Successful Sales Conversations – Jeremy DeMerchant – episode 67

ūüďĘ Jeremy DeMerchant is a sales team turnaround specialist, international best-selling author, award-winning speaker, and host of the Sales Team Rescue Podcast. After getting hooked on #sales at the age of 14, Jeremy found his place leading #high-performance sales teams by the age of 19.¬†

 

He’s supported some of North America‚Äôs leading companies in #Telecom, #Banking, #Insurance and #Education, and has had the opportunity to help businesses from Santa Monica to Singapore to double their sales in as little as a few weeks.

 

ūüĎČ To get Access to Jeremy‚Äôs #Gift, The 5 C’s of #Successful Sales #Conversations, visit http://www.permissiontosell.com/the-5-cs-of-successful-sales-conversations/

 

Summary:

  • Introduction to today‚Äôs show. 0:02

    • Welcome to daily confidence for entrepreneurs.

    • Welcome to the show. Jeremy.

  • Jeremy‚Äôs introduction. 1:17

    • Meet jeremy merchant, best-selling author and host of the sales team rescue podcast.

    • Jeremy’s story.

    • Sharing enthusiasm and influence on buying decisions.

    • What he does these days.

  • How do health and mindset impact sales results? 6:04

    • Ideal type of customers to work with.

    • Health and mindset for successful sales.

    • Identifying the obstacles that are in the way.

    • The importance of knowing why.

  • Setting a good example for your kids. 10:33

    • Setting a healthy example for his son.

    • How to have sales conversations.

    • The first exposure to sales is often negative.

    • The fix to resistance to sales.

  • Focus on helping other people. 16:19

    • The difference between a professional speaker and a new speaker.

    • The problem with self-doubt.

    • The trade-off between one angry person and changing one person’s life.

    • Why network marketing teaches some of the best sales tips.

  • How to ask the right questions? 22:43

    • Never split the difference. Chris Voss.

    • Door knocking is the best confidence building exercise.

  • Mistakes that people make with sales conversations. 24:24

    • One of the biggest mistakes people make in sales conversations.

    • The first mistake.

    • Transitioning from casual conversation to a sales call.

    • How to deal with the fear of communication.

  • How to avoid a sales pitch? 28:58

    • How to gauge if prospects can afford your services.

    • How to ask questions about their budget without asking a great question.

    • An example of a $500 workshop for business owners.

    • Challenges Mustafa has faced.

  • How to be able to anchor your price point. 34:51

    • Anchor them to something in sales conversations.

    • Ask open-ended questions to get their words.

    • Best practices for a successful daily routine for sales success.

    • How to schedule meetings.

  • The importance of discipline in sales. 40:26

    • Dedicate time and stick to your time.

    • Discipline is the ability to make decisions.

    • The first step is to listen and dig deeper.

    • Three simple phrases to use in sales.

  • The 5c‚Äôs of successful sales conversations. 45:48

    • The ultimate sales cheat sheet. Five c’s of successful sales conversations.

    • How to practice the methodology.

    • The seven levels of communication strategies.

    • The importance of caring about people.

  • The power of building trust in sales. 50:14

    • The first time Jeremy sold an online degree.

    • Where to get more information about Jeremy.

    • Reach out to Jeremy, he has a wealth of knowledge and wisdom.

    • New thing Jeremy recently tried.

  • Books that changed Jeremy‚Äôs life. 53:57

    • Favorite books that made a difference in his business.

    • One book Jeremy recommends

    • Trust yourself enough to do that thing you’re scared to do.

    • Inspect what you expect.

  • What advice would you give your 20 year old self? 58:33

    • Trust yourself enough to start a business.

    • The world doesn’t turn until a sale is made.

SHOW NOTES:

We are pleased to provide these show notes to make this podcast more accessible to those who prefer to read.

Please note that this is an automated transcription and may contain errors.

SHOW TRANSCRIPTS:

Mostafa Hosseini  0:02 

Welcome to daily confidence for entrepreneurs. My name is Mostafa Hosseini. Your host for the show. I specialize in one page marketing plans for coaches, consultants and experts and I help them create and implement their plan in three days or less.

And ideally conference for entrepreneurs. We share tips, strategies and actionable advice for you to boost your confidence in different different areas of your business on a daily basis. If you’re watching whichever channel you’re watching on, please like the show like the stream, subscribe to the channel. If you have any questions make, make sure you pop your questions in a comment and or in the form of a review. And we’ll get back to you.

If you know a friend that could benefit from our conversation today, which is about successful sales conversations with my great guest, Jeremy merchant. Welcome, Jeremy. Thanks so much for having me. Great to have you. So if you have any questions about successful sales, sales conversations or about sales in general, pop them in the comments in the chat box and we’ll answer your questions to the best of our abilities. And yeah, that’s that welcome, Jeremy. How’s your day going?

 

Jeremy DeMerchant  1:17 

My day is fantastic. How is yours? Mustapha.

 

Mostafa Hosseini  1:20 

It is fantastic. I’ve got a I’ve got a ton of meetings, like back to back. And when I’m talking to a lot of people, it actually makes me happy. I love to talk and connect and communicate and explore. And, you know, go through opportunities and possibilities. So that just gets me going. Love it. How about you?

 

Jeremy DeMerchant  1:40 

You know, it’s been an awesome day where we get some big things going on in my personal world baby on the way and and so we’re maximizing the business and the personal side and just lots of changes, lots of growth and lots of excitement.

 

Mostafa Hosseini  1:54 

Beautiful, let me do the proper introduction gang for Jeremy and then we’re going to dive right into a very important and interesting topic. Sir Jeremy merchant, which I love your last name. It’s like a business last name. That’s like probably your ancestors were like merchants, right? Love it. Jeremy, the merchant is a sales team turnaround specialist International Best Selling Author, award winning speaker and host of the sales team rescue podcast.

After getting hooked on sales at the age of 14. Jeremy found his place leading high performance sales teams by the age of 19. And you know, at the age of 19, I was probably just you know, trying to figure out who I am. But this guy was like leading high performance sales teams. He has supported some of North America’s leading companies in telecom, banking, insurance and education and has had the opportunity to help businesses from Santa Monica to Singapore to double their sales in as little as a few weeks. Welcome again.

 

Jeremy DeMerchant  3:00 

Thanks so much.

 

Mostafa Hosseini  3:02 

So Jeremy, please tell us your about your story. What is your story? How did you get into this, this whole sales world?

 

Jeremy DeMerchant  3:08 

Well, I was working at a convenience store and this gas bar that was down the street from my house and I was 14 years old. And one day, I saw this $1 scratch ticket. And it had dooleys on the top and dooleys here in Canada is the name of a billiards Hall, a pool hall. And so I wasn’t athletic at all. Still not really. But I have kind of okay at pool.

And so I got excited when I saw this pool hall brand on the ticket. But I was 14 too young to buy the scratch tickets. So the first person that walked in that day as Hey, have you seen these, you should buy one. And he bought one. And then the next person walked in, I said, Hey, have you seen these you should buy one, she bought two. And it went on like that throughout the weekend. And it was just a Saturday and Sunday shift. I was just 14 years old.

And I had sold it by the end of the weekend. And I realized that if I could share my enthusiasm about something, I could influence somebody’s buying decisions, then I was hooked. So that’s the that’s where the the love happened for for me in the sales space.

 

Mostafa Hosseini  4:10 

So takeaway was that if you could share your enthusiasm, enthusiasm, you can easily get them to buy from

 

Jeremy DeMerchant  4:16 

Absolutely. And, and you know one piece I want to carry that right over into something for the audience. When not now when I train sales reps. My first priority is having them quote unquote, drink the Kool Aid. Because it doesn’t matter how unpolished they are. It doesn’t matter how well they know the ins and outs of the product. If they truly believe in it, if they’ve drinking the Kool Aid of the value that it presents, the impact that it has.

They’ll overcome the rough edges, the missteps, they’re going to overcome all the tough stuff, purely based on belief and so I think that was such a vital lesson for me to learn at age 14 because it carries through for everybody in sales.

 

Mostafa Hosseini  4:58 

Love it. Love it. Love it. Love it. Love it. Love it. So tell us about what you do these days, what do you do and who do you serve.

 

Jeremy DeMerchant  5:06 

So, you know, I fell in love with sales back then I’ve run a phenomenal sales teams. And to be honest, I was doing frontline sales and realize, I like coaching better than I like doing the sales myself, I love sales conversations. But I personally don’t love picking up the phone and dialing to be totally transparent. So that’s, I want to go into coach people.

So I launched my business permission to sell back in 2014. And it was after I just finished up working with an online university, we had done five and a half million dollar intake with them with me and one sales rep or one enrollment rep. And I just decided that I don’t want to just help one company at a time, I want to help multiples.

And so now I’ve had the opportunity to help companies all over the world, whether it’s small business owners just trying to get their feet under them, or lead sales teams to be able to in a lot of cases, double their sales. And my goal is to do it in 12 months or less.

 

Mostafa Hosseini  6:00 

Beautiful. Love it, love it, love it, love it, love it. And who would be your ideal type of customers that you’d like to work with.

 

Jeremy DeMerchant  6:09 

I love working with clients that have some sales reps in place. Normally three reps and a manager is a really great place to start. If you’re a little smaller, I can still work with you if you’re larger can definitely have a great impact.

But that’s sort of the sweet spot where I can have a significant impact. And you can see results quickly because I can train the manager along with the reps and we can have exponential impact that way. Love it.

 

Mostafa Hosseini  6:32 

Good. So let’s talk about some some, some juicy stuff, but successful sales conversations. So let’s first talk about health and mindset. And how do physical and our mental health impact our sales numbers and our sales results?

 

Jeremy DeMerchant  6:52 

Oh, great question. So first of all, there’s there’s two components that I think are really, really important when it comes to sales. And your mindset is so important. Because whether you’re doing the outbound cold calls, which I don’t love, or you’re just jumping on sales conversations, either way, it takes a lot of energy, and you need to be on your game.

And so if you’ve spent the day like lounging around, or you don’t have any kind of routine, and everyday is really sporadic, it’s hard to be able to train yourself to flip that switch to be on. Now, we’d love to think that we can be on all the time, it’s really, really difficult to be on all the time. But if you train yourself, whether it’s five minutes or 15 minutes before a call, to be ready to go, that’s a practice is just as much as going to the gym first thing in the morning.

You know, you need to be able to create that sustainable, consistent routine. And if you do it, then it doesn’t matter what comes at you in the run of the day you can handle it.

 

Mostafa Hosseini  7:49 

So for people that are like they go to the gym for a bit, and then they get busy with work. Then they forget the gym. They’re like, Oh, you know, I got appointments today, or I just had a kid, obviously unqualified to just sit around on the couch, do nothing. What do you use? How do you how do we fix that?

Like, how do we go about you know, doing and building the discipline to actually do it?

 

Jeremy DeMerchant  8:15 

You know what, I wish I had a magic pill for you. I’ll be honest, the last few months, I’ve even struggled with it. So I’m not some superhuman person. But I will tell you this, if you were very clear on your why. And you start focusing on identifying the obstacles, obstacles that are in your way. So for example, I might say, I’m really tired at night.

So I can’t get up in the morning, go to the gym. Okay, now, you know, now fix it. Like, do you go to bed earlier? Do you go to the gym tired, and there’s lots of options. You’re not restricted, you just need to make decisions. And I think that’s where the key piece comes in. You need to know why you want to go work out whether it’s want to lose weight, you want to stay in shape, you just want to boost your energy, whatever it is.

¬†And for me, as I mentioned, like struggled hard last few months. And I realized that it’s just getting back into the habit of step one. So for me it’s going in and my when I went to the gym, I did four exercises. There are good hard exercises a little bit of cardio. Now I left but you know what, I felt energized. I was there and I felt a great you know, I feel good, I’m pumped. And I can come back tomorrow. I didn’t have to burn myself up for two and a half half hours to feel like I’m a bodybuilder. Right?

I could do a little bit we don’t have to be perfect Done is better than perfect. Whether it’s in sales conversations, or working out and just get to start the minimum viable product. What’s the next one you can do to say check it’s done and not that you’re looking for a shortcut, but you’re looking for a checkmark to create that momentum. And I think that translates into sales pretty directly to

 

Mostafa Hosseini  9:46 

love it. So what is your why these days what gets you up in the morning?

 

Jeremy DeMerchant  9:51 

So I think everybody’s watching this on video. I’ve got a baby on the way and this Yeah, no, you can’t see it. But this is a dog tag that I was given on Father’s Day that basically says, Dear Daddy, I’m a bump in mommy’s belly right now. So keep this next year hard until I’m there to be in your arms. Loving this every day. I think I missed it.

And I felt really guilty about it, actually. But wearing this every day until my little son is born. And that’s what it’s about. Nothing else matters now. And for me, I love sales. But I think my whole life My goal has been to be a dad. So it’s a little later in life for me, but I’m that’s, that’s, that’s the why.

 

Mostafa Hosseini  10:33 

Absolutely. I mean, when you have a kid on the way your wide gets just the lot stronger. Sure does. Like if you had a hard time getting up, I don’t know earlier in the morning. Now it’s not as hard like, exactly, I gotta, I gotta baby come in, like, a bunch of things. And

 

Jeremy DeMerchant  10:48 

into your to your point about the gym as an example. I started thinking, what kind of example am I setting for my son? Yeah, I want him to be healthy. And to be sure he’s not born yet. But I need to start a habit now and get it down so that he can see it. I don’t want him to see the struggling version of me trying to get my act together.

I want him to see the consistent version. So that’s the example.

 

Mostafa Hosseini  11:09 

Absolutely, like one thing that is happening to me is in the evening, as I get tired, my my kid is like almost six he they want I have a two year old and a six year old. And just because they want to play. Same question, what example am I setting for my kid. And now I’m like working out, I go out actually, that’s today after we’re done.

Not after we’re done. But after I’m done with work, we’re going out for a small hike, with the family hanging out, get to get the blood flowing. But then another thing that I’m worried about is with this health thing that we’re talking about is that 10 years from now, I don’t want to be a grandma or I mean, I don’t want to be a grandpa to my 15 year old. Right? Uber good slonaker Wallach, why don’t you go play with your friends?

I don’t want to do that. Like I want to be up and running. And you know,

 

Jeremy DeMerchant  11:56 

well, why? Yeah, and I see these people, I don’t wanna get too off track. But I see these people who are in the best shape of their lives and their 50s. And I’m like, I’ve still got a shot. You know, I’m not done yet. Oh, yeah,

 

Mostafa Hosseini  12:08 

for me. Absolutely. Like, one of my goals is to be able to ski until I’m well past 90. Wow, I see people that ski every weekend in their 90s. And I’m like, I want to do that. I definitely don’t want to be on a wheelchair. So we’ll see how that how I’m gonna pull that off. Cool. Let’s get back to what we’re here to talk about. I mean, these are important stuff.

This is our white, right? I mean, our kids, our family. That’s why we get up in the morning and do the whole thing. So I don’t think we’re too far off topic there. Why do business owners, entrepreneurs, coaches, consultants, experts, speakers, authors, healers, and the rest of the gang find it hard to have sales conversations, and what?

 Let this stick to that for now?

 

Jeremy DeMerchant  13:00 

Well, so I, I took a philosophy course in university, and it was all about how we perceive the things around us. And the the idea is that we create our behaviors and plan our reactions based on our past experiences, right? This isn’t rocket science. And so what happens to a lot of people is their first exposure to sales is negative like, and I’ll use some extreme examples that aren’t relevant today, just so no particular industry is insulted.

But if when you were a kid, the encyclopedia salesman came in jammed his foot in the door trying to pitch your mom or your dad, it doesn’t matter whether they bought or not. If you’re a three year old in the back room, and you know, having this be your first sales memory, or five year old or whatever, that’s a negative thing. Or if when you were a kid, you watch the movie Matilda, and that Danny DeVito used car salesman character is your impression of what sales is, then you’re naturally going to have this resistance to being that. And until you can have a better perspective of what it means to be a salesman, a salesperson or a sales professional.

You’re going to resist it because you don’t want to be something negative, right? We all have things we don’t want to be. And so we need to figure out a form of that sales professional, what that means, in a way that we can connect with it and want to be that version of it.

 

Mostafa Hosseini  14:24 

Got it. So and what’s the fix to this issue of people are like really resisting the sales activities, the sales conversations, everything about sales a lot of people actually do on like, what’s the fix?

 

Jeremy DeMerchant  14:41 

Well, the fix is to actually get really clear on the impact you’re having. Because here’s the thing, if you can change someone’s life, but they don’t know you exist. It’s your fault. Their life isn’t helped, not theirs. They don’t know you exist so they can’t come find you. So you as a business owner, as a consultant, speaker, author, coach, all these things. Mm hmm. If you don’t put in the work to get yourself in front of people that you can help, that’s on you, not them. We get way too comfortable going, well, if I get three people sign up, or I’m okay.

Oh, if I sell 100 books, I’m okay. If I get, you know, one paid speaking gig, I’m a real speaker. It’s not about the money. It’s about the impact you have. And we’ll I’m sure we’ll talk before we’re done. But the impact that money has in that, but the you can’t have the impact unless you have people. And the challenge usually isn’t, oh, no, I can’t get enough people to come talk to. It’s normally I’m too nervous to have that conversation.

Or I walk up and say, Hey, Mustafa, I think I could really help you sell. Do you think maybe you could give me a shot? You’re not gonna hire me? Right? I don’t seem like someone you want to model. You need to be the person that your clients want to model? You need to be that example. Right? It’s a no brainer to say yes to Tony Robbins, because he’s nothing but confidence. Yeah, right. And you need to be that for them, which means you need to show up, knowing that what you have what you give, what you deliver, creates a high level of impact.

And if you’ve got somebody who is the right fit, who meets your criteria of a successful client, or that can be successful, then you know, you’re gonna knock it out of the park with them. And there might be some, you know, they gotta, you know, they gotta be all in and all this jazz, and that’s fine. But if they don’t know you exist, that’s on you.

 

Mostafa Hosseini  16:37 

So I love it. I like the way you the way, your example your man. My response would be, I’m not sure if you’re willing to give you a shot right now.

 

Jeremy DeMerchant  16:47 

Exactly. Well, and and if I’m going to, you know, really hit it hard, because sometimes motion or motion creates emotion, I want to actually physically move people with my next comment. I’m gonna stare into the camera make it really awkward, too. If you are more worried about you not being uncomfortable in a conversation, then you are worried as to whether or not somebody else gets helped. That’s you being selfish. And I’m guessing if you were a coach or consultant and author or speaker, you’re not selfish, you’re doing it to help people.

And so if you’re find yourself in that moment, where you’re doubting you’re resistant, you’re hesitant, oh, can I do this? I’m not sure. You need to look in the mirror and say, Look, right now Your behavior is selfish, because you’re giving into your own personal concerns, not the actual impact you can have on your client.

 

Mostafa Hosseini  17:36 

Got it. Love it, love it, love it, love it. If you’re not worried about delivering value to your customers, and you’re more worried about you and how you’re you’re being presented, then you don’t care about what you’re doing. You’re being selfish. I love it. Love it. Hmm. Gotta let that sink for a bit.

 

Jeremy DeMerchant  18:02 

Sometimes, sometimes that gets people a little riled up when I say that.

 

Mostafa Hosseini  18:07 

Absolutely. Right, because yeah, I’m more concerned about. Let’s, let’s take that a couple step further. So then then from that statement, the solution is to be more worried about helping people and focus not in worry about focus on helping people. And I think, if that’s the approach, would then Would that then be the solution to?

 

Jeremy DeMerchant  18:34 

Absolutely, like, I’ll use a more black and white kind of example. Yeah, I’ve been in Toastmasters for almost seven years, I think. And the difference between a professional speaker and someone who’s just starting is purely where they focus. When you’re on stage, you’re gonna know, am I you know, isn’t my is my fly up, you know, is my shirt on top?

Do I have something on my shirt, all that stuff is all you focus, and that you can tell that when a speaker is thinking that, but when a speaker becomes great, it’s because all they’re focused on is what they’re delivering to the artists, they don’t care. If you go up there with confidence, and you deliver your message and you’ve got a clear call to action, and you’re helping people move from where they are to where they want to be. It doesn’t matter if you’ve got to rip in your pants or your shirts got to stand on it. Nobody cares. And I think when it comes to business, we need to make that more clear definition of where, where your focus is, are you so worried that someone’s going to give you some angry message on the Facebook post?

So you’re not going to go live? Or is that okay? Knowing that there’s one angry person but you change to people’s lives. What’s the trade off and it takes some thick skin it doesn’t always feel good.

 

Mostafa Hosseini  19:53 

Yeah. And you know, you might get some some people to slam the door or you know, hang up the phone on you

 

Jeremy DeMerchant  20:00 

Do I guarantee you’ll get some nose? Yeah. But you got to get to the nose to get to the Yes,

 

Mostafa Hosseini  20:05 

absolutely. I love it. Like I’ve done this practice, we all have our doubts about what we’re doing. Is this going to work? Is this not going to work? Because it’s the right price? Are they gonna buy? Are they just gonna say this is stupid idea or whatnot, you know, in our internal costs, and transparently,

 

Jeremy DeMerchant  20:21 

I still go through it myself. Oh, yeah, we

 

Mostafa Hosseini  20:23 

all right. Yeah. It’s everybody knows, even the biggest. Tony Robbins goes through that kind of stuff. But it’s like, what do you do with it? But I think the why is, like you said, is a lot stronger. I’m gonna help a bunch of people, I’m gonna help just one person and transform their lives, or his or her life. And that’s all I care about.

 

Jeremy DeMerchant  20:42 

Yeah, and I think the question that you in the audience, you know, we can all ask ourselves is, how many people? Do I need to help? To make it okay to have one person upset with me that doesn’t agree with what I’m doing? How many people if I change one life, is it okay? If someone doesn’t? Like, is it two lives? What’s the ratio? Right? And maybe you have 100 people that don’t like you, but if you change one person’s life, for it doesn’t matter. Right? That’s, that’s the ratio, and everyone’s gonna be different.

 

Mostafa Hosseini  21:10 

And the fact of the matter is that people don’t get pissed off, like, Hey, can I help you? Like, what you’re gonna get pissed off? Because I saw him I offered help. And if someone does, it’s probably because they have a bad day.

 

Jeremy DeMerchant  21:26 

Well, and you know, there’s, there’s so many places that you can pull a really great sales tips from, then one of the best ones. And if I didn’t frame that properly, it probably wouldn’t be received as well. But network marketing teaches some of the best sales tips. And one of the best thing I’ve ever heard was, some will, some won’t. So what

 

Mostafa Hosseini  21:48 

exactly love it. So what

 

Jeremy DeMerchant  21:52 

you don’t need to be attached to the nose. Right? There’s another Yes, waiting. There was there was once a challenge. I went to a course myself actually at an event. And it was they were promoting sales. And I was just there because I just wanted to see what it was about. But I participated fully. And they said, Okay, tonight, you’re gonna go to this restaurant at 8pm. All I think there was 25 of us, and you’re gonna go around the restaurant to each other, and even other people in the restaurant, and you’re going to pitch your product, and you can’t leave until you get 10 knows. Love it.

It was 2am. And I said, I gotta tap out, I couldn’t get it. I couldn’t get 10 people to say no. And it’s because I was like, my focus was how do I get to know I’m just gonna go pitch? I’m not attached to the Yes, anymore. I’m attached to the No. And I made a pile of money making these sales. And I had no emotional attachment to it.

 

Mostafa Hosseini  22:43 

You know, speaking on nose, I was reading never split the difference, while Chris Voss, have you read that book?

 

Jeremy DeMerchant  22:50 

I haven’t, I haven’t gotten it through them.

 

Mostafa Hosseini  22:51 

So he’s like, you’re gonna ask questions in a way where you get nose instead of yeses? And so it’s like, You’re not here to you don’t want to go out of business in the next six months? Do you know, then, would you say would you what would you say? You know, you would just formulate the question when it gives me gifts, you know, because people love to say no, right? But it’s like, you don’t want to get bankrupt in the next month or two.

Do you know? All right, then why don’t we just have a conversation here? That would you be? Would you be opposed to a conversation that may help you eliminate bankruptcy? No, I’m not. Alright, then. Let’s have a conversation. Yes, yeah. Love it. So and I love that exercise. Always. You would have people hear me say on the on the on his show on a podcast set. Like one of the best things, I haven’t done this myself, but I would look for it.

I’ve done versions of it. And I love to do door knocking. It’s like the best confidence building exercise in sales period. Right? I mean, you got so many ELLs under law, and then you use them like, oh, I don’t care. I’m just gonna keep going. So what are some some common mistakes that business owners make? When it comes to having sales conversations or during sales conversations? Or around it?

 

Jeremy DeMerchant  24:18 

So one thing actually into your door knocking point, I want to kind of piggyback on that. I had a friend of mine who was new, she had a lead generation company, she was gonna go generate leads for these businesses. And she’s like, Okay, I’m gonna go, I’m gonna go knock on some doors. I’m like, right on, do your thing. But I want you to call me before and after you go into each one. So she calls she’s okay, I’m outside this dental office.

We’re gonna go in. All right. So she went, and she came up. And she’s like, Oh, that was horrible. Oh, my gosh, they they basically threw me out the door. It’s horrible. I’m like, great. You can’t stop now. Because when 100% of your experience is bad, so now we go to the next one. Oh, but I can’t I’m nervous. Trust me. Then. Next one was an agency that had come on in, let me show you the office. Oh my gosh, this is great. You know, it’s not a great fit right now. But when my partner gets back, we can absolutely explore it.

And suddenly, she’s baton 5050 As far as positive versus negative experiences. And so I made her go one more. And the third one, luckily was positive. But so as a business owner, you can’t stop the negative.

 

Mostafa Hosseini  25:24 

Okay, and so that’s one of the mistakes that people make, I guess. They’re like, Okay, I’m done.

 

Jeremy DeMerchant  25:29 

Yeah, it’s so easy. Right? What’s the phrase, I hope this doesn’t get your your video flagged. But let’s just phrase if you’re going through hell, keep going. Like, don’t stop. That’s not where you want to be. Right? So if you’re in that discomfort, and if you know, we want to quote Batman, the, you know, the what is the it’s always the darkest before the dawn, right?

Like, it’s like, just keep going. And we see these memes these graphics all over the place, the guy who’s digging for gold, and he stops this short. Yeah, where it is, right? We just keep going. Like, if you don’t stop, you can’t lose. You might have to have some very strong conversations with yourself, coach yourself, coax yourself, bribe yourself. If I do these five calls, I’m gonna go get myself whatever. Yeah, right. Yeah, get get it done.

Because if you get it done, and you create an experience beyond that initial negative one, you’re just going to open up so many doors for yourself?

 

Mostafa Hosseini  26:24 

Absolutely. What are what are some other mistakes that people make with sales conversations?

 

Jeremy DeMerchant  26:29 

So the first thing is not one of them is not making sure that the person you’re talking to knows you’re in a sales conversation. So I’ve seen many people be like, Hey, you want to go for coffee? Sure. So like, Yeah, we’re gonna have a casual conversation, you know, you and me sitting there talking. And suddenly I go into some pitch.

They’re like, whoa, hold on. Because then, I mean, if it’s a really great pitch, then maybe, but the reality is, you start creating a gap like a wedge between you and the other person, if they don’t know, I would much rather have the the transition from a casual conversation or meeting in a network group, or like a zoom event or something to say, hey, you know what, let’s jump on a quick call, I’d love to learn a little bit more about your business.

And if I can help you, we can go from there. Jump on that call that feels a little bit more businesslike, but isn’t necessarily a sales call. Learn more. And then if you need to proceed into a pitch or an offer, it’s a great Do you mind if I share a little bit about how I think I can help you? Or even better say, You know what?

And give yourself a short period of time, like 15 minutes, hey, look, I got 15 minutes jump on a call with you just wanna learn a little bit more about your business, jump on that call, say, hey, I want to respect your time, we agreed to 15 minutes. But look, I think I can help you. I’ve got a spot to do a strategy session tomorrow at two that work for you. Once it’s a strategy session, or breakthrough call or whatever free, it doesn’t matter what you call it, as long as there’s a mental shift to what that call is. And they know, hey, we’re going to dig deep.

We’re going to talk about problems and solutions and there may be an offer, then you increase your chances exponentially of actually closing versus someone feeling like they just got railroaded,

 

Mostafa Hosseini  28:15 

right. So you just want to let them know what is going to happen. And the intention. Can we talk about your business? I think I can help you out here. Yeah. Versus alright. So tell me how to deal with the fear of that. Because I think a lot of people don’t even do that. They do a lot of people do the coffee route. Right?

Yeah. And then in the middle, they they, you know, jump into a pitch. And then the guy, you know, they hurt themselves. Tell us how to deal with the fear of that. expressing the intention, clearly, and what to care for and what not to care for, I

 

Jeremy DeMerchant  28:51 

guess? Well, I think it comes down to how good you want this relationship to be. Because what happens and again, this is where I’m going to hit hard. If you you railroad somebody with a sales pitch, when they thought it was a social situation. That’s like a violation of trust. Now, I’m not saying you should never pitch.

¬†But if you’re going in with the intention of making an offer, then make sure they know when I go into coffee conversations like this, what I do is I first I just want to understand that the landscape I need to know what’s going on before I can solve a problem. I’m not gonna say, man, let me tell you, if I got a sales training program for you, I don’t know anything about this person, right? I need to know I need to know the challenges. I need to know what they’ve tried.

And so that’s that first one for everybody listening, watching, going just to learn. Like think about a doctor, a good doctor, where the doctor has to ask you questions before they can figure out what the problem is and prescribe a solution. You need to be that trusted advisor that doctor in network marketing companies, as talked about positively earlier, and I’m going to give the negative spin here. A lot of them, not all of them, and it’s not all people, but a lot of them will say, Hey, friend, I haven’t talked to you in 20 years, let’s go for coffee. And it turns into Have I got an opportunity for you? And you’re like, come on, I was just enjoying my coffee. Right?

Like, it just feels. It feels like a disconnect. But if you had the coffee, truly caught up with them, and then identify that, hey, they were saying that they wanted to make some extra money to save up for something or whatever, then say, You know what? I might have something for you. I don’t you know, what, why don’t we book some time?

We can have a quick phone call later in the week. And we can chat a little bit more about it, then you framed it separately? Yeah, yeah. Don’t Don’t cross those lines. Because it’s just like trying to sell to a friend. It gets really weird. And you need to have some hard lines and how that goes. Because your friends want everything for free.

 

Mostafa Hosseini  30:50 

Exactly. I like I like that. I mean, even if you’re if you say you’re going to you’re going to have coffee, keep it to coffee, do not bring business in.

 

Jeremy DeMerchant  30:57 

Yeah. I mean, you can talk about how business is going. But don’t go pitching.

 

Mostafa Hosseini  31:04 

So I have a question here. And the question is, how do you gauge if prospects can afford your services? How do you ask questions? What’s your budget without asking that?

 

Jeremy DeMerchant  31:12 

Great question. Good question. So I handle this a couple of ways. Now, it depends. If you’re doing business to business or business to consumer business to business, sometimes you just got to ask their budget, because they’re Look, they’re working on a budget that’s approved by a whole committee. But if you’re doing business to consumer, or it’s a small business owner, and doesn’t have a bunch of other people to go through approvals on what I start with is, especially if I know the solution that I’m going to suggest, I’m gonna say, hey, how much is a sale worth to you like, I want to know the value to them of the impact that I’m going to have.

So I need to know what making one new sale would be. In fact, I like I’ve just put up a sales page for a program. And I said straight up, if if making a new sales worth 100 bucks or more to you, you can be right fit. If it’s less than 100 bucks, you’re not. So I need to know what the value is that I’m going to create. So for example, actually, Mustafa give me an example of a product or something that we want to check a budget on. For my product, it can be your product, it can be any any scenario you want to run.

 

Mostafa Hosseini  32:19 

That’s a product. It’s it’s a workshop that is $500. Okay,

 

Jeremy DeMerchant  32:24 

awesome. So So I want to get, I want to understand if somebody can afford this $500 workshop, now we’re targeting business owners, right, small business owners. So this is the conversation that I would have, I would say, look, Mustafa, you know, you mentioned to me and of course, I got to know something about their business. You mentioned to me that you’ve had challenges getting really focused and having a straight clear path going through your business. How much do you think that’s cost you over the last 12 months?

 

Mostafa Hosseini  32:52 

What is costing me again,

 

Jeremy DeMerchant  32:54 

not having a clear path, and it’s feeling like you’re staying focused.

 

Mostafa Hosseini  32:58 

It costs me a lot of money, like on our business, I guess.

 

Jeremy DeMerchant  33:02 

Yeah. And if you had to guess just, you know, off the top of your head, how many clients do you think you, you may have lost an opportunity to have work with you just because maybe you were unfocused? Probably 30? To 50. Okay. And so, dollar amount? What would that look like? To you?

 

Mostafa Hosseini  33:19 

probably owe multiple six figures.

 

Jeremy DeMerchant  33:23 

Okay. So tell me this, if I could make sure that you never spend another year like that, where you can stay focused, you can make sure that your path is bang on and you can focus on getting those clients that you need, and serving them correctly, and not lose out on that six figures. Does that be something you’d be interested in? Absolutely.

Is that something that you’d be willing to invest? You know, a couple $1,000? Or? Yeah, yeah. In fact, you know what, I’ve got a workshop coming up, it’s not a couple $1,000 It’s 500 bucks. So for 500 bucks, I can show you everything you need to do to make sure that you never have a year like you had this last year where you lost six figures plus in revenue.

 

Mostafa Hosseini  34:09 

So I love it. Love how you what you did there? It’s like you’re like, you’re like, what’s this? What is it doing to you? Well, it’s costing me in multiple six figures. Well, if it’s costing you multiple six figures, six figures, would you be open to spend even 10 grand to fix that answer? Absolutely. Well, I’m going to be honest with you, I’ve good news for you. It’s not 10 grand, you can fix this with to grant $500. Love it. Love that that was a great, great example.

 

Jeremy DeMerchant  34:36 

And you could even go a step further. Depending on how far ahead you’re thinking if you want to seed your other offers, and say look when I work one on one with somebody Yeah, we you know, we cherish 10 $20,000. But what I have for you, I think is going to be the best place for you to start get this workshop. It’s only 500 bucks. Yeah.

¬†Right. So they’re like, oh, okay, your time is valuable. Your results are are high impact. Great. I’m happy to invest 500 bucks. to taste it, to get a feel for it. But the piece, the key piece there is to be able to anchor and here’s what we did. Whenever Whenever you’re talking about pricing or budgets, you need to anchor their focus on something. Yeah. And if you if you don’t, like, people will tell me all the time, I’m expensive. I can say, well, compared to what?

And they don’t know, yes, I’m more expensive than buying gas, you know, I’m not more expensive than losing your business, right? Like, it’s all it’s all what the contrast is. And so if you can anchor them to something, like in my sales conversations, I tell him use an example of a client that I coached that, that he charges $30,000 to work with clients, and people like, wow, if his client charges 30,000, he must be more expensive. Okay. And suddenly they’re thinking, you know, along that lines, and by the end of the conversation, when they found out that in that particular scenario, and that’s what I was offering that was the investment also 30,000.

They’re like, Oh, okay, yeah, that’s reasonable. It’s gonna show me how I can offer that. That’s, yeah, like, it’s feels a lot easier. Absolutely. But I don’t have to say, Hey, I’m expensive, or, Hey, I’m not expensive. I just tell a story with an anchor price point in it.

 

Mostafa Hosseini  36:17 

Love to what I noticed is the fact that you actually ask questions to probe more for their chip for his for, say, my challenges in this case, versus saying, Oh, I’m amazing. And the course is amazing. And if you join me this and that, and that is going to happen, you should dive into my problem. In this situation, we’re like, alright, this is what it’s actually costing you.

And it’s actually gonna cost you a lot more, you are costing you a lot of money.

 

Jeremy DeMerchant  36:43 

Exactly, well, and so I started my career off actually working in a call center. And it was like a five to $25 product, selling long distance services. Those are scenarios where you use clothes into questions where you’re like, Hey, nice to save money, right? Yeah. Okay. So what would it be like, if I can save you five bucks a month? Oh, that’d be good. Okay, cool.

And it’s like, it’s very pressure driven, very fast. But when you’re in a situation where you need to be able to have somebody commit, you need to be able to have some kind of transformation. You want to have those open ended questions. So you get their words telling you the problem they have or what the solution would look like.

 

Mostafa Hosseini  37:22 

Now gang, if you’re watching or listening, and my conversation with Jeremy, the merchant is about successful sales conversations. So if you have any questions, comments, feedback about the conversation, put them in a comment and a chat box. And we’ll do our best to cover our your question and make sure to like the video, and share it with someone that could benefit from successful sales conversations. Wow, this is going really good.

Tell me about. So let’s talk about some good practices or best practices for a successful daily routine for sales success.

 

Jeremy DeMerchant  38:00 

So it really depends on where sales fits in your role. So if you are a business owner, solopreneurs small business where you’re doing everything, and you have to do sales to keep your business alive. One, you want to be able to have time blocked out whether it’s two or three days a week. I mean, it could be five days a week, but have a block of that you do not negotiate. So just like we’re talking about time to go to the gym, building your calendar, time to do outreach, time to do follow up.

Okay, you need to be able to have time blocked off. Now, you’re also going to have times in your day, where you follow up with people at times that they requested. I would encourage you to have set times in your calendar when you’re available to do that. So for example, if Mostafa, you and I are talking and you’re like great, you know, Jeremy, that sounds great. I need to check this one thing, let’s jump back on a call tomorrow at 2pm.

I want to make sure that if I’m swamped with all the things going on in my business, that I can show up to that call with as much focus as possible. And so if there’s a way that I can have that meeting happen at a time that I have kind of blocked out to deal with the sales side of things, it’s going to let me show up more powerfully. So if I say, I mean tomorrow to is great. Well, what you don’t know is from 1pm to 4pm. I have blocked off purely for sales follow up.

So it’s the perfect window for me. Right? So if you can do that, it’s kind of like batching when you’re when you’re doing things in in your business, creating content, emails, things like that. If you can do a whole lot of things at once even even shows like this. If you can do a bunch of them all in one day. Your energy’s on you’re in the flow. It’s easier.

¬†So if you say look on Wednesday afternoons, Tuesday mornings, Thursday mornings are all sales stuff. And then I keep Fridays for catch up or whatever. But if you build that set that’s scheduled in your calendar, you’ve got this routine again about That’s a routine. If you build this routine, it becomes easier. The other part I’ll mention is don’t show up to a call, when the call is supposed to happen, like, give yourself some breathing room, don’t be rushed. If you need to do a little research on the person you want to check your notes from last time, go to your CRM, if let me know if you want to talk about that a little later. But go to your CRM seat, remind yourself or the situation situations that make sure you’re showing up with as much confidence as possible.

And that probably only needs five minutes. If you’ve just talked to the person, you know, a couple days prior. But if it’s a cold outreach, you might need to do more research. Give yourself 1520 minutes to get a feel for how you’re going to reach out to them what language you’re going to use what’s going to matter most likely to this person.

 

Mostafa Hosseini  40:45 

So dedicate time, stick to your time, and then do what needs to happen. You know, I read a quote A while ago, saying that discipline is the ability to make a decision and then do it. Right. So if your call time is between nine to 11am, it’s your decision, make the decision pick up the phone and do it. Love it, love it. And along with going back to what you just mentioned?

 

Jeremy DeMerchant  41:17 

Well, I think on the discipline side, the biggest challenge we have is we have a hard time taking our CEO hats off. And in between that time that we block off, we need to stop being CEO, and we need to be sales rep. And you need to work as if the CEO is watching us the time that you have blocked out as first sales rep time.

 If you were your boss, which you are, would you keep you? Or would you fire you? Are you performing as a sales rep during that time? at a level that would make your boss extra happy to have you on the team?

 

Mostafa Hosseini  41:50 

That’s a problem with a lot of business owners. It’s like it really is I ourselves on almost everything that we do because we don’t focus. Exactly,

 

Jeremy DeMerchant  41:59 

absolutely. And if you can use your calendar as a tool for this, I’ve seen it work really, really well. For a lot of people. It’s not a perfect system. But you know, if you put the hat on, hey, this is the salesperson that great. This is the CEO hat. And if you want to go an extra step further, I guess I don’t have them here. But like Todd Herman, he talks about his new book called, and he talks about an auto the alter ego effect, it’s called.

¬†And he says, you know, when you need to be a different version of yourself, you can use something put on a ring or a watch or glasses. And for him, it’s glasses, he wears glasses and anything you see him in, but he doesn’t actually need glasses. The glasses are like his version of Clark Kent. Hey, now I’m on this the version of me I need to be For from now till whenever. Yeah, so feel free to you know, change those hats and do it intentionally. Because that’s when you’re going to give yourself the focus that you need.

 

Mostafa Hosseini  42:51 

Absolutely. Love it. So we talked about a lot of a lot of challenges and what, what mistakes and what people are doing, give us give us some tips on for having good, successful sales conversations. What are some things that we do need to do to have better conversations?

 

Jeremy DeMerchant  43:12 

So the first thing is listen, and I know everybody says this, listen. But I want you to listen even more than the average conversation. And what this looks like, is not only listening, but digging deeper. So you’ve actually seen, Mostafa asked me a question, then dig deeper, right?

He wants to get to these this next level. And in sales, you need to do the same thing. I challenge you, in these conversations to try to dig six or seven layers deep on someone’s why. And I use three simple phrases to do this. Because I want to know, why do you want to buy my services? Or you know, why do you want to whatever it is right? For example, what why do you want to make more money and have more focus? And I want to hear level one? Great.

And I’ll say tell me more about that? Yeah, I want them to go deeper. might say why is that important to you? They go deeper. And the last one I just asked, why? Not like why, but why? And it allows them to open up you need to let somebody open up to share what’s important to them, they will guide you down the street that you need to be on to help them identify the problem that you probably can help them solve.

 

Mostafa Hosseini  44:27 

Mm hmm. Absolutely. I think we shouldn’t be scared of asking that. Why question because I think some people are even afraid of digging deep. Right? And then once we go past that, in my experience, when they share them when they talk about their problems, and we actually spend the time to pay attention and hear them out. People, prospects, customers, and people actually really appreciate that.

 

Jeremy DeMerchant  44:51 

Yeah, well, in fact, if you’re ever in a networking situation, and you go up to somebody and for the three or four minutes that you’re supposed to spend talking to somebody, if you spend that entire time just asking them about themselves.

By the end of that conversation, they will think you are the most interesting person in the room. Absolutely. Even if they don’t know anything about you.

 

Mostafa Hosseini  45:11 

Yeah. Oh, that’s such a nice guy. Exactly, exactly. Nothing. You just listen.

 

Jeremy DeMerchant  45:17 

Exactly. Because it because it feels like I care. It feels like they’re important, right? I’m connecting them asking why I want to know what’s behind. You know what kind of dog they have. I want to know why it’s so important to get their kid into the baseball league or whatever it is. Right? And that matters to them, that it matters to me.

 

Mostafa Hosseini  45:34 

Absolutely. And let me correct what I just said. It’s not like you didn’t do anything, you actually listened and you paid attention, and you cared about hearing that person. So Jeremy, tell us about the gift, this amazing gift that you’re sharing with

 

Jeremy DeMerchant  45:47 

our audience. Yeah, so I’ve got this. So I call it the Ultimate Sales cheat sheet. But the technical title is the five C’s of successful sales conversations. And this is it’s really simple. In fact, I don’t want you to potentially take take it for granted based on its simplicity. It’s like three pages. I had a version of this that is actually down to one page.

But it has five key pieces that guide you through a sales conversation. And I’ve had clients who have pin this up on their wall next to their computer, and let it guide them through and have closed $10,000 sales. So do not take it for granted. It is simple. It is extremely simple. And it will also change your life. If you use it,

 

Mostafa Hosseini  46:31 

five C’s of successful sales conversations Gangga delinking is in the show notes in the sales Show. Show notes in the show description. It is in the comments below. Go there, the link is way too long for me to spell it out for you. But the website is permission to sell.com. And you could go there too. And I’m sure there might be a link here that he could see right on the front, the five C’s of successful sales conversations, which is what we’ve been talking about basically, all the way all the way along. So there’s another question here.

What’s a good way to practice this methodology asking why questions and daily basis to hone sales skills?

 

Jeremy DeMerchant  47:13 

This is the fun one. So if you have any kind of relationship at all, partner, spouse, sibling, colleague, whatever. Asked ask them something and try to ask it seven layers deep. Like we talked about me having having a baby soon. Well, you can easily ask me seven layers. Hey, why is that important to you? Why is that important? You and I’ll tell you, if you dug deep enough, this is what you’d hear sorry, everyone that knows me live, you would hear that I would go. I’ve always wanted to make my dad proud. And I feel like I never could. And I want to make sure my son doesn’t feel that way. That’s that’s the seven levels deep for me. Now I gave it to you.

And it will take a little while to get there. But if you ask tell me more about that, why is that important? That’s where I would go. And that’s when you can have that with your partner. Like, I have a fantastic relationship with my wife. Because I use these strategies in a regular communication. I will say hey, you know, tell me more about that. It you know, the language is a little different with your partner. But it’s still the same, same basic idea.

 

Mostafa Hosseini  48:24 

Hmm. Love it. Love it. Love it, love it, love it. practicing with your partners and people around you and be curious and dig deep. I mean,

 

Jeremy DeMerchant  48:35 

it doesn’t have to be sales conversations.

 

Mostafa Hosseini  48:37 

Here’s my experience with that. I’ve heard heart T Harv. Eker. Saying the way you do anything is the way you do everything. So if you do that with your spouse, and with your family, and with your friends and everyone that you’re going to that with your customers, and it’s going to be natural. And that I think that’s from the personal philosophy of caring about people. If you care about your family, you’re gonna do it with your customers.

If you don’t care about your family, chances are you’re not going to do with your customers, either. You may try for a day or two. But then you may forget it. So I love that exercise love that actually do. I’m gonna I’m gonna pay more attention to that with my wife and kids.

 

Jeremy DeMerchant  49:18 

I’ll tell you it will make you even better in your existing relationships because suddenly they’re like, Oh, he’s He’s a lot more curious about what’s important to me. I feel so cared about I feel so seen, you know, like this, this stuff that makes a huge difference.

 

Mostafa Hosseini  49:33 

And you may see things happen that probably didn’t happen before. You know, your spouse or friend may get creative. Because there’s more love now they were cared for.

 

Jeremy DeMerchant  49:45 

Exactly. And the other part is that you will actually start to see them trust you even more because there’s probably things whether it’s a spouse, a partner, a friend, a colleague, there’s probably things that they don’t share with you as comfortably because they don’t feel as comfortable doing it like that communication doesn’t always feel as open in certain contexts. But if you really show that you care about why things are important to them, suddenly that channel will open up and you’ll become other trusted friends.

Like, as a quick example, I was in the online education world, first time I sold an online degree, the sales call, don’t copy this part of it, but the sales call was four and a half hours. Don’t do that. But we built up so much trust one, she invested $30,000 to sign up for the degree. But two, six months later, she called me to say Jeremy, I think I need to end my existing relationship.

And you’re the only one I trust enough to tell. This is a woman that lived across the country I’d never met in person I think I’d had four phone calls with. And the trust that was built in that sales conversation gave was was enough that she was comfortable sharing with me something that she felt like she couldn’t tell anyone else in the world.

And it wasn’t that she was hitting on me or leaving her husband for me or anything. It was just I was feeling when she could trust that she was having these thoughts. Yeah, that’s the power.

 

Mostafa Hosseini  51:08 

Very interesting. All right. So Jeremy, where can people find out more about you? Or and or reach out to you and say, You know what, this guy’s really interesting. He knows his stuff. I want to have a chat with him. Yeah,

 

Jeremy DeMerchant  51:21 

you can find me. I’m Jeremy St. Merchant on Facebook. My main business website is permission to sell.com I’m actually you can look up Jeremy merchant on Google. And you’ll find me. Also you can check out my podcast Sales Team rescue.com.

Where we, we had an awesome conversation, actually, just last week, when we recorded was last week where we recorded live you and I. And yeah, had a phenomenal episode with you there as well. So make sure you guys check it out. Sales Team rescue.com If you want these sales tips to keep on coming.

 

Mostafa Hosseini  51:54 

Beautiful. So again, with that the links are going to be in the show notes. So do reach out to Jeremy he obviously understands and knows that he’s been doing this since he was 14. How long is that, Jeremy? Is that 1520 years now?

 

Jeremy DeMerchant  52:12 

How old am I? I’m almost Oh, man, what year are we? I think I think I’m a mom, I’m turning 38.

 

Mostafa Hosseini  52:23 

All right, good for you. So that’s almost 1314 years now.

 

Jeremy DeMerchant  52:28 

You made me more 2024 years. Is that right?

 

Mostafa Hosseini  52:32 

Yeah. Love it. Love it years and years of experience. So there’s a wealth of knowledge, experience and wisdom in that go reach out? Have a conversation with it. So let me ask you some personal questions. Yeah. What’s a new thing that you recently tried? Oh,

 

Jeremy DeMerchant  52:49 

you know what, this isn’t that new. But it’s impactful enough that I want to share. I have a friend of mine who talks about money mindset. And I went on Amazon and I bought fake $100 bills. And I’ve got $20,000 here and fake money that I keep in front of me every day. And on my whiteboard, I have a note that says money’s not a problem. And I do this, because then in my mind, I can train my mind to say 20 grand is not a big deal.

If I want the next 20 grand, I can go make it. I see it every day. So that’s one thing that I’ve tried and the when I first did it, within four weeks, I made an extra 20 grand that I wasn’t expecting. So love it.

 

Mostafa Hosseini  53:26 

You know what I saw? I actually literally saw Bob Proctor talking about this a couple of weeks ago, or last week or so here saying always carry money with you. And he was saying that he didn’t have the money. He actually did the exact same thing. He printed what looked like money, put it in his pocket and he always carried it with him.

 

Jeremy DeMerchant  53:43 

I’ve got actually saved No, I’ve got no I’m in Canada. I’ve got $100 US Bill just sitting in my wallet that I can’t really spend in this country. And I’m not going to it stays in my wallet for that same reason. I can’t ever see him broke. That’s gonna list 100 bucks in there.

 

Mostafa Hosseini  53:55 

Yeah. Love it. Love it. Absolutely amazing. Now Jeremy, what are your favorite top two or three books that made a massive difference in your business life and the rest of it?

 

Jeremy DeMerchant  54:07 

You know what? I’m a huge fan of Robin Sharma. He’s amazing at leadership. And he has a lot of great books. He wrote the book The monk who sold his Ferrari but the one that I actually liked better is called the leader without a title by Robin Sharma. That’s a fantastic book. He really talks about how no matter what your position is, what your role is, if you truly go all in on it, you can absolutely be amazing.

Another one I just started was What is it millionaire success habits by Dean Grazi. I’ve I’m a fan of Tony Robbins and Dean and I just started Dean’s book. It’s couple years old now. But I just started this week and it’s already phenomenal. But I love books from what’s the stuff that really gets me What’s one

 

Mostafa Hosseini  54:55 

book that you recommend that so many times like people are like you’ve got to Despite,

 

Jeremy DeMerchant  55:01 

oh, you know what, if people really want to think outside the box or I’m looking back at my bookshelf, I go to the people that don’t understand business is The Four Hour Workweek. So they can understand what might be possible.

 

Mostafa Hosseini  55:16 

That’s

 

Jeremy DeMerchant  55:18 

the other thing is if anybody wants to learn sales in the online marketing space, I default to Russell Brunson his books.com secrets, expert secrets, traffic secrets, what else I got, I think I got all these all those books on my shelf. Just great content. And he does such a great job at teaching sales that the logic of sales and building it into sales funnels.

 

Mostafa Hosseini  55:40 

Amazing. Amazing. Love it. Love it. Love it. If you had if there was an ad on the web for you on Facebook, or Google or whatnot, where everyone on the planet with internet could see your ad? What would your message be?

 

Jeremy DeMerchant  55:55 

Oh, that’s a big question. I mean, if I was driving business, I would just say increase your sales period. But if I, but I don’t think that would change the world because people wouldn’t act on it. I think I would try to come up with something a lot more deep, that can make somebody actually make a shift or move just from the words and not actually have to do some kind of call to action.

 

Mostafa Hosseini  56:21 

So what would it be?

 

Jeremy DeMerchant  56:23 

Man? I would say trust yourself enough to do that thing you’re scared to do.

 

Mostafa Hosseini  56:34 

Love it. Love it. Trust yourself enough to do this stuff that you’re scared to do.

 

Jeremy DeMerchant  56:39 

And I specifically say that thing because everybody’s got a thing, a thing that they’re like, I want you but I’m nervous. And if you trust yourself, it’s not about anybody else. It’s not about getting the information. It’s trusting yourself enough to do that thing. You’re scared to do

 

Mostafa Hosseini  56:56 

yourself enough. I think that’s a problem. A lot of us don’t don’t trust ourselves enough.

 

Jeremy DeMerchant  57:03 

If we had more time I go into that story. But we’ll catch that in another episode.

 

Mostafa Hosseini  57:08 

What’s an advice that made a massive change in your life?

 

Jeremy DeMerchant  57:16 

Man, one of them is inspect what you expect. That was just a phrase. And it wasn’t originally from the guy that told it to me, but he was a manager at Nonlin university that was working on at the time. And it made me realize that if people don’t know that I that I’m paying attention and care enough about what I want to pay attention.

They won’t care about it enough. The other part I will mention is he said and again, this isn’t his quote, but it’s everything you want in life is just outside your comfort zone. And my tagline. Exactly. My tagline for the company is actually get uncomfortable get results. And the reason it is I guess I will slip into the story super quick.

I used to have so much anxiety about things like public transit, I was 28. Before I jumped on a public bus, I was so nervous that I was going to mess something up, I was going to not have the right genes hold the line, get everybody upset with me, oh my gosh, it was the end of the world. And then one day, I left my job at the online university. I went back to school, I traded in my car for a bicycle and a bus pass. And I spent a year riding the bus.

And the only difference was once I pushed myself to do it, I learned that I could trust myself not to know it all but to be able to figure it out.

 

Mostafa Hosseini  58:33 

Nice. Nice love it. What advice would you give your 20 year old self

 

Jeremy DeMerchant  58:39 

trust yourself enough to be able to figure it all out? Love it or start a business now? I started my business later than I would have liked as well. So I would say started at 20 instead of 28.

 

Mostafa Hosseini  58:53 

love it love it love it. Jeremy, this has been an absolute amazing conversation and I feel like we could go on forever I could. So is there anything that you’d like to share with our audience that we didn’t talk about?

 

Jeremy DeMerchant  59:11 

You know, I think the last thing that I want to mention is that you know the the world doesn’t turn until a sale is made. And whether it’s the the chair you’re sitting on the air pods or ear pods or headphones or whatever that you’re listening to everything that surrounds you, you purchased and ultimately was sold to you whether it was by an ad or a person. So sales is not a bad thing.

Sales is what makes the world turn and the more proficient the more confident you can get. And having those conversations and demonstrating your value, the more impact you will have in the world.

 

Mostafa Hosseini  59:50 

Love it. Love it. Absolutely amazing Ganga do reach out to Jeremy to merchant. You could search him what was your website again Jeremy.

 

Jeremy DeMerchant  59:58 

Permission to sell dot

 

Mostafa Hosseini  1:00:00 

Calm permission to sell.com was his website, at the link to his five C’s of successful sales conversations is in the show notes. It is in the comments of the show on social media. And so go ahead, download it, do reach out, let him help him, help you let him help you improve your comp sales conversations, become better at sales.

And then take it from there. As usual, please like the show, subscribe to the channel, whichever channel you’re watching on, and share this very important conversation with someone that could use it. And that would be about 99 and a half percent of business owners out there. So you must know a business owner, coach, consultant, speaker author, they could improve their sales, right? We don’t want to insult them and be like, Hey, you’re not doing good. But tell us why don’t you listen to but

 

Jeremy DeMerchant  1:00:55 

the question is, hey, if you’d like to make at least one more sale a month, listen to this episode.

 

Mostafa Hosseini  1:01:00 

Absolutely. Hey, would you like to bring in an extra six figures to your business this month this year and the next month? Right? answer is usually yes. Some people are like no, I don’t want it. I’m good. All right, but we’re okay with that. So, thank you for joining me at daily confidence for entrepreneurs.

My name is Mostafa Hosseini and with my guest Jeremy dimension, we hope you have an amazing day and amazing week and we look forward to seeing you on our next episode. Bye now.

 

 

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