Ep. 186 Interview with DAN JOURDAN

On 1.27.2021 Joe was interviewed by Dan Jourdan on his show “The Sales Energizer.” They discussed How To Overcome Every Objection Successfully. Enjoy!

Episode 186 transcript

Voice over: Get ready for an unfair advantage over your competition. This is the sales edge podcast. Where globally recognized sales expert and trainer Joe Pici helps you sharpen your skills for booking more appointments and closing more deals. And now here’s your host Joe Pici.

Joe Pici (JP):

Hey team, this is Joe Pici with the sales edge. Thank you so much for tuning back in. I am your host and we have a special feature today. I was just interviewed by Dan Jourdan and some of the people who saw the live video thought it was great and I should share it with you. So I have been interviewed by Dan Jourdan. Then this is a lot to do with sales and the power of the telephone. So we’re going to move right over to the interview make sure you know that the sales edge podcast is sponsored by Pici and Pici and sell more virtually. Make sure you know, you can call me at any time at 407 947 2590. We’re excited about the growth. Also anything you want to talk about, want us to talk about jus,t always send Joe@piciandpici.com. So we’re going to move right into the interview. I was interviewed by Dan Jourdan and there’s going to be some really good nuggets about the power of the phone.

Chris Randone (CR):

Was I don’t know, maybe last month. You called me and you were so stoked. You were just like we got a big dog. We got a big dog, and I’m like dude what you say that every time he’s like no no. No. Yeah here we got a great guest. So you were I do I think you’ve never been more excited than to have this guest on our show it

Dan Jourdan (DJ):

Well that made it somebody that can hang with me. That’s what it is. Well, you know I, I, had and bring it up in a second, but I finally kind of met my match. I got a guy who is, enjoys the cold call. I mean enjoys the whole process of finding a stranger and turning them into something less than that. You know, who knows what it’ll be. But and the guys remarkably good at it and he has answers for every kind of mild objection and he just makes people like him quickly. Why don’t you bring him aboard so other people could share.

(CR):

Of course. Ladies and gentlemen, would you please welcome to Dan Jourdan live, one of the top 30 Global gurus. Number one in keynote speaking, sales training, with the number one sales training program. And of course, you know him as the host of the sales edged podcast, please welcome. Mr. Joe Pici.

Joe Pici (JP):

Hey, what’s up? It’s good to see you guys.

(DJ):

You ought to be that way. That was That was just when I spoke with you. So this is, so this is, let me tell you how I met the Pic’ster over here. So I was a was looking around and checking things out or whatever I was doing. And I saw something somewhere that said hey text this number and you’ll get some stuff. And so do I care it’s free stuff. I’ll text the number. So I texted a number, got some free stuff. I’m looking at it, about a minute and a half later, maybe even less my phone rings. It’s Joe Pici, the guy who provided the stuff. And some like this guy is a witness. And we talked for a little bit. And I said dude. Please be on my show. Please be on a show. What was that thing that I did?

(JP):

You just what you know, everything we do is intentional. So I have this texting service, looks like you have it too. And you know, if I’m on a podcast, or if I’m on a stage, or I’m in the training room, I just we have a thing you text into sales edged one word to, 55678 and there’s free video courses on virtual selling. There’s our podcast, there’s downloads. And when people send that in they get all this free stuff and they can opt into our CRM, but I get their phone number. And so I reach out and call him. It’s that simple. I wish it was more complicated.

(DJ):

But so that’s it. And so were most people would just go ahead and they got the ring then they it’s sending you email and they’ll send you other things. You want to make that kind of immediate connection with somebody. So it’s old school picking up the phone. Do you have like a scripted word that you say to them when you do the phone or is it just you just throw it out there?

(JP):

I don’t throw anything out there. I’m very intentional and you know, I was with a CEO day before yesterday and he says to me. He goes look Joe, my people don’t like scripts. I said look Mike the top actors in the world are Italian. Brando, Pacino, Stallone, and they all have a script. But when you know your scipt, it doesn’t sound like a script. So everything we do is intentional because I believe in the learn, do, teach principle. The reason why I stay in sales training is I still sell. And so we help to take all the confusion out of what do you say when you pick up the phone? And so when people own that they feel more comfortable with it.

(DJ):

Yeah, and then you just go from there, you know, and so let’s see. I was on a call with somebody yesterday great guy. And he was talking to but he does is he gets he supplies cold callers for other companies. Lists and also but he supplies cold calls for other companies, so a lot of times he’s like a recruiting agent. He says that a lot of ads and all that stuff and then a lot of people sending resumes. He said in the last five years. He’s probably got half a million resumes, you know that people send in for all these jobs at the trying to do. He says I’ve had less five years I’ve had less than twenty people who were looking for these jobs? Yeah pick up the phone and call me. Less than 20. Can you imagine the opportunity for a salesperson any sales person that’s out of work? Should should be 24 hours. What did you do is just pick up the phone and call. What prevents them from doing that?

(JP):

Well, I think there’s a number of things. I think number one. They’re afraid, but they’re afraid because they never been trained properly. Now. I’m not saying our methodology is the best in the world. What I’m saying is that I don’t believe look then you are you exemplify Charisma. You have talent, you have Charisma. Oh, I was never given that you understand. I don’t have that charisma.

(DJ):

You got the looks. That’s what it is.

(JP):

I have a process and I have skills.
In the world of sales, you can’t teach what you have Dan. You can’t teach talent, you can’t teach charisma. But you can teach processes and skills. So the majority of people that won’t pick up the phone, have never been trained correctly in a methodology. And when I mean training, they keep working at it and working at it. So therefore they’re afraid of the unknown and and I think that’s one of the biggest reasons why people don’t pick up the phone.

(DJ):

Yeah, that’s I mean, that’s so good. I mean, there’s so much like extra stuff that you put in there that that psychological but people are not picking up, but when you talk the way you speak it’s believable. You know, the way you’re talking that your tonality and even the fact how do you present yourself. One of the top 30 in the world. Top 30 is kind of hey, you might be 29 for all I know, but who’s counting on who knows what it is? But if you said, you know top top five if you said number one, you just saying that. But like top 30, I believe it and those are the times. How did you come up with that?

(JP):

Well, there is this association out there called Global Gurus. And four years ago, I was training players in the NFL that we’re getting out and they were looking to get into Corporate America. Or open up their own business. And I go upstairs and check my email and it says congratulations, you’ve been ranked in the top 30 sales trainers and Speakers by Global Guru. So I thought it was one of those deals where if you send it five hundred dollars you get this award kind of like that. During school, the honor society. So called my wife at home and say check these people out. This could be bogus. Well, you can’t pay to play and she calls me back. She goes, I don’t know how you made this list.

(DJ):

Look at that.

(JP):

She goes everybody else is spending millions of dollars on advertising. We don’t spend anything. So I was number 29. Well the next show was number three, but I’m not politically linked into any of these people. Like I you know, I’m not like a big kumbaya person and I guess you have to be voted in. Well this year, not this year, but nine, 2020. We’re still waiting for 21. I get ranked number one. Now, you know that in a cup of coffee, you know, I don’t have no Illusions. All I know is this, we will only train and speak in coach on what you can measure as a client and what we do. So I sell all our training. I trained all of our sales training, because that’s what we do. Okay. We also work with speakers, coaches, and trainers not on how to hold the microphone. But how to get paid for doing it. So everything we do is about growth in productivity.

(DJ):

That’s awesome. You know where I, I first heard about you, Curt Mercadante. Yeah, he’s awesome, Kurt. Now Chris Randone was just on his podcast the other day. Is that guy not like the most beautiful man. I mean, he’s just like

(JP):

He’s just a really nice guy. You know I saw him and he had me on his show and so I’m on there. And so I give out the 55678 deal and he goes on vacation and he takes it with him. And he types it in while he’s driving into the mountain and I call him. This is Joe Pici. He goes you got to be kidding me. I just sent that in. I said well, why would I kid you? This is who I am. I mean you don’t lie about that stuff. I believe in being very politely direct. I don’t sneak up on people. And so and that’s what we teach we teach people to have consultative approach, but to be politely direct. And so he winds up coming to our sales boot camp and our speaker boot camp. And we become great friends.

(DJ): ((((( 11:19 of 41:13 ))))

Yeah, that’s great. Well, actually he’s the one who told me about that because I did the same thing with him and he called me and so I said, where do you get this thing? And so then I called you and you got me hooked up. It’s the greatest thing ever, if you go the next step and pick up the dang phone.

(JP):

You know, we have 22 ways we generate prospect leads. I would say that’s our number three highest revenue producing lead generation tool.

(DJ):

Really

(DJ):

And and it’s because and it’s not new technology. It’s just using it differently and everything.

(CR):

Like it’s like when everyone else is Zig and everyone else is trying to cram people under their funnels you’re doing this and it sets you apart from what most everyone else is doing,

(JP):

You know, it’s I’ve always been an advocate of the first point of contact being the telephone and you know, people say well we do this and we do that we do this we do that. We do, you know, when covid hit everybody lost money. You know, we lost a bunch of money in one hour and I looked at my wife and I said we’re fine because I have always sold virtually. It’s just what we can deliver virtually and that wasn’t a problem. And so I think the first point of virtual selling is making that first contact, you know being able to get on the phone with someone and I think that’s where you begin to build that trust.

(DJ):

That’s exactly right. And that’s the answer and even with speakers right now to get virtual gigs your your coaching them to go ahead and pick up the phone and call these people.

(JP):

Look when somebody works with me, I’m going to coach them on how to utilize the phone, how to get from your target market, how to craft the right messaging that qualifies the prospect. Let me let me tell you what I mean. I don’t want to meet with just everybody and they don’t want to always meet with me. So in one or two sentences, we know if we should have any more conversation. I don’t talk people into anything. I qualify them to see if we should take the next step.

(DJ):

Yeah. I’m more of a A fan of disqualifying people politely but you know, you just got to get. Because there’s three things that people need in order to be a customer. They need the need or desire. They need the ability to make a decision. So, you know, whatever position they’re in they can make they can strike the check. And they need to have the money. And if they don’t have one of those three things, they’re not a bad person. It’s not you know, it’s not like you’re good fit or bad but or anything you just hey, this isn’t this isn’t the program for you. Yeah, and so, what do you think?

You say you have other ways to go. So what’s your main gig? Like, what’s what’s something if you’re meeting somebody, who, hey Joe, I just need to get in front of more people and I need to make more sales for my company. I got three guys, they’re doing all right, but I know I’m frustrated. I know could do better. What do you suggest that I do?

(JP):

First thing I suggest is, let me tell you what I do. I specialize in helping sales teams generate more leads. Book more appointments and close more business. What I just did there was I set the table for a quality meeting. So my process is very simple. First you have to have leads whether inbound or outbound whatever. Then you have to be able to pick up the phone and get an appointment. The appointment transitions to what I call a core story, which is 90% them talking 10% me talking. and that core story, I’m looking for what they don’t want ,what they do want, and do they have a timeline? And to share my uniqueness. From there we either move to next step. which is proposal. Okay, and so my process doesn’t change. I don’t care if the people fall out of the sky. No one’s going to get me out of my process.

(DJ):

So here’s a question. When when it comes to Proposal Part, do they already know the cost? Do they already know the fee, that part?

(JP):

Say that again? I’m sorry.

(DJ):

Are you surprising them with the proposal, with the cost, or the fee for your service? Or do they know it before you send the proposal?

(JP):

All right. I’m going to give you a secret sauce here Dan.

(DJ):

Well, let’s not me, baby. It’s for the worldwide audience. About the dance.

(CR):
I’m just sort of to the Kazakhstan

(JP):

Corporately, if it’s a corporate deal I send in a proposal without the price, to make sure. It’s kind of the old days when they sold cars, flipped it. Give me the keys, you drove it home, and you didn’t want to bring it back. I got to make sure they buy into the proposal. Then I resend it with a price. I never talk money until they’re in my sequence. They’re not going to get me to react. I’m going to be proactive in all my selling.

(DJ):

How much does it cost Joe? I’m a corporate guy.

(JP):

Okay.

(DJ):

Yeah, so we’ll roll playing now.

(JP):

Would you would you like a formal proposal?

(DJ):

Yeah. Sure. That’ll be fine. But I go on an idea of how much it’s going to cost.

(JP):

I’ll have this proposal to you in 30 seconds. I’m going to call you immediately. Make sure we hit the right scope of work. From there if it’s what exactly what you want. We’ll move into pricing.

(DJ):

Yeah, I’m in a corner. Okay. Well, I mean listen Joe, I don’t want to waste your time but, it might not be something that we can afford.

(JP):

That’s right. But,it’s been my experience of prescription without an examination is malpractice. I’ve to make sure I hit the mark.

(DJ):

So it might not even be so but what you already told me what this whole thing is about. And I’m already in, if it’s what you just said on the phone here. I’m in as long as I can afford it right.

(JP):

I’m going to put it in a document for you. We’re going to make sure it’s exactly what you want and we’ll move into pricing.

(DJ):

Okay? All right. Off roleplay. Yeah. Yeah, you win.

(JP): Here’s what I’ve learned. Sales people move into products and pricing before they find out what this person wants to improve. What they want to accomplish. What is their timeline? Without a timeline the best proposals in the world go nowhere. And I can tell you before I, before I really went to 100% process selling people would always say, I’m in Joe. I’m in, let’s go. And it wouldn’t happen.

(DJ):

Then they go to the witness protection program.

(JP):

Yeah, they close go the dark hole. And so now very gently I move them into my proposal.

You know 85 percent of sales happens between the 6th and the 15th contact. Whenever you start skipping, whenever you become reactionary, and you start playing to their wanting an answer. Nobody gets an answer until I take you through my process for this reason. If I take you through my process I can charge more. Now they’re not comparing it to the other proposal they receive, that they didn’t even get a proposal. They just got a quote. Here’s another thing so many times that person tells you they can make the decision, but they don’t have the power to do it. That proposal is a document that they can share with other people and it has a little bit more teeth to it.

(DJ):

And it doesn’t have the numbers on it. So they can’t they can’t squelch it. They can’t squelch it by saying, Oh it’s over our budget at this point.

(JP):

And here’s another Secret Sauce moment. The minute I hit send with the proposal. I pick up the phone I go Dan, Joe Pici, not looking for a decision want to make sure you got the proposal you can open it and it stopped my spam mail.

(DJ):

Okay, what if you get their message machine, that’s the message?

(JP):

I do it again. I say the same thing. I have it shortened time to contract, drastically because they’ve actually opened it right now and they get their eyes on that proposal.

(DJ):

So this is money. So now for those watching this the big the big thing that he provides is main money maker or good thing that helps other people, is these boot camps. Tell me the process of your boot camp. How many days is it?

(JP):

And what’s the three-day boot camp and we live in the wild west here in Florida. So we’re open. We had them in June, we had in October, where 50% sold out of April. We do a three-day intensive. First day, it’s all about communication styles, how you sell if behavior style. Listening skills, the sales process. Second day is a deep dive into target marketing, messaging, value propositions, uniqueness. How you how you navigate gatekeepers. How you get a return phone call, lead generation. Third day, kick up the coffee and for 90 minutes, we’re making the live outbound telephone calls, booking real appointments in real time. And we move into core story. Sales presentations, virtually as well as live. And we move into priority and time management. I do that in boot camps. I also go in and do it for corporations. And I also do it in private coaching.

(DJ):

That’s money. So it’s a 3-day thing that they’re making these calls, so on the third day, you’re actually on the phone. Do you ever booked any business there? You have a book any appointments there?

(JP):

Yeah for the last we started this in about 2004. We have never had less than a 71 percent conversion to appointment. We get through 92% of The Gatekeepers. We get 45 to 50 return phone calls the same day and we have closed for the last four boat camps six figures worth of hard money.

(DJ):

Boat camps. Yeah, that’s a big that’s that’s why. You don’t hear results like that.

(JP):

That’s what it was. We don’t we don’t, The majority of sales trainers in their great. Don’t get me wrong. They’re focusing more on mindset, motivation, or strategy. We decided we were going to be the premium skill-based training sales company in America. We wanted to teach people how to do it for real. Look at people go, Do you role play? No we real play. Okay, because at the end of the day our training pays for itself.

(DJ):

That’s exactly right. It really does. This is like Chris Dome. Remember when I did that presentation and I hopped on the phone and made a call right there live in front of everybody?

(CR):

Absolutely. Got to get the rip and while you can why why why practice go go real time, you know.

(DJ):

When we do that, we do that all the time. Not once and he maybe it’s different with you Joe, but not once what I did a live call in front of a group of people did I die, you know.

(JP):

Dan, here’s the deal and you’re a war horse, man. You’re the real deal. All right, or you and I would have never clicked. But the secret is how do you transfer that to those 20 people? You’re not afraid of phone. I’m not afraid of phone. But how do you take people that have had an aversion for the phone? They’ve listened to all these bogus beliefs. Nobody will answer. Nobody return phone call. And get them through the process. So when they pick up that phone they start getting real results in real time. Okay that that’s why we decided that was going to be a Cornerstone, but I let me say this that doesn’t happen. You don’t get those results without day two of the intense vertical development of the script. I will not sell scripts, because the script without understanding it’s not going to work.

(DJ):

Just words out of paper. You’re absolutely right. It’s not what you’re saying. It’s how you’re saying it and how they receive it through the feeling.It’s like smiling on the phone. It’s the whole thing. It’s Chris Dome. Do we have any questions from anybody here in the lots of comments?

(CR):

I you know and you know people are picking up, you know, what what Joe’s putting down and apparently June wanted you to push Joe a little bit more when you guys were were we were role playing. And she definitely wishes that more people would fall out of the sky to Joe’s earlier, Joe’s earlier point, but very common here from Kevin I would also also add practice and repetition repetition breeds confidence.

(DJ):

So Kevin Downey was the person that I spoke with yesterday who said he’s got half a million resumes and less than 20 people. And these are these are sales people. You know, we’re looking for work in as a telemarketer type of thing.

(JP):

Years ago. I was selling trained to a big insurance company and they were having a conference I drove over to the conference. I’m sitting down with the sales manager and we’re and we’re doing the core story and this guy comes over. He’s in his 60s. He goes. Hey, Joe. I know you get paid well, but can I ask you one free coaching question? I said sure. He said I’ve been doing this for 42 years. And the last ten people I hired, failed. In fact, I go back further. And I said what type of insurance do you sell? He goes Property and Casualty. I said I bet you do all those behavioral assessments and you give them a disc profile and you do all that. He goes. Yeah. I said I’m going to save you a lot of time and money. Right out of script and have 20 names for somebody to call halfway through the interview Slide the thing across the table and say I don’t care what results you get. I want you to call them and read the script.

He goes what? I said look the Property and Casualty is about outbound calls. You can’t build a big Property and Casualty business without any. Eventually you run out of people. You know, she got to start calling people. You don’t know if they won’t pick up the phone. You just saved yourself a salary. You know,

(DJ):

I listen I’m telling for those of you who are watching this thing. It will see on repeats and all in anything what you just got right there, will literally save you 10’s of thousands of dollars and probably your marriage. The amount of frustration that you get when you come home and like you’re not gonna believe what they did, you know, they didn’t show up. We would we train them we did the whole thing, the whole process, of with a six-week break. Their first day on the job. They just decided not to show up. They can’t handle it.

(JP):

It’s funny. I have a new client who did the texting service in and what was it October? I picked up that know he did the texting service four months before I called. He never called me back. I called him every week for like three months. He finally picked up the phone. I gave my value proposition. He said I’ve been following you for three and a half months. I said great, one thing led to another. He they sell a certain product and a hundred percent of their business was inbound. And he was hired to do, turn around and increase by 20% based on revenue through outbound. Well, his whole team was inbound based. And so when I asked him, I said what is that you want to improve about your team? He says I need them to be able to pick up the phone, book an appointment, and sell. So he says Joe, I’m talking to a number of the top sales trainers in America. And I guess he didn’t think I was one of them and I said, yeah, I still got two questions for you. Yeah, can you get any of them to call you back? And are they going to do a live outbound telephone training? And he goes no, most of your stuff is is virtual. And I said, great if you want to do that fine, but keep my number because you’ll be back. Because you cannot train outbound live calls vurtually, it’s got to be in real time. Well, he brings his team to the boot camp. Brings four people plus himself. He’s the only CEO I’ve ever had come to the training. He went through the while training. I remember, they were making no outbound calls. This is the last week of October. We get them on the phone. They’re like not happy, but we worked through it and they start making calls. From November 1st to December 21st, those four people, we got them up to like a hundred. Let’s say this they made 4200 outbound calls. We literally move the needle. They now have 12 percent of the revenue already just coming from outbound. Look you want to change you want to change a culture, you change your behavior. The phone will change a culture and behavior faster than any tool in the business.

(DJ):

That’s what I always say. It’s the best training that you, the best sales training is the cold call. You have to give your value prop until the point where you believe it. Now once you start to believe it and it’s there.

(JP):

There’s really very little little difference between a warm call and hot call, except for the first sentence. The first sentence is your segway. Hey, Bob told me to call you. But after that whether it’s warm, cold, or hot. It’s all the same. It’s what’s in it for them.

(DJ):

Yeah. Amen. Yeah, that’s where we go. So that boot camp. How does somebody reach you for that boot camp?

(JP):

First of all, you can call me at 407 947 2590 for complimentary cup of joe.

(DJ):

You know if we had a real producer here, your number would probably be on.

(CR):

It’s right on the green Dan. If we had if you had a real..

(JP):

You have a great producer. You can link up with me on LinkedIn, Joe Pici. Ah, I look exactly how I look now. I always dress in black so people don’t mess with me. Okay. Also, also, please know this. OK, This is a different type of training. I do private coaching. I really do help speakers, trainers, and coaches turn their talent, intellectual property into cash. So reach out to me through Linkedin, call me. You know, I’m not a real big email guy. You know, if you don’t have the nerve to call me, I’m an easy guy to talk to. You’re gonna have a hard time calling anybody else because, I’m saying call me. We’ll have a cup of Joe. But LinkedIn, my website, is www.piciandpici.com. We just launched the second business. Sellmorevirtually.com. It’s a membership platform, every Thursday night. I’m on live doing a training, coaching for a group. We had downloads. We have interviews. We’re going to have Dan on our show and then he’ll be part of that. And so, you know, the most important thing is, you know, you have to create habits. And there’s really no competition in sales today, because most people are really not selling, they’re marketing. And there’s a big difference.

(DJ):

Yes. Yeah. Well you’re you know first you make your habits, then your habits make you.

(JP):

Exactly.

(DJ):

tt becomes second nature. In fact after this today, from let’s see from one from one to two I’m doing something. From two to three is my cold call time. And when my cold called time my phone my the company phone gets shut off. My email gets shut off. Everything gets shut off. And I just hit it. And it’s really not to get customers. It’s to make me sane. You know, I got to talk to somebody. It’s the only time you’re in control, you know, when you’re making the outbound call. It’s the only time you’re in control of what’s going. And you know people who are married realize this.

(JP):

Here’s another thing you have to be careful what goes in your head. And a lot of people will say, the best time to make calls is Tuesday, Wednesday, Thursday between 10 and 2. And I’m here to tell you, I have booked more appointments between 7 a.m. and noon on a Monday. I’ve closed more contracts between three o’clock and five o’clock on a Friday afternoon. You know, you make the phone calls.

(DJ):

Stoner is this guy singing my song and this is crazy.

(CR):

This is this a hundred percent my. I, I, Joe, I have a I have a question. I’ve been dying to ask but I you know, you guys are so good. I just, you know, I can’t find an open space to breathe here. You talked about you talked at length about the process. Right? And but you also touched on people who are charismatic like Dan and you know, even Kurt and some of these other people who have that charisma. And some people who aren’t that don’t have that charisma. Yet they know that they need to pick up the phone and they need that process. So but what I like about what you’re doing is you can deal with someone who’s in both camps. You can say Alright, you’re someone who has that charisma, we can take it to this level. You’re someone who doesn’t have. and the process works for everyone. What are you know, what are some people that you may have worked with? You don’t have to name names or anything. That maybe don’t have the charisma of a Dan Jourdan or a Curt Murkadonte.

(JP):

That’s a great question.

(CR):

How does how does that work in your process?

(JP):

The majority of people when they hire a sales person, tends to hire people with Dan’s personality. Outgoing, very people-oriented but has the driver in him and so they hire based on that. Yet over the years, and I’ve been doing this for like a million years.

We’ve had people show up at our boot camp because their boss sent them. They were very slow-paced. They were shy, they were reticent, they were scared, and they booked the most appointments. Because they stuck to the process. You see people think I have to win them over. No, you have to provide solutions, benefits,, and results. That’s where we spend a whole first day of training learning communication styles. Because it’s up to me to adapt to your communication style. See we get into the thing of if I know your behavior style, I know how you process, if I know how you process, I know how to sell to you. It doesn’t take a highly charismatic person to learn that. You see every behavior style can learn to sell because selling is a complete process with vertical skills. You master those things. I’ve always said, what you should hire in a salesperson is, self discipline and ambition. Because you can teach him everything else. But you can’t fix lazy and you can’t fix people without discipline. You hire those characteristics, then you build on that and you train them in the skills and processes. Did I answer your question?

(CR):

Absolutely and then that it maybe they gain more confidence, become more charismatic a little bit. I mean, I understand like some people are not born Dan Jourdan, some people are not born whatever. But once they get that confindence, maybe they break out of that shell. And they become more charismatic after they go through that process.

(JP):

You know. The bottom line is this. Each behavior style buys for a different reason. A task oriented person can care less about your charisma. I’m telling you that right now.
I don’t care how warm and fuzzy you are. I don’t care about your stories and I don’t care about your jokes. So, you know so much of the new sales books in and training is start every meeting with a story. And I’m not putting that down. But if you start a sales meeting with a story for me the meeting is done.
I don’t give a rip about your stories. And so task-oriented people are about content and value and results. So we have to become professionals at selling to everyone and learning how to do that. And so the people who have charisma, that bring charisma to the table, selling to a person that that doesn’t resonate with. They’ve do

(DJ):

They think you’re a liar. It’s against you and I know you know, sometimes people hear the speed as enthusiasm. Some here people here the speed as a fast talker.

(JP):

Yeah, you know, I start every training with content, content, content. I don’t open up with jokes. I don’t open up with stories because if I did that I would lose the task oriented people in the audience. Same thing in sales.

(DJ):

Yes, and you’ll keep the other ones. The other ones will hang around because there was a patient. That’s right. Yeah, I think that’s a so, here’s the real question. I gotta I gotta find this, Joe Pici, Thanksgiving. Do you have lasagna before the turkey?

(JP):

N0.

(DJ):

What kind of self-respecting Italian Goomba are you for crying out loud.

(JP):

Now, you know I’m allergic to cheese. I’m Italian I can’t even eat pizza.

(DJ):

The heck is wrong with you?

(JP):

Pizza is my favorite food and somewhere over the years, I became allergic to cheese. Man is that.

(DJ):

That is that’s enough for being disowned. I actually have never heard that so you like lactose intolerant? Can you have milk?

(JP):

I don’t know. I figured if I can’t eat cheese, I might as well get rid of milk.

(DJ):
So what happens?

(JP):

You just kind of a sudden one day I start getting issue when I eat cheese.

(DJ):

Literally so you like allergic to it.

(JP):

Yeah, that’s it. Look look, I don’t need to go to a doctor to find out I’m allergic. I eat this my eyes get itchy. I’m done.

(DJ):

You know, that’s that’s exactly right, you know really wicked end of that next. So if you get anything from this from this, podcast, this live show today, what you need to know is that your body is going to tell you when things are screwing up. The the fact that you’re not making sales isn’t that the sale isn’t there? It’s that you’re doing something wrong. Work on yourself and your job will change. Change your behaviors and you’ll change your results. And if that’s in terms of strategy, that’s turns into technology, and that’s terms of the actual work that you’re doing every day making contact with your customer. Change the way you make the customer and it might just be simpler, than harder. You guys are awesome. Thank you so much Pici for hanging out with us today. And nobody is better than once again best show ever, way to go Chris Randone.

(CR):

Listen. I’m just pushing buttons Joe brought so much gold. I mean, I feel like there’s probably 10 or 12 quotes in there.

(DJ):

We’re going to see by the way. I’m stealing all your stuff. You guys are awesome on the gauge go get them today. Well, yeah.

Voice over:

Thanks for listening. New episodes will air each Tuesday and Thursday. So make sure to subscribe wherever you listen to podcasts and give us a five star review. The sales edge is sponsored by Pici and Pici Incorporated. A firm which provides training, consulting, and keynote presentations. Empowering corporations and individuals to attract and retain quality clients for higher revenues and growth. Make more money and sales. Speak to Joe in person by calling 407 947 2590 or visit www.piciandpici.coml