How I learned to SELL…[mindset training]

Summary

• My wife and I are true 50/50 partners in our business. She's an exceptional operator who handles infrastructure, recruiting, HR, and company culture.
• I contribute ideas and ensure they're followed through, but my passion for business drives me to keep working as much as I can.
• We work efficient hours – from around 5:00 AM to 4:00 PM, including gym time in the middle of the day, and then we might enjoy dinner out.
• Originally, my drive in business stemmed from a need for approval due to crippling insecurity. Positive immediate feedback conditioned me to keep performing those actions.
• My current motivation isn't out of insecurity; it could partially be because having financial resources acts as a form of validation, but I've also developed a genuine love for working.
• Last year, I took significant time off work, traveled extensively, and realized that continuous rest felt empty to me—recognizing that the work is what I enjoy.
• I approach my entrepreneurial ventures in seasons, approximately in five-year chunks, which helps me focus intensely on specific goals before shifting gears.
• When it comes to building sales teams, I have a short tolerance for underperformance because I've noticed strong sellers often show promise right from the start.
• A crucial aspect of selling is having conviction in your product and establishing trust with your prospects. A salesperson's belief in the product will shape how they discuss it.
• Expertise, rapport, and asking the right questions lead to successful sales. It's important to understand the customer's journey and tailor the product presentation to their experiential benefits.
• Selling without confrontation involves maintaining childlike curiosity and deploying it strategically during conversations to uncover the root of objections without entering into arguments.
• Mastering control over your physical response, like breathing, during high-pressure sales is vital. It allows you to remain calm, curious, and engaging, which builds trust with potential customers.
• Packaging insights in easy-to-understand ways is highly effective; it's akin to distilling dense, valuable information like that in a historically rich book into clear, digestible parts.

Video

How To Take Action

A good way of doing business is to work smart, not just hard. Here are a few things you should do:

• Partner Up: Look for a partner, like how my wife and I work together. Each person should focus on their strengths. If you’re good at coming up with ideas, do that and let someone else handle operations like recruitment and culture.

• Develop Passion: Make sure you love what you do. If you're working a lot but it’s what you enjoy, it won’t feel like a burden.

• Take Breaks: Remember to rest. Try throwing in a gym session in your day to stay healthy. It's important to balance work with leisure.

• Work in Seasons: Think about your goals in chunks or seasons. Set a focus for about five years, give or take, then switch focus. This helps you stay motivated on specific goals.

• Short Tolerance for Underperformance: On your sales team, if someone isn't doing well right from the start, it might be time to let them go. Keep strong performers around.

• Selling with Conviction: Always believe in what you're selling. If you're confident in your product, it will show, and customers will trust you more.

• Listen and Ask Questions: Understand your customer's needs. Tailor your presentation to their experiences and ask questions that lead them to see the benefits for themselves.

• Maintain Curiosity: Practice childlike curiosity when dealing with objections. It comes off less confrontational and helps uncover the real issues.

• Stay Calm: Control your physical responses, like breathing, during high-pressure moments. It will help you stay clear-headed and keep the conversation going.

• Package Information Simply: Like making dense material easy to understand, make sure your sales pitch is clear and easy for the customer to grasp.

Just focus on what fits your style and your business. Remember, it's not just hard work but smart work that counts. Try these steps and see the difference for yourself.

Quotes by Alex Hormozi

"I love business like I love this and there's nothing that really stimulates me like this"

– Alex Hormozi

"I continue to do them without the original catalyst that got them going to begin with"

– Alex Hormozi

"I love working and I don't need to judge myself for that"

– Alex Hormozi

"It's okay because there's beginnings and ends and this season is gonna feel a little different"

– Alex Hormozi

"I think that the number one predictor of good sales is conviction"

– Alex Hormozi

Full Transcript

clearly packaged this in really easy to understand ways it's almost exhausting listening because it's like every it's like when you read a really good historical book or something it's like every sentence is packed with a fact you seem like a grinder when you were building these businesses were you just like doing 80 hour 100 work weeks and what about now because you're like yolked you're huge you're like a bodybuilder so so like how did you balance like being fit and getting married and you but i don't know you well but you seem like you'd be grinding hard so my wife works in the business with me so we are true 50 50 partners like it's very rare i like i recognize how rare it is she actually is 100 matched with me and like should just as much be on this call because she runs the other half like she from a work standpoint she has more output than i did she is the operator so she builds the infrastructure she does the recruiting she sets the they are the hr stuff she does the culture she like she does i mean she runs everything um i just you know occasionally come up with a good idea and try and stick with it long enough um to see it come true but in terms of grinding like i love business like i love this and there's nothing that really stimulates me like this and so i do as much of it as i can and if we want to go out to dinner we'll go out to dinner you know but like worst i was just saying we're single so we don't have kids and so we work from like five-ish to four and then you know usually in the middle of the day we'll probably go to the gym for an hour or two and then come back and keep working and go out to dinner at night and that's that's kind of our lives you seem pretty um this isn't i would say i'm a little bit i'm i'm definitely this sean has a little bit of it too like manic's not the right word but like neurotic maybe is a better word um where it's like uh there's something that's deep rooted inside of you it's not like you want to do something necessarily it feels like you're it's more compulsive or obsessed you're obsessed about stuff which i am as well if that's true what's that rooted in what are you trying to get done so i think originally the drive was from just crippling insecurity and needing approval right and then i think from like a behavioral conditioning standpoint i got immediate feedback that was positive and then i was conditioned to continue those actions now i continue to do them without the original catalyst that got them going to begin with i don't think i suffer you know from the insecurities as much as i used to i'd say i'm probably 30 better than i was at the beginning and it might just be because i have this massive big pile of money that i can use as an emotional crutch to why i'm not a piece of [ __ ] that would help i'm just being like i mean and if it were all disappeared i'd find out how much actual growth i had or if i just compensated by circumstance and you know compensate for the division yeah i don't know you can send it to me and we'll we'll find out we'll see let's run the experiment i like so there's the compulsion and like this last year i pretty much took off like i did not work that much and so i saw the difference and i have come to accept that i love working and i don't need to judge myself for that or or take in other people's judgment on how much i should quote do like this is my life and this is what i like doing and their ideals that they've arbitrarily made up as what they define as balance are irrelevant to me you said you took last year off what'd you do what'd you get up to um we traveled a lot uh went to cabo went to scottsdale went to sedona went to flagstaff traveled all over one out felt felt honestly pretty empty like you can only eat so many times like there's just not a lot to do it feels good having that rest though like you can't be in the trenches i think like or rather you need breaks from being at war i think and maybe even phrasing it i'm just throwing this out there like phrasing it is instead of a like a break is a shift in how you're thinking because like it's going from dirt to clouds but i still think it's high leverage activity you know i mean or like output it's just a different type of output you said something on one of your videos that uh you're one of the only other people that i have heard say this phrase i use it a lot which is yeah i had a season like or this season i'm doing this or i had a season where i was really just focusing on x and that's been like a game changer for me my personal trainer and kind of coach she's like my mindset coach plus trainer he does this all the time but he's like he's like i'm in a season right now where i'm i'm just uh he'll be like you know i'm practicing not waiting and he's like he comes up with these little themes or he'll be like right now i'm in a season where i'm going to eat whatever i want and it's kind of like in the entrepreneurial world it's like time boxing's like all right i'm going to give myself two hours to get this [ __ ] [ __ ] done or i'm going to launch in the next two weeks no matter what right like we i've used time boxing for productivity and now this season's thing it makes every like decision you're making less heavy of a commit because you're like it's okay yeah because there's yeah there's beginnings and ends and this season is gonna feel a little different just like winter feels different than summer that's how i use it do you do you use it like that i just noticed you said that phrase 100 yeah i mean i i think about it in terms of entrepreneurial seasons and i at least for me might have been like five-year chunks and so this is gonna be my fourth season and they've roughly been about the same length so i think that it probably takes me like three ish years to like really see something through and then two years to figure out how i'm going to transition from that thing or realize or mod you know whatever that's right it's kind of like a pe cycle almost give us kind of like um give us an example of normal like here's the default way people are doing something and then here's the rephrase of the reframe that has better results um i would love to get two minutes of learning sales from alex sure so it's my belief if you look at belford you look at bradley you look at grant cardone some of the big sales trainers that are out there almost all of them invariably have the same story which was i started selling and was the best guy on the team by a [ __ ] mile and then i tried to figure out what i was doing and so i do think that some people naturally based on their childhood their upbringings their whatever or just have a higher proclivity for selling which yeah just a gift of gab and and empathy yeah and i think it carries over into how you recruit for selling too because we built a lot of sales teams and i actually have a very short allowing for people to fail at sales cycle probably much shorter than most people and it's just because i've never had a killer salesperson who didn't do pretty well the first week and so for me we you know we turn through this quickly but as a result of that the team is just killers and they know that in terms of uh sales stuff i think people don't know how people are really freaked out about the idea of selling and the front part of that is that i do think that the number one predictor of good sales is conviction fundamentally you have one person who should believe in something another person who does not believe it yet and trust is the thing that transfers that conviction so if fundamentally there's the two things you need you need trust and need conviction most times sales people don't have 100 trust sorry 100 conviction and so the also the idea of conviction as a binary is false so it's not like i believe it or i don't believe it is to what extent do i believe right and so that's why like in terms of if i want to improve a sales team i can do the drills which we do and that's like blocking tackling but the thing that really juices the sales team is hearing the testimonials of the people that they sold last week and what they're doing today and how their lives have changed and so i noticed this because on my sales teams when we were in person whenever i did weigh out day which is when everyone finished their challenges and everybody was crying and so excited i tried to stack as many sales appointments as i could while people were weighing out and during those days we closed like 100 because people were like dude how can you not think this works it's right there and so the thing is is like you can either trick yourself into having the right tone or you can train yourself and i think that it's much easier to trick yourself into it by just simply believing because if you talk if you truly believe in the product you will talk about it differently and so in terms of an understanding of selling if you need to have conviction you need to have trust trust is going to come from expertise and some level of rapport right i think that overarchingly to help someone sell we just have to ask the right questions to get someone to come to the conclusion on their own and so most sales conversations follow more or less the same framework if you know what you're doing otherwise people are just chasing their tail and trying to chase a prospect to an outcome that the prospect doesn't know how like we've had this conversation a hundred times they have only had it once we should be the one knowing how this conversation's supposed to go right we should also come in with a massive advantage to how to have this conversation go the way we wanted to because we do it on [ __ ] day right and so big front end pieces is like why are they there what's the problem what have they done so far understanding where they failed seeing why our product is different from the things that they failed asking for permission to explain about the product explaining the product not in any way based on features but only based on the experiences that they will have as a result of it and using analogies to explain those experiences and then having a close at the end which the the tick tock i think that you he references like a no base close and i think a lot of natural sales people do this anyways like if i want something i might be like hey can you do this for me i'm like hey would you mind and they say no they don't i don't mind right like it's natural communication dynamics that most people who naturally know how to persuade people or at least influence do that on their own this is just retroactively looking at it and saying what did i do different like why is this different in terms of like overcoming because people are afraid of confrontation right that's what they're afraid of and so i believe that you can sell without ever having confrontation and you can do that with what i like to call childlike curiosity and so if someone says well my husband's not going to approve that i'm like why wouldn't he like huh that's so interesting tell me more about that rather than like all right let's like your husband's an [ __ ] like that's not going to work because in arguments no one wins right and so you're like why why would he think that because because i would think that he wants what's best for you right yeah he wants what's best does he know you're struggling with this right now well i mean yeah he knows i'm struggling with it okay so he wants a specialty he knows you're struggling with it so why do you think he would be opposed of solving something that you're currently struggling with just so i understand would he be happier if you continue to struggle well no it's like well great then would you be opposed to moving forward today and that way and hey if you go home to your husband and you make a joke in the lightning scenario then you close it right and so it's i think child like curiosity is the immediate that you have to train because people get defensive so that is one thing that like fighters talk about when they're in the ring like in the beginning you breathe in too much right i don't know if like if you've been like sparring and stuff like you breathe in you breathe too much you hyperventilate and so the guys who've done it enough they slow down their breathing because when they get things get intense they can slow it down and so i think sales is a lot the same way where you're like your adrenaline kicks in start breathing faster as fight or flight so you gotta be able to slow down and be like huh that's crazy i wouldn't have thought that okay tell me more about that and like now you're interested and then they don't feel like you're combating them they feel like you genuinely are interested and want to help them which is what you should be doing because you should be only if it makes sense you are full of like interesting insights and like you know a lot of [ __ ] and like you've clearly packaged this in really easy to understand ways it's almost exhausting listening because it's like every it's like when you read a really good historical book or something it's like every sentence is packed with a fact yeah and it's like oh my gosh like i cuz i got it i want to pay attention i was like exhausting this is awesome nation if you enjoyed that video smash the subscribe button and hit the little notification bell the reason for that is because i don't actually have a cadence for when i make these videos so if you want to make sure you don't miss the next one that comes out go subscribe notify and i'll see you the next one bye