Sales Hustle is now Sales Transformation
Oct. 28, 2020

Episode #12 S1-EP12 Solve Your Toughest Sales Challenges with Rían Lanigan

Rían Lanigan dives straight to point and talk about sales. Rían has been helping a lot of sales people from SDR’s straight to the top level decision makers reach success. There’s so many takeaways from this episode that will definitely help up your sales game.


Rían Lanigan dives straight to point and talk about sales. Rían has been helping a lot of sales people from SDR’s straight to the top level decision makers reach success. There’s so many takeaways from this episode that will definitely help up your sales game.

Rían offers free training to anyone who is interested. Just go to any Sandler office globally and the free session will be on Rían. You also find Rían Lanigan on LinkedIn. There also an eBook the Rían is offering if anybody is interested. You can also access this GUIDE that Rían created that still packs a lot of value.

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.

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Transcript

Episode 12

Collin Mitchell: [00:00:00] Welcome to the sales hustle. The only no BS podcast, where we bring you the real 

[00:00:07] Rian Lanigan: [00:00:07] raw 

[00:00:08] uncut 

[00:00:09] Collin Mitchell: [00:00:09] 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. All right. What's going on sales hustlers. I have a special guest today. I've got Rayanne. Lenaghan all the way from Ireland. He is the managing partner of Sandler training, which is a name that most, if you folks are probably familiar with, and I'm super excited to introduce him and also talk about sales.

[00:00:55] We have. Thanks for coming on the show. 

[00:00:58] Rian Lanigan: [00:00:58] Absolutely chill. The beer. 

[00:01:00] Collin Mitchell: [00:01:00] So tell me a little bit about yourself and just the short version of how you got into sales and, uh, and then we'll go from there. Sure. 

[00:01:09] Rian Lanigan: [00:01:09] Sure. Um, well you've already mentioned Sadler. Um, uh, my father's bid, the odor of summer is, uh, for the last night, almost 18 years, uh, four or five years ago, I set up a marketing agency to help sales leaders get more people into their events back in the day when they'd just happened in person or online.

[00:01:33] I built up a company called dumping seagulls for three and a half, four years, two months ago, I just sold my shares in that company and went all in on summer trading, uh, Ireland, the male, the managing partner of solitary islands. So I wanted to keep it short, but if you have any specific questions, I'm more than happy to answer them.

[00:01:51] Collin Mitchell: [00:01:51] All right. Awesome. So sales is in your blood for sure. So tell me a little bit about, you know, what you do at Sandler and for those that don't know, Sandler, like, you know what Sandler teaches and, and, you know, just give us kind of lay of land there. 

[00:02:08] Rian Lanigan: [00:02:08] Yeah. So it really depends on your industry or position or how you perceive salary.

[00:02:15] You know, Sandra has multiple programs, but in the realm that I play in, we work with, uh, software, it companies, enterprise companies, LinkedIn, Salesforce, Dropbox, Evernote, and we help their sales teams from SDR, BDR, AE all the way up to leadership, which is. VP of sales CRO, uh, just become more effective art, other, leaving their clean or closing deals, negotiating, building their pipeline, depending on what level of sales.

[00:02:44] But as you've said, Sandler, we've got over 260 offices all across the world. And depending on the trader, you may do, they may work with enterprise deals, or they may work with local companies in their area with local business owners. So. And you may be familiar with salary in different context, depending on who, you know, but for me, it's software IT-based companies in the enterprise space, all around the beer.

[00:03:11] Collin Mitchell: [00:03:11] And how, how has the current situation like changed or what have you guys added as far as training of, you know, helping folks that are in sales? You know, I, I have a feeling based on the economic situation. There's gonna be a lot of people getting into sales right now is kind of there. Backup plan, which is the common theme of how a lot of people end up getting into sales.

[00:03:32] Rian Lanigan: [00:03:32] Well, yeah, well, these are good. It's the best professor in the world. I I've always said it all. If you're good, you can make some good money regardless of the times. And interestingly, because I speak to my colleagues quite often, uh, there was two different ways. It went when the, when the pandemic cup of back in March there, the.

[00:03:50] Sandler folk that work with large enterprise clients initially saw a dip because the CFO frozen froze budgets. And everyone was working from home. The summer traders who worked with local businesses, didn't really see what you would pick for their business at all. They tend to remain loyal. They may have reduced the cost for their local business owners, but as the months have gone on, we've kind of seen the enterprise side of things come back.

[00:04:18] And if they're not better than it was before, because we can do more that I'll take a back step for a second. A year and a half ago, I might've been trading and I got to fly over to London to train for the day. And then I flew home. That's one session. Whereas yesterday we did three sessions in three separate companies.

[00:04:37] So we got two more sessions that we normally would have got done. So you can reach more people and have the comfort of your office, or depending on how we're just lucky that we have an office a 10 minute walk down the road. If you have a shooter, we could leverage. 

[00:04:52] Collin Mitchell: [00:04:52] Hmm. Yeah. So I mean, a lot of people are really benefiting from the virtual as they can.

[00:04:57] They can, they can do more, um, and eliminate the travel and you know, that could be a good thing. 

[00:05:04] Rian Lanigan: [00:05:04] Absolutely. Absolutely. And I've seen some, some of the tech giants come out recently, Twitter, or just all this morning. I don't know if any of your users have subscribed to eller.com where they get, are you familiar with elder?

[00:05:17] Collin Mitchell: [00:05:17] No, no, 

[00:05:19] Rian Lanigan: [00:05:19] it's a, you put, you put a companies that you want to follow. So prospects and every single day, it will give you updates on what's happening in there. So if there's leadership change, if there's a PR piece, put out, if there's, if they're hiring so on, I don't know this morning, I noticed that. And Microsoft have come out and said that their workers can probably work from home.

[00:05:42] And so I can imagine there would be quite a few more coming up on offering the flexibility to their workers, but yes, you, you can get a lot more done than it be. Even from the non travel side of things. I've noticed. Start beginning your day at eight 30 and finishing at five 30, or you just somehow. Get more done and you can reject a lot more meetings because let's be honest.

[00:06:02] A lot of the meetings that people attend are a waste of time or they are scheduled for longer than they should be. Um, so you can certainly avoid those meetings. Maybe let's maybe. 

[00:06:13] Collin Mitchell: [00:06:13] Yeah. I mean, I think that a lot of people there's a lot of people that prefer working from home. Um, there's, you know, a certain level of discipline, right.

[00:06:21] That you have to implement, uh, especially like as a sales professional of really, you know, scheduling out your things and being diligent. I think that, you know, because of the current situation, It's kind of ramped up a lot of things like more people are getting on video and video conferencing, obviously.

[00:06:39] Um, and having that instead of meeting in person or a lot of people that used to not turn on the camera are getting more comfortable turning on the camera, which we all know increases, you know, building rapport and the relationship and close rates. You know, when you run a demo and turn your camera on, it makes a huge difference.

[00:06:54] And that's something that I think a lot of people were, were missing out on previous, uh, you know, before COVID. 

[00:07:00] Rian Lanigan: [00:07:00] More than happy to talk around, you know, how deals cycles are that episodes of speed or put, you mentioned something there that I want to just go back to for a second. Look, a process is important in sales or a playbook or whatever you want to call it.

[00:07:12] But also I think there that a lot of people are still working from home. It's important to have one of those in your day-to-day life as well. You know, whether it's, you know, just the small things of getting up. I'm getting changed to go to work. When you go home getting changed into your dog work clothes, uh, scheduling your time for your two hours of calling your time for half an hour at the start of the day, 10 minutes in the middle of day and 20 minutes at the end, just so that you don't get distracted because.

[00:07:41] I know I've put my phone away for this interview, but if I didn't have this to give you, my phone will be switched on silence and over to the corner because it brings so often I can easily get distracted. If everyone knows that the write a good email, it doesn't take too that it's, it takes a lot longer than two minutes.

[00:07:57] So, if you were in the middle of a good email and your phone keeps begging, you can get distracted and never get that email said, you may get the shader, they send the email when it's 85% complete. Whereas if you were constructed, you could have got that properly done. So certainly think should pay attention to, uh, eliminating the distractions, um, and, uh, having some consistency to your day as well.

[00:08:20] Collin Mitchell: [00:08:20] Yeah. Yeah, no, those are all great points. I think like, you know, having a good routine, you know, Personally before you get into work mode. Right. Um, which is huge, is a huge part of my day. It's for me, it's waking up meditating, going for a run, taking a shower, getting ready. Then it goes into shifts to work mode, right?

[00:08:39] Not just rolling out of bed and getting in front of your computer and start tackling emails is, is, is super important. Um, but one thing that you also brought up that's extremely important is eliminating those distractions and like, to kind of piggyback off that. Yeah. Maybe you. Send a half-ass email because you were distracted, but, or you don't send it at all, which is definitely possible and probably has happened to many folks.

[00:09:04] So, um, what is, what do you think is like, What if salespeople need to do better, do differently, you know, think about what are some things with this new way of selling, you know, more people from home, more video conferencing, less in person meetings. Like what are some things that you guys are talking about and teaching folks over there at Sam luck?

[00:09:26] Rian Lanigan: [00:09:26] Interesting. So I had a conversation with someone this morning who, um, So how's that process nailed down. They're doing the right things, but they were getting frustrated. So I said, Hey, let me have a look up. Like, let me just shadow you and see what you're doing. Then they're a N a H E uh, they were shooting way too low in the organization.

[00:09:46] And, uh, where, when I questioned that it was. And a fear of being rejected. But if we take that aside for a second and just view the, the CRO or the VP of sales as a normal person, you know, they go home to their family or they stay at home now, but just work. But whenever they are a normal person, they have a separate life, a normal life outside of work.

[00:10:07] So, uh, I think that that individual is not alone, that there's some people that may not reach their full potential. If they fear speaking to someone. At the right level below that, because worst case scenario, you go too high and they say, Hey, go back down and talk to this person. And now you've got the person below saying, Hey, your boss told me to talk to you rather than, Hey, I want to talk to your boss or whatever, ignore you and skip you and go to your boss.

[00:10:36] So I certainly think that's a word that people should, should. Be paying attention to and looking at, are they going higher? 

[00:10:45] Collin Mitchell: [00:10:45] Yeah. No, that's a great topic. Uh, it's always easier to work your way down than to work your way up. Right. Um, and, and I think that, you know, if you can get that executive level sponsorship of some sort of interest level, um, if you're going high enough, then you know them giving you the okay.

[00:11:05] Or the interest or the permission to work with somebody down the chain. Is always a much better way to start the relationship, because then when you got to bring that person back into the conversation for approval or for a close there's already that mutual respect or rapport relationship that was already established from the very beginning, rather than.

[00:11:27] Working your way up where you might, you know, feel like, okay, they're interested. I can solve the things that they're needing help with. The budget looks like it's there. And then you bring that final. Higher level executive in, and they haven't been in the conversation from the beginning and really are not on the same, not even on the same page.

[00:11:47] It's the fastest way to waste a lot of your time working a deal that had no chance to begin with. 

[00:11:55] Rian Lanigan: [00:11:55] They can go. And second to that credit to a colleague who probably owes credit to someone else, but the nine word email, I don't know if you're familiar with that, but that's worked wonders in the last couple of weeks, if not months, it's where you go back to your pipeline of people that you're talking to six months to 18 months ago.

[00:12:18] You can go back a little further and you write a simple load already. And what, so mine might sound, we'll be like, Hey John, are you still looking at sales trading for your team?

[00:12:30] Collin Mitchell: [00:12:30] No, I love it. 

[00:12:30] Rian Lanigan: [00:12:30] The, the, the amount of doors that was open for me, uh, I haven't done it in a bit four or five weeks, but I initially did it as a, as a test after I was on a call with John and it worked wonders for me, it's set up seven or eight calls, uh, and we've closed water the bucket down already that we've got more calls scheduled, but, um, I certainly think that's something that other people could take and try if they type into Google nine word, email, or seven word email.

[00:12:54] Top onto youtube.google. They'll see the full 15, 60 minute talk and they can learn more about it there. 

[00:13:01] Collin Mitchell: [00:13:01] You said it's nine word emails. So the email literally has nine words, 

[00:13:06] Rian Lanigan: [00:13:06] email technique. Yeah. 

[00:13:07] Collin Mitchell: [00:13:07] Hmm. Okay. I have my own version of that. Um, which is similar. It's like, Hey, John looks like we dropped the ball in earning your trust.

[00:13:18] Right. And that it's, it's more than nine words and there's something else that goes there. Um, but it's basically, you know, going back to people that are in your pipeline or people that went dead or whatever the case is, And, uh, just looking to, to, to open those conversations back up, but when you come from a place, um, you know, like that, it's, it's much more easy to get the conversation going.

[00:13:40] Um, and this works great for a phone script as well, right? Like, Hey John, this is, you know, you know, um, call just calling. It looks like we dropped the ball on earning your trust. I wanted to know what we could have done better. You know, and sometimes it's like, Hey, the timing was off or we didn't have the budget or another project was a priority or, Hey, you didn't do anything wrong.

[00:13:59] We're now ready to refocus on this. Um, so, you know, being, being, you know, being okay with just going back and asking for that feedback, rather than like, Hey, how come this didn't close or moving on. So you can find, you can regenerate a lot of pipeline by just going back to those and approaching them in the right 

[00:14:18] Rian Lanigan: [00:14:18] way.

[00:14:19] Agreed. 

[00:14:21] Collin Mitchell: [00:14:21] Yeah. All right. So, um, now tell me, okay, so now, you know, a lot of people. I think like when, when COVID first happened, right. A lot of people were like really unsure. What do we do? How do we reach out? Do we reach out people? You know, a lot of change now, people are kind of settled with like, Hey, we got to conduct business wherever you are in the, you know, whatever country you're in, whatever, you know, everybody's kind of in different phases and minds and you don't know how people feel about the situation.

[00:14:49] There's a lot of divide, right. 

[00:14:50] Rian Lanigan: [00:14:50] It says it'd be served your best get, get shipped on. Yeah. 

[00:14:54] Collin Mitchell: [00:14:54] Yeah. But, you know, and a lot of people would just kind of. Not do anything because they didn't know what to do. Right. So what do you think is the best approach in the current situation? 

[00:15:07] Rian Lanigan: [00:15:07] Hmm, good question. Uh, I, uh, have a thought of AB testing.

[00:15:12] So what I say now, if someone is listening in a couple of weeks time, Don't hold me. Don't hold my world on. Not at the moment. What I find the most effective is video emails on LinkedIn and also a phone calling. So I don't know if that's ever going to like die. Even if I do email my objective, my goal of the email is to get the person on the phone.

[00:15:39] So why don't we just go straight to the phone? 

[00:15:41] Collin Mitchell: [00:15:41] Yeah, you gotta use multi-channel for sure. And, and you gotta, you gotta try to be personal, you know, um, video is huge LinkedIn voice DMS, all, all of the above and using the phone. Right. I'm not a fan of these gurus that say, um, You know, never make a cold call again.

[00:16:00] It's like, if I can't make cold calls, I'm going to quit doing sales because I like making cold calls. It's fun for me. 

[00:16:07] Rian Lanigan: [00:16:07] Again, it doesn't even have to pull it up something, it doesn't even have to be forged. You've just got to kind of do it, you know, and. And all the video prospecting, uh, or something that I get people to do all the time is to write is Clive on a, on a piece of paper, title, problem, reason, impact and paid statement, sort of title is the type of person you want to go after chief revenue officer, the problem that the chief revenue officers have the reason for the problem, the impact, if they don't do anything about it.

[00:16:38] And then a paid statement is, you know, how can you phrase a question to them or statement to them that you can use if your video, or either your call after you do your, after you do your 32nd commercial for contract, if you have a second call, you know, words that I get them to use are concerned. Agreed, tired, embarrassed, disappointed, frustrated.

[00:17:00] Et cetera, et cetera, et cetera. So more than happy to send that as well. I know, I know I've got something at the end of this thing too, to show your users, but also happy to set that as a PDF as well. So they could set out. Eh, have for when they're recording those videos, if they decide to video prospects.

[00:17:15] Collin Mitchell: [00:17:15] Yeah, no, listen up sales, hustlers. That's a important piece. And we'll definitely get that, um, in a PDF so that we can share the link because I think that's the big question everybody's like talking about video. We know we gotta use video. How do we use video? What do we say on video? And then having that framework to make an impactful video is I think, which is, which is, can be a total game changer.

[00:17:38] Rian Lanigan: [00:17:38] Uh, 

[00:17:39] Collin Mitchell: [00:17:39] are, are, are, are 

[00:17:40] Rian Lanigan: [00:17:40] you aware of gong.io? The revenue intelligence? Yes. They came out a couple months ago and they said that if, if it's your first contact first point of contact, you hire a much higher response rate. If you go for interest. Rather than trying to get a beating. So first find interest then go for the meeting.

[00:18:02] Uh, what I see is it contradicts itself. When you look at the data of what sales people are doing, they're trying to get a BD or a call book before they get interest. So always make sure you add whatever you're doing. Email, phone, or video, and have the objective of getting interest confirmed. 

[00:18:20] Collin Mitchell: [00:18:20] Yeah, no, a hundred percent.

[00:18:21] I agree with that. And, and that is true, you know, regardless of how you're outreaching, whether it's phone, whether it's LinkedIn, whether it's email, I would say the biggest mistake that a lot of people do in their outreach is sending a big blurb of, of things. And then leaving that link call to action, to book a meeting.

[00:18:42] Don't send the link for a meeting until somebody has raised their hand or concur that interest. Right. So if you're on a cold call and you're calling, you know, you, you, you might, you know, share how you can help folks and then say, would that, does that something that sounds like. It might interest you. And once they say yes, you could proceed for the meeting, right.

[00:19:04] Or if you're sending cold email or cold LinkedIn messages lead with some sort of value statement of how you can help and only ask for the meeting when they raised their hand and expressed 

[00:19:15] Rian Lanigan: [00:19:15] interest, you're spot on absolutely spot on something that I get. Even those in my life who had to evolve themselves to look at it, to get an additional field because we're all human at the other day is my emails or the video I'm about to send and say, just give me a good feeling.

[00:19:34] What do you feel you don't need to tell me about this, about this? What do you feel? Because, uh, if there's a good feel of, Ooh, I'm gonna. Take, I'm going to stop for a second and go back and look at it. And I've always tried to, uh, w what I'll do. And I don't know if anybody else does it is a right enable to a prospect.

[00:19:53] I'll remove their email, put it in my other email and send it to myself. And the next morning I'll read it as if I was the prospect. And if it comes across sleazy or different, I want to get straight to the point. And I know my prospect is busy, or they don't want the long Jagen about how them and their family or any of that stuff, you know, straight to the point.

[00:20:12] I, I, I try to be, uh, you know, I know you're getting a lot of, uh, invites to, eh, webinars these days. So I'll get straight to the point. We're running a X with X, blah, blah, blah. You know, always try to be straight to the point. 

[00:20:28] Collin Mitchell: [00:20:28] Yeah. Yeah. Even it even works well in your, your, your cold calling script or your, your, your cold email, right?

[00:20:35] It's like, Hey, I know you probably hate cold email. This is an E this is a cold email. However, it's straight to the point, you know, and, and people will respect you more and appreciate that more, rather than you trying to create some sort of fancy hook, that's gonna, you know, Try to peak their interest, but they have no clue what you're really talking about.

[00:20:55] Rian Lanigan: [00:20:55] What of the guys that I saw when I first got involved with Sumner, Sean Coyle, he, um, to me, he's still one of the greatest out there, cold calling. Um, and he brings up a, one of his things that he says is, Holy, this is Sean coil. You probably don't know me. This is a sales call. You want to hang? He just stay silent.

[00:21:16] Collin Mitchell: [00:21:16] Yeah. 

[00:21:17] Rian Lanigan: [00:21:17] The times people are just, but he, he, he gets them talking and then take it, go on and go on and go to go on. But definitely it, it, it is something that I think people should try. 

[00:21:30] Collin Mitchell: [00:21:30] Oh yeah. Yeah, because it takes the question out there. Like, do I know you, is this a cold call when you establish that right away?

[00:21:38] They're a little bit less defensive because you've already stated yesterday. And, and then you can ask permission to proceed. Some will some won't next call and, uh, you know, then maybe you get them on the next round. Well, 

[00:21:53] Rian Lanigan: [00:21:53] that's actually something interesting, which is dwelling slightly off is you mentioned no, that's something that I, uh, find acceptable as an answer.

[00:22:03] I find. You know, uh, yes, uh, no, uh, a referral, an introduction when I don't find acceptable as an answer is not giving me an answer. Um, uh, I'll always make sure that if I've got to go onto a call that at the start of it, I'll say, look at the end of this. There's either there's going to be three possible outcomes.

[00:22:25] Would you be comfortable telling me? I'll also make sure that if I don't think we're, if at all be comfortable telling you and you can go a bit further, you know, sometimes people don't put the will say yes or no, or particularly no to you. So you could say something like back in the days as be because with the coffee shops like Starbucks, but at the end of this movie, there's going to be two possible or three possible outcomes.

[00:22:43] If it's a, yes, I'll buy the coffee. If it's a no, you'll buy the coffee. So then at the end of the meeting, you just say, so who's buying the coffee. 

[00:22:52] Collin Mitchell: [00:22:52] It makes it easy. 

[00:22:53] Rian Lanigan: [00:22:53] You're by the coffin. 

[00:22:57] Collin Mitchell: [00:22:57] Yeah, yeah, yeah, no, I like it. And I think that, I think that it's it's, I mean, it's, it's human beings. We're dealing with human beings, right?

[00:23:05] So human beings don't want to let people down. They don't want conflict. They don't want confrontation. They don't want to feel like that. If they tell you no. You're going to still try to tell them why you, they should say yes, but I think if you set the expectation properly in the beginning of the relationship, like you mentioned, it will save you the seller so much time, because you say, Hey, at any point in this relationship, if you feel that this is not for you or it's not a fit, go ahead and let me know.

[00:23:35] And that's totally okay. You know, um, um, I'm, I'm a big boy and you're not going to hurt my feelings and I'll appreciate it more than, you know, you know, 

[00:23:45] Rian Lanigan: [00:23:45] second to that is if you look at the stocks up there, uh, level 11, we got us out there, put it out recently. I think it was the average tenure of a sales person is dropped from.

[00:23:56] 36 months or 24 months to 18 months. So it's dropping and dropping and dropping 

[00:24:00] Collin Mitchell: [00:24:00] it's declining. And I just got off a conversation with a, with a gentleman it's it's it's 18 months and it's and it's, and it's declining from 

[00:24:07] Rian Lanigan: [00:24:07] there. Well, it's scary. But the point I was making on that was if somebody says no to you in their current role, Put a calendar invite in your side of things for yourself to get back in touch and see where they are at 18 months from now, because the idea is they'll be in a different role or they might be a potential possibility for you in that role.

[00:24:26] So if they say no to you, there doesn't mean they're not going to say no again. Or they won't say yes, so a year and a half from now, and you can find out from their LinkedIn profile, they may be 10 months or that are also, you don't need to put an 80 points out. You need to put it six months out. You look at their profile at six months and see where they are.

[00:24:43] Yeah, 

[00:24:43] Collin Mitchell: [00:24:43] yeah, no, a hundred percent. I think the common mistake of a lot of salespeople is they try to, they try to make the deal work when it doesn't. Right. Yeah. So, you know, be okay with no, and also be, be a collector of feedback too. If they say no, you know, dig a little deeper, don't just take the no and, you know, put your head down and walk away, uh, you know, ask him, Hey, I totally get it.

[00:25:04] That's fair. Do you mind sharing why it's not a good fit and sometimes they might be misinformed. They might not be aware of something that you didn't properly, you know, uh, educate them on. Um, they might, you know, you might get some good information for a future future deal. Um, or what I find a lot of time was the people that tell me no.

[00:25:23] When I go back and ask for that feedback, a lot of times there's just some miscommunication or they're a little bit confused about something, or I told them something, but maybe I didn't tell them in the right way where they actually got it. And a lot of times you can salvage those deals when you ask deeper questions.

[00:25:38] For sure. 

[00:25:39] Rian Lanigan: [00:25:39] Um, um, as well as salvage, which is the ideal scenario, uh, I record all of my calls so I can listen back and I can share it with my coach. And he can particularly say, you should have done this word where you were here, as well as that. Uh, sorry, my mind's going back to something. I was going to share the statistic, but the statistic has completely gone.

[00:26:03] Um, What was it? I was going to say, you can listen back to the calls. Oh, every single, no, doesn't necessarily. Don't take it as a, not right now, but don't leave it there. You can learn from every single note. So the way I learned from ms. Single knows, I downloaded my recording. I look at it, see what could have been done better.

[00:26:27] Send it to my cultural. Do I have an hour and a half? Every single Friday? And we go through my calls. Am I getting feedback on. You didn't do a little up front contracts. You didn't do a, you didn't make sure there was going to be buyers or more so, Oh, you say you didn't prevent buyers or more so whenever it is, you know, every call is not gonna be perfect.

[00:26:42] Collin Mitchell: [00:26:42] Yeah. Yeah. So it's just kind of changing the mindset is like the nos have value for you as well, so that, you know, it's, it's it's area for you to get better, to improve, to learn, to maybe go in the direction of getting less nos in a future. You, 

[00:26:59] Rian Lanigan: [00:26:59] yeah, exactly. 

[00:27:02] Collin Mitchell: [00:27:02] Yeah, well, Ron, it's been fantastic having on having you on here.

[00:27:06] I appreciate you making time. Uh, we talked about some fantastic things. I know that you've got something pretty exciting to share with folks, so I'll let you tell them about that and then tell them where they can connect with you as well. 

[00:27:17] Rian Lanigan: [00:27:17] Sure. So, uh, before that I do, I will honor what I said or did on I've accepted that PDF over to who the editable PDF on the pain statement, that sort of things.

[00:27:28] But what I want to offer to any of the listeners or viewers of this great podcast is somewhere there's 265, 266 offices globally. Um, so there's bound to be a summer training center near you. Uh, um, I would like to invite you to crash at any of your local trading centers for free on me. So I'm going to send the column a link that users can click fill out your postal code, where you are.

[00:27:56] It will automatically link you up with the nearest summer trader to you. So you can attend their next available public training session, which there's loans every day, if not every week in your local area. And you can attend for free as well as that, as well as that, if anyone would like we've got a LinkedIn the Sandler way, eh, ebook.

[00:28:17] I can also throw that in as well. If anybody who would like that as well. 

[00:28:20] Collin Mitchell: [00:28:20] Yeah, no, that's fantastic. So listen up sales, hustlers, we got some great things that we're going to include in the notes there. It's going to be the framework for, for video. It's going to be the LinkedIn ebook and then also a link so that you can attend a free Sandler training on Adrienne.

[00:28:39] Uh, at your local Sandler training center. So we'll include all that in the show notes. Thanks so much again for coming on today. Really appreciate it. Thank you for tuning into this episode of sales hustle. 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.

[00:29:04] 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 and share the podcast.