Now let’s talk about industries. You’ve got cars, you’ve got SAS, you have medical supplies, pharmaceuticals, real estate insurance, uh, door to door. You’ve got all the home services and direct sales. You have so many different sales opportunities. I mean, I know people selling heavy sheet machinery equipment B2B, a BDC inside sales on the phone. Now it’s like, okay, if I’m an inside sales guy and I do all my stuff over the phone, maybe in home or presentations might be a better fit. Maybe I’m better not on the phone. Maybe I’m better on the phone, maybe I need a desk job. They keep me accountable and maybe I need somebody not to be always over my shoulder. These are things in questions I’m going to go through that are going to help you better assess yourself and say, could my sales skills be sharper? Could they be applied and make me more money somewhere else? Let’s dive in.
Who Do I Want To Become?
It was door to door and I was slinging, I was making good money. Then I got into this whole set of presentations and making salsa for people and Kmarts and being like, check this out. Like boom, boom, boom. They didn’t love it. I loved kind of the presenting part, but I found a struggled closing like I needed that one-on-one. Boom, close. Now I sell things from the stage, I public speak all over and I sell big coaching and consulting programs. And it is, it was a struggle transitioning. I still find my bread and butter sitting in someone’s home locking a deal down. So I’ve found that I had certain skill sets and I’ve had to progressive Lee move my way up to where now I’m selling six-figure consulting packages. So who do I want to become and what’s my roadmap to get there? So often times we get stuck and we’ve got to say, okay, is this, is there some upward trajectory in the product or industry that I’m in? So take real estate. I have a buddy that was selling $100,000 condos and last week he closed the $30 million ranch, but it’s taken him 10 years and now he’s selling these higher tickets. Well, guess what is commissioned on 30 million at 3% quite a bit of money, right?
Where Is Your Passion?
So this, the second one is what am I passionate about? So nobody is passionate about curves. Nobody’s passionate about killing bugs and pest control. Nobody’s really that like, I mean, you really think about it. Everybody’s like, do what you love, so what you love. I’m like, I got into the solar space and that’s where I made a lot of money and I never was a green thumb guy. I don’t recycle. I wasn’t somebody that sat there and said, let’s save the planet. I was just somebody that said there’s good commissions in it, let’s try it out. And over time I was able to build my own passion for solar to where now I have it. So, I would say check yourself and say am I really passionate about the software I’m selling? Like, it’s software. But, say wait a minute what’s the impact that’s making on the end user? And then I create massive emotion and passion around the impact on the end user, so I say man I’m passionate about people making smart financial decisions. The utility company is not a smart financial decision I’m passionate about investments. I do a lot of real estate investing. So, I said wait, solar is the same as investments. It’s an ROI. It’s an acquisition. It’s a way to create an appreciation and get tax benefits. I’m passionate about educating people on financial smart decisions. I wasn’t really passionate about saving the planet. I’m great I’m grateful that it helps, but I said- how do I create passion for what I’m selling? That would be the number two. If it’s something that you don’t believe in, that’s a huge red flag. Huge red flag.
What Do You Enjoy?
The third one is, I would simply say, what do I enjoy selling? Some people, now, I’ve done all sorts of sales, I sold roofs and satellites and solar and pests and alarms and SAS. I have two software companies. I do business. The business consulting. I’ve sold all sorts of stuff, real estate and I have to ask myself like what do I enjoy? For example, I don’t like the follow-up. I hate following up with customers. I hate talking to him 15 times. Where some people are like- I love relationship sales. I’m like, it’s not summer thing. I like just hit you once, see you later, be done. So I got into some kind of sales where it was very relationship based it nwas very 3-4 months sales processes 20 times follow-up project management and I go. I don’t enjoy this. Like, it’s so tedious. Where, if I just went boom boom boom boom boom and I went back to my just quicker hits, I’d make maybe the same if not more if not less but I’d enjoy it much more so ask yourself do I enjoy the industry or product or sales cycle of what I’m selling.
Then the other one that I’m going to talk about is what is your skill set. Some people are really good openers. Some people are really good closers some people can do this straight to finish. Some people have a grit muscle that’s better than anybody I’m talking like you can grind it out like you don’t mind the cold contact, slam face, get kicked in on the phone or the doors or whatever and that’s your skill set. Like you literally get hit. You get knocked down, get back up again really well. Some people suck at that. So, okay so what’s my skill set? If I’m a grinder, try door-to-door. Like, try something where it’s cold call. Like, you go out and you know how to hustle. Some people aren’t that good at hustling, but they’re in sales and they’re just kind of lazy, but they’re really good with people. So find something that creates appointments for you and you’re the one that’s doing the demo. You’re the second touch. You’re the one that maybe goes after bigger deals and relationship deals that doesn’t require like grind grind grind grind grind. So, ask yourself, like what am I really actually good at and am I in the wrong spot for that? Some people say they’re not that good at the grind but come back to the roots because the grass isn’t always greener at the other side.