here's his LinkedIn:https: //www.linkedin.com/in/marcuschanmba take a look at his websites: https://www.marcuschan.io/resources-1 https://venliconsulting.com/ Donnie Tuttle (14s): What is up Sell Anywhere listeners and viewers, those of you who've realize that your talent is not limited to your zip code, whether you were forced into it by COVID or whether you've chosen this life of adventure. I get to, I get to, I get to live a life that I don't know pinch me. Sometimes I get to hang out with my heroes. I get to hang out with people that I see say things and a, and let me get to have conversations with them. Donnie (47s): And so you were going to, you're going to get charged up. This guy is already is bringing the energy and I just had to stop talking to him and throw him right here on the Podcast and in. So I'm going to get to know him at the same time. You are person to person. Welcome the one and only Lisa on my show. Marcus Chan and Mark is before you'd tell us what you do, man. Tell us where you're at. Alright, so a Hey Donnie, my absolute pleasure to be on a, this show today. Marcus Chan (1m 21s): So I'm, Marcus, Chan I'm out in Portland, Oregon on the West coast, Portland, Oregon. And of course, sounds like as a, right now as a recording, it's on the news everywhere. Cause of all the crazy thing that were happening, but I'm totally safe, just so you know. Okay. All right. So did a, like, are we in there, is this space that you have overtaken and made your own, or is this your home office that we're looking at? This is ms. Is my home office right here, right here, right here. This is where all the magic happens. Love it because it looks like you were settled in. 1 (1m 51s): I see charts. I see books. I see magical sayings behind you. How long have you? Thank you. Build this environment. I man. And do you worked anywhere else or has this, the, the, the, the main, the main place where the back way, this is where this is a ride. You everything. I mean, this, this whole thing probably took off the books are, you know, behind me, you are a man that's probably taken or just a year ago, over the years, collect in the books. Right. So that that's been ongoing thing, but actually organized in this whole place, I'll know an hour. 1 (2m 22s): That's so pretty easy organized. It is, is Marcus Chan (2m 25s): this the bat cave or do you have other places where you've worked from this? Is it I. I like to, I'm pretty fortunate to have my own a home office. So I really liked to have that separation, right. So I can turn the brain on and off, right. For family time. And you have a little bit of separation from everything else to, to give a a hundred percent, whenever I'm doing now, obviously four home with kids. So they fly in here and, you know, sometimes just toys anywhere in here and that kind of clean up, you know, you know how it goes. 1 (2m 53s): So I do, I do know how that goes. As a matter of fact, when first started, my coach had to give me a sign that, that people would hang on the front of their business. It would say open or close for business. And the kids knew that they couldn't come in during that time. So bring us into what you do, right? Some of us get to, we get to do the things we love. We get in, in, in some of us have figured out the people we love doing it four. 1 (3m 23s): And I think that's you, I think that's you, every time I read your stuff, and by the way I found Marcus on LinkedIn, just sharing some absolute fire. And every once in while you see me spit some of his stuff out or share it or repost it or whatever, and that's where I found you, but you get to do what you love with who you love. So tell us about that. Yeah, absolutely. Right. And you know, ah, so, ah, I'm the founder of a chemical, a Bentley consulting group. And I work directly with B2B sales professionals who help them sell more, earn more, regardless of media use of experience and a, I love absolutely love, but what I do because I get to work with a people that, you know, that's where I started and help them really develop the skills, achieve their goals, their dreams, their desires, everyone they want in life. 1 (4m 8s): And that's a very, very powerful for me. Love it. And by the way, I just not realize that we are twinning. So looking at this, we gotta have to take a little quick snap shot for those of you who are listening. Thank you for humoring. My weird humor. Marcus how did you get to that place? Because for me, I don't know. It didn't happen on purpose. Like actually sails was the one thing I said I will never do. And I learned a lesson. 1 (4m 39s): Never, never tell anyone that you'll never do anything. And for a, for a few years of my life, it felt like I felt like I had to become another person. It felt like an itchy suit. It felt like it didn't fit. And finally, one day someone helped me to own my self in the process. And like in LA it was like bolt of lightning. And now I know who I am and now I know why I'm here. And sales was the greatest enabler of my life. So how did you, how'd you get here, man? Like, was this on purpose? 1 (5m 10s): Are like, like talk to us. Yeah. You know, what's interesting as M you know, I think like, like many people, you know, when you grow up, you always, you know, maybe we'll feel that they're destined for something greater. Alright. And I'm growing up as a kid. I've always felt all his death that's him for something greater. However, I never knew what that was. And I remember, you know, when I graduated from college, I didn't know what I was gonna do. You know, my parents, they really wanted me to be a doctor, a lawyer, an accountant, some all his lines. 1 (5m 45s): And I didn't do any of those things. And you know, why decided to go into the sales? And it wasn't a decided to go into the sales. Right. It was more so because of what was basically, you know, pitch to me, if you will, it was a working for 2 (5m 58s): A start to envision to build something from scratch. And that mission to me was very, very powerful. And it was funny cause actually that was really fortunate. I to five job offers on a table and I turned on all of them, which were paid a significantly a lot more like this ones like a 29,000 or based salary, everything is like a 45 to 60 K base salary. So not to the lowest one, right. That commissions tied to it based off a potential mission to build a business from scratch to a pioneer And. And to me, like, what's interesting about what made that decision. 2 (6m 30s): I'm a, my parents, we're very much against it there. Like, Oh, what are you doing? Like, you know, the comedies start to get a kind of a weird on us. You should be, should take this job on the bank and should, I can think of the analyst's job. That's more stable and you can go into a sales and I'm like, well, no, I'm building a business. I wasn't willing to admit it was sales. I really wasn't. And when I started, it was hard, right? Like I wore suit or an itchy suit, our about a starch, a white shirt. It was a hard job. And it was, and I struggled. I was the worst rep. 2 (7m 2s): Eventually I eventually figured out how to sell effectively and then was fortunate, have some pretty cool success. And then, you know, I got promoted multiple times for the next several years and I built multiple seven figure operations. And even that point, I will still not willing to emit, but I was in sales. Right. And it was only when I made a jump into Lidl, what do you call yourself instead of sales? Because we have all of these creative titles. Right. I'm an account specialist. 2 (7m 32s): Right, right, right, right. I'm like, Oh man. And it was funny because even when I made a jump to another company, right. And I'll scan to make the jump, I was having lot of success and I've made that jump and to outside sales roll and my title is like so many different, a swell at the time. Right. And I wind up and then I jumped and I was able to repeat my success pretty quickly. And I was like, that's when I'm like, Oh man, I really, I kind of liked the sales guy actually. And this is like years after I graduated at this point. I'm like, I can't, I'm actually kind of decent on the right. 2 (8m 3s): And then of course I was into the leadership role is developing leaders at a turnaround at the worst team in the company. And to start turning out high performing sales professionals. And that I'm like, huh, my stuff really works anywhere. And everywhere. That was like an aha, like, wow. Like, because that changed combo. So a little bit hesitant on like, but now I'm like Wow. And then I eat at this point, you know, I have been in corporate American for almost 10 years. And a lot of people, my friends, family reached out to you for a, you know, sales advice and I guide and coach them on. 2 (8m 35s): I really enjoyed that. I really enjoyed the teaching aspect of their art, but more importantly, when they're able to apply and get results that I love that And at that point, you still didn't know. You know, I still in corporate America is looking at, you know, look like what I'm doing. And then I got promoted to a role where a, I wasn't on a regional director role at a large, large, at 85 reps at a time over multiple States. And, and I was able to replicate everything again. And I started seeing how good to start scaling. I'm like, I'm able to scale what I've been doing. 2 (9m 7s): Right? Like, like the, the insecure guy who didn't want to call him to get a sales person has only figured out how to sell factor. They have to teach people at scale. And that was an aha in my head. And then I'm like, okay, what else could I do with, and how could I scale this life skills further? Right. So then, you know, at that point, you know, I had started to learn about internet marketing and PR and people at that point for a couple of years, or just saying, Hey, listen, like you were to promote it 10 times, 10 years you'll achieve Al's results. You're training all you want to always word, you were turning around these decimated teams' you should read a book. 2 (9m 40s): So like, Oh, OK. So a couple of my books, and then I started to sell them online. And that was like an aha, because it's very weird to wake up and have like a $9 payment from some random person on your phone. And that was like, huh, there is something here. But I knew that, you know, when you're a high performer, it's really hard to leave a very high paying job for $9. Any book you really, he is. So that's actually what I decided, how can I scale it is the next level. And I learned how to build an online digital program and basically build a comprehensive digital program that he is a to Z, had a prospect and close aide is a whole lot of process. 2 (10m 18s): And took me two is about that kind of a trial. I was travelling quite a bit. I mean, my team, I grew up to 110 employees and I mean, I was in hotel room a hundred units a year. So I build this all my free time. Alright. And, and I do the soft launch last year and 2019 and sell some copies, write, and then start sell more copies. And that as a more expensive item and people start getting results. People that didn't know, I'm like, Holy crap, like this is like, this is amazing. So I basically just like, you know, want to like to take it to next level. 2 (10m 51s): For me, it truly impact more people out at scale. The only like I can do is, is do my own thing. Like I loved what I did had a big team, a great reputation was my last company for almost nine years. And like, you know, if I really want too, this is like, this is my calling to build a legacy. And to really, it was the next level. I need to release myself from any type of bond that holds me back. Right. And I had golden handcuffs. So I had a bunch of stock I was going to best to write. 2 (11m 23s): I also had, you know, my presence called Tripp, you know, this is the top of a leap, a trip that's happening this summer. Right. So I'll be okay. Now what I'm going to go on a trip, which was an August. And then after my trip, I have an to stock on the best route before of that. But I also knew we in an earnings call, that's gonna happen like, you know, third week of September. So I'm going to wait till that earnings call. So I knew the stock stock would go up outta cash on my stock, out of room for the next day or so. I plan that out. So from there, I've mapped out really in my whole business on the house and I'll base have launched my business if, get a big impact on the world, help help sales people across the world. 2 (11m 57s): And I quit my job September 19th, 2019 has started my own business and its been an amazing journey. And it is obviously there's challenges look at anything else, but, but that's how I came to Bebo Ryan today. It wasn't like, I'll walk up, like I'm going to do this business 10 years ago. It took time. It was a journey to get to that point. So to have a long answer to, I love it while there's, there's a lot of things to mind from that, man. I always, I always look at the golden handcuffs and, and regardless of what color they are, they're still hand Tufts. 2 (12m 29s): Right. And being bold enough and brave enough to step beyond that. There's usually some pain associated with that. Right. And some fear and boy, the Like same, same thing from me a couple of years ago. And it felt like I was walking out on a high wire with no net And I naked and they were firing bullets at me. And I don't know, like it was like, you know, and the, in the high wire was on fire. How did you, you know, how did you, how did you choose legacy? 2 (13m 2s): Like what, what helped you to be able to do that? Yeah. What's interesting is M you know, the walls things where I think is there a certain times in, in your life, when you look back, you're like, that was the moment, this thing, ah, this person, this event, this thing I'll read this This aha. Right in. And for me, you know, like it's, it's one of the things we're, you know, in life, we all know many of us have means goals verses ends goals. 2 (13m 35s): Right? A lot of times those means goes to like, Hey, I wanna hit a certain income each year. I'll want you to get married on a, buying a house. So I want to do this. I want to get this promotion. Right. Those are means goals. Right. And when you think about this, when you uncover your end goals, like where do you eventually want to kill? What do you eventually want to achieve? Right. You started thinking a different way. Right? And for the longest time I was chasing means goals. And I didn't realize all is chasing means goals. I'm going to get this promotion. I'm going to give this title. 2 (14m 6s): I'm going to get the stock. I'm going to give this award. I want, I want this. I wanna own that. And that was really cool for sure. But when you, as you a and you start to experience more to learn more, you start realizing I was chasing the wrong things. Right. I was chasing means goals. And for me, I'm like I had to get clipped on my end is goals. Right. And it was getting clear. My end goal is a number one. You know, what do I want to be known for? And I read a book in this book. I remember it was when it really hit me. This must have been six, 216 and 17. 2 (14m 38s): Whenever I read the book, it was Brendon Burchard's high performance habits. Yeah. Maybe great. But nominal book. Right. And he talks about, for him, he realized live, love matter. That was his theory. And to me it's then I'm like, huh? Like, you know, I have been very fortunate that I have not been an in a near death experience. That's how you uncovered his, but I really dig deep into my heart, into my soul and really say, Hey, listen to what if, how was to pass tomorrow? Like what three words will, I want people to say about me? 2 (15m 8s): Yeah. What were they look like? But I don't want them to say, Oh, you want this award? Or, you know, you do this. I'm like, I wanted you to look like, how do they really impact them? Right. And that's when I realized, Oh, I'm like, OK. If I had three words, it would be legacy influence and love. And, and what I realized that that was a shift. It was like, it was, it was almost as if like, you know, like before I LASIK surgery from my eyes, I thought everything's okay. 2 (15m 38s): And that got a laser. I'm like, Oh crap. I can see everything. I can see the detail on the back of that beetle. You know? Like, Like you suddenly, I can see at another job, you have more clarity than ever. And I thought I had clarity, but it wasn't clear enough if this wasn't a massive clarity, those things that change. What I had to do that changed how had a plan that changed the strategy and made me thinking of a bigger level. And that's when and what are you do that your life changes when he can get that level? 2 (16m 10s): It really does his thing. I have a feeling I'm not quite clear yet. That might be more, I just don't know, dude, dude, I love it. Now for those of you listening, we're going to get into the sales stuff. And, and I promise you that because there's no way I'm going to talk to Marcus and not into that. But man, there's a, there's a couple things I just wanna add on top and just, and just slowed down for a second because there's, there's two things that if we're just always after knowing how to get done, I love how you separated it to an end goals and means goals, right? 2 (16m 46s): Knowing and having clarity, clarity gives confidence. And one thing that you did Marcus, as a, you clarified your mission, right? When you have a mission and usually mission is people oriented. It's not, Sell for you. You have a mission, you know, you're people and you know what you want to deliver them to or deliver them from when you have a mission. The what this is going to sound dumb. 2 (17m 17s): I don't care how that sounds, dude. And we're, we're now engaging the power of love to get someone moving from one place to another. And that brings a whole different energy to what we're doing. And it removes the grind. And I know there's a little bit of mythology around the grind and I want to get to that in a moment, but something else you said kind of struck me. And the other day I was, I was working with somebody who's the head of up a sales organization is like, well, how much he's going through major? How much should be done here in here? And I'll make, what, what do you think? And he said more and like, tell me more 1 (17m 50s): Is like, well, more than what's happening now. I'm like more, what would define Moore? Here's the problem? And its just like, like when you have the means goals more, how will you know, when you got to more, what happens at the end of that finish line while there is more, it never goes away. It's a, it's a great, a hamster wheel of life. It's chasing the horizon in the reality is, is that we can, we can step up to An own specifics and we can say what we want without more, as a cop out for basically if you say a number and you don't hit it, then you feel sucky or you can write And and I, I think Maura's just being lazy in. 1 (18m 32s): So I just wanted to reflect that because I know that someone listening right now is, is I've done that a thousand times dude. And you just mentioned it with the means and ends and kind of, those is not like those goals kind of like where they're it's the trip, it's the, this and its like, Hey, Y I just finished a second grade O so you can get the third grade. Well, why didn't just finish the third grade. There is always that carrot thats out in front of us that we didn't put there in Marcus you, you decided what yours was. And I wanted to, I just wanted to dance with you a little bit there and, and I love it. 1 (19m 9s): What drew me to you was is your, your view of sales and I'm the whole itchy suit thing. Not just wearing it, but actually feeling like, is this me? Why do I have to act like this weird guy in you misspelled recently at some myths that it takes to, Oh, if I, if I'm in sales, I have to be this. And before we go there, myths are powerful. We think we have to like, it's like these things that we think we have to be in. 1 (19m 42s): So what happens is most people are going in that direction. Cause that's the only thing only option they've been given. But talk to me, tell me why we don't have to be sleazy to be sales people. Why don't we have to outwork everyone out, grind out, hustle everyone in side. Can you, can you deal with deal with some of those myths or maybe some mothers that you feel like that you seem in the past? Yeah. And then the first one, right. Is just our natural inclination towards salespeople. Right. Which is, Hey, you know why? Like we've all experienced that salesperson who is sleazy. 1 (20m 15s): Right. And when you think that, if you didn't really think just into the deep heart of it, right? Our number one reason we don't like to work with salespeople and buy things, right. Is because of fear have buyers remorse. We we fear getting trips. We fear so online because we fear that what we get is not what we were sold. Right? Like that's, that's really the heart of, if you knew there was no risk, you wouldn't care. They're like, Oh cool. The problem, whatever is a problem. Yeah. In our mind, this has happened. 1 (20m 47s): Or have you seen an immediate 2 (20m 48s): It's been portrayed that way. So if we are on sales, like in fact we'll probably the most critical, Oh, sales people write like you go, you know, I can move in so that I can't with the cold call me in that way. I can't really not much more critical or, you know, so, and in reality it's is when we, when we think we have to be sleazy to sell, you actually don't sell that well, that a lot of times I've find those people who will try to act kind of slimy and overly aggressive. 2 (21m 19s): They don't sell that well either. Right? The, the, the fast talking, you know, a quick, a used car sales person that you, people will view. It's people don't like that. They really, really don't. You know? But the reality is, as what I find is majority have the time, most salespeople were never given the proper tools, training resources to be successful. So they go out there trying to imitate what they expect. It is all a Wolf of wall street, boiler room, Glen, Gary, Glen Ross, there, like, you know what, I'm going to do that. 2 (21m 57s): Like, I'm going to ask questions like, Hey, if you were drowning in the ocean, I threw you a life preserver, what did you grab it? Of course I would grab. But that's a stupid question. Why'd you ask me that, right. I'm just annoyed as a prospect. Right? So like This nibbles see that. And then they try to imitate that. And then you add in leaders, sales leaders who were maybe good at sales for whatever reason, became a leader who doesn't know how to replicate success. So they pushed our people to make more calls, make more dials and just be aggressive and push, push, push, push, push. 2 (22m 31s): So you have underdeveloped leaders, right? Not teaching, not a good process and, and become a bad cycle. Right. And let's leave the bigger things such as people can tons of like, you know, pitches all the time from a cold call page to a DM pitch, to an email pitch. Right. And it's really bad cycle. And then they turned over and they go somewhere else. And it's a nonstop, no training, no development nonstop. And then quote, what keeps getting a list. And then they wonder, Hey, what happened? Why missing quota? Right. 2 (23m 1s): It all ties together. And at the end of the day, you don't need to be sleazy too, to sell it. The reality is, is when you talk to the top 1% of any sales organization, very rarely are they like this like super slimy person, very Rachel right? Like most the time that are very real. They're a very authentic, they're a very transparent, in fact, like sometimes they are actually more introverted. Like I am actually an ambivert, so I've fallen right in the middle. 2 (23m 35s): I go, I need my time by myself. I can work a crowd, but I prefer to be in the middle. Right. And that's the opposite. Or at that time, the ops, like that's not quite what you expect a sign of sales force has to be Like right. So that, that, it's a major myths. You very readily, see people are not successful in sales consistently who have fallen into that quote quote, sleazy slimy type of sale persona. Yeah. So, alright, take me, you know, I just find it to be the exact opposite. 2 (24m 10s): I never, I've never found, let me take it back. I think in my earlier sales career, I would have found people who were pushy, slimy, et cetera, et cetera. And, and I think where there is a disparity of knowledge, perhaps people can maybe, maybe do that, but it's just, it's not something really exists in most industries in anymore. So I guess maybe if I was selling satellite space on a Starling for Elon Musk, maybe because like you also in the world knows about that. 2 (24m 41s): But again, I'm not saying their jokes, but there might be a little more capacity for that there. But I just, I just find like, they're just really good people. They really want to serve their really on top of their game. And I know that you are, will, will take me here. I work more than everyone else. That's how I, that's how I'm the best sales person. Talk to me about that because that's one thing that stops a lot of us in, in, and I think keeps us in a place of mediocrity is because we're afraid of having to work a hundred hours a week. 2 (25m 12s): But to talk to me about that, what do you see? And that's the, that's a great one as well, right? It's like, I need to work 80, 9,200 hours a week to, to make the income I want or to achieve those type of goals right now. Can you work that many hours to be successful? Yeah. You could also work at my hours and not be successful right now. So it's yeah. And, and, and here's the thing like thinking about the most successful people, we all know, like most of them do work hard to a certain extent. 2 (25m 43s): Right. But those, you know, people to work really hard and just don't get any results. Like I know many people who work 80 a hundred dollars a week and they are barely making ends meet, like working hard, does not equate to success. Thank you. What do you work hard? Yeah. Right. But that's all it means right now is how do you work hard? Right. That changes a game. Right. And top sales people, they understand this, right. Like the top sales people. If they know, they know every part of the sales process matters, every single detail. 2 (26m 18s): They know if they do it the proper way, they get better results that they don't do it. Right. Like for example, they know, okay. You know, if they do a better job on say research before they jump into a sales call, that sales call, we'll move the ball down the field much further and faster than it did do research. Cause now they can show that I can gain trust. They have done their homework, that their professional. So the risk for the buyer is much right. Versus they didn't do any research. Now that sales call might be 10 sales calls for a full of clothes. 2 (26m 49s): Right? So there's all of these things have a trickle effect, four sales professionals. When you do, when you understand that this health professional, that really it's often times a game of inches is a little tweak there, a little tweak there, a little tweak there that can really change the game and get a better result. So that means you ultimately can then focus on making the shifts that count and that when you know that then you a better result. So it's no different. Then you can either, you know, try and shop at st. 2 (27m 21s): Down for eight hours with a blood tax. Or if you spend four hours sharpening and cut down and a half an hour, Abraham Lincoln, right. Abraham Lincoln. Right. So in that applies to really, really everything. Right. And it's really, Maybe my other, probably the sales part is the same thing. And I found top sales professionals understand that so well, they know that then they know it's not about one call calls you up. And I'm not saying that, but they know, Hey, every time I interact with a customer, can I help increase, trust, like a building and move the ball. Every single touch, their not just shacking and a check in there is a tenant with every single move. 2 (27m 56s): And a lot of times, if there is a line you can see, imagine a line there is Selling and living consciously and unconsciously, right? Selling consciously means you are moving the ball intentionally. Every call, every Dal you make is intentional. Write unconsciously his eyes and to make dials, there's a false, I'm going to followup and you see, or you see that right now. I'm sure that the majority of what's out there, no question, it gets, you know, it's perpetuated through like, Hey, listen to like make more, the more than the more, a hand shake, more money, make that more down to make a better ride. 2 (28m 28s): But here's the thing is I have not found a single sales professional Topsail professional that makes 30,000 hour because they don't write, they don't write, they might make, say a $10 and an hour. And they know if that, if that answers the PO the appointment is booked. If they know that, you know, because they're so targeted with how they do their approach, you know, they're working with a sniper rifle versus a shotgun. Okay. You know, I want, I want to see if you would be willing to, we're gonna, we're gonna work backwards through maybe not every stage of the sales cycle, but I'd like to start with you on the, you know, an first, because if I know where we're going on at the end of you at the beginning, and so I'm going to, I'm going to see if you can maybe hone in on a best practice and Egypt area's. 2 (29m 22s): And so now all Like, we've got me on the cell. Anywhere people who we're, you know, are not limited to add to a zip code. Their, their, their, their listening to Mark is Chan they see the sea, what you put out there and it's like, they just need one thing from you. That's going to put them over in each of these areas. Yup. Yup. So I'm asking for call calm connections, but you know, referrals asking for connections from people who are current clients. Yup. Yeah. Beautiful. Right. So first off, you know, my work in sales people, the number one reason you don't get referrals, it is, they simply don't ask. 2 (30m 0s): That's the number one reason, right? Umm, I like to do with very simple three step method. OK. So I first ask I'll I'll tell, I'll just say the method and I'll go through exactly what I say. So I did an open ended question that hopefully will lead to a referral if it doesn't that's okay. Now give them a little bit specific direction. Right. And then an offer incentive in the incentive really varies depending on industry, if you're able to do with it or not. Right. So from a referral perspective, right? So in, I believe my opinion, you should ask for referrals, whether or not they do business with you or not because chances are, if at this point you're still talking with them. 2 (30m 41s): They like you enough. And a lot of times, if you're done a good job to bring some value to them, even if they don't necessarily yes, to you, they're more willing to give you something. Right. So I say, you know what, Hey, a Donnie thank you so much for a time a day and really, really appreciate. Or if they're a current customer and thank you so much for your business really, really appreciate looking forward, taking care of you for X, Y, and Z. You know, one of my favorite things to do is meet with executives like yourself. Who've been massively successful in whatever industry you're in, who do you know? Who's like you, that made like a similar program that, you know, we are doing business with you today on pause and wait a couple things to point out there. 2 (31m 19s): Notice Sarah is a little bit of an ego stroking in the air, right. Intentionally open them up. Right. And then an open ended question, not do you know anyone who do you know, Yeah who do you know? And then I wait and smile and I just weight, but the sound's due to work. They might say, ah, ah, you know, ah, I think anybody I'll let you know. Okay, awesome. Now to give him a little bit direction in this part too, and to get really specific, right? And this is the word. If you have a little bit of variability, depending on what you offer, as to say, if I sold us call accounting software to, you know, to, I don't know, small businesses, well, if, if, if depending on the business, I'm not going to say, okay, cool, Hey, I totally get that. 2 (32m 4s): If it's a geographic area, right. I might say, Hey, listen, I totally get that. Do you happen to know whose over at XYZ bicycle shop? So I'm really specific there, right? And you can get, you can say, Oh, I know who do you know in your chamber of commerce, if you found that they worked at chamber of commerce, who are some of your top benders, you work with you're favorite vendors. So you can get really, really granular. And you asked me just a three to, for really targeted questions and a specific it's kinda like if someone says, Hey look like, you know, if someone said, Hey, Donnie a, which what, what do you want me to a friend's you know, like movies, you like all them, but we see, Hey, listen to what you want. 2 (32m 51s): Your friend's love scary movies. Now your narrowing, the niche down on their mind. Right. That makes, that makes it very powerful. Buy a bike I have in that way. Right. And of course, if you are face to face, you're not doing a zoom call. You an absolutely love is by to see yourself on the desk. I'll just say, Hey listen, Lilly who is in a cell phone right there. Just smile, wait. Right. So that's a very, very powerful. And you usually, so you can you ask one question a time when he weighed one at a time and you wait, they might say none. That's okay. And then the very end, I'd like to give a, a incentive, if you can do an incentive, right? 2 (33m 24s): So let's say maybe, and if you are, depending on a business model, if you can give a trial into something else, like the future upsell, it's a really smart, but you can't no problem. Maybe it's just free, whatever. Right? So used to have us to not tell you what, listen, I normally get 10 referrals. If you give me five today, I'll give you X. What do you get? And any, wait, so not even in the Senate, but you do, you do that last though. Right? I don't like to give away stuff until I go through the staffs. 2 (33m 56s): So I get as much out a possible cause you usually, if I can only this one, I say, Hey, listen, you give me one so far. Most people gave me a 10. So you for more and I'll give you X. So its a very, very powerful as well. So, and you do it every single time. Every single sales call, whether you call us or not, you'll get more referrals automatically. It's just simply happened because you're trying to do it, whether you on them. So that's, that was a very simple way to get I get referrals. Love it. Great. A great advice there. I'm going to, I'm going to back up. 2 (34m 27s): I believe there is. I believe post-sale, I believe there's this stage of consistency where you show up instead of leave, but I'm going to, well, I, I would ask you that like, so a in the next phase we'll get too is going to be closing, but in between this and that might come the place where you're showing up as someone who is consistent and not fly by night, is that something? And obviously it depends on what you're selling and industry, but if you can show up as someone who cares and is consistent, what does that do for those type of relationships and even the ass. 2 (34m 57s): Yeah. And then this is before a clue before a close right now I'm going to revert. So this is what they've been closed in. Now you're saying as a, as a consistent person or as, or someone that is, you know, that, that wasn't what they were afraid. They were afraid someone would, would screw them over or the Salomon leave them. But here you are, you continued with whatever process afterwards and maintain a relationship. Does that on number 700%. Beautiful. So, and are you assuming they're managing the account to, or is it a purely, just for maintaining relationship while a lot of us so let's so let's imagine that we're not the account manager because a lot of companies have that and a lot of us sales people will disengage there, but we're missing gold. 2 (35m 41s): So now how do I, how do I still maintain something where I get to have a consistent relationship where I can ask for those referrals are ask for connections Yeah then this is a, this is a huge opportunity right there, right? Especially if you are a, in a new business, high position, right. Where it's like, Okay you don't want to be like, you know, close. And then in our mouth right now at the end of the day, depending on what you offer Sell there's probably is still going to be a lag period between when they actually receive whatever you're offering, whether it's product, a service and installation of whatever its going to be right now. 2 (36m 13s): I mean, I've always had the same. The sales truly begins after you closed it. Like like, you can tell him, tell him how awesome you are and all these great things. But if afterwards, you're not able to still liver, man, that hurts, that hurts. You're a company reputation that hurts you hurt to everything else. So areas sales person really needs it, own it until a true handoff Wow I believe it should be like a relay like you Lily eventually you'll have like, just like handing a Baton to the account managers. That's a case like you no. 2 (36m 43s): So then this way the customer feels really good. And this is how you build a longterm rating fan and not some what you just take the money for it. So for example, so that you just close if you closed it, right, lets just say if its a four week time for people to get the service, whatever its going to be, right. Each company has his own thing. Their needs have a cadence of expectation as well that you want. So want to outline for that customer. Right? So at the first step, number one, be crystal clear with them. Don't just like, okay, see ya, see you later. It should be, Hey listen. 2 (37m 14s): Just so you know, Donnie that's what's going to happen. So you got the paperwork done today. I'll process everything we are expecting, it will install or this will begin in for weeks in between. Here's what's going to happen like in your outline with them write. Cause if you have implimentation you know, the people that are involved, write a service operations, outlined four in like a birds eye view is what's going to happen to you. So what's going to happen is Lisa, I'm going to call you from the office to coordinate exactly which you know, the details that we need for X. 2 (37m 46s): Right? And then I'm going to show up with so and so a week from now and we'll call you to make sure you're there. We'll just going to do a walkthrough, make sure everything's totally good. Them, the software hook-up whatever, you know? And then from then the following week, I'm going to introduce this, you know? So and so to help you with the actual, the day what was happening and then the third week, I'm gonna introduce you to the account manager as well. Who's gonna be managing your accounts. So you were crystal play with them on his back was going to happen. And I always prefer to tell you them and that also making sure there's the email to show them as well, because sometimes they need, if you think about this, if you call it, What, it's multiple calls for one call you through a lot of at them and they're going like, okay, cool. 2 (38m 27s): I got it. And then they leave and they forget, yeah, you don't want that to happen. So you want to make sure you and say this was going to happen and then have documentation as well. And of course, depending on the organization, there's a good email sequences while that can be also in the live for a new customers to onboard them. That's really, really important to because then it helps them as a while. Just some people just learn better too with visuals. So there are multiple touch points there, but this all allows for the best possible customer and they feel supported. 2 (38m 59s): It only reaffirms them that you are the right decision. And that's so important. And I applied from my own business, right? In every business I've been in part of that onboarding, that's so critical. Right? And it builds a real good brand. So before its like they are resold again through the onboarding process before they even get into whatever program you're offering. That's so vital. So vital. You guys, the easiest client to get is the one you've already got. So you did all the hard work. 2 (39m 29s): And, and by the way, I had one guy one time, this is, this is, I'm sure you do this. I had him built and they have, they have no handoff. It was just, and I'm like, and he had no referrals. I said, well, here's what we're going to do. We're going to create a training. And then we also, we're also going to let them know, Hey An after the training, we're going to do a quick 10 minute brainstorm, brainstorm session where you, you know, where you think of people who I need to be connected with, who can use my mind. He was, he sold lead's and it's just Like it just makes it easy. Tell him what to expect. I love that you went there because that's all we're doing in the whole process where here's here's what happens next year, the expert telling what happens next. 2 (40m 4s): Alright so to get their, to close them, which I know that we, you and I don't necessarily like, that's not a definition we necessarily, but what is use the word closing just because it's what everyone give me it. Me your best man. You can't, you could only like, again, this is generically applied because every situation is different. But give me something with closing. Talk to me about that. Yeah. So I'm closing to me should be very simple. Like it should be in fact, the simplest part of the process. Yeah. If you did everything right on the front end and you truly uncover their needs, their wants their desires and what's most important to them and you already shown them how your solution can align to whatever they want. 2 (40m 46s): The clothes should be very simple, right? And I I believe many people over-complicate the clothes come on. You know? And it shouldn't be literally as simple as that, you can do what I call summery clothes. Very simple. You know, Donnie you told me a, B and C is a really important to you. I showed you how our solution provides you X, Y, and Z benefit. And you also agreed total full his program was going to be X dollars. Should we get you set up? That's it. Come on. 3 (41m 15s): Talk to me about the mindset because we blow it in the mindset or we get nervous so that we feel weird or we We 2 (41m 21s): We so talk, talk me two, the brain about a, you know, in that space Yeah we over complicate it. Right. And we've and we oftentimes we fear potentially the dollar amount, especially in the business to sale. Like if people are like, Oh, well I wouldn't spend that much money myself. Right? Well of course you wouldn't spend like 30 grand a month on the software. Like Like you are a consumer, but you know, if we're a business, you know, they are generating, you know, like, like 5 million a month. 2 (41m 52s): That's nothing to them. Like and a lot of time we give that, that misconception right now I'll give another an example. Right? So like, I think in like restaurants, you know, restaurants, some people like, you know, the, the day before a I'll give example. So before in my private is what we saw on a weekly basis, the service model. And if someone has spent, it would spend 200 bucks a week with, you know, our business, mom, people go, Oh, I want to send like a lot of money. Cause I don't know if I'll spend 200 bucks on this service. I'm like, Oh, you look at say, they're, they're a wine bill. Or the alcohol bill. 2 (42m 23s): They'll spend five grand a week on that. So how's this any different, right? So they're like, ah, it's a good point. So it's, it's a, it's a mindset piece that we have to forget about. Right. And it's, it's always important to understand. Don't don't decide for the customer, what they like, what they want. Right. Don't decide for them. But then you don't manage the budget. Right? So what are you, when you go, go in like close, you had the number one, believe in yourself, believe in your product, believe in your company, to be able to deliver whatever you are offering. 2 (42m 56s): So if you don't have the belief, it's incredibly hard to sell anything. So you have the have literally the minus is simply this it's a little device. Its kind of the mindsets that you have the cure for COVID I'm on. They have COVID you will be shocked if they did not by your career basketball. That's a, that's a mind to get happy when you have a modular like, Oh a course, like you're you're, you know, you're, you're sick. I have the only curator of course are going to take it. 2 (43m 28s): Of course it's is it should be a no brainer in your mind. And if you don't have a mindset, when he go for the close and then it comes off, that sounds like, would you like to buy my stuff? And then they just, and then they, if they don't respond, then you try and talk through the sale. You're not letting in the silence helped you with the close, you know? So if you don't want him to come and cook, keep it really simple. Allow them to respond after you ask the closing question and then you handle objections. But even the objection handling, you want to spend 90% of it asking questions and really uncovering what the real objection is. 2 (44m 6s): Without responding. Then the response is not a matter as much as you understanding the real objection. Yes. And I would, I would say this hard and fast rule. Like you give pricing, you must ask the question, just like, you know, if you're going to give me a phrase to you, better asking me if I want, if that something that I'm willing to step over the line for her or you didn't serve me. That's right. That's right, exactly right. I could. Here's the thing that I'm realizing, this is probably gonna be a two part is that you got to so much got to stop on all of these things, man. And I'm going to, I'm going to rewind two. Its interesting, because I felt like, and I say rewind, we're gonna go to the, you know, like one of the top section's, you know, in the beginning sections have this and you know, I have so many have so many other things I'd love to, I'd love to just put your brain open on. 2 (44m 53s): So what we're going to do is I'm just, we're gonna point people fall off, listen, follow Marcus Chan to your son. That does. And he is, he puts out good stuff all the time. Let's go back. So let's just say, we're going to go back before the presentation. How would he is? And, and even before maybe we get an at that stage where they don't know you, right. Whether you are either identifying them or you're trying to get them curious or you know, you feel safe enough to come to the table with you. 2 (45m 23s): So we'll like, we'll go to the prospecting part of it. And I know that's a place where you like thrive. Talk to us about that area. Just, just one strong nugget. Cause I know you got like a thousand. So if you were being in a low, your best Bulut what would it be? Yeah. So I'll just say that that's here's a, here's a really applicable one. Right? Let's talk about a prospect. You just, how about LinkedIn DMS? Oh yeah. Good. I'm glad you get the outreach. Try your like, you know, you can't get there phone number or somehow you don't have their email and like how can I get ahold of him on LinkedIn? 2 (45m 54s): How can I get in their door? Okay. First too, that you don't do not connect with the, and then send him a pitch pitch to him. Do not do that to stop doing that because that's not connecting then. Oh, a pitch and pitch them. Yeah do not care. I can pitch like you, you put like a thing in your copy. No. Hey Donnie I worked with a million businesses. I have, well, this isn't, this here's my Calendly link. People hate that just to stop doing that. Okay. So I think the first piece is a guy from a prostitute perspective and understand exactly who we talked to market is and how most people are trying to approach them. 2 (46m 33s): And what would turn them off where I just said is a majority of people. That's pretty simple. So don't do that first off. Okay. That's a really easy tip right there. Second thinking about how can you break through the noise? Right. And right now we're talking on a more social side and profiting. So there is, there's a difference and how your approach was going to have to be. So they accept your request. Okay. What do you send them? The very first DM do a video, right? Do a video DM because number one, they're not expecting it. 2 (47m 7s): Number two, most people are unwilling to do it, right? Number three, they can see you are a real legit person. You did not copy and paste a template. And so there, and number of four, then you can kind of think of me, just see you. You can be a yourself and they are, can be more apt to be an open, right? Because when you send that DM, your goal is not to book the appointment yet, but is to get them two like you and trust you. That's really the key because this not a cold call write like you, you need them respond back to you. 2 (47m 40s): And if you just had a pitch that are not going to smile, but if you send them a video DMB, introducing yourself, write and his personal made sure you obviously have a good lighting and have a good background so that you're not like, you know, Like, I don't know. Like looking like a hobo are something like, look the part, right? So you can do a quick video, GM introduce herself and then do something. And most people are not going to do. Right? Like for me, my go to is I want to give something of high value. That's irresistible. 2 (48m 10s): That's completely free. And the reason I do that is when someone gives you something that you don't know, that's high of value. You feel like you must reciprocate and you don't know how to respond. Yes. Yeah. Now it's like, when someone says, I love you, Yeah be like, Hey love you too. Right. So, so that's what, it's a very, very valuable, right? So, and then from there, when you do that, they're like, Oh wow. 2 (48m 42s): And that's it. It's a very low commitment. Asked to give them something like that to check this out. That's at high value. Right? And could, you're not asking me more time to implement. Cause now when they receive, they're like, huh, they are gonna check it out. C it's a personal video. Cause you want us to make sure you stay their name. Right. You are giving them stuff, but you're not asking for something. And that's all you're asking for. Then you just like, Hey chickens, how is it is completely fixed to, to help you. And now they're like, wow, that was pulley different. I did not expect that at all. 2 (49m 13s): You've now cut through all the noise of everybody else and their chance to respond to you. You are significantly higher as a result. Now you can start having a conversation. A dialogue could potentially open up too on the phone or Xoom and actually a book, a real Tom, come on, man. People doing the wrong things in the wrong state is really what messes up to sales processes and which you have just laid out some goals and list. And Hey, if your selling from anywhere and you better be using What, Mark is just now I told you on LinkedIn and using a video. 2 (49m 44s): And there's so many things that are at your disposal. Now the main thing is create a predictable process for yourself and a and track towards is, listen, we're at a time today, Marcus, but I want you to do this man. And I want you to tell us where we can find you, where we can connect with you. And I'm thinking I'm feeling in a, another, another followup to this. So I, we, we love it and we're appreciative, man. Can we find you awesome man? Well, first of all, thanks so much for having me on absolute boss. Talk a lot, a lot of cool things today. So you can find me on LinkedIn, super easy. 2 (50m 15s): Just look at Marcus Shan and look for the only guy. And his speed is not a tagline. They still speak to the one point, right? So it's a real easy to find as a right now. I'm the only guy that was feeling in the tagline. And of course can also head over to 1 (50m 28s): An Marcus chan.io forward slash resources. And it's actually free resources. And there's This, Marcus chan.io with lots of resources. There's a free trainings or access to my blog, want to have free content and that are designed how people sell more and learn more. Marcus thank you brother. They try me on, appreciate it. 4 (50m 47s): Sure.
