Stop Making Excuses

Send us Fan Mail[00:00:00] Welcome to the Successful Life Podcast. I'm your host, Corey Berrier. And today, folks, we're gonna be talking about, well, actually, we're gonna be talking about not talking. We're also gonna, I'm also gonna take you through a few of the pain questions that I use when I'm talking to a client. This is gonna be dope. I can promise you, you are gonna learn so much today, so get something to write this stuff down because it is next level stuff. I gotta give a quick shout out to my buddy over at the hoist Gracie jujitsu Academy in Raleigh. and my buddy Billy Dowley is the guy that owns the Jiujitsu place that I just joined, and it just runs a really great establishment. When you think about your company, you think about how you're technicians or your CSRs interact with your customers. This guy has created a family, right? And that's what you want, you. , you want your employees to feel like they're part of a family. You want your employees to feel like you want 'em to be excited about coming to work. Right? And when you work with really cool people, when you work with grateful people, it's way easier to come to work, I promise you. And I got to, this is my second, I think this is my second week, and I got to practice with a guy named Pat last night, which was really cool. Yeah. It just, I tell you what, the biggest thing I like about this is the, the focus that you get from doing martial arts is pretty crazy because if you think about that, you know, you've gotta you've constantly you have to pay attention, right? You have to constantly be thinking if you're squared off of someone. And they're throwing a punch or you're supposed to be throwing a punch. You've gotta really be cognizant of what you both are doing. And it's just like business. If you're not focused in business, things are gonna go sideways. And look, it happens to the best of us. Things get good making you know, more money than you've ever thought you were gonna make. And you take the foot off the gas when you take the foot off the gas and you're like, what happened? Marketing sucks. No, that's not it. The my sales guy, my, my technicians can't close. My CSRs can't. They're not doing good on the [00:02:30] phone. The customer said it was too expensive. Customers said they were just gonna go with the repair opposed to the new system. Now that last. It's probably the one that you hear a lot. Now if you own an hvac, plumbing, electrical, whatever, trade your company you own, this is happening, right? Look, you gotta remember if your guys are not hungry, they very well may throw that job and. Pi, you know, not have a new, so think about this. If you got a service technician, you own an HVAC company, for example, and that service technician goes out, he's got one of two choices. Typically. Either he can repair the HVAC unit or he can call a selling tech to come out and sell a new HVAC unit. And so I personally don't love. that process because my opinion, and I've been doing, I've been in this a long time, and I know more about sales than just about anybody I know. And I don't say that egotistically, but I've been through, I've probably been 50 through 50 sales books, not to mention my own real life training over the last 20 plus 5, 25 plus years. And the fact of the matter is there's a gap between that service call and when that selling technician gets there, and look, you may not know this, but if somebody leaves, like whenever that technician, that first technician leaves that house, you got about a 70% chance that deal's not gonna go through. And that's just a statistical fact. Now how can you eliminate that? Well, it's really. , you teach your technicians how to sell the value of selling and I know you're thinking, well, our technicians don't sell. I know that they need to sell, though. I mean, why Look, if they can't sell, why do you have them in the job? And I understand thathttps:newpathemployment.com  https://www.audible.com/pd/9-Simple-Steps-to-Sell-More-ht-Audiobook/B0D4SJYD4Q?source_code=ASSORAP0511160006&share_location=library_overflowhttps://www.amazon.com/Simple-Steps-Sell-More-Stereotypes-ebook/dp/B0BRNSFYG6/ref=sr_1_1?crid=1OSB7HX6FQMHS&keywords=corey+berrier&qid=1674232549&sprefix=%2Caps%2C93&sr=8-1 https://www.linkedin.com/in/coreysalescoach/