Oct. 18, 2023
Ep 180 - Premium Service Victories - Make It Work For You
Strap yourself in and prepare for an enlightening journey into the world of premium service. We're sharing our secrets on how your business can soar to new heights by embracing premium service, and tackling the anxiety that often accompanies sales presentations. Grasp the power of controlled breathing and the Halt method to overcome those moments of overwhelming anxiety and transcend the challenges that come your way. As the conversation deepens, we'll unravel the fascinating dance between s...
Strap yourself in and prepare for an enlightening journey into the world of premium service. We're sharing our secrets on how your business can soar to new heights by embracing premium service, and tackling the anxiety that often accompanies sales presentations. Grasp the power of controlled breathing and the Halt method to overcome those moments of overwhelming anxiety and transcend the challenges that come your way.
As the conversation deepens, we'll unravel the fascinating dance between strategy and action, and how leadership plays an instrumental role in this choreography. Brace yourself for a deep dive into the impact of fully immersing in a strategy that suits you, and learn how to swerve around the obstacle of decision fatigue. We wrap up by emphasizing the transformative power of shifting your belief system to serve your customers better and boost your revenue. Join us for this intriguing conversation, and come away with essential insights to elevate your business and sales acumen.
Join us LIVE 5 days a week on the Facebook Community page:
https://www.facebook.com/groups/electricpreneursecrets
And see us and our stories and wins at:
00:01 - Premium Service, Overcoming Sales Anxiety
08:09 - Addiction to Strategies, Lack of Action
15:56 - Full Immersion and Decision Fatigue Importance
WEBVTT
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Hello and welcome back to another episode of Electric Paneur Secrets, the Electricians podcast.
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We're back with episode 180, Premium Service Victories Making it Work For you.
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I'm your host, Clay Neumeier, also known as the Pleasant-Present, joined by my esteemed co-host.
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I'm going the wrong way here, Joe, there we go it's okay, people aren't listening, they can't see it.
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Most of the sales bought Lucchani.
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If you're only listening, you can't see us.
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Just ignore what you just heard.
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It's just me pointing in the wrong direction due to some Zoom features or, in this case, streamyard.
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But if you're with us, live in the Facebook group.
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We've got one hell of a show for you today, as we're talking a little bit deeper on this big, bold strategy, embracing Premium Service and building up victories in your marketplace and making this work for you at another level, and a little bit of what not to do.
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There's a teensy-weensy ounce of what not to do today, joe.
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How are you doing, brother?
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I'm doing great man.
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I was going to say we had an absolute awesome class this morning that I'm still carrying the momentum from.
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It's awesome when you start the day right.
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I was on the treadmill this morning.
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I was able to lift, I was able to have my spiritual time.
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The day went well and it's not even close to being over, but I'm just loving the energy and the momentum we've built.
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Awesome man, I didn't get to attend that class.
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Can you give away a nugget?
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What do we work on today?
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Actually, I would love to.
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In fact, it actually ties in perfectly with what we're going to talk about today.
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Awesome, because we can go more into detail later as we go, but we were talking about mindset shifts and also different techniques from other styles of not just selling, but just of being that you can apply towards this.
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One of the big takeaways was we were teaching breathing exercises to overcome anxiety when you're doing presentations.
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The best thing was I remember Ben who, dude, I love you.
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Man, ben is awesome.
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He literally came in and was like who would have thought we would have learned breathing exercises from an electrical training?
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This is awesome.
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We might have some westerners right now that are not pumped about that at all.
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Doesn't sound sexy, right?
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No one goes into sales training hoping to learn how to breathe better.
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But I can tell you why it's going to matter.
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Okay, please do.
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So when you're in that presentation moment we've all been there.
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We got that sink in the middle of your stomach where things are physically low and your throat gets dry You're trying to figure out how to unparch yourself.
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You're figuring what do I do with my hands.
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We've all been in that place, right.
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But if you understand that how you breathe is how you think and how you think is how you act and how you act is how your habits are built, then what you realize is that if you want to fix one thing, you start at the beginning of it Change your inputs to change your outputs, right?
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So our focus for today, as we were going into it, was all right, you're in this presentation, you know your process, you know the words you're supposed to say.
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But it doesn't matter if you knew the words if you don't articulate them with authenticity or with you know the right kind of energy.
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So, taking it actually back and going and saying, if we can set your breathing the right way, you'll actually be in a better place to communicate more authentically and if that's the case, your clients are going to want to move forward, because you're not coming across the salesperson, you're coming across as a person, all because of the breathing in the beginning.
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Granted, it was a longer lesson on the nuances and the subtleties that go into it, but the ultimate goal was everyone can use this in any part of your life, not just in sales.
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And here's the reality.
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From this standpoint, if I can just say, there's some aspects of this that, as we already covered, are not that sexy.
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Learning how to breathe not that sexy.
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Doing yoga not that sexy Well, it depends who's doing it.
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You get the point I'm saying, but we've all been in these moments where you're engaging in a presentation, engaging with a client, and we get lost.
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Maybe they get us off track a bit, we fall off the process.
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Maybe we meet that personality that reminds of us of our abusive dad or an alcoholic we dealt with in the past, or something gets you off and next thing, you know, your heart beats and your palms sweat and your voice shakes.
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I imagine an exercise like that's pretty important at a time like that.
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It was, and the main thing is that we like to teach from a place of autopilot.
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If you can understand the process to such an extent that you can do it without having to read a script, that's a place of true authenticity, because you're speaking from the heart but you're following the framework.
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What we're allowing to be done is simply saying, when you recognize that you're having these physical sensations of either anxiety or overwhelm those are places that people don't want to stay and they often remember.
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You actually mentioned just the other day you taught me the Halt method.
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It's like when do you usually slip from yourself?
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Right, hungry, angry, lonely, tired, 100% and you create something that intercepts that, that says, when I'm feeling this, instead of doing that, I do something healthier instead.
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That grounds me and focuses me.
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Yeah, I think that person could be way more successful than someone who hops up on caffeine and nicotine and just goes for it.
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Oh, definitely, and we're opening a big can of worms here.
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But at the highest level of sales, sales team leadership, sales management, sales development, you have to acknowledge that what goes on in a person's life is directly related to what goes on in that presentation.
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Exactly.
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In that sales process.
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So even things like well, typically I get seven and a half hours sleep, but this week I've been getting six and three quarter.
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Last night I got five and a half.
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Well, why Is everything okay?
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Anything that's not okay.
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Even that shortage may have led to the extra coffee in the morning.
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Would that impact your presentation?
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It would.
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And, if you think about it, caffeine is no different than any other tool.
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I've abused it.
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There were times that I remember I was working nights.
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I would drink a pot of coffee a day that was brewed with leftover coffee like as you sip a cup of coffee, right?
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Actually, Joe, I'm making a statement right now.
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What you just imagined was me sipping a cup of coffee, but what you actually saw was me sipping a glass of water.
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I resisted the second cup of coffee, but put it in my coffee cup to have the effect all the same.
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Okay.
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Well, it's similar to me going to decaf.
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I have everyone knows, I have this giant purple mug, but there's only like four ounces of caffeine in it.
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Everything else is just 12 ounces of decaf, but anyway, we're getting off topic.
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The point was was that when you have these circumstances that come up, it's foolish to just say I won't be in that place, and it's more effective to simply say, when I'm in that place, I now have coping strategies that I can use that allow me to get back onto process 100%.
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And I'll sum up everything that we've kind of talked about by just saying this If you're not in control at home, if you're not in control of the office, if you're not in control before you get in the van and go to deliver a presentation, you're not going to be in control there either.
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Agreed, it's a sad reality.
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That big mirror right, edwin's here, edwin.
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Love you, brother.
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Thanks for joining us.
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Edwin, paul, leading service with a smile, absolutely, man.
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And you know what.
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You have to smile when you feel the shits.
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It's not good, it's not good at all.
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Let's talk about some other areas where we can get distracted from delivering that A1 service and really nailing this down.
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That was not a Tommy Mello plug there.
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When I said it, I was wondering how I was going to say Apparently, that's become synonymous with great service.
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I got to check myself on this one.
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There's something else that people do, and we've covered this in a number of situations actually, but I just experienced this again recently.
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I wanted to bring it up.
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What we offer in our inside track, and what every coaching program offers, and every strategy under the plan it offers and attempts to do, is have you follow a strategy to accomplish a goal.
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Typically it's like well, we recognize there's a gap, maybe a pain and a want.
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The gap is what's between you.
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Follow me so far.
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I got you.
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Typically, there's a strategy to help us get from pain to desire New outcome.
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The infection, the virus that humans have is that we're addicted to finding strategies and we have a really difficult time exercising strategies.
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Yes, have you seen this before?
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Joe.
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Yes, In our own personal lives and the lives of people we coach and people in the past I've worked with, yes, the biggest problem is that there's almost a psychological reward from finding the strategy If you think about it.
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Let's say, you're looking for something, I'm trying to figure out how my CSRs can answer the phone better.
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They're dropping calls or doing this, whatever it is the issue and then suddenly you find online hey, there's a course that you can send your CSRs to.
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Just finding that course and clicking the link to say I'm going to learn more about it already produces the dopamine that says I'm getting where I want to be.
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This is it.
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This is what I got to do.
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You swipe the card.
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That's another dopamine rush.
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People are like, yes, I'm getting closer to it.
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The book arrives, it's there in your lap.
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You're like, yes, I can do this.
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But now the book's there, you got to pick it up and you got to read it.
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But even if you read it, that doesn't mean that the book that you don't take action on is not going to change your life.
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The fact is is that if you're not willing to take action on the thing you read, you just took cash and threw it away 100%, man.
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In fact, to stay with the percentages, I've got a bookshelf behind me that you can't see.
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It would be out the window otherwise here in our little office but on that bookshelf is mostly filled with books that say the same thing and I don't mean the same thing as in.
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They teach the same strategy, but they say the same thing as in.
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When you get to the end of a chapter, they say stop.
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Stop here and take action.
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Stop here and take action.
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I can't say that with any more emphasis without yelling into the mic right now.
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Joe, 1%, do it.
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1%.
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Stop and take action.
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99%.
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Look for the next shiny thing.
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In this case it's chapter two.
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In other cases it's the next book.
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In other cases it's whatever came up on the Facebook feed today.
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In other cases, it might even be us.
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Go ahead, brother.
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I saw your hand up.
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Yeah, no, it actually lines up perfectly with why people go to training events so much, why they go to conferences because the conference is a place that you can get the relief of others, a solution.
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But then you sit there, you had a couple drinks, you're surrounded by your peers, you're learning a little bit, you're in another state and now you're out of your comfort zone.
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You got all the fix you quote, unquote, wanted, and now you have the tools in your hand of all the notes you took.
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But now it's up to you to get back to your shop on Monday morning and start implementing.
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People don't want to start implementing.
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Okay, they'd rather find the key and not put it in the door, because it's more emotionally valuable to hold the key than is to put in the work to turn the knob 100% Justin's, with us getting vulnerable.
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sounds like me.
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I get it, brother.
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Here's the trouble, just as we're saying, if you jumped on Google right now and search how to improve small sales in my small business, you'll get three and a half billion results in half a second.
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Mm-hmm, we love to find the answers.
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We're humans.
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Look how far we've come.
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We were joking yesterday about how 20 years ago yeah, about 20 years no, let me go back 30 years ago.
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I'm 30 years ago.
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I was getting a smack upside the back of the head to go back to the TV and hold the bunny ears up for my mom to Tune to channel 13 so she could get the news.
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Anyone else ever experienced this?
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I?
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Remember having to.
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I was the remote at some times there was a dial to turn and you had to turn it.
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This is crazy, right?
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There's been so much change and the reason is that human or were like complex Things, these beings that just continue to just drive this and drive this down in front does Justin says?
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That's funny.
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We're driving this change all the time and there's so many strategies for it, but few are the ones who can actually do the work, who can actually follow the strategy.
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That's why leadership is so important.
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If you really think about it, we've got three and a half billion Answers to your problem how to increase sales in your small business.
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Well, might be a reason.
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You're here today and we know they all work to some degree.
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Then what's missing?
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Telling someone to tell you which one to start first.
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Just the consistent action.
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Knowing where to start.
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It's overwhelmed just from strategy.
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And here's what we know for sure.
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In our program we see absolute results from absolute efforts.
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Right, we used to say there's actually only three outcomes here, and I say you stem, given this past tense Take the actions just as we laid them out and you succeed.
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You don't take the actions just as we laid them out and you don't succeed.
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There used to be this third one take the actions and you don't see the results you want.
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And we'll work our fucking asses off to get it there, because we care that much about making sure everyone succeeds.
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Except we just haven't had that problem, so I'm eliminating it.
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Yeah, I mean we'll still honor that guarantee, but so far no one's had to use it.
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The same is worth with the book you're reading.
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If you're reading Gino traction, then take action on every chapter and look at it.
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If you take those actions, you'll see those results.
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But if you're reading traction and a hundred million dollar offers and you blend the two and then you also listen to Tommy mellow elevate and you throw a strategy in there and then you also listen, you know what I mean.
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Now you've got this big mixed up book.
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It's this big mixed up, bastardized, unproven thing going on and the problem is we never took full action on what was right in front of us.
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And this is a huge problem.
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It's a huge problem for you, listening, watching.
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It's a huge problem for joe right beside me, it's a huge problem for me.
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We've all got to be reminded of this, because the human thing especially in this age of marketing where, as we said, you've probably got a notification eight times since you've been listening to us and hopefully we've been able to hold you here to listen to this, hear this and change your life and make premium service work for you If all you did was what the right connection did, our clients of the week, this big value that we're giving away even today, their secrets, how they made it work for them and double their revenue in essentially five weeks.
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If all you did is have that level of immersion, that level of conviction with people like us I'm not even saying us, I don't care, go somewhere else.
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If that's what fits you.
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If we're a fit, perfect, reach out, let's talk.
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If we're not, don't waste our time, don't waste yours.
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Go somewhere else.
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But if you know of a strategy that works, get immersed in it, because that's what they did.
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And what followed was this belief shift, and that belief shift is going to be necessary to hold you in it at the highest level so that you can serve yours at the highest level.
00:16:29.102 --> 00:16:30.913
That makes sense, joe.
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I love what you're dropping here, man.
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That was a good point.
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Oh, my goodness, such a heavy thing.
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I just want to say this.
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Sometimes it feels like harping or preaching or you know, it's like there's a downward energy, almost.
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I don't want it to be that this is meant to again encourage you to face, to go against the grain, to face your fears, to stand up against what's happening.
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This isn't a bad thing, what we're saying.
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It's actually a great thing because you know what the Achilles heel of every human on the planet is, and there's about 5% that are standing out and they're probably already millionaires in your market and if you ask them, they stuck to a strategy.
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They put in the work.
00:17:20.935 --> 00:17:27.394
They plan, do, check, act, plan, do, check, act and it's working out for them, guaranteed.
00:17:27.394 --> 00:17:38.955
That's how you master your sales, that's how you get your pricing and your value articulation right and that's how you deliver premium level service.
00:17:38.955 --> 00:17:41.772
It's just a full immersion.
00:17:41.772 --> 00:17:44.959
Commit to this one path and dive straight in.
00:17:44.959 --> 00:17:48.474
Did I monologue too much today?
00:17:48.474 --> 00:17:51.258
I feel like this turned into a fucking monologue man.
00:17:51.910 --> 00:18:01.644
Yes and no, because, yes, you're talking, but, at the same time, if what you're saying is important and relevant and on point, then why wouldn't you continue it?
00:18:01.644 --> 00:18:06.259
There's no reason for me to interrupt, just so my voice is heard.
00:18:06.259 --> 00:18:10.519
If you're saying things like this is not a Joe and Clay thing.
00:18:10.519 --> 00:18:14.938
This is the people we're talking to and what you're giving, I personally believe is valuable.
00:18:14.938 --> 00:18:20.938
I believe everything that we're doing is valuable and that's why we're so committed to this.
00:18:20.938 --> 00:18:24.430
So, monologue or not, it's valuable.
00:18:24.430 --> 00:18:25.955
People just pick up the money.
00:18:25.955 --> 00:18:27.394
It's on the floor.
00:18:27.394 --> 00:18:30.377
Just pick it up and take action with it.
00:18:30.377 --> 00:18:32.454
That's how to sum this up.
00:18:32.454 --> 00:18:38.114
So, monologue or not, man, it's been good, it's been real good.
00:18:38.730 --> 00:18:39.493
Well, I appreciate that.
00:18:39.493 --> 00:18:43.455
It's proof again that we don't have a plan for these Really.
00:18:43.455 --> 00:18:50.154
We name it, we know generally what we're talking about, and then we show up and just give it all we've got every time, and sometimes it's great.
00:18:50.154 --> 00:18:58.183
Sometimes it's like this, where I'm like you know what this might be one of the best Like if people could really solve something, if one person could take something from us.
00:18:58.183 --> 00:19:14.115
If you solved this problem, you'd probably succeed at a much, much higher level Is dive in, right in, stick into a process, getting everything you can out of it and working through it that way, and it's the plan-do-check act.
00:19:14.115 --> 00:19:19.096
After that, then work on the next steps, then find out your next strategy.
00:19:19.096 --> 00:19:28.143
But that it's almost like decision fatigue amongst the millions of strategies, billions of strategies that are everywhere right now.
00:19:29.049 --> 00:19:41.715
Well, why do you think it's so important that we make sure that we picked out our clothes the day before, or when we say in our pre-arrival process that we have a spare uniform, or that we've reviewed the process, or that we've gone through and reviewed the customer's name?
00:19:41.715 --> 00:19:42.980
Why we role-play so much?
00:19:42.980 --> 00:19:48.295
Decision fatigue is a real problem, and it's not just a business problem, it's a people problem.
00:19:48.295 --> 00:19:53.730
When you're so focused on I need to figure all these things.
00:19:53.730 --> 00:19:59.755
When you first wake up in the morning and you've got a pile of things you've got to make decisions on, you're exhausted before even clocked in.
00:19:59.755 --> 00:20:03.478
So yeah, decision fatigue is also a thing.
00:20:03.478 --> 00:20:11.858
But what we teach is we give you a framework that you can roll the ball with and know that there's bumpers to catch you.
00:20:11.858 --> 00:20:15.308
You just need to follow the play.
00:20:15.440 --> 00:20:21.664
The decision fatigue doesn't have to come into play here, because we've already created stopping points, not only as you've learned.
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