Sales Hustle is now Sales Transformation
April 19, 2021

Episode #86 S1-EP86 The Best Version of Yourself Makes the Sale with Scott Ballard

Scott Ballard joins Collin Mitchell in this episode of the Sales Hustle podcast. Let’s hear from Scott as he jumps back into the beginning of his sales career and goes deeper into how he assumed to be the best version of himself in declaring his worth and becoming an effective sales mentor in the industry.


Scott Ballard is the Sales Coach, Speaker, and Author who founded Confidence Coach in 2009. Because of his dyslexia, he’s able to harness the ability to see, believe, and encourage talents and abilities in others that he calls the superpower of encouragement. He has used this unique leadership ability to build a business from his kitchen table with just $100 and no industry experience to one of the top 3 in the US market in five years. 

The Confidence Coach works with CEO’s, Business Owners, Entrepreneurs, and Leaders who wish to achieve their goals by asking them the right questions which hold them accountable to their best self with unwavering results into deep conversations. Through Scott’s distinctive approach, his platform brings insights and breakthroughs with a newfound belief in themselves and their genius as they move forward in their pursuit to reach the next level of success. 

Being a business owner for 18 years and 10 more years out of his coaching experience, Scott was able to create effective and transformative methods that coach people through a process that help them achieve their dreams in both their life and business. 

Get 1 hour free consultation session with Scott at https://confidencecoach.appointlet.com/

Find out more and reach out to Scott Ballard through the following links:

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Transcript

Episode 86 - Scott Ballard

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 too. Uh, your sales game today's episode is brought to you by sales cast sales cast helps sales professionals transform the relationship building process and win their dream clients.

[00:00:30] I'm your host, Colin Mitchell. What is happening? Sales hustlers. Welcome to another episode today. I've got Scott Ballard and we're going to be talking about some interesting things for sellers to be more confident and be more successful in sales. But first we need to. Figure out who's the most important person that they need to sell before they can do that.

[00:00:51] And what it takes to kind of get to that place. Scott, welcome to the show. How are you doing? I'm great. And it's great to be on the call and excited about this. Fantastic. Uh, we were just riffing and having a lot of fun and I can tell you're fired up about this topic. Um, and I said, wait, we gotta stop here.

[00:01:09] We got to get going. We've got to hit record before. Uh, we cover too much of the good stuff and the sales hustlers don't um, get it. So before we jump into these topics that I know you're super passionate about, just give us the short version of your story. Like, you know, where it all started and kind of, you know, how you got to the type of work that you're doing today.

[00:01:30] Yeah. Yeah. Thanks Colin. Appreciate that. Yeah. My story started in first grade. Um, um, and I know that sounds strange to be on a, on a podcast to talk about, but it started in first grade and I discovered at that point, uh, that I was severely dyslectic and so school was a struggle for me. And, um, it never was going to be my way forward.

[00:01:53] Um, but yeah, light of that, what I discovered was I had kind of like a superpower. I developed a superpower to see the genius, the greatness in other people, because I couldn't see it myself calling like, you know, like had this blind spot. Cause everybody told me you're never going to be anything, but a janitor you're a loser.

[00:02:12] Like by teachers, all these authority people. Luckily my parents were like the most positive supportive people, but everybody else was telling me that. And so I, but I developed this ability to see abilities and other people and then encourage them and bring out the best of them. And as I did that, Colin, uh, it didn't really help me a lot in school, but I did really well in sports.

[00:02:36] And then, uh, in sixth grade I had a teacher that turned our classroom into a business. To teach us all about math, the stock market history, all this kind of stuff. And he gave each one of us, a business and $50 a monopoly money, and the whole year. We, we did business as a way to learn. Well, I started the year with one business and $50.

[00:03:00] And at the end of the year, I owned all the businesses and I had most of the money in the whole classroom. Now I was in house student. I was an F student, but I knew about the business made sense to me, and I knew how to sell. I knew how to work a deal. And this is an ability I had, it didn't fit into school real well, but it fit into that.

[00:03:22] And so that kind of started my business career. And so when I got out of high school after 13 years, cause I had to do first grade twice, so failures, my greatest teacher, um, I just started doing businesses and I failed. Because I didn't, I didn't understand all the knowledge around business, but I understood how to fail and how to learn and how to go forward.

[00:03:45] And what I learned most important was the lies that I had believed that people of authority had told me calling through the years, I had to deal with those and replace them with a new identity. The truth was that I'm a really gifted salesperson and I'm a really gifted entrepreneur. And once I got that straight, I went from poverty, absolute a hundred thousand dollars in debt, 200, a hundred, $200 rental home with a wife and three kids to making millions of dollars once let's stop there.

[00:04:20] Yeah. Let's let's let's stop there for one second. So how long were you carrying around those? Those beliefs that other people that didn't believe in you instilled in you? Yeah. I was carrying them around in dealing with them for about 34 years. Right. How much do you think that cost you? Oh, well now I looked back in civilians.

[00:04:43] Like it literally it's millions because if I would have been able to have somebody help me, even as a little kid, seven, eight, nine, 10 years of age, realize, okay, that's a lie. You actually have all these kinds of, and I could have exchanged that at that point for the truth of who I am. I really identity the best version of myself.

[00:05:04] Yeah. It's millions. Hmm. All right. So listen to that sales hustlers, because if you're carrying around any sort of belief that somebody else has instilled in, you it's really holding you back from your full potential. And think about that for a second. You know what Scott just said is like, That cost him millions of dollars.

[00:05:24] He was not able to be his best version of himself. He didn't fully believe in himself to be successful because of the crap that other people had told him. And, you know, this is common for a lot of people. Um, and you know, Scott and I were kind of talking about like, Hey, what do we want to talk about today on this episode?

[00:05:44] And, you know, The idea that like the most important person that you're ever going to sell is you and you can't be success successful in selling others until you're successful in selling yourself on yourself. I sell myself. I was just telling Colin this. So this is the audience. So I do this every morning on myself, still at 61, because I realized it's easy to be influenced by the lie because our whole culture is telling you you're not worthy.

[00:06:17] You're not the perfect Instagram. You don't have the perfect life, blah, blah, blah. And we're comparing ourselves. And it's, if you don't do something about that on a daily basis, you slowly sleep back in, slip back into the lie, and that's not the best version. Yeah, I love that. You said comparing yourself to cause I mean, social media makes it very easy for you to fall into that trap of measuring your success versus somebody else's, which is typically an unrealistic.

[00:06:46] You don't have the full picture there. And a lot of times what you see is not even. All of the facts, right? And so you're comparing yourself to something that's not reality. And that's just feeling that, Hey, not good enough, not worthy. I don't deserve this. I'm not going to close that deal. I'm not going to hit my quota.

[00:07:05] I'm going to lose this job, all of these things and all of those, all of those negative thoughts. And self-talk that you're putting out there do become reality because that's the energy that you're putting out. Yeah, I call it, you know, when, when I take on a client, one of the things I do is I put them on a starvation diet.

[00:07:23] Okay. That's a shocker. Right? So what I say is we're going to start the fear and where I start with the start of the fear diet is you turn social media off. Like you're restricted by measure coach, no social media. And all we're going to do is reprogram the lie to the truth. And we're going to reinforce him, build that up.

[00:07:43] Hopefully you allow them to listen to podcast. Yeah. Yes. But I'm talking about when I'm talking about the visual picture, which is the worst comparison in the world, because it's all photo-shopped, it's all, it's not real. Like, I know some of these people, some of these people are my clients and I'm looking at this stuff and I'm like, that's not even true.

[00:08:04] They don't live in that house. Yeah. It's an Airbnb. They rented the Lamborghini that helicopter that's at Santa Monica airport or whatever. And that's just a picture. Yeah. Come on. So how does this, so, I mean, it sounds like the number one thing of it's that you're one of the, um, I don't know about the number one thing with, let's say one of the biggest things that fuels this not good enough, not worthy in this kind of comparison is, is, is social media.

[00:08:40] And so one of the first things is like reprogramming and turning that off and stop comparing yourself to others. Right. Right. And, and, and when you do that, uh, you know, comparison, I think Eleanor Roosevelt said this comparison is a thief of our joy, like comparing myself to anybody else's that is. I am unique, 8 billion people on the planet.

[00:09:03] There is only one me and there's only one me. That's the best version that can be and do all that I'm supposed to do. That's where we do all of our work is to get people shifted from this part, the negative part to the truth of what that is the best version of themselves. And when that happens, all of life kind of falls together.

[00:09:25] Yeah. And then the idea of comparing yourself to others is just. Why ridiculous. Right. You know what compare any more now you celebrate. So when me calling, when I'm with calling, I'm like, it's, this is what I love. I see the genius in him because I'm confident of the genius and me. I'm, I'm good with who I am.

[00:09:47] I have true. What people call self-confidence is healthy. Like, I'm not threatened by calling, being this sharp gray guy. That's great on pocket. All these things that, you know, he's a family guy, he's got all this stuff going on. I'm not throwing, I celebrate it and go calling man, go, you can do this. You can eat.

[00:10:06] There's more for you. Yeah. And this is really common among salespeople too. Right? Because salespeople are super competitive by nature a lot of times. And then, you know, a lot of stuff is right there in their face, right? Like why can't I be, you know, president's club, why can't I be number one on the leader board?

[00:10:23] Why can't, you know, so it's even. You know, even happens amongst sales teams, where there's sort of, you know, some animosity because they're comparing yourselves to each other in there, which is feeling that sort of negative self-talk to not achieve those goals and be the best version of yourself, just creates a cycle of what I call, what we teach our people, a cycle of insecurity.

[00:10:45] You have to break that cycle. Right. And that cycle begins by breaking and, and, you know, I take people back hauling. Two, when they first felt and remembered that lie, being given to them, being received by them, putting it on like a code. Like I take them back there and go, okay, what was happening? Yeah. And now that you can look back and now the weekend a week and see it honestly is, do you believe that's true?

[00:11:13] And everybody's like in tears, they're like, no, that's not true. My coach didn't know, like he didn't know. That's not true. And okay. So what's the opposite of that. That's the truth. And so how do we put that, replace that for you now? I mean, how do you, how do you get rid of some beliefs like that, that you've been carrying around for.

[00:11:34] Maybe decades. Yeah. It's work it's effort, but it's also amazing because when you identify the lie, that truth becomes obvious. Like, because the truth is the opposite of the light. So, so it becomes obvious to people that like, Oh my gosh, my, my mom said that to me, you know, 22 years ago. And I'm still carrying around.

[00:12:01] I'm gonna, I'm gonna let go of that and I'm gonna replace it. So we, we have to overcompensate, it's like reprogramming. We have to write the program in your mind, your heart, your soul. We have to reprogram that to what the truth is and align that to that. And that takes time. That takes effort and it takes real discipline.

[00:12:21] The beauty of salespeople is they already know what hard work and discipline and long-term sacrifices about. That's why I love to work on because they get it. Once they have the aha moment they go, Oh, that's one of the things holding me back then they know, Oh, the return will be for the lifetime. The return is for a lifetime.

[00:12:43] Yeah. So now I'm just, I'm just curious. There's maybe some people that. You know, you, you talk about these sort of things and there might be some, you know, sales, hustlers listening in and they're like, yeah, I get it. You know, that resonates with me. But then there might be some other camp of folks that are like, don't even know that this is what's actually going on.

[00:13:07] They're just, you know, life is tough. They're not hitting their goals. They're not getting the level of success. They feel that they should be. And they have no idea that this is what is contributing to that. So, so my question to those people in, when I get those calls and I go on to those conversations, those first conversations, I asked them, I like, where is, where is your mind when I say fear, doubt, and uncertainty.

[00:13:36] Hmm. What does that make you think about? So I'll get that somebody on a zoom call like this, I've never met them before or whatever. And within 15 to 20 minutes, I am able to have them have an insight, a breakthrough to those things, to those lies, just by asking a series of questions like that. When I say those words and I say, Colin Mitchell, and I say, when I say fear, doubt, and uncertainty, what comes to your mind?

[00:14:08] What honestly comes to mind first, not what you filter after you think about for a second, that those are the beginning of the lies. And, and, you know, I had a guy the other day say, um, I said that to him and he said to me, he goes, I'm not a good husband. Yeah. Okay. Whoa. And I was like, okay, he's, he's, you know, he's a business owner, but he's like, I'm not a good hazard.

[00:14:31] I'm like, okay. So we dug into that. And one of the things that came out, I want to touch on that for a second. Right. Because I think there's so many people that try to separate their personal life from their business life. And you know, it's calling. It's gotta be integrated. It's gotta be integrated. If your personal life is not an order, your professional life is going to suffer.

[00:14:50] If you know, you're overcompensating in your professional life to try to, you know, uh, be a better husband, father, mother, mother, whatever. Um, The, you know, there's gotta be a balance of, and, and some integration and it's all connected. And I think that's so important for people in general and, and, and sellers to understand, um, that there's gotta be some, some integration there.

[00:15:17] So calling, let me. Finish that story without names, but, um, so that came out and then, and then what came out further on the business I'd call him was interesting is he's experienced a high turnover salespeople. Well, it's the same lie that, that is impacting them, not doing a good job as a father and as a husband, as leading his people.

[00:15:42] So we had to replace that. And when we replaced that it had a positive impact, both in his family and leading his, his organization sales. Yeah. Wow. I mean that that's life changing. Like the guys in a joyful tears, he's like, Oh my gosh. I can see now what I could never see before nobody's ever asked me that question, this change, this transformed my life and it will, you are absolutely right.

[00:16:15] Everything we do is connected one way or another. And how I do one thing is how I do everything in my life. Yeah. And it's not just some linear path, like you just don't know, like, you know, that example that you gave is, is a great example of like, you know, having a high turnover sales team. Yeah. Being the root cause of that, being something fear and uncertainty and around, you know, not being a good husband.

[00:16:44] Yeah. So, so, and, and I love this topic because, uh, it's, it's something I'm super passionate about. And I want more sellers to, to start to think about these sort of things that like, okay. Yeah. To be a better, to be better in sales is not like sharpening up your closing skills or, you know, putting in more hours or being better at persuading people like it's.

[00:17:08] Personal work, you do the personal work. You're going to be better version of yourself professionally. And you're going to get that level of success that you're looking for, whether it's hitting quota or president's club or leading a team, or maybe starting your own business. And, you know, and, and I believe every entrepreneur, the number one skill that they must master is sales, you know?

[00:17:31] And so if you're the entrepreneurial type, like. Getting some cells, uh, experience and mastering that craft is the best thing that you can do before you, you know, try the entrepreneur journey. Um, And it's so important to understand that like the personal work comes first and then once that's done that, you know, w which is not done once you are invested in working on that, you know, you said you still sell yourself every day.

[00:18:00] Right? So, so it's a, you're playing the long game on that, on that. Uh, that's a long sales cycle.

[00:18:09] It's about delivering to myself and my life. The best subversion. I want to show up today with Colin, for Colin, for what you're doing and create the best version, the best value, the best insight that I can for the most people, you know, serving, selling is really serving at the highest level. Right? Yeah.

[00:18:35] But if I'm not serving myself first to fill the cup, to actually be able to pour out and do that. And the cup has holes in it and it's leaking, like those are lies then I can't come on. Call-in show and go, okay, I'm going to do the best possible version of myself. So Colin and all of his people have this breakthrough that's so, so they can be the best version of herself.

[00:18:59] That's that's the goal. That's the dream. That's the vision I have for the next 30 years of my life. Like that's how. I'm going to change the world from being a seven or, you know, a seven year old kid that was told he was going to be a stupid janitor, the rest of his life to now having the ability to be on your show and influence the world.

[00:19:21] Yeah. Okay. That's the best version of me calling. Yeah. So sales, hustlers, like, think about that for a second. What's the, what do you, what's the best version of you? What would you. What do you want? What does success look like for you? You know, and there's no, the only thing holding you back from getting there as you yeah.

[00:19:45] Yes. And it's just, it's just a reframing of the mindset. Right? And gives you that competence that you need in order to be the best version of yourself and be comfortable with what that is. You know, a lot of times I know for my own personal journey, like, you know, I had to do a lot of personal work in order to have the level of.

[00:20:05] You know, I would, you know, success that I've had professionally and a lot of it was just getting comfortable with who I am and okay. And being honest with that, you know, there was a lot of shame around some of the stuff like I didn't go to school, you know, I grew up with a single mom, we were dirt poor and grew up on food stamps and had a hard time paying the rent.

[00:20:24] Like that was my reality. And that was a part of me that I wasn't willing to really be honest or share with people about. And there was like, Sort of these things that I kept tight. And once I was, you know, kind of willing to just like, Hey, here's who I am, I'm totally comfortable with with it. I don't regret any of those struggles because they've molded the person that I am today to have this sort of grit and confidence and drive, um, that I have to be able to, you know, have a life that's way better than I ever could have imagined.

[00:20:54] Wow. Wow. And that's the journey, right? And that's the journey that gives us confidence about tomorrow is that look where we come. I take clients all the time and I go, this was where you were. And now six months, a year, two years later, this is how far you've come, because now you're committed to creating the best version of yourself and asking those hard questions and dealing with that and realizing the struggle.

[00:21:21] All the failures I had growing up, all the failures I had in business. I think I started 11 businesses, my twenties and thirties. They all failed. All of that. Now is this great amount of wisdom that I have. So people call it, they send me a question. I'm like, Oh yeah, I've done that. Like, like here I can, I can help.

[00:21:41] This is this is it because I failed so bad in so many ways. But the beauty of being a dyslectic is you learn to fail and move, pass it, learn from it and go on very quickly because all of school was just about failing from one test, one grade to the next, like, so being a sales person is about rejection, right?

[00:22:03] It's about the nose. It's like go out there in the ocean of nose and get a bunch of nos to find a yes. Well, that's hard if, if you've never experienced what I call rapid failure. Yeah, well, that's the greatest teacher. I wrote this whole thing and I wrote it, you know, failures, my teacher, and like failure is also how we identify the lie.

[00:22:26] And how will you replace it with the truth? Right. That's that's so we don't want to run from that. We want to go, okay. You're going to teach me more than anything. Yeah. And what stops most salespeople the most is their fear of failure. Yeah. Or fear of getting no or rejection, like put your all kind of one in the same.

[00:22:48] And I love that you said that, you know, part of sales is like going out there in the ocean of nos to find that the yeses and even, even the best people in sales still get nos and still fail and still make mistakes. And part of it is like, yes. So you get the confidence and you do the personal work, but you also have got an, you know, never stop learning.

[00:23:09] Yeah. And you might be surprised of who you can learn from. I mean, um, I was, I saw Jeff blunt. Who's a, you know, super successful person in sales. Just talk about how he made a mistake and lost a massive deal. Like that's the sort of stuff that salespeople need to hear. Like, Oh, even the best of the best are still losing that are still making mistakes.

[00:23:31] And I had the pleasure of having, um, An author of a book called gopher? No, uh, Andrea, uh, on here. And it's like the, no is, uh, is if you, if you change the mindset of what you're going for, then it doesn't have to be a bad thing or it doesn't have to be a negative. Uh, I still haven't read the book, but I, I it's, it's on my list.

[00:23:50] Um, but we had a great conversation and I like to tell my folks on my team was like the, no is a good, is a good thing. Like great. You know, and there's two different types of nose when you're, you know, In, in business or in sales in general, right? Like, no, with a good reason, like, Hey, you know, we have a. 10 year contract, nothing we can do here.

[00:24:13] Great. That's a great thing. I can now take them off my list and, and refine that list to be more of a workable list of more possible yeses in there because I can take them off. Um, and then there's no, without a good region, which, you know, know without a good reason is. There's still some opportunity there.

[00:24:33] There's still a possibility of getting them to a yes. At some point. And maybe it's just timing or, you know, a little bit more, a little bit more work, a little bit more nurturing, add some more value and it might take some time to get to, to the yes. Um, when you would, you know, calling when you, when you do, when you get the, no, here's another thing when you get the no, and you're living out of a lie, the know is not only devastating and it not only slows down or stops, you.

[00:25:00] But if you're getting the no, and you're living out of the truth, the best version of yourself, you're, you're being, self-aware, you're becoming a more of the genius that you are. Here's what happens. You immediately think. Okay. What's the followup, the fall through what's the next step with them? The, no is temporary.

[00:25:20] The no is only lives in that moment. The no is never permanent until we're dead. Hmm. Think about that calling. So if you cover your best version, you get to know you're just like, okay. It's that doesn't mean? That means today. Now what's my fault. All 80% of sales are made after the first. No, the second. No, the third note, the fourth.

[00:25:42] No, the fifth. No, the people that succeed are the ones that go. Okay. No means not now. And now I'm going to go forward because I have enough self-confidence I know I'm worthy. I know that I have value and I've sold myself on myself and the product or the servicing of it. And then I can get, I can continue on and I'm going to call them next week, next month, next year.

[00:26:06] And I'm an end up getting that because I know who I am. Yeah, the problem is, is when people in sales are tying their self-worth to the deals that they're winning or closing, or, you know, the yeses or the nos, and that all feels that negative. Self-talk that? Not good enough score. Yeah. Exactly. You're playing the wrong game.

[00:26:32] Got it. This is a amazing conversation. Tons of value in here for all the sales, hustlers listening, any final thoughts? Where can they learn more about the stuff that you're working on? All that good stuff. Yeah. Um, um, I guess a final thought is, is that they're pretty much for every one of us. There are lies that are holding us back from.

[00:26:57] Being the best version of ourselves from getting the results we want from making the progress that, that we see. Like you can taste it, you can feel it Dutch it and, and, you know, we're here to help people uncover that and exchange that for the truth. Um, and so that's the passion. Um, and, and so out of that, what we're doing call-in, and we want to do this for your people is, is I'm, uh, I'm giving an hour.

[00:27:28] Uh, a free hour with me one-on-one or with you and your sales team, whatever the situation and taking people through the, the, the beginning of exchange it, identifying the lie and starting to start that process of exchange, just becoming aware of it is incredibly valuable for that day of, of sales calls.

[00:27:50] Yeah. You know, like, why am I lingering at lunch till one 30? Like, why is that? Why does the phone feel like a hundred pounds? You know, like, why am I not clicking, send on that email for the seventh followup for the deal that I've been working on for two years? Why am I hesitant to ask? Yeah, why am I not making today?

[00:28:16] You know, we, everything we work with our clients, today's a brave day. On a brave day, we do everything in our power within ourselves to do the most brave acts we can as salespeople. And it's amazing what happens in that day. Like the reports are like, whoo, Hey, this happened, that happened. I asked for it and I actually got it.

[00:28:38] And I, and I feel good about like, I should have gotten it. I've never asked. I've never fully go. Okay. Yes. I'm worth this. I've got to sell myself first. And then go out and do the work. So we're at confidence, coach.org. There's a free, uh, link therefore for an hour with me, with your team, with you, um, that's free.

[00:29:04] There's no strings attached. I will coach my hind end off for that hour so that you'll have a breakthrough. You'll have more confidence. You'll discover your lies and your trues, and we will serve the heck out of you. And, uh, Colin. This has been a blast. Thank you very much. Awesome. Thank you so much, Scott.

[00:29:23] We will drop the link in the show notes there for you sales hustlers. If you enjoyed today's episode, go ahead and write us a review. Share the podcast with your friends and as always we're listening for your feedback. Thank you for tuning in to this episode of sales hustle. Are you a sales professional?

[00:29:41] 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. If you enjoyed this episode, feel free to leave us a review, share the podcast with your friends.