Sales Hustle is now Sales Transformation
Jan. 16, 2021

Episode #46 S1-EP46 Healing Hand & Lifestyle Marketing with Chris Himel

Joining Collin Mitchell in this episode of the Sales Hustle Podcast is Chris Himel. Chris shares his journey on how he started in Sales. More importantly, Chris shares some sales foundation, which is helpful for all sales folks listeners.


Chris Himel is the CEO of the Healing Hand. Healing Hand began as a direct result of the void for lead generation services specializing in the health and wellness industry and the digital marketing industry’s complex nature.

He is also the CEO/Founder of Lifestyle Marketing. Lifestyle Marketing is a digital marketing agency that helps entrepreneurs, and their businesses made marketing accessible in the digital world.

You can listen to Chris Himel’s podcast called the Healing Hand Podcast. They are available in major podcasting channels. You can also connect with Chris on LinkedIn at https://www.linkedin.com/in/chrishimel/. Feel free to message him, and he’ll provide you a copy of his book.

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

Sales Hustle - Episode 46 - Chris Himel

Welcome to the sales hustle. The only no BS podcast, where we bring you the real raw uncut experiences from sales 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 prefers, transformed the relationship building process and win their dream clients.

[00:00:30] I'm your host, Colin Mitchell. What is happening, a sales hustler as welcome to another episode, I've got a special guest and friend Chris Hill. And, uh, I know that he's nothing less than a sales bad-ass cause he actually closed me. So, um, so maybe he'll tell you about that. Maybe he won't, I don't know. Uh, but anyway, we're going to have fun.

[00:00:54] We're going to dig in and talk about sales and leave you with something you can take away to either up your sales game, or maybe it's just the kick in the ass too, that you need to do what you know, you should be doing. Chris, welcome to sales hustle. Thanks man. So tell us a little bit about your sales journey.

[00:01:14] It started when I was like eight, you know, like. My brothers and I had to sell my brothers not to beat my ass. I had to, you know, like sell anything. I could, uh, you have my brother brat on and I was a sales trainer for 30 years. So we talked about sales around the, you know, around the dinner table. So I've been doing it since then, graduated from college with a criminology degree, which I actually just found out.

[00:01:37] Don't tell anybody it's about God, I didn't actually graduate at one, one or two costs are short. So. I took the classes online and got us started on the business and quickly realized I wanted to make more money than I wanted to finish those classes. Um, ironically, the first business I ever started with sales training, I was a 23 year old kid trying to sell 40 year old men.

[00:02:01] Who'd been in business 20 years on me, training them and sales. I didn't work out. It did not go well call and I'm not going to lie to you. It was not ideal. So I quickly pivoted and figured, Oh, people think young people know about the internet. So I started internet marketing company. Mm. Okay. And so tell me a little bit about the conversations at the dinner table.

[00:02:23] I I'd love to know what sort of things did you learn early on as a kid of just, you know, connecting with people and building relationships, which is the foundation of sales. Yeah. I think our dad was very much everybody's important. Everybody is an incredible human being. He was very much. Positive about any, you know, waitress would come over and we be, try to make her day, um, and we'd be guessing her personality type.

[00:02:48] So that was another part of the dinner table talk is like, what personality? Talk to me. She's definitely a driver dad. And we would kind of battle between the brothers and see who was right. And then my dad would be the ultimate decision maker on who, what, what personality type she was. So that was kind of like the dinner table sales talk.

[00:03:04] Hmm. Okay. So, all right. So, and it started with. Selling your brothers on not beating you up, which that's a hard sell parts of it. Didn't go well, what's your rebuttal. What's, what's your rebuttal for those objections? You didn't get one, you find an inanimate object and hope they'd be afraid to knock them, hear you.

[00:03:28] Yeah, no. And you know, the thing is, is I like to say, you know, everybody is selling something, right. I got to sell my kids on eating their vegetables, which I lose more times than I. When then, you know, and I'd like to, I'd like to think that I win more, but that's, that's a, that's a harder sell than just, you know, regular business relations.

[00:03:47] Oh, that's tough, man. You got to get rapport with a five-year-old who doesn't want what you're selling. I mean, and it has no logic. It's all emotions. Yeah, yeah. Yeah. All right. So say it's clear sales was in your blood. Um, and so tell me about when you transitioned to, you know, selling digital marketing services, what are some things that you learned through that, um, and that have contributed to your success?

[00:04:18] I think the most thing I thought about this before I jumped on is my dad would do sales training and he would always play this. I'm a big Tony Robins guy. And there was just one quote from Tony Robbins that is literally burned into my brain because I've seen the video at least. 200 times. I'm not even joking you.

[00:04:32] And the saying goes, when two people meet, if there is rapport, the person who is most certain will always influence the other person. And there's so much in that, but the number one thing, if there's rapport. So my dad, like we grew up, you had to have rapport or there was no point in talking and then you had to have certainty and your product or whatever you were selling.

[00:04:53] If you're not certain that those veggies are great. And you're not a hundred percent and your, your kids, he's this tiny inkling of, well, dad doesn't really like those veggies easier. You're not going to get there even if you have ever report with your there's your child. So I think that was that quote alone is everything in sales.

[00:05:08] I think if you can master that, if you can master building rapport and getting absolutely certain any product you can sell, pretty much anything, all the other tactics and everything fall behind that. Yeah, no, that's interesting. So, um, I'm, I totally. Speak your language as far as like how important building rapport is.

[00:05:30] Um, and you know, sometimes it's literally just being yourself. Like people want to like stick to the script or tell people what they want to hear. And honestly, sometimes that I've what I've found is sometimes you can build rapport by telling people what they don't want to hear. Yeah. Like actually challenging the prospect.

[00:05:51] Like they think they know what they know. And, and, and if you can challenge that in a tactful way, you can, you can build a tremendous amount of rapport and respect in that relationship by not just being a yes, man. Yeah. And I just say yes, as you say that, but I think all you're doing in that instance, and this is something our dad's house too, is breaking a pattern because if you can on and you do the script and you do exactly what they think you're going to do, and they think you're going to murder their family and take all their money.

[00:06:21] Because you're selling them something and you just go buy a script. You're you're just going along with their pattern of you selling something. If you break that pattern immediately. I love humor to break patterns and build rapport. I think humor is so good in sales. It's the easiest thing. It's the easiest thing to do.

[00:06:37] Yeah, go ahead and give us an example. Just like, Oh, let's get to think. You're funny. You're the only woman matters. Like if you think you're funny, they'll laugh at you thinking you're funny. So like, yeah. But like I had a guy today sending me funny gifts and he, you know, I was a multi, you know, 2 million million dollar company.

[00:06:58] And I'm sitting in a funny gift of like the minions saying grassy has like that kind of stuff breaks a pattern of, Oh, this isn't just like a normal sales call, like disguise. And just trying to get money from me. He's actually a human being he's having fun. And right, when you get on the call, if you can break a pattern and have some fun, I think you're one step closer to building rapport.

[00:07:19] Yeah. Yeah. I love using humor. Like as soon as, you know, whenever I engage somebody, but it's the beginning of a relationship or at any point, I'm always looking for that opportunity of something. What do they say? Something, whether it's something in their background, maybe it's, you know, you, you got to as a sales professional, You always gotta be looking for that, something that's going to help you build rapport or have that pattern interrupt.

[00:07:49] You know, um, one of my favorites is, you know, we do cold calls and, and, and, and this is not original. I stole this from somewhere. Um, but you actually start out the cold call and I love, and I think, you know this about me, but I love cold call it. Most people hate it. I I do. I do fi I do at least five hours a week, five hours a week of cold calling.

[00:08:12] Um, and I don't even work most of the leads that I generate. I just send them to the team and it's like, that's the part of the process that I enjoy the most is just turning something from turning nothing to something. Right. Yeah. Cause somebody who, we just didn't even know who the heck we were to like having some genuine interest, expressing that they have a problem that we can solve.

[00:08:30] Um, and so anyway, uh, the example of this pattern interrupt is, is in a cold call rather than doing the more traditional, Hey, Chris, this is calling with XYZ company. How are you doing horrible? You're trying to sell me something click, right. That's what they're used to. Um, so easy way to pattern interrupt in that outbound is like, Hey Chris, This is a cold call.

[00:08:52] And honestly, I hate making cold calls probably more than you hate receiving them and feel free to hang up. But if not, do you have 15 seconds? So I can tell you why I called. Yeah. They're like, Oh, I'm not going to actually hang up. I'll hear them out, you know? Sure. You know, um, or just acknowledging like, Hey, I know you weren't expecting my call or we've never spoke before, but.

[00:09:12] And then asking for permission to pitch, right? So those are, those are pattern interrupts and another pattern interrupt that I, that I love. And I think that you'll agree with this too. Maybe I hope, I dunno. We'll see. It's using video. Yeah. Using video. Um, I like to tell my team like, Hey, if, if, if the email is more than two or three sentences, just write it out.

[00:09:33] That's your script. Record a video. Delete it and send it as a video. Yeah. It's like regardless, differentiate. Yeah. Regardless, regardless of what stage you're at, you know, whether it's top of funnel, mid funnel or, you know, right. Close, just leverage video because so many people are not doing it. It's different.

[00:09:53] Yeah. Even in a Texas sneaky, a quick video of like what you're trying to pitch or where you're at in the sales cycle, it's just like, we're a HubSpot partner with my agency and they use video card and it's huge. I mean, It's a big differentiator in like the video watch rate compared to a full read rate of your emails.

[00:10:10] So significant. Why not just take two minutes to just record yourself? Yeah. And I'm still honestly amazed at how many people don't use video. Yeah. Like, I mean, I've been using video for so long and talking to people that use video that I'm honestly, I'm honestly shocked that using video is still a pattern interrupt.

[00:10:32] Yeah, you would think people would catch on. I think salespeople are just lazy. I think it's easier than it's ever been. So I can just shoot an email and I can tell my boss or I can tell myself, Hey, I just sent an email. Like I was productive today versus a logged it in the CRM. Yeah. You logged in the CRM.

[00:10:50] But back in the day it was like, did you close the sale? That was your barometer. It wasn't how many calls you made? Yeah. I don't think that that's a whole nother rabbit hole. We can go down of like just bashing leaders for being so activity, track based. But we'll save that for another episode because outcomes are what matter, right?

[00:11:09] Like how you get there. Um, I interviewed, um, uh, I interviewed Nigel green, which is, he's a great sales leader coach and, and, you know, he says you work for you until you don't and then you work for me. Which is basically, which is basically like, Hey, you can do it your way. And as long as you're producing results, that's fine.

[00:11:27] I won't, you know, I won't get on your back of how you get there, but as soon as you don't, then you work for me and you're going to do things my way. Yeah. Mama, I think that's one thing that salespeople get pigeonholed into scripts or this or that. And it's like, every sales person has their own strengths and weaknesses and they need to.

[00:11:45] Go after those versus trying to be in this cookie cutter way of, of outreach or closing the sale. Yeah. So, uh, and I think, you know, you mentioned maybe salespeople are lazy. I don't, if we give them the benefit of the doubt and let's say they're not lazy, which may or may not be true. Um, you know, I think a lot of people are just scared of like doing something that's unfamiliar or like, how am I going to sound?

[00:12:12] Or how am I going to look on camera? Or like, you know, I don't want to start a podcast. Have nobody listens? Um, like whatever you're thinking, it's true. Just get over it and then start doing it and you'll get better. It's really that simple. Yeah. No, I think the two deepest fears of every human being everyone shares it is you're not good enough.

[00:12:32] You won't be loved. So that's what sales is the highest paying profession, but also the least success. Like you have the least success in sales because there's so much vulnerability in it. And there's so many metrics to say you suck, or you're really good. So once you start to have some success, then it's easy because then you're like, you get that high.

[00:12:50] You're like, all right, I'm good enough. I am going to be loved because I'm so good at this. But in the beginning, I mean, it's hard because you're going to get rejection after rejection, after rejection, you're going to feel that I'm not good enough. And then you're going to have to like, Power through it.

[00:13:03] Yeah. Yeah. But, but as a sales professional, that's, I mean, that's so true. Um, but you gotta realize that even the best people in sales, top producers at the biggest companies, they still get more nos than yeses. Yeah. So if you stay out of like, If you stay out of the result, right. And just, and just do do what's right.

[00:13:30] Like serving your customers, your prospects, and really like, you know, building relationships and adding value, being curious, asking the right questions. If you focus on that rather than like, I got to get them to the next. Yes. Um, then you can actually enjoy the process a little bit more. Yeah. And I think I might disagree a little bit the best.

[00:13:52] Don't hear no more than they do. Yes. Because the best in the world don't spend time with a ton of people that are going to say, now they're spending time with the most qualified prospects humanly possible. And if they're qualified, they're going to close 85, 90% of them. If they're good. And if their product agreed, agreed with that, however, the beginning of the relationship, there's still going to be people that are either no.

[00:14:15] For a good reason or they're going to disqualify them on their own, which I would consider still to be a no. Right. So, so the good people, the good people, right? They're still, they're not going to be the best fit for everybody. And once they get them into the funnel, Right. They're going to close way more higher percentage of those than most people agree on that.

[00:14:35] But that takes extreme discipline because it takes disqualifying people on your own. Like, Hey, they're not a right fit for me because I'm worth it. I am good enough. My time has value and I'm not going to spend my time on those. That don't value me or what I do. Well, it might like to me, it's 20, 21. It's the first time I'm saying that.

[00:14:57] But if you're good at marketing, the two things, guy Kiyosaki said this, he said, if you're good at sales and marketing, then you'll be massively successful. I was fortunate enough, I've run a digital marketing company and I learned sales. So I don't really ever talk to anyone unless they are qualified.

[00:15:11] Like, cause our marketing system is good enough to where I don't need to do that. So if you're a bad-ass sales person get better at marketing. And then the only good people, only qualified people are going to come to you. And then yeah. You know, what does that mean? It does make sense because in, and this is, this is true because I consider myself pretty good at sales, but I suck at marketing.

[00:15:39] I didn't want to be agency I'm, you know, I w I don't want to say I agree, but like, we're definitely about to the next level, this thing. So, so yeah, if your marketing is good, then you're going to get more qualified. Right. But like, like, just like, let's assume that you're crazy. Like me and you and you enjoy outbound.

[00:15:59] Yeah. And don't all just rely on a ton of inbound or maybe your inbound isn't as good as it should be or whatever the case is. Um, you know, you still got to qualify people and sometimes, you know, it means, you know, Disqualifying them, like I'm not the right fit for you. You should go here or you clearly don't have a problem that is impactful enough for me to solve for us to go on this journey together and sorry.

[00:16:23] But you know, there's other people out there that really do need my help and I'm going to spend my time and energy on those. Yeah. Yeah. So it sounds like I'd love to read. So I'd like Jordan Belford and grant Cardone. We're on a podcast and they literally almost killed each other. It was hilarious. Like, if you want to watch it, it was like, cause grant Cardone said, you're going to get a ton of nos.

[00:16:43] Every single prospect is a potential and they're all qualified. And Jordan Belfort saying no, like if they don't have money and they came by my product, they're not qualified. And grant Cardone just said, you suck at sales and that, so it was just this back and forth. So I think there's, there's obviously always going to be two schools of thought there's going to be a dichotomy, but I think it really comes down to, you know, what's your time best spent at.

[00:17:05] Sales is the best salespeople in the world are really, really, really good at time management. And they only do things that are going to produce revenue because that's what they're held accountable to. And I think it's focusing on those finding a way, if you can, to get your marketing system to where you're not having to do any qualifying.

[00:17:22] And then if not, yeah. I think even vetting your list to get more qualified people potentially on the other line or doing something there's so much technology now. That like, I don't, I, I, there shouldn't be many people in the world if they're, if they can master the marketing, the digital side that they have to necessarily get rejected as much, which is what has kind of led to lazy.

[00:17:42] Yes. Because now people aren't used to getting as rejected as a, you know, 20 years ago. I remember I'd make 30 calls and you'd get to five decision-makers and you'd get three meetings set. And I had a pretty solid thing. So I get four or five set out of five. Um, my cold call spiel is pretty good. But still, I didn't like the 25.

[00:18:03] Give it, give us an example. What was your pitch, dude? I only did it for a couple of years and then once I started making enough where I didn't have to, I didn't do it, but it was just simple. It was like, Hey, I just published my first book. I'm trying to meet successful business people in the area. And I'd love to bring you buy a copy.

[00:18:19] It's so simple who wouldn't say no to that. I mean, it was pretty rare that people would say now I still, like, I have this one prospect that he's an amazing dude. He was my third or fourth meeting and I still I'm trying to close him. You're still trying to close him. Yeah. He's not qualified, but I love him.

[00:18:39] So I keep talking to, um, so here's, what's interesting. That's a huge pattern interrupt. Nobody's doing that. Nobody's doing still. I thought for sure, leaving that out. Yeah. You're leading with value, right? You're offering them something that's that's value and you're not even, you're not even asking for anything, at least not initially.

[00:19:03] Yeah. When you give them a compliment, trying to meet successful business people in the area. So you immediately are building a little bit of rapport, you know, by just saying, you know, you're successful business person. Cause I'm talking to you and then a lot of people will joke with you, you know? Oh, I haven't even read a book before.

[00:19:21] Then there's your opportunity for building rapport, then you build rapport, right? Right. I think you've got to get smarter with your, like, if for any sales person out there, just get really creative, like you do with your cold calls. Like don't just cold call because that's what everybody's doing and it just doesn't work.

[00:19:39] Yeah. Yeah. Yeah. Use video. Say things that people aren't saying use humor. I love using humor, but you also, you know, you also gotta be looking for those opportunities to, um, to build rapport and use those and take notes and, um, you know, drive the conversation in, in, in a way where, where they're feeling good about it.

[00:20:00] Um, you know, building them, trusting you and building rapport is important. Um, but you also, you know, the second thing that you said, which is equally as important, right? Is, is, I don't remember how you phrased it, but it's like knowing your, your product, right. Knowing your product extremely well. Um, and so building rapport and then knowing your product so that you can articulate that value of hot.

[00:20:24] Cause people, people don't just buy from people they know, like, and trust. There's a lot of people out there that say, Oh, they buy from people. They know like that's part of it. But people buy from people they trust. That solve real problems for them. And, and you got to know how to articulate what it is that you do and what you're going to, you know, how are going to like make their life easier?

[00:20:43] How are you gonna make them more money? How are you going to do the things that they care about? Yeah. And I think I was on the train of, Oh, I'm really good at rapport and sales. I don't need to know my product. And then I've read Jordan Belfort book and it was the way of the Wolf. And he, he got, they tested him one time and they brought in an actor who literally wasn't allowed to say yes, And Jordan's Belford.

[00:21:03] They, they, it was supposed to be a product he didn't know anything about. So he spent four hours studying the product. And within 10 minutes, an actor who was paid to tell him, no said yes, but it was because he knew the product. And so that's when my mind shifted of you really need to know your product and have great stories behind your product.

[00:21:19] Because to me stories are the incredible piece of the puzzle in sales. If you can tell a really great story and put your prospect into that person's shoes. You don't even have to have, cause I'm not good at building pain. Like I don't like it. Uh, my brother and my dad would make people cry in a sales meeting and I'm not as good at that.

[00:21:39] Like I just like to, you know, shoot the shit and have fun. So I use stories to build pain and it was kind of my like cheap mechanism. I tell a story of another person, so they don't have to feel it, but they at least know what the pain could be if they weren't to like make a decision in that moment. Yeah, I like that.

[00:21:56] Storytelling is huge. I mean, because you got to use it in your scripts, you got to use it in your outreach. You got to use it in your messages. You got to use it in your discovery. You got to use it in your demo, whatever it is that you do, if you can inject storytelling into there where you can bring them into either, if they can get behind the story of like, why you do what you do.

[00:22:16] Or if you can bring them into a story of another prospect, similar to them, those are all things that will increase your close rates significantly. Yeah. And the story, just make sure it's relevant to what they're going through their own pain points, because it's, nobody gives a crap about anybody by themselves.

[00:22:33] I mean, that's just, that's, that's the hard truth, you know? So when I tell a story, I think of where they are in a story that's similar with a current client or prospect or situation I've handled. Um, and then I put them in that person's shoes. Hmm. Hmm. Okay. And so how do you, and this is, this is a skill that takes time to get good at like, you gotta like really, you know, be processing what they're saying.

[00:23:03] Really taking it in. Like, you know, I think that where a lot of salespeople can fall short with this is they're so caught up in what their script is or what their pitches are, what they want to say next, that they're not really processing or taking in everything that their prospect is saying. Yeah. It's hard to become a good listener and make real time decisions on what you're going to say.

[00:23:26] It's a really tough skill to learn because you need to listen. If you're not listening. So what's your prospect saying, then you're screwed because you're not going to pitch the right thing or say the right thing. So I think you can got to learn to listen really, really well, and then be able to take everything they're saying and bring it back to your own knowledge and tie it all together, which it does take time.

[00:23:48] Like I was terrible sales. I'll never forget. I was cold calling. Got my first meeting. So stoked about it. Champion bicycle here in Jacksonville, Florida. I'll never forget it. Nicest guy on the phone. I drove around his business 16 to 30 times and didn't go, cause I was literally crapping my pants and it just like, I think it's just one of those progressions.

[00:24:08] Like we have salespeople here and I'm like, you're not going to be amazing tomorrow. Like, just get that out of your head. I think social media has made everyone think I should be the perfect sales person today and it just doesn't happen. Like I was terrible at sales. Oh yeah. And, and most of that. Comes through experience, right?

[00:24:28] Like you circling around almost shitting your pants, which is funny to think about,

[00:24:39] Oh, the Ford Explorer, Dora, the Explorer. And I was just driving around hoping I didn't run out of gas because I had no money. Cause I'd started the company and I had no money. So, so. You had to go through that experience to never want to do that again, to never have one

[00:25:01] Dora driving around, where are you going to run out of gas with no money not going? Yeah. It was the disappointment of not going crushed me that day. Yeah. But that's probably what you needed in that moment to make sure that the next meeting you got, you were prepared. Yeah. You make 25 calls to get that one meeting and then you don't go cause you're nervous.

[00:25:23] Like it didn't make any sense afterwards. You know, so it's experience is huge. I think a lot of people were born innately with it. And I think it's kind of a myth that I think my brother and his buck house, anybody can be taught sales there's systems, there's processes. There's ways to do it. I've seen some of the worst personality types that should not have been in sales dominate because they fall into some scripts and everything like that.

[00:25:45] But I think the biggest thing is just getting out there. And just learning from your mistakes, learning from your mistakes, not having a fear of rejection, knowing the world, isn't going to end. If you don't close that sale on your first call ever as a salesperson. But I think sometimes society makes it so that if you're not successful immediately, you feel terrible.

[00:26:04] Like the overnight success that took 25 years, like that's most of the people you're seeing out there, people are rewarded in public, what they practice religiously in private. And I think just giving yourself a break on that. Yeah, no, that's a, that's a really good nugget sales hustlers to just soak that in.

[00:26:23] Um, and you know, I think naturally a lot of salespeople are stubborn, so sometimes they gotta, you know, you can, we can, you can tell them a hundred times here's the process, here's the process. Right. But until. You know, they're driving around in Dora, not showing up to the meeting, you know, they're never going to understand what it means to show up prepared.

[00:26:44] Right? Yeah. Um, and, and sometimes you got to fall on your face to realize like, okay, that's, I'm not going to do that again. That sucked. I like the way that field, I mean, like I have a. A story of my own, where it's, you know, um, I had a deal that it was a large deal. It was this big six figure deal worked on it for months and, you know, made just like a really super stupid rookie move where I didn't have all of the stakeholders involved in the conversations.

[00:27:09] And when I thought the deal was going to close, I lost it. And, uh, you know, and, and, and, and that was a valuable lesson, more valuable, more valuable than, than winning the deal. Yeah, because I never made that mistake again. Yeah, absolutely. Like that's, you know, and I think there's all the tactics and tricks and everything.

[00:27:32] You've got to have all the stakeholders there and that just like reminded me of all the things I've learned at the same time. If you build rapport and you're absolutely certain you can help that person and that they would be an absolute idiot if they didn't go with you. You'll probably close more than you want.

[00:27:47] And then you'll start to learn all these, these like tricks and tactics of like, make sure that all the stakeholders are there, you know, make sure you have an agreement ready to go, make sure it's an easy club, you know, like there's little tiny nuggets that you'll get, but to me have rapport and be absolutely certain in what you're doing.

[00:28:04] I I've trained so many salespeople who were like, yeah, well, the product's just not as good as our competitors. Like, well, you're screwed. Like I don't even want to train you so we can like literally change that entire belief system. Because if a prospect even remotely feels that, then they're not going to close.

[00:28:17] So I think certainly rapport and then all the little nuggets after that are going to be like setting an agenda. That's ironclad, always booking a meeting in that meeting. You know what I mean? Like those kinds of things will come with it. Yeah, yeah, yeah, absolutely. Um, and so before we wrap it up here, tell folks about what you're doing about what you have for them.

[00:28:39] Tell them about your podcasts, any other nuggets, final thoughts that you have for them? Yeah. Um, so I run a digital agency and one's lifestyle marketing, number two now, and one's healing and co and you pay per lead for health wellness. And then the other's a retainer agency for people who need help with inbound marketing.

[00:28:57] Um, and my podcast is actually really personal. 2020. It was a very unhealthy year for me. And I'm on this journey to fix my own health. So my dad has been diagnosed with Parkinson's. So I'm bringing on guests to what can we do to avoid it? What can we do to fix that kind of thing? So healing hand a health and wellness podcast group.

[00:29:16] Please find me, find me on LinkedIn and messaged me and mentioned the sales guy's podcast. And I'll shoot you a free, hard copy of my book. Business is simple, but it ain't easy. Uh, I took, I've read in that book. I took 120 books that I've read and summarize them into one page. So it's a good nugget.

[00:29:32] There's a whole sales chapter on the best sales book. Summarize it in one page. Um, so yeah, if you just reach out to LinkedIn, Chris Hamill, HIV L and M mentioned the podcast. I'll shoot you a free copy of the hard copy of the book, not in the book. Awesome. Awesome. And we'll drop all those links in the show notes and then sales hustlers.

[00:29:51] If you want a pattern interrupt, you can call people up and tell them you're dropping off copies of the book to successful people in the area. Or if you've got a zoom, just buy a freaking Ben Stiller poster. If you're listening on Spotify, I literally bought us on Etsy for a hundred bucks and it's Ben Stiller from Dodge ball holding the bull by the horns.

[00:30:10] And I swear to you, it immediately builds rapport with them. Any prospect, even if they don't never seen the movie, they're just like, what the hell is going on here? All right. Uh, if you're listening to the podcast, please subscribe or just a review share with your friends and we're listening for your feedback.

[00:30:29] 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. 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 column Mitchell.

[00:30:53] And if you enjoyed this episode, feel free to leave us a review and share the podcast with your friends.