If I Wanted To Learn Sales In 2025, I'd Do This – Transcript

00:00In this video, I'm going to be covering what I would do if I had to start over again in sales. Right? So, it's 2025. I think at the time of this recording, it's about uh June. I'm going to go through step by step what I would do if I was going to go back in time, re-enter sales. I'm 41 now. Um I've made a lot of money in sales, been able to, you know, my great home and support my family and all that kind of good stuff. So basically what I would do if I could do it over again, first thing I would do is uh like if I was going to tell my son who if he wanted to go into sales, right, if he had that particular level of hatred for himself, uh what I would

00:28do is I would tell him first thing you got to do is high volume. Okay? If if you haven't sold high volume, you really haven't sold. Okay? It it's the first thing that you should do in order to shortcut your development. A lot of people are buying expensive sales training or they're they're going to these gurus that have sold like four things in their entire life. There are exceptions to this rule. Like I think someone like uh I call Gordon, I think he's phenomenal at sales. He wasn't a full-time sales rep for that long, but he's he's he's very very good. He's very process driven and can really teach it.

00:54Generally speaking, if you have not been in sales for like maybe 8 to 10 years, you're just not very good. You might have had success. However, you're not good at sales, right? uh you haven't if you haven't sold multiple industries, if you haven't sold ROI, nonROI, all that kind of stuff, you just haven't had enough to actually be what I would consider to be good at sales or someone who could give me a run for my money, right? The reason being is because you never learned how to do the things to someone like me, like if I'm the business owner to to make you valuable

01:22in my eyes, not as a person, but as like a sales rep. Okay? So because like I'm quite good at sales and so like someone's skill on the on the phone like doesn't do a lot for me because like I'm likely to be either as good or better and so like it it's not a a quality that I'm really looking for. Okay. And it's difficult to get some of these things through if you've never actually sold in a high volume. So first thing is high volume. Ideally something in like a non ROI like a fitness. The first thing I

01:48would tell my son to do is like go and sell gym memberships face to face. Not high ticket coaching gym memberships. The reason being is because you're going to get a ton of people. Um, it's going to be like low value. So, that means that you have a lot of time to get better. You're not going to have a really difficult path in order to have the expectation of being successful early. That's that's the thing that kills a lot of people in sales. They come in and they're like, you know, they they they close at 5% or 10%. There's not enough money in it for you for you to be able to be allowed to continue to

02:16do that for a long period of time before I crack the shits and fire you. Whereas if you've got if you're essentially generating your own leads, going out there and cold calling and speaking to people and cold approaching people, you learn a ton, right? And if you can cold approach 100 people a day or 50 people a day, like after 6 or 8 weeks of that, like you will learn how to cold approach. Otherwise, you'll just learn that that that's not for you and you're never going to figure it out. And so it gives you the ability to problem solve and it gives you time and it gives you like a really good foundation to go from

02:44and then you can learn to do upsells but you have to go out there and get the uncomfortable stuff out of the way early. Then from there I'd want to do like kind of stay in that kind of high volume game. Maybe go into like a low ticket fitness. Right? The reason why fitness is great is because you're looking to sell something that's physically demanding. You have to stop doing things that you love and you got to pay for the pleasure and then take time to do it. And so it's a difficult sell. It's much harder than ROI selling.

03:06I've had people that have come on to like, you know, guys who are like seven figure closers come on to like fitness offers and they can't close a door because like there's no backup of like, yeah, but you're going to triple your money, right? So non ROI selling is much more difficult. The people that I see that do the best are people that come from doornocking and fitness backgrounds, right? Because again, I think doornocking has that high level of like you have to figure the out. So if you were in doornocking and did pretty well, chances are you're pretty good at

03:31sales. I think anyone who says like, you know, sales is really just judged by the results that you get on a consistent basis, like that's what determines a good rep. I think there are other factors that like a long-term good rep or someone that I would consider good, whatever. But if you can get results on anything, uh, then you're a good rep, right? So, people who say, "Oh, this sales trainer is [ __ ] This sales trainer is like because I don't like what they're saying." That's stupid.

03:56Like, you know, giving feedback on like objection handles is like whatever. Like someone could be a killer rep and be shitty on the phone like or be like not super skilled on the phone. Like those two things don't have to be the same thing. You can be a great rep without having tons of skill in the same way where you can be kind of a shitty rep but have a lot of skill on the phone but you don't know how to do anything else.

04:14If highly qualified leads don't come onto your calendar then like you can't produce sales which means like to me you're absolutely useless. Like totally useless and I don't you know want you or need you. Um peace be with you somewhere else but like not around me right? uh because like that's just not something that I require. So, high volume fitness, non ROI. Then from there, I would want to like slowly transition, you know, into selling, you know, high ticket stuff, uh eventually going into maybe

04:42more B2B. I think the highest amount of money that you can make as a sales rep, you know, that's like in the realms of what most people would actually be able to get in terms of like a job would probably be in the high ticket space. You know, you can earn 40, 50, 60, 80, 100 grand a month commissions if you're pretty decent. Um the trick is like can you do it over time and on multiple offers like I was someone who earned a lot of money as a sales rep in high ticket on every single offer I was ever on. Um and I was able to stay on offers right because the thing that I was good

05:09at doing is creating an ecosystem. Okay. And so going back to the the video which is what I would do uh and how I would restart sales. So once I went through and I was doing my high high volume I would do the following things whilst I was on my high volume non ROI thing.

05:24One, I would get good at referrals, right? Referrals are essential. People who can't get referrals are useless. If you don't get referrals and don't ask for referrals, you're leaving so much money on the table. There's a reason for it besides just the fact that you're getting referrals. Okay? So, you need a mechanism to stay on an offer or to stay in a business because a lot of the sales reps these days, they don't know how to do anything sales-wise except for talk on the phone. And so, as soon as the marketing goes down, they have to change. Now, if they're doing that multiple times throughout the year, which they probably are cuz every 3 to four, five months or whatever, marketing

05:52will something will happen and will [ __ ] the bed. Now, if they have no follow-up, no referral, no outbound ability, they have nothing, then like that 1 month, right, or that 6 weeks the marketing starts to drop off, they can't stay there, right? Because most people aren't good with their money. And so, they're probably no matter what they're making, they're probably spending it, right? And so, they see a gun, they're like, "Ah, the offer's [ __ ] or whatever." And then they go to a different one. So meanwhile, it's been on the down. They haven't made any sales or barely any sales for three to four weeks and they

06:20go to a new offer and it takes three to four weeks to ramp up. So let's just say worst case best case scenario, it's 4 weeks from the time of like where they're starting to make money again. And then they do that two or three times throughout a year. It's super common. You guys see it all the time like they're offer hopping. And so what that means is that their 12 months is actually not 12 months, it's actually like eight or nine. So let's say, you know, they're making 40 grand a month, but they're only making that for 8 months out of the year. Whereas like the

06:47person who stays there the whole time is able to probably do, you know, if they're of equivalent skill and they're doing other things, they're going to make say 50 grand a month, but the entire time because as soon as that marketing goes down, you turn those screws up. So referrals is number one. Follow-up is number two. People who say don't do follow-up areing [ __ ] It's just douchebag sales sales guys that are trying to like it's a marketing hook, right? It's like it's just going after people who are like a little bit lazy and they want to find like the easiest way in. Whereas like I'm the opposite.

07:15Like if you're lazy, I don't want to be around you, right? Like who's a person that's fine, but I don't want you working with me. Follow-up is essential. Essential part. It also tells me that person's never done any complex selling because for example, software is basically 100% follow-up sales, right?

07:30Anything B2B is like 100% follow-up sales. So it shows to me like a juvenile nature of someone's sales that they're like, "Don't follow up." It's like you're an idiot, right? And you've only ever sold one thing and it's probably like high ticket coaching and I can tell everything about you because I'm 41.

07:44I've been in sales for a long time and I can see that you're this, right? The next one is like that pipeline management and having an ability to like really nurture a pipeline of people, right? Over the course of time, which is like a more refined version of follow-up, someone I should be able to say, "Hey, what's in your pipeline?" And someone should be able to tell me. I feel like what do you mean it's buy or die? This is stupid, right? Um, and then as well the next thing is being able to farm a CRM. So going back through old leads and creating strategies that farms

08:12a CRM. The reason why this is essential is again is because there are deals in the pipeline. There are deals in somebody else's pipeline. When reps cycle out and reps aren't very good when they first start, you can go and grab their you can get a bunch of layowns. But what people don't realize is that when they're trying to do things the easy way, they're doing it the hard way.

08:29people who don't give referrals, don't do follow-up, don't do outbound, don't do CRM farming stuff, they're doing it the hardest possible way and they're going to make less money, which is why like I'll happily put myself up against anyone uh and say go make sales and I'll be like sweet because I wouldn't even ask where the [ __ ] leads are. I would just go and figure it out, right?

08:52They're coming for me, right? So this is why these these people like they're they're not good is is because like they require the lead to be given to them in a state where it's ready to go, right? That's not a salesperson. That's a checkout chick or checkout person or check out them. I'm not sure what it's called these days, right? So essentially the way that I see that is that you're like a lion in a zoo and you just get up in the morning, you go raar and then

09:18daddy feeds you a steak and if he doesn't you die. Now, I'm a man, like an actual man, like the old school one with a penis, right? Um, and I have kids, and there's no way I'm going to teach someone that they should allow that person to dictate the financial ability of me to be able to feed my kids. And that's what you're doing when you're

09:43doing inbound only. like you are telling another man or another person that like hey can you please be the one who's completely in charge of the financial success of my family? Um sir and the reason why that's so dumb is because like like loyalty in business is is doesn't really exist that much, right?

10:03Or at least it's not two ways. like it's not possible a lot of times cuz like they they they're not going to uh financially um destroy themselves so that you can get calls when you're not closing at a high rate or when the calls get hard to get. They're only going to be able to have so much inbound and then you have to then facilitate different strategies in order to be able to continually get that and give them a reason. It's the why reason why it's seventh level like I started using ROI as a significant metric. So how much am I putting into you versus how much am I getting out? If you don't get referrals,

10:31if you don't get upselles, back-end sales, follow-ups, pipeline, like the chances of you having a really good ROI is pretty low. It's only going to be for a short period of time. And so, these are the things that I would want to like have in place if I'm doing sales again, if I'm starting at scratch. And I would really make an effort to develop those strategies as early as humanly possible.

10:50I would work less on skill and more on process. I would learn more and be more attentive to the things that are working early on so I could shortcut my development and instead of spending tons of money on sales training like I would want to shadow people who are highly active and be the most active person inside of a sales organization and then from there the skill will come like you're going to be kind of shitty at it for a long time. So you have to you have to negate that with activity and

11:16process. And I know that having run hundreds of sales organizations and been a part of with thousands and thousands of reps, the reps that I want are the ones that are like decent enough talking wise, but like they're awesome at follow-ups, referral, and getting after it. And they're highly processed. Like my sales guy at Dialer, Frankie, is like exactly that. Like he's pretty good on the phones. the dude's pretty good at

11:43that, but I mean his followup, everything is tenacious and the dude is just really really effective. And that's something that's a a type of salesperson who will be like totally fine and good to go in any economic environment. And that's what you want to be. Like you don't want to be the guy who just, you know, made a bunch of money once by selling a unicorn offer. Like that's lame. You don't want to be the lion that starves it if a daddy didn't give you a