebody says they're not
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  interested for new people that come in, they'll say, okay, no problem. Well, they put their name
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  in number and there you can't just say, or they'll be like, can you call me back later? Yeah,
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  sure. No problem. And I'll look at them, be like, Scott, they're never going to pick the phone
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  back up. You know, you have 30 seconds to make a good impression or you have some way to make
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  sure that you have them committed to picking phone back up. So how do you do that? We solidify,
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  we call it solidify. So you call me, I mean, it's, it's not easy to get me to care about a random
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  stranger in the first 30 seconds. So usually what happens is they do it through tax. That's the
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  number one way that that the corresponding starts is through tax. The goal is to get you on the phone
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  in a bad habit that the salespeople don't like to do is get on the phone. They rather text,
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  it's easier. But what do you, a text is so easy to be like swipe and you're done, right? So,
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  so the whole idea is you want to get somebody on the phone. So what we teach them is you have
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  literally less than 30 seconds to get somebody to find you interesting. It's not that they're not
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  interested. It's you're not interesting. So you have to be catchy. So if I'm calling and like,
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  hey, Scott, I'm not going to call you and be like, hey, Scott, Larry, I wouldn't say that
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  because you would know right away if I was your friend, I wouldn't call you by your first
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  last name. Yeah. I've gotten, I've had some bold, like not and not say bold because that's the
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  wrong word. I've had salespeople just like hit me up via text. I love it. Using my first name.
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  I love it. And it throws me off because I actually for a second, I'm like, but the alternative is,
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  and it actually, like I don't mind having a conversation with someone that's human. Yes,
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  because that's a dinner today. It's humans doing business with other humans. Absolutely.
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  So it throws me off. It doesn't really upset me at all, actually. I don't mind it because I
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  rather, and I also don't like somebody who, like listen, I'm sure that some people are really good
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  at bullshitting, but I don't, I feel like when somebody is using my first last name, God forbid,
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  you put a mister in there. And then it's like, I don't trust a fucking word you're saying.
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  Never. And if you the same thing, if you call me mister, ma'am, I'm done. No, it just feels so,
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  it just feels not personal. Yeah, not personal. So I feel like, you know, I'm like,
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  want to, even though, even though it's so silly, human psychology is wild. Even if you just say
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  Scott, you just call me that. I feel like we're friends are like just like a level of comfort there.
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  That's where my criminal justice degree comes into play because it talks about psychology and criminal
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  justice. I worked out for university, by the way, but you know, I mean, you just said like
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  some simple things, but it all calms down to it. Like that's what sales is about psychology.
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  You know, who's going to bite first? It's understanding people how they, how they move,
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  what you know, different ways to get the entice them, you know, and connecting.
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  You know, we teach them that if you're talking to somebody in California, you know,
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  in Pasadena, maybe like, oh, yeah, you know, whatever it is, it's just some kind of mutual
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  connection. Thanks for tuning in. If you found this valuable, don't forget to hit that subscribe
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  button so you never miss an episode. And if you want to dive deeper into this conversation,
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  check out the links in the description to watch the full episode. See you in the next one.