Sales Hustle is now Sales Transformation
Oct. 26, 2020

Episode #11 S1-EP11 Building A Magical Place For Salespeople with Christopher Williams

Collin welcomes Christopher Williams in this episode of Sales Hustle. Tune in for this episode as we get to know more about Christopher on how he got into sales and valuable takeaways that we can learn from him.


This episode of Sales Hustle is truly special as we get to listen to Christopher Williams talk about how he thought that sales was evil when he was younger from being very successful now in the sales world. 

Tremendous lessons and values like being authentic in what you do in sales are some of the key topics that Christopher dives deep into.

You can find Christopher at Sales Huddle - you can hear stories and testimonies that might help level up your sales game. You can always schedule a conversation with Christopher at Sales Huddle.

If you’re listening to the Sales Hustle podcast, please subscribe, share, and we’re listening for your feedback. If you are a sales professional looking to take your sales career to the next level, please visit us at https://salescast.co/ and set a time with Collin and co-founder Chris.

Join Our Sales Motivational SMS list by texting Hustle to 424-378-6966. Please make sure to rate and review the show on Apple. 

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Transcript

Episode #11 S1-EP11 Building A Magical Place For Salespeople with Christopher Williams

Collin Mitchell: [00:00:00] Welcome to the sales hustle. The only no BS podcast, where we bring you the real raw uncut experiences from sales change makers across various industries. The only place where you can get what you're looking for to up your sales game today's episode is brought to you by sales cast sales cast helps sales professional transformed the relationship building process and win their dream.

[00:00:29] Clients. I'm your host, Colin Mitchell. What is up sales hustlers. I've got a special guest for you today. I've got Christopher Williams who runs the only peer-to-peer sales huddle that I have had the privilege of being a part of. So I'm excited to bring Chris on and talk everything but sales, but first I'm going to let you guys get to know Chris a little bit.

[00:00:51] Chris, why don't you tell us a little bit about yourself, the short version and how you got into sales so that we can save most of the time to talk about the things that people came here 

[00:01:00] Christopher Williams: [00:01:00] for. Yeah. Thanks Colin. Um, so I run a group called sales huddle to peer, to peer mastermind group for experienced salespeople that, that want to help each other out with the challenges that we all face every week.

[00:01:14] Um, so calling you've been on a few, I'll probably ask you about your experience thus far. Um, Yeah. So there's multiple huddles that are run per week and we get on and we just help each other with that, whatever we're facing. Um, my story in sales is interesting. Um, I grew up hating sales. I thought that sales was evil and manipulative by nature.

[00:01:40] Um, there is no, there's no way that, that it couldn't be that. Um, I live in upstate New York now, and I grew up in Maine around a number of, um, self-described hippies. And when I was growing up, I was obsessive renewable energy and saving the world. Or as I understood it in those days, 

[00:02:01] Collin Mitchell: [00:02:01] so sales people were evil.

[00:02:04] Christopher Williams: [00:02:04] Yeah, the salespeople were evil and, but I've been working since I was 12 years old. I grew up poor and I've just always been working. And I went to a school called Oh Babson, which is a business school of business. Um, and my first real job was in, was in sales, a guy named Brian Hayden that heat spring hired me.

[00:02:24] He actually hired me once and then their revenues were tanking. So they fired me. After six months, I went to go work as a solar installer. And then like two years later, he rehired me cause revenues had gone back up. And I, at that point I was responsible for sales for the company. Cause Brian wanted to spin off this other software product.

[00:02:45] And so my, the, what got me into sales was like respecting Brian and respecting the mission of heat spring, which is doing, we were selling really technical training for renewable energy contractors and engineers. And. And it was this first time where it was like, I was like, okay, like my base thing was like, sales is evil.

[00:03:08] Sales is lying. Sales is coercive. And then on the other side, I was like, I respect this guy. I respect this product. I've taken them. I think they're useful. And there was people coming to me buying them. And I was like, it just finally hit me where I was like, okay. If I sell $10 million worth of this product, I'm being more true to myself than if I sell half a million dollars or a million dollars.

[00:03:32] And I was like, okay. And that felt really true. So I was like, 

[00:03:35] Collin Mitchell: [00:03:35] okay. So 

[00:03:36] Christopher Williams: [00:03:36] it's kind of more, is more. And then I, and then there was this slow progression of me realizing that I could. Get these companies and these individuals, what they wanted in a way that had integrity and honesty, and it was serving them.

[00:03:53] And I wasn't lying and I wasn't. Or doing any of those things. Right. I could just be honest and be clear and right. So slowly but surely I was like, okay, sales is evil. And in this case it's okay. And then in this case, it's okay. And I got, this really felt sense of like where my line was and what my values were.

[00:04:12] And because I was responsible heat spring for like all of the revenue, I was responsible for product development and customer development and marketing and sales. And like, I really had to figure out what really is the difference. What is sales? What is marketing from the position of these things are evil and I don't want to do them.

[00:04:31] So like, my bar was really high and that just really helped me because it just gave me the sense of like, this is sales. This is more, and it was that I think in combination with, with Babson, which is like a trade school for business where it's like, it also started to click. And by 25 years old, it was like, it just all made sense to me.

[00:04:51] Collin Mitchell: [00:04:51] Like, yeah. So what was there like a particular experience or something that made you have such a negative associated with sales as a profession or salespeople general?

[00:05:05] Christopher Williams: [00:05:05] No, they're 

[00:05:06] Collin Mitchell: [00:05:06] just right. A lot of people, because a lot of people think like sales is a dirty word. Right? You hear it all the time. And a lot of people think like, you know, salespeople are conniving and lying and you know, they try to get you to do something, you know, they're manipulative. Um, that's like a common, that's been.

[00:05:25] A lot of people view salespeople that way, uh, so much so that even a lot of salespeople themselves don't even like telling folks that they're in sales, right. If they go out to a dinner party, it's like, I'm a technology advisor. I'm, you know, some sort of technology, consultant, engineer, whatever. They won't just say like I do sales, like I sell, you know?

[00:05:46] Um, and you know, I think that. So I'm just wondering if there was like some particular thing or if that was just something that you kind of had created, but it sounds like it served you well, uh, based on what I'm hearing, because you are very clear on what you didn't want to be as a salesperson early on, which forced you to, like, I'm going to stick to doing things the way that feels good for me.

[00:06:11] That's true. That's authentic. And like, I like to view sales as serving. Right. And I'm serving those that I sell to as you know, by getting them to a new future state or a new desired state or helping them solve a problem or adding value. There's a real different mindset that you can, you sales, right?

[00:06:34] Yeah. So, so like being clear on that early on really helped you stick to what felt good for you going into a role that you had a negative association with. 

[00:06:44] Christopher Williams: [00:06:44] Yeah. There was not a specific incident there. It was more just the culture I grew up around was was what it was, it was the judgment that's that that culture had around sales.

[00:06:59] It was basically just judgments. Right. And, and it's D installation thing is really interesting. Cause I've been playing with this lately. Cause I, I shared this with people all the time. Like I'm in sales and they'll ask me and they'll, they'll bring up manipulation. I'm like, yeah. And there's B2B manipulation and B to C.

[00:07:17] And I actually don't think it happens as much as we think. I think there's lying. Like I think a lot of salespeople lie and I don't consider that to be. Um, and some, and sometimes, 

[00:07:30] Collin Mitchell: [00:07:30] sometimes they lie without even knowing they're lying. 

[00:07:33] Christopher Williams: [00:07:33] Like 

[00:07:34] Collin Mitchell: [00:07:34] for me, I personally got into sales over 10 years ago and I had very little training or resources.

[00:07:41] Like I, if I wanted to learn to be a better sales person, I had to go out on my own and. Figure things out and find resources and listen to podcasts and blogs and read books and take courses like that was my path to becoming better in sales or finding what was true for me. Um, and the training that I got was like, here's the script.

[00:07:57] And then somebody breathing down my neck telling me what to say and what not to say for two weeks and then hit the phones. And that's it. So a lot of salespeople, especially if they're in a phone environment, they start parroting things that they hear and that those things may or may not be true. And I had that happen to me, myself, where it was like, Hey, this guy is doing well.

[00:08:15] And he keeps saying this thing. So I'm going to start saying that. And then one of the people that had been around for awhile, I was like, Hey, you really shouldn't say that because. Although he's saying that it's not true. You're lying to people. And I was like, Whoa, this doesn't feel good. Yeah. 

[00:08:31] Christopher Williams: [00:08:31] Yup. And one of the things that I would add, you know, I think there's a lot of new salespeople and I think that sales is fundamentally a position.

[00:08:41] That's about leadership. You talk about this who's serving who serves people that serve or people that have competency. And skills that can serve other people. Right? So in order to become a good at sales, there's the sales and there's actually the competency that I person is using to serve. And I think that it's actually, for that reason, a really difficult job for folks that are younger folks.

[00:09:06] Yeah. Just actually folks in our younger, cause I think if someone comes into sales and has had like life experiences built up a skill set in the area, there'll be, there'll be better able at using that to sell because they have a, a competency. To serve from, and I noticed this, this, like, we could call it an archetype.

[00:09:25] If we wanted to get Rue, we could call it. This energy is one of the things I noticed is a lacking. And I see often within sales cycles and we're talking with sales. What else is this idea? That's a leadership position. So I'll give you an example. Um, I was talking with somebody about setting the agenda for a call.

[00:09:46] And they were like, well, upfront contracts, Sandler. And I was like, yeah, great. And why do you set an upfront contract? They didn't know the reason that you set an upfront contract or whatever you want to call it. I don't use that word, but I do that is because for me as a leader, if I want people to, I need to give people clear direction and to show them that I know what's happening and that I'm looking out for them.

[00:10:10] And they're being held. And part of that is saying, Hey, thanks for this. This is what we're doing here. This is where it's going. This is what I want to know about you. This is what I'm going to share about me. Does all that work. Right. I am going first. I am leading. Right? So the point of the upfront, and I'm doing that because I have information that can serve them.

[00:10:29] Right. And the analogy I often give, I think you might've been in the huddle where I use this one is if, if I were hiking, Mount Everest and I'm hiring a guide, To go up Mount Everest and I, and I show up and I pick my guide and I say, okay, it's day one. We're going to hike. And the guy goes great. Chris, what do you want to do first?

[00:10:53] How would I feel in that moment? I would feel absolutely unsettled. Like what I would be like I want is happening. I need to get away from this person. I want them to tell me what to do based upon their skills. So I can do what I need. That's where the needs comes in, in the way where I still live. Great.

[00:11:15] So how 

[00:11:15] Collin Mitchell: [00:11:15] does it, so how does this relate back to like sales leaders or lack of 

[00:11:19] Christopher Williams: [00:11:19] yeah, yeah, yeah, exactly. So oftentimes I, I noticed this in a sales letter when I'm, when I act, when someone's like getting stuck in how they're starting to call their end of the call and say, why are you asking this question?

[00:11:31] Why are you saying yes to this request? Why are you saying no to this request? And if the answer is, this person wants me to do this and then say no to this, because based on my experience, it will not serve them if we do this bingo right. Answer, right. Just like the guide, hiking up the mountain. It's like, if you walk over this fucking cliff, you're going to die.

[00:11:52] Do not do that. That doesn't mean that the guy doesn't get to know the people they're bringing up and their preferences and tailor the journey to them. Absolutely. 

[00:12:01] Collin Mitchell: [00:12:01] See, this can be, can be a dangerous spot for salespeople because if they have lack of leadership inside of their organization, or if they have, you know, lack of ongoing training, then they seek outside help.

[00:12:12] Right? Whether that's books, blogs, content, podcasts, uh, courses, whatever. And. There's a lot of different, you got to really do your homework before you just start taking in content and trying to apply that, like, what's the track record? What sort of reviews is this valid? Does this still work? Is this relevant to me?

[00:12:34] My industry, or, you know, when was this written? You know, so I think that, you know, it's important. Also for salespeople specifically now that are like just getting the sales. Cause I've, I've interviewed a lot of people that have been in sales and it's very common for people to say, I fell into sales or sales was my backup plan or sales was my plan B or I lost my job and the economy was bad and it was the only job that I can go get.

[00:12:59] And then they made something out of it. Right. So I have this feeling that there's going to be a lot of people getting into sales right now. And I would encourage those folks to like, Not just take the first job that you can get, even though, you know, you might be desperate to just get something you really need to do.

[00:13:16] There's resources out there. Like. What is this, what sort of reviews does this company have? Are they doing what they say they're going to do as a company? Are they delivering, what are their customers saying about them? Do you know anybody that's already working there that you can talk to and see how they like it or what their experience has been and do your research on their leaders or their managers and you know, there's glass door.

[00:13:37] What are people saying about this company that are working there before just taking the first job that you can get? Because. Proper leadership is so important when you take a sales job, because it can like make or break your career or your stint at that company. 

[00:13:52] Christopher Williams: [00:13:52] Yup. Yeah. And part of that I would say is for that individual to ask to and to ask and truly understand and feel is this product or service, something I legitimately think is serving others.

[00:14:09] Collin Mitchell: [00:14:09] Yeah. I mean, that's, that's 

[00:14:10] Christopher Williams: [00:14:10] important. There's a big thing in there. Does it, does that really feel that way? Because that, in my opinion will come through in the interaction versus they're like it doesn't, and I'm just doing this because I need to have XYZ, which is a fair reason. And also I think there'll be a limit on that, that person's capability in that role.

[00:14:32] And maybe just be aware of it, just be aware of it. 

[00:14:35] Collin Mitchell: [00:14:35] Yeah. Yeah. And I would say that that's, that's a great point. Like really believing in what you're selling or serving to others that's helping or benefiting people, uh, is gonna make you light up about it. Be more passionate about it. Be more excited to get up and do it every day.

[00:14:51] Um, but you know, considering. You know, maybe you don't fully in love with what it is. It might still be okay to take that role. But like you said, be aware of that maybe this is just a stepping stone to the next role where you can get to something that you're more passionate at, or maybe you're just going there to learn experience, but knowing what your intentions are when you take that role, um, and, and doing your research before just signing up.

[00:15:16] Christopher Williams: [00:15:16] Yeah. The other thing I would add that's that's coming to mind is, is. Have answer the simple question, like ask really simple questions and have simple answers to them. And this is, this is about like a product or a specific sales interaction of just like ask a bunch of simple questions and have simple answers to those.

[00:15:41] And really know what those are. Like the simple act of like having a one sheet of like, here's how I sell it to you. And here's your good customer and here's this. I think it's the most important thing. And it's true if someone's in the beginning and I work with the people in the sales huddle that have been in sales for 15 years and you know what, we're working on, how they describe what they sell in the first two centers.

[00:16:02] It's it's like it doesn't, it doesn't stop that refinement, that constant pressure and my experience is that something that I can't do. By myself. But, but when I get that done of like, here's who a great customer is, here's how I know here's who a horrible customer is. Here's how I know, like here's who I am.

[00:16:23] Here's what I sell. Here's our best customer. Here's who I really want to work with just in the simplest language. Like here's what we sell. Here's why people. Tend to find it valuable. Here's people that don't find it valuable, like the simplest thing. And here's the other thing I would add that that really changed my world when it came to sales.

[00:16:42] And that first thing is that to me, sales is a sorting game. It's not a convincing game. It has nothing to do. Hmm. Most of the time. Let's just say 90. There, there is a time where sales can get into a convincing game pardoning upon where we're talking about that, convincing around if it's an explicit need or implicit need or a business need.

[00:17:05] Let's not get into that because I think that that's like master level and most salespeople, most businesses never need to touch that to hit their revenue goals. But for most of the time, I think it's a sorting game. In other words, my job as a salesperson is to find the people that are already looking for what I sell and its end to match them.

[00:17:24] It's not to convince anybody of anything. Because I don't need to do that, right? 

[00:17:29] Collin Mitchell: [00:17:29] Yeah. I would, I would push back on that just a little bit, because sometimes I agree, like there's a good percentage of people. That are in market that need what you have. And like, it's going to just be easy to work and get to the goal that you know, together.

[00:17:44] Right. Which is you helping them serving them, selling whatever it is, product or service. Right. But there's also a big chunk of people that maybe aren't sure. And it's not necessarily a bad thing to convince. Or help them realize that they need your help. Right. But that's a harder sell that takes more time.

[00:18:03] You really gotta be a great salesperson that can ask great questions to get them to that realization that they may actually need your process. 

[00:18:12] Christopher Williams: [00:18:12] Yup. So I want to pinpoint something you just said, help them realize. So what that shows me is, is that problem existed and they might not have been aware about it.

[00:18:22] That's okay. I'm not convincing them of anything. Then I might be helping them to see something that they don't see, but there's no been convincing because the facts are the facts that you said, help them. See. 

[00:18:35] Collin Mitchell: [00:18:35] Sometimes you have to convince them that it's a problem because they don't even, aren't even aware of it.

[00:18:41] So you're not creating a problem. You're not force feeding them your product or your service, but you are convincing them like, Hey, there might be a problem that you weren't aware of. And I'd like to show you some things to convince you. You know, a little, uh, play on language here that, you know, this is a problem that we can help you with.

[00:19:02] Right. So, so there's still some convincing, but when you're convincing for good reason with good intention, that's okay. You know, I think that, you know, salespeople, you know, when they get into that gray area of lying, manipulating. T, you know, telling little things to, you know, yeah. We can deliver that just to get them to the next phase or close the deal.

[00:19:24] That's when there's a problem. But when you're helping people see things that they didn't know, it exists as part of your sales process. That's totally 

[00:19:32] Christopher Williams: [00:19:32] okay. Yeah. And I can see, I don't use the term convince, although I can see how it applies in this circumstance. And I, and I love this thing of like helping them see something.

[00:19:43] They don't, they can't see themselves. Cause what, what does that take? Competency competency. I have to know that like, Oh man, they're telling me that they have a problem with revenue and that this is an operational problem. Like, wow, I've actually seen this before. Like it's probably one of these two problems and they're not noticing it.

[00:20:02] I can help them see that. Like I'm literally lending my expertise to help them see. Their business or their situation in a different way that helps them. Here's the thing I love that helps them. If they decide to work with me or not, they'll walk away being like Chris taught me something and that teaching is what establishes a leader, follow relationship coach.

[00:20:26] Um, Player student teacher or student teacher, right? Like it's actually useful to create that, um, that split a perspective because then they then respect and trust and listening. They're receptive to my opinion because I've built their trust because I've showed them something that's true. They recognize to be true and they weren't aware of it beforehand and they become, they start to respect me more from that.

[00:20:49] And they're receptive to what I have to say. Right. So then all of a sudden information can flow. 

[00:20:54] Collin Mitchell: [00:20:54] Yes. Yes. And, and, and, and that's part of building that trust and rapport and relationship through the process. Right. And this can happen early in the sales process, or even later on, it can happen early when, in the qualifying, you know, helping them in discovery.

[00:21:10] Uh, but it can also happen. Later on in the sales stage when the deal should be set to close and they've started to ghost you. Um, and you know, a lot of times asking good questions and collecting feedback. I love collecting feedback, even when peoples tell me no, because that feedback is even more valuable because a lot of times they may be misinformed.

[00:21:31] They made a forgot about the things that you discussed in discovery, um, or they might be unaware of something that you can properly educate them on to continue down that journey. So this can happen in the beginning or towards the end of the sales process, um, and using that tech, those techniques can be extremely beneficial for both the customer, the prospect and yourself.

[00:21:52] Uh, obviously, um, now I want to talk a little bit about sales huddle. I've had the privilege of joining a couple of sales huddles. It's like nothing that I've ever experienced before. It's peer to peer, um, walk us through, like what, where was the aha moment of like, this is something super cool that I need to do.

[00:22:13] Christopher Williams: [00:22:13] Um, I had the, I had the job at heat spraying, so, so sales huddle is, you know, 10 years in the making I would say. And I resisted it for a long time. Like I couldn't, I couldn't get away from the sales. And so what would happen was, was had heat spring. I was living in Boston. I had this brand of like, Chris will help you out with sales, but it's a big taxi.

[00:22:43] And there were a lot of focus, people focused on technology. And, um, I would just be the guy that would just be helping people. I was sales. You know, I would just get calls like, Hey Chris, I got your name from this person, this person. And I would always say like, Hey, I'll happy to have a call with you up to three, you know?

[00:23:00] I want to, I want to help you out. See you succeed, but I never wanted to build it as a business. Cause I didn't like coaching or consulting as a business model. And I didn't see myself and I still don't as like this like expert that knows the answers. My belief is that most people who are in the role actually have the answers and myself and other, their peers can help them see that for themselves so they can, they can make their own decisions.

[00:23:23] So what shifted was. Last summer, I just started saying yes to those requests. And, um, the long story short was at my schedule filled up with one-on-one work. And everybody that I was working with had these, we would get into doing color reviews for salespeople doing color reviews. My belief is that that's the most important thing.

[00:23:43] Salespeople can do to hone their craft and his most important thing that sales managers can do to get everyone on the same page and just being optimized. What's being said, make sure it's honest and make sure it's serving like so many things. So I realized that a lot of salespeople didn't have anybody to do call reviews with, and I'd be working with people we'd be doing three-way call reviews.

[00:24:03] And I just had this, the first thought was like, Oh, we could create this peer to peer, um, network, uh, for salespeople to do peer to peer call reviews. What happened was in January. There was a few people that I really wanted to work with. And I just said, I just told them that I was like, Hey man, like, you're the exact kind of salesperson I want in this community.

[00:24:24] Here's why I love to have you join. I'm looking for 10 people. I'll group you with each other and you guys will agree each other's calls. And what happened was, was in about a one week time period, all three of them said like, Chris, I know you, like, I trust you. I'd love to work with you, but this matching me up with a stranger thing.

[00:24:40] Like. Uh, you know, it doesn't work for me. And I was like, great. You know, I said, great. I really respect you for saying that. I love to know why. Right. Follow my own advice. Just ask like why. And essentially they said like it's too intimate. Like there's like, it's there. So there's a lot of trust involved and that makes so much sense.

[00:24:59] Um, and I appreciate you having the courage to share that with me. And then in passing at the end of the conversation, I said, Hey, I've been thinking about doing the sales office hours thing. We all like get together and help each other out. This was before this was in January. So this is before the pandemic hit.

[00:25:14] And I could, I, could I listen really intently and I could hear them smile on the phone, they, their side it wasn't video set. And they're saying, yeah, yeah, yeah, let me, well, let me know when you have that. And I was like, cool. So it was a Friday afternoon. And I'm sitting in my office and I'm angry. I'm just like, why aren't these people buying what I have to sell?

[00:25:33] Like, this is good. Like this is going to be a hustle. 

[00:25:37] Collin Mitchell: [00:25:37] And then I realized, I was like, 

[00:25:38] Christopher Williams: [00:25:38] wait, Chris, you have the right people. This is what, you know, the problem. You're sharing the vision. And they're just saying no to this and yes to this. So just give them what they want. And I was like, ah, I'm like literally having a conversation myself.

[00:25:51] The name popped into my head sales huddle, and I just emailed them all on Monday and said, Hey guys, remember that thing? I'm calling the sales settle. The first one's 9:00 AM. Wednesday, February. Uh, Fifth, February 5th, they, three of them jumped on it. They absolutely loved it. One guy, we helped him solve this like sales process.

[00:26:10] They with how he followed up with people that probably made him like another 50 grand in like, like four months. He was like, this is the best, most productive meeting in my week. And it just grew since then. I started reaching out to sales people. I knew they started referring people. Um, it became clear to me like in June that it was like actually a business.

[00:26:28] Cause at first I thought it was going to be this thing that fed into the peer-to-peer call review thing, you know? Um, yeah. And, and, um, so that's, that's a story and. And I'm curious when you did the intro, you said that it was like unique. Like you've never experienced something like it. And I'm curious, like what, what, what is the uniqueness?

[00:26:48] Like? What did you, 

[00:26:49] Collin Mitchell: [00:26:49] yeah, it's, it's, what's interesting about it is it's it's peer to peer, right. And it could be sometimes it's the same people the next week. It might be different people. Right. So. And they're not inside your organization, so they're not your, your colleagues, they're not your, they're your equals, you know, we're all in sales trying to achieve the same thing, sell more of whatever it is that we sell.

[00:27:11] Right. Um, and everybody's there with kind of the same. Attitude of not just wanting to get something, but also to contribute something. Right. So, you know, there's an equal give take. They're like I'm here to get help, but I'm also here to help others. Um, so it kind of sets the tone. Um, but also like, I think people are really comfortable just sharing all of it and being really transparent and authentic about like, Hey, I'm really sucking at this, or I really need help with this.

[00:27:44] Or this is really hard right now. Um, because it's not a colleague, it's not a manager, it's not somebody that they need to worry about is going to judge them that they're in competition with. That's going to put their job at risk. Like they can just be open and honest about the real raw. Like, here's what I need help with guys.

[00:28:02] Like, have you experienced this? Um, and most of the time the answer's yes. Somebody has somebody has something to add, um, or it's even just, you know, we're all salespeople, right? So sometimes it's just like asking good questions to help them find their own answers like you mentioned, but they needed that outside perspective to maybe tell them what they already knew.

[00:28:25] Uh, but just weren't sure of, and then like, then there's the accountability, right? Everybody needs somebody that they have to be accountable to. Um, and so if you commit to changing something or trying something like you don't want to be the person that comes back next week and is like, yeah, I know we talked about that, but I didn't do it because I was fricking lazy or I just didn't care enough or it wasn't a big enough problem.

[00:28:49] Um, so there's something really refreshing about that. That element that people can be, you know, real authentic about what they need help with and then also contribute and help others. So, Yeah, tr tremendous value. I love what you're doing with sales huddle. Um, um, I was glad to have you on here today. Uh, you know, we, we, we have a few more minutes, but I would love for you to just kinda tell people where they can.

[00:29:16] Um, check out sales, huddle, learn more about it, you know, try sales huddle. Why don't you just give them all the goods? 

[00:29:22] Christopher Williams: [00:29:22] Yeah. Um, I I'd love to do that. The thing that, the thing that hit me when you were talking that I wanted to add is there is there's something about, I noticed like in sales huddle where it's like, there's an amount of just, just having the presence of others to listen and mirror.

[00:29:46] By itself without judgment by itself, how much work that does, it's it, it never ceases to amaze me. I mean, I've had people in sales huddle. I know we only have a few minutes, so I won't share the whole story, but they're like, they'll show up and they'll be like, Hey, I got this problem. What should I do? And we'll go, what's the problem.

[00:30:06] They say, well, You know, I focus on this category to these people. And now I want to shift to this category because I believe my company can take it now. So what do you think I should say to this? And I'm not telling the full story. I remember raising my hand, this guy named Rick. I won't give his last name, what sales for 20 years.

[00:30:22] Great. And I said, Hey, Rick, you know that story, you just told me, I would tell that to all your customers. And at the end, I would say, Hey, so I'd love to sell this product for you. Would you give me some of your business? And he literally looked at me and goes, yup. Yeah, that's exactly what I need to do. And there was just this element of like just saying it out loud and having it reflected back to him where he was like, Oh, he knew what to do the whole time.

[00:30:44] Um, and I just loved that. I just like love those aha moments. 

[00:30:49] Collin Mitchell: [00:30:49] Yeah. We could talk about sales so we can talk about sales, how to all day I'll add one more thing. And then you can tell folks where they can try it out for themselves. Um, you know, I think the w one thing that I, I, I was just, as you're talking, I was thinking about sales huddle is the thing that's nice about it is that there's this mutual respect.

[00:31:08] Right? Cause we're all there to get better at our craft. Right. So there's like this immediate, like, Hey, I respect you for taking time, you know, just show up and want to be better in sales and help others be better in sales as well. 

[00:31:19] Christopher Williams: [00:31:19] Yeah. Yeah. So 

[00:31:21] Collin Mitchell: [00:31:21] with that telephone where they can check out, try, learn more connect with you.

[00:31:26] Yeah. All the goods. 

[00:31:28] Christopher Williams: [00:31:28] Yeah. So the beauty of sales huddle is that it's, it's free to try focusing come to three sales Suttles, um, and just try it for yourself. Um, I really love talking to, with experience, um, salespeople, um, who have, uh, have a growth mindset and they want to get better. Now, here's the thing.

[00:31:47] Everybody says that. And what I look forward, I talk to people before coming in. This is like, how are you showing them? Right? Like, how are you actually doing that? The other is that you get the, do you want to lend your, your wisdom and your expertise and your, your presence and your time to others that are, that are doing the same.

[00:32:03] Um, and those are, those are really the three things we have people from. Oh, variety of different industries from selling counterintelligence to the department of defense, to like million dollar plus annual recurring deals to omni-channel communications, to HVC equipment, to, you know, you name it. Um, and, and folks of all different roles.

[00:32:26] Um, so you can go to, you can go to join sales huddle. Dot com just hear the story. Some of the testimonials there'll be a place to apply. And then what happens next is you just schedule a conversation with me. Um, it's not, there's a vetting process and the vetting has nothing to do with being exclusive.

[00:32:43] It just has to do with making sure that the folks like share the same vision and characteristics of like what, what will work in a, in a huddle. Um, that'd be a good time to ask me any questions too. If like, We're we're kind of both, you know, um, assessing each other at that time. 

[00:32:59] Collin Mitchell: [00:32:59] Awesome. Chris, thanks so much for coming on.

[00:33:02] I appreciate it. There you go. Sales hustlers, check it out. Sales huddle. We'll drop the link in the show notes. And if you enjoyed today's show, please write us a review, share with your friends and we're listening for your feedback. Great. 

[00:33:14] Christopher Williams: [00:33:14] Thank you, Colin. 

[00:33:15] Collin Mitchell: [00:33:15] Thank you for tuning in to this episode of sales hustle.

[00:33:19] Are you a sales professional looking to take your sales career to the next level? If the answer is yes, then I want you to go over to sales cast.com, check us out. And if you feel that you are ready, set up a time to talk with me and my co-founder Chris, I'm your host, Colin Mitchell. And if you enjoyed this episode, feel free to leave us a review.

[00:33:43] And share the podcast with your friends.