Sales Hustle is now Sales Transformation
May 17, 2021

Episode #98 S1-EP98 Maximizing Performance and Retention of the Modern Sales Force with Anthony Garcia

Anthony Garcia joins Collin Mitchell in this episode of the Sales Hustle podcast. Let’s hear from Anthony about his sales story from selling kitchen knives to being one of the most sought after experts in sales training and recruitment.


Anthony Garcia is the keynote speaker, podcast host, executive sales coach who wrote the international Bestselling book - Catapulting Commissions. He is the expert in sales training, recruiting, goal achievement, and motivating salespeople to achieve peak performance whose insights have been featured in major media outlets such as Forbes, CNBC, Fox, and CBS. 

As a sales and sales leadership veteran with 18 years of experience, Anthony started his first business at the age of 22 and built a team of over 100 sales reps where he’s received top accolades for his leadership in direct, B2B, and medical sales. He’s currently serving a leadership team that oversees a $500 million dollar medical sales organization where he’s also trained international sales forces and helped facilitate product launches in new markets. 

Being the author of Catapulting Commissions, Anthony provides strategies to sales professionals for maximum goal execution. He has delivered numerous keynotes focusing on complacent sales syndrome, SMARTER goal setting, and sales rep development. He is one of the most sought after speakers who is passionate about unlocking the high performer lying dormant in every sales professional. He has shared the stage as a keynote speaker with Les Brown and Jack Canfield and his sales strategies are utilized all over the world by individual sales producers and sales leaderships. 

Additionally, Anthony hosts the podcast version of his Bestselling book - Catapulting Commissions where he interviews some of the world’s top sales performers and entrepreneurs, as well as offers tactical advice to his listeners in overcoming the complacency that robs many sales professionals of their full potential. 

Avail the Sales Hustlers exclusive by getting a free eBook copy of Catapulting Commissions by simply texting “HELLO” at (661) 228-8967.

Find out more and reach out to Anthony Garcia through the following links:

Join the Sales Hustle Community! Text “Hustle” to 424-401-9300!

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Transcript

Episode 98 - Anthony Garcia

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 transformed the relationship building process and win their dream clients.

[00:00:30] I'm your host, Colin Mitchell. All right. What is happening? Sales hustlers. Welcome to another episode. This is actually round two with Anthony Garcia. Uh, we had some technical difficulties in the first time. Um, but Hey, I think we're going to have a lot of fun. And, uh, I've spoken with Anthony before I've been on his show.

[00:00:53] Uh, Anthony Garcia is a keynote speaker, best-selling author and podcast host and executive coach Anthony. Welcome to the show. Call him, man. Thanks for having me back, dude. Love to kick it and go again. Yeah, man. I had a lot of fun going on your show, catapulting commissions, uh, had you come on and, and I made a mistake, uh, and had a technical difficulty and it wasn't salvageable, unfortunately.

[00:01:15] Uh, but here we are. And today, uh, you know, we're going to dig into a topic that I know you're pretty passionate about. Recruiting recruiting and developing a sales person. So there's going to be tons of nuggets, sales, hustlers, you know, uh, stay tuned here, sales leaders, because I know that Anthony is going to drop a ton of fire, but before we dig in there, Anthony, just give us the short cliff notes version of your sales story.

[00:01:40] Yeah, man. Super simple one. Thanks for having me back on the show. I know the first time I was like, ah, maybe. The show was crappy. Didn't get to the sales hustlers. Glad that wasn't the issue. Right? Number two. How I, a little bit about my sales background. So I've been, uh, in sales or sales leadership for almost 20 years, right?

[00:01:56] So I started as a 19 year old kid selling Cutco kitchen knives. That became my job for the next six years. Graduated college, built my own sales team, uh, completely enjoy the direct to consumer base. Then went on. Four years, B2B sales with the large payroll provider in the country did that for four years.

[00:02:16] Gloved, it killed it, hit president's club conference, all that good stuff. And then for the past decade or so, I've been in a medical device role, uh, working for one of the largest medical device manufacturers in the world. I'm a regional sales director. I manage a team out West in California and Hawaii.

[00:02:30] Um, and then. About two years ago. Yeah, almost two years ago. Now I launched catapulting commissions, which is a sales book that became an international bestseller. Breesa was endorsed by selling power magazine. I built the entire catapulting commissions, uh, consultancy sales agency at the same time. And you know, it's been, uh, it's been.

[00:02:50] The reason I built it is I enjoyed my corporate life. I have enjoyed it, but I also wanted to build something that was of generational legacy, right. Something that I can, that is my own that I can give to my kids that I can say he here's what we've built, because I really couldn't give them the corporate here's stocks and all that stuff.

[00:03:07] If I dyed them all, you're happy. Whatever. That's not fun. Let's build something that you can grow it. So I've, you know, I completely taken my passion and desire for sales and sales leadership, packaged that up, put it in catapult and commissions. And that is what I've been, been spending a lot of my time on.

[00:03:21] Yeah. Awesome. I mean, a couple of things I want to unpack there. So, uh, six years selling Cutco knives, man, you must've been killing it. Uh, that's a long stint to be slaying a knife. You know, man, I think the average at the time, I think like the average tenure for a Cutco knife rep was like two or three weeks.

[00:03:40] It wasn't, it wasn't a long time and I never, you know, you never really realized how long you're there until you're like, Holy crap, man. I mean, it's, it's, it's funny. Right? I showed up didn't know any better. Got really good at selling my house. I was like, Oh, I'm going to sell my apps. And I'll tell you this man, I made $10,000 in commission in my first eight weeks on the job selling Cutco knives.

[00:04:01] I was 19 years old, dude. There is no 19 year old kid that needs 10 grand cash, right, because it's 10 99. There was no taxes. I was an independent consult, uh, independent contractor. So, you know, 10 grand at 19 years old, man. I was like Elon Musk at 19 dude. I was so happy, man. I had no bills, no expenses at the time.

[00:04:20] And so that got me hooked. And then six years later, man, I wrote for six years, I did everything within that industry. From sales, managing a team branch and a team during the whole night. Wow. Yeah. I mean 10 grand commission after two months at 19, you're probably thinking I'm going to sell knives for the rest of my life.

[00:04:40] It definitely crossed my mind, man. There was, there was some ways I was like, Oh my goodness. But at that point, what I did learn was. Sales is a place that income's unlimited, man. There's no overtime. There's no, there's no cap on my income. I, when I hear friends who are working on a salary and are excited for a 3% pay raise, I'm like, dude, that is brutal.

[00:05:03] Like I, I want to make more money. I sell more stuff. Yeah. Yeah. And, and even worse if you're working for a sales organization, that's. Capping your commissions. That, that just makes me sick. Yeah. I've I have had, I interviewed a gal on the catapult commission show that that's all, she was, she was a sales compensation consultant for various big name companies.

[00:05:26] And I asked her about that and, and companies are trying to get away from it, but some live it because this is like a predictable cost, right. Bottom line, you know, where you're going to spend. And I'm the sales manager. I'm like, that is so de-motivating like, I can assure you. If, if all I can makes 150 grand and I hit my commission bucket by the start of Q3.

[00:05:47] I'm done for the rest of the year. I go there there's no, your salary, you pay me is not going to get me motivated to do it when it's salespeople are wired just a little bit differently. So yeah, those, those caps on commissioning and those, those things they'd be dinosaurs. Yeah. Yeah. Uh, all right. So you've had a ton of experience in recruiting and developing, uh, reps.

[00:06:07] Right. And in, in, in, it sounds like it started even in, in Cutco knives and building a team there. Um, so talk to me a little bit about just kinda what you've learned through recruiting reps, what you look for, and let's sort of start there. Yeah. Yeah. So I would say this right, the moment you become a sales leader, or you are the owner of your own company, right.

[00:06:31] You have a sales component in your company. The number one important job for a sales leader is not to generate sales, but to recruit top talent. That's it. You are a recruiter. Your job now is to sell the opportunity you have. That's why sales managers and sales leaders, right? We're expert sales professionals.

[00:06:52] Not because I can tell you all the bells and whistles and all the things about my kids or about my gizmos or my gadgets, but I can sell you on the opportunity and how the opportunity could change your life. So when you're recruiting somebody. Right. You want to ensure that your vision is directly communicated to those that you recruit.

[00:07:10] So I look at it. If I'm going to recruit somebody, I want someone who's bought into the vision of what I'm selling, whether it's working in corporate America, whether it's working directly for me, whatever that situation is. So I'm going to. Focus on the vision that I communicate first. And after I communicate that vision, then we can get into some of the tangibles of what I'm looking for.

[00:07:31] And I'll tell you this sales leaders, sales hustlers. If you are in a position where you're a sales leadership, don't be don't beat yourself up. Every sales leader, every sales manager will tell you this I've had bad hires. I've had good hires. I've had hires that made me look like a superhero. I haven't had hires that I'm like, I should not be making these important decisions.

[00:07:51] It all comes with experience. Right? You win some, you lose some and you learn what you're looking for and how to master that skill. Yeah. So let's take a step back for a second because yeah, man, I I've, I've had some great hires. I've had some good hires. I've had some hires that surprised me. I've had some hires that, um, I've kicked myself.

[00:08:09] Um, you know, anybody who's had to recruit sales talent. Um, it is definitely a skill that, uh, you get. Over time, like you mentioned Anthony, but you know, how can we take a step back here and give some tactical tips to anybody who's in a position where they're hiring sales talent to avoid some things or to look for specific things?

[00:08:30] You know, it it's, there's no perfect recipe. Right? You could do everything perfect. Just like on a sales call and it still might not work out. Right. Same thing with when recruiting, but you know, one thing you mentioned was, you know, you're selling them on that vision. Right. But for the talent, different people care about different things.

[00:08:52] So do you have any tactics or approaches that you use to really understand the candidate better before selling them on that, that vision or that path? Yeah, man. There's there's, there's, there's three things that I look for. Right? There's there's there's and each one of these three things has its own little branches that you can pull off.

[00:09:10] I look for accountability, results and entitlement, and I'll explain what I mean by accountability. If I'm going to go through your resume. And your resume has something that's not perfect or your story has some that's not perfect. And fun fact, anytime I interview anyone, whether I'm interviewing somebody for a six figure salary in a sales job that can pay top 1% income in the world, or if I'm interviewing you just to become an entry level person to sell kitchen knives for me, which I've done both over the nearly the past two decades, if you aren't accountable to what is in your resume to what's in your story.

[00:09:48] You're not for me, because if you're going to make an excuse for something that has taken place in your story and your resume, you're going to make an excuse when you work for me. And I'll take a resume with someone who's like, Oh, I finished six years in a row at top 10 and presence club at this great company.

[00:10:04] And I will find a way to challenge you. To tell you those results. Aren't good enough. The reason I'm going to challenge you to tell you those results. Aren't good enough. Now on the inside, I'm like, dude, sky's a six year, top 10% performer. I want them on my team or I want her on my team, but I'm not letting you know that because I still don't know who you are.

[00:10:23] So I'm going to find some flaws. In your S in your resume, in your story, and I'm going to see, are you accountable to your actions? Are you looking for ways to improve? So there's the accountability component results, big believer, past results, predict future results. It's one of the things that I have a really hard time with.

[00:10:42] I mean, I recently interviewed a candidate that got all the way to the final interview. And unfortunately, I mean, this candidate. Got better every step of the interview process. And in this interview process, uh, this was, was one of, one of the high paying jobs that I recruit for at the end of the day, they were the number two candidate.

[00:11:01] They were number two out almost 240 resumes that made it to me. And th th the separating factor. And I tried, I tried my heart and I did a lot of work to find it was results. Pass results, predict future results. A hundred percent not 99%, a hundred percent. Isn't 98% hitting, hitting quota every year. It's better than the person that hit quote a five out of six years, results speak.

[00:11:25] So previous results predict future results. And last one is entitlement. And this didn't used to be as a big of an issue for me. But as I, I don't, I don't want to say as I age myself or get older, there's a sense of entitlement that is coming now in the workforce. Look, I don't care if you finish top 10% in your college, I don't care if you sold the most girl scout cookies.

[00:11:50] What I want to know is you can work. And so I just said results matter process results. Mean future results, but past results don't guarantee future employment. And that's a sense of entitlement that I try to strip somebody. If I ask somebody, do you feel you deserve this job? And they say, yeah, I feel I deserve this job.

[00:12:09] And I say why? And the immediate answer is because I've been successful doing this, this and this, that person's not, for me. There's a sense of entitlement. And entitlement only gets worse if their response is, do you feel you deserve this job and their responses? Look, nobody deserves anything. But if you're asking me, am I the best person for this job?

[00:12:28] You're damn straight, Anthony. And here's the reasons why. Answer that interview question with me through hire you on the spot. Yeah. So you're, you're looking for some real. Authentic, you know, honesty like it, I'm just thinking for myself, if I'm a candidate being interviewed by you and you ask me that question, I'm going to tell you no, but I'll work my fucking ass off.

[00:12:51] I would love it. I would love it. I would love it. And, and if, if I was interviewing a candidate and I am, and I'm going to say, I don't, I don't speak for all corporate America sales managers that hire for these big, big sales jobs. But when I do. If a candidate was to be honest with me and dropped the F bomb like that, I would dig it.

[00:13:09] Cause I dropped the F bombs, all this, they would show it would show that confidence, confidence and entitlement are two totally different things that a hundred percent show like, Hey, am I the best candidate? I don't know, but I'm going to work harder than anybody else and show you if you hire me. Right.

[00:13:26] So, yeah. All right. So, all right. So now there's, there's some, there's some things you can peel back in that too, right? Because just because somebody has hit quota versus somebody who has, or hasn't, there's a lot of different variables that could determine that. Right. You know, what sort of territory do they have?

[00:13:44] You know, where they, who was supporting them? Did they get handed a territory or did they build a territory from scratch? Right. So do you dig deep and peel that stuff back? Oh, yeah. So if you a hundred percent accountability is everything for me. I literally peel that back. So I peel back if you're in a bad territory during the accountability process, let's just say, if I'm uncovering and you're like, look, you know what and fun, true story right in.

[00:14:14] When I worked in B2B, right. I didn't hit quota my first year. Like I, I was that person that got put in the challenging territory. It was a new expansion territory, no existing relationships. And I know when I interviewed later to break into medical, I got challenged. Like, what was, look, I literally said, I can tell you that I got an expansion territory and it was a tough year, but that would be making an excuse.

[00:14:35] There was the condition that I was in. And with all honesty, I didn't master my skill set that first year to be in that expansion territory. I was good in an experience territory, but not there. And I had to learn a new skillset. Dude, be, be honest, accountable for your actions, right? Yeah. There's an important piece there.

[00:14:54] Sales hustlers. Cause cause it was. Calling it, what it was calling out, what it was, which was an expansion territory, but also taking ownership and stating what you could have done better. That's a big difference, right? Candidate comes in and says, yeah, I got to shit to her story. The leads suck this, that, and the other, you know, I probably shouldn't have took in the job at no, that's not taking responsibility.

[00:15:19] Right. So you're stating the facts, but you're also saying like, Hey, I could have done this or I should have done this and not making an excuse for why. There was no past results. So that's a big, that's a big difference. Yeah, 100%. I think, I think the moment that if I have a hiccup in my resume or something that doesn't look good, if I could beat you to the punch and tell you what I learned or what, what, what I would've done differently.

[00:15:46] My interview is already in a better position. And if someone comes to me, it was like, here's what happened? And they demonstrate a higher level of situational awareness and say, I know this was an expansion territory. I didn't have the skillset needed right. At that time. I wasn't, you know, I w I wasn't good.

[00:16:02] I didn't, I didn't have that skillset, but I can articulate. I went on and hit quota three years in a row after that. Right. You, you just have to have the story to tell the people who make excuses. For bad results without anything that they've learned are people I won't hire because I don't want excuses on my team because you're always going to have adversity.

[00:16:22] Adversity happens in every aspect of life. If you're accountable for the results during a time of adversity, you'll be accountable for the results when there's not. And typically those results are top 10%. Yeah. Yeah. All right. So let's, um, let's flip Les flip things around here a little bit, right? Cause we kind of been looking at it from like the hiring sales leader, uh, lens.

[00:16:47] Right. Let's let's flip it here and kind of give some tips to like the candidate, right. That might be looking to get higher and how can they stand out and, you know, um, make sure that they sell themselves properly to get that job. Right. So let's, if you're, if you're the candidate and you're sitting in the candidate chair, like what are some things that you've seen in hiring that just make people really stand out?

[00:17:16] So I've, I've hired tons of people and, and, and I could be biased. I might upset some people who were hired in the past, but the most recent candidate that I've hired, I would say his interview was. Top 1% of all people I've ever interviewed. And he ultimately got the job and he interviewed against some really caliber candidates.

[00:17:39] I mean, I was, I was hiring for a position in one of the most desirable communities I would say in the country. So there was some caliber candidates in there and here's what took place during this interview process. That was a win for me. The entire conversation was one sales story. There was nothing in the interview that wouldn't be tied back to another point.

[00:18:01] So if you go off the traditional star method of interviewing right situation, here's the situation, here's the task at hand, here's the action, here's the results. And then you always tie what you learned into that process. Your interview is going to come off so smooth. So during this interview process, this candidate, every question, every challenge that I had.

[00:18:20] No matter what it was here was the situation here was what was my responsibilities. Here's what I did to get these here's what were my results. Here's what I learned from it. And every time we had anything in this resume that I was like, Oh, I'm going to, I'm going to try to extract, see if he's gonna make an excuse.

[00:18:37] Never made an excuse. Situation. Here's the task at hand. Here's what I did here were my results. Here's what I learned. And the reason I like to add what you learn, because if the results were to you were not stellar, weren't top 10%. Weren't top 2% were in the top. 1% for you to tell me what you've learned.

[00:18:56] That's an emotional intelligence skill. And I can't teach that. So when you're in an interview, if you can demonstrate, you've learned the entire process, every action you've done, you've learned something and you can articulate it. That's great. You know, another thing too, it almost sounds like too perfect.

[00:19:14] That's what I was going to say. I questioned, I was like, I called, I called the recruiter who, who recruited this person and I was in, and I've used this recruiter for almost seven years now. I called her and I said, no shit, Brianna. Tell me the truth. Does your coach has guy Anthony? Why would I violate your trust?

[00:19:32] I don't coach anybody. Like be like, did he pay you? Did he hire you? Like, dude, just tell me the truth. She's like, no, he is 100% authentically being himself. And I'm like, that's all I needed to know, but you know, there's a couple of things, right. If you follow a method in interviewing process where you're going to tell them what you were tasked to do, tell the action you took, tell the results, tell what you learn.

[00:19:56] You can communicate a point in 20 seconds, not two minutes. People who don't have a clear, concise structure and how they're going to interview in a sales job. Or who ramble. And I gotta be honest with you, man. I'm like you, dude, if you ramble in an interview, if I'm forgot the question I asked and you're still answering it, you're not for me or you, or you go South down such a rant that you say a lot of things.

[00:20:25] But you don't even answer the question. Oh my goodness. That's another one that drives me crazy. I want to just kick their ass right out the door. Uh, you know, I'll tell you what, man, it's 2020 in this world, maybe just in the zoo, you gotta, you have to be professional with some people, but there are some times where I'm like, How did you get this far in the interview process to be in front of me?

[00:20:46] What the hell? Let's finish this thing. Sorry. So, so to, to kind of just recap some of these points here, sales hustlers, if you like, say you're a candidate, like what Anthony Anthony's talking about here is like, have a plan, have a structure of how you're going to connect the dots here and take ownership and accountability.

[00:21:04] Um, you know, tie in what you learned. If you fell short or didn't get ideal results. Like if you can tie in like what you learned from that. That that's, that's a win right there. Um, but it's like, you don't go into a sales call without a plan. Don't go into an interview without a plan. And there's still a lot of folks that like, don't even do their homework or their research on the role or the company, or who's interviewing them like show up prepared.

[00:21:33] No six, those are basics. I'll tell you this, this I've I have hired since I've launched and built catapulting commissions. Right? My social media presence is through the roof and I have hired two people since I've done that. People had done a lot of research ahead of time. And in their interview, they weren't asking some, it was almost like point like when people were asking questions, like how long have you been in sales?

[00:21:56] I'm sitting. I'm like, Did you not look a fucking LinkedIn? Did you not Google my fucking name before you walked in here? And is this really what you're going to talk to me about today? I wanted to tell one person in your process. I'm like you, you literally have me for an hour in a conference room in downtown Los Angeles, uninterrupted, and your questions are shit you could have learned.

[00:22:16] Get outta here, dude. You're gonna it's you blew your opportunity. I'm not here to answer those questions. So yeah. Don't don't, don't ask questions that you could have found answers to on your own time. Yeah. And if you, and here's the thing, if you want to dive deeper on something, right? If you, if you want to learn something more about somebody tied in, show me you've done some research, simple question.

[00:22:40] Hey, Anthony, Duke. Couldn't help, but notice you built catapults and commissions. Things are going incredibly great there, you know, what's, what's your vision for your, your sales director leadership role and catapulted commissions. How's that tie in here in the next 12 or 24 months? Now great question.

[00:22:55] Right. And I would have an answer for it, but it tells me you've done your research before you guy in there. That's all I want to know is that you've done your research before you got in front of mm Hmm. Yeah. Or, Hey Anthony, I, I listened to that episode with you on sales hustle. I also sell Cutco knives.

[00:23:12] Oh, yes, there you go. Well, you know, tie, tie in and build some rapport. Right. Um, so yeah. Do your research, man. And, and don't ask silly questions and, and, and, and show that you did your research, right? Like go deeper or, or on a particular topic of something you discovered in your research, because, you know, don't just do your research and then hope that they're going to ask you a question.

[00:23:36] About something you did your research on? Yeah, 100 we're set. I mean, my last candidate, I hired he 100%. I, you know, he hasn't disclosed it to me, but he disclosed it to one of the, one of the, one of the reps on my team when you know, the, Hey, you know, they knew each other before, before they got the job. I said, Hey, how does this person interviewing so well, point blank, he's listening to every one of your podcasts you've ever launched in his written notes.

[00:24:00] Every time. So when he's not preparing or studying for this, he's listening to all your content and writing notes, like kudos to that. If you can do that to get the job, I can't wait to see what she can do once you got the job and you know what that opportunity exists for so many industries out there. I mean, you want to learn something about a company if you're interviewing for a corporate job and you want to tell, you want to sound impressive in a corporate job interview.

[00:24:26] You go and you say, Hey, look, let's just use amazon.com. Not that I'm interviewing for Amazon. E-commerce not that I know anything about it, but if I'm in an interview with you and I'm gonna be like, Hey, Colin, you know, amazon.com last year pledged to donate $500 million to the rainforest to protect Monarch butterflies or whatever it is.

[00:24:42] How do you feel about that? Now you might not give two craps about it, like this, a large company. I don't care. But what it tells me at that point, you're thinking differently than the 90 other people that came in front of me. Yeah. Yeah. So, so let's, let's, let's take it a step forward here. Right? So we talked a lot about the recruiting process, the interview process, we looked at it from two different lenses here.

[00:25:02] Uh, now let's say, get the candidate gets the job. Sales leader, uh, like what are some things, you know, that, that, that you do initially to develop that rep, um, and then also like, Hey, what happens? Well, let's start there and then that, and then I have another question. Yeah, man. So, uh, I'm a big believer in some sort of guarantee for someone's brand new.

[00:25:24] And here's why I'm a big believer, right? Whether it's a conditional guarantee, a higher salary, however you structure it. Right? The reason I'm a big believer of that, because I don't want someone to sell anything in the beginning. And I say that, and it's such a backwards philosophy. When I talk with somebody, I'm like, look, I don't want you to try to sell anything while you're brand new.

[00:25:41] I want you to be the likable new rep. Is it well brand new sales rep, your job. And your first 90 days in the field is to identify problems. And how you could solve a problem. That's it. I don't want you to sell something. I don't want you to be here's the bells and whistles. And if you do your job correctly and you identify problems that you can solve, you're going to sell something.

[00:26:04] But if you go out there with, Hey, I'm trying to sell something. I want to prove them to the best of my training class. I want to hit top 10. You're going to fall flat on your face, and you're gonna sound like every other sales rep for every other industry. So I'm a big believer in don't sound, the beginning, just solve problems, learn as much as you can be the likable new person and opportunities open up for you, man.

[00:26:25] I'll even challenge that. Not, not in the beginning for your whole career. Yeah, there we go. Here we go. Yeah. I mean, I mean the most confident people. You know, you don't want to be a pushy, you know, uh, desperate commission, breath, sales rep. I mean, those are the people that are giving, uh, you know, sales, a bad name.

[00:26:47] You know, if you stick with that path that Anthony just mentioned, you're going to be successful. Know 100%. And so starting it out that way from the beginning, which can be challenging for a lot of people because they're new in the, in the seat, they feel like they got something to prove. They got to get some numbers on the board, got to make sure they keep their job.

[00:27:09] Um, there's a lot of pressure to perform. So, you know, how can you, what advice do you have for those people? Because in a lot of cases, that's what a new, you know, sales rep is feeling. Yeah. You know, that that pressure to perform or prove that, you know, your manager took, made the right decision by taking a gamble on you or putting you in.

[00:27:30] And you, you have a family. I mean, I've heard everything from, I have a family to feed. I have a mortgage. I mean, there's all these external pressures for you to perform. Look, those pressures are going to exist for the rest of your life. They're gonna exist in this job though. Cause this, the next job, they probably exist in the previous job, but.

[00:27:49] Your ability to solve a problem and provide value. That's a high income skill, and the better you become at that skill, the higher, the income that comes with that skill. And so I tell the person, I tell the average sales rep, this is, Hey, I want to develop into a rockstar salesperson. Great. Learn to solve problems, learn people.

[00:28:13] Sales is easy. And when people hear me say like, what are you talking about? The, the actual, the actual part of saying, Hey, do you want to do business with me? That's easy. If that, if that's nervous for you. And I say this whole humbly, right? I only work with and hire experienced sales professionals. But when I do get like entry-level and I have one development role, so every now and then when I do interview for that development role and I get new people, I simply say, look.

[00:28:35] Everything you've ever heard about sales, and you have to learn this and read this book and do all that. I get it. There's a time and place for it. But for me, the skill of solving a problem and providing value on a consistent basis in an authentic fashion. Is what's going to carry you on the long run.

[00:28:49] And as you get more advanced in your, your ability to solve problems, you'll get more advanced in your sales opportunity. Right? And there's, I mean, there's a million methodologies, right? That you can use. There's different personality profiles, NLP, disc, all these things that say, Hey, here's how you tailor your sales approach to somebody.

[00:29:07] They all have a time and place. But if we can't master the fundamental principle of solving a problem and providing value, and there's no book or no training program, that's going to help you. Yeah, I love what you said there. So, you know, solving a problem, providing value in an authentic way, which is so important because a lot of people early in sales, or maybe not early in sales, but maybe new on a new role, um, you know, forget like, man, you just gotta be yourself.

[00:29:36] Don't try to be somebody else or don't try to be something you're not. Because it, whether you think people know or not, they do, they really, really do. Um, and if you're genuinely curious and you're passionate about what you do and you believe in the problems that your company can solve, right? And you can, you can add value and uncover problems and, you know, dig deeper than be curious enough to, to dig deeper and ask better questions.

[00:30:03] You're going to get the deals that other people won't. Yeah, 100% year you being the authentic version of yourself is better than trying to be the 50% version of somebody else. And it's, it's challenged, right? As a new sales rep, you go training with somebody you're like this person's successful. You just have to realize I'm going to take what valuable information I can learn from you.

[00:30:24] I'm a rollout where some companies give you a training manual or a sales script, whatever. I'm a roll that out. I'm a follow the program. But I'm going to do it my way with my personality, whether I have an outgoing sense of humor, a dry sense of humor. Right. I look in the world of medical cause I know medical so well, right.

[00:30:41] There are people who are incredibly clinical, no more information than the physicians are selling to the other people like me who are like, look, I can develop, I can make a relationship with you where you're like, you know what? I want to hang out with you. After my clinic hours. Cause you're fun as hell.

[00:30:54] Yeah. I might not be able to tell you the intimate details of the medication you're prescribing down to the Mo the most, my value. But what I can tell you is the end result, and I can make you want to enjoy and have a conversation with me. And that's it that's, that was my sales career. That was how I became successful so much.

[00:31:13] So that even now, in my role, my employees who work with me in this, in this industry are often saying, Hey, I got so-and-so to come out to dinner. Will you come to dinner? I laugh. I'm like, is that my skillset? Yeah, you make everybody have fun. We'll we'll dive into the nitty gritty, but just loosen people up.

[00:31:27] Great. That was always who I was. I was never that person. I was like, I can go line for line with your pharmacist. No, I can't. I can't do that. But. I can make your pharmacist sake. God damn it. I want to go have a drink with that guy that I can do. That's how you sell 10,000 worth of commission and Cutco knives and eight weeks at 19.

[00:31:46] But, uh, Hey Anthony, man, we could go all day. Um, but we're going to wrap things up here. Let the sales officers know any final thoughts in, in where they can find the book, the podcast, and anything else that we're going to drop in the show notes for them? Yeah, man, I appreciate it, dude. My website is Anthony P garcia.com as an Anthony.

[00:32:04] Paul Garcia, Anthony P garcia.com. Social media is Anthony P. Garcia. 99. Catapulting commissions is the podcast and the book, uh, both under catapult and commissions.com. But I'm here. I'll give you a deal. Sales hustlers. If you want to just download the book for free, no questions asked. You could just text me and say hello at (661) 228-8967.

[00:32:24] It'll give you a link to automatically download the ebook if you want to purchase it or give you that link as well to get the physical book, but just the ebook gift of mine to you. If you find value, reach out to me, let me know. I love hearing what's happening. Uh, what people take from catapult to commissions is got endorsed by selling power magazine earlier this year.

[00:32:39] So it's been, it's been a fun roller coaster this past year and a half. Awesome. Thanks again, Anthony. We'll drop the number there in the show notes, just so you can find everything that you need from Anthony. Uh, if you enjoy today's episode, write us a review, share it with your friends and as always we're listening for your feedback.

[00:32:55] Thank you for tuning in to 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 collum Mitchell.

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