Oct. 6, 2026
Overcoming Struggles When You're New In Sales
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Castbox One of Jason's sales reps had studied every methodology, knew the scripts cold, and was doing everything right on paper. AI reviewed his calls and found nothing wrong. His results still weren't landing. What was missing had nothing to do with knowledge.
In this solo episode, Jason Marc Campbell breaks down why the most self-aware, intelligent people often struggle hardest when they're new to sales, and why some of them quit before they ever get good. He covers the Greek framework of logos, pathos and ethos, why your energy matters more than your script, and the self-critical voice that convinces capable people they aren't cut out for this.
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👂Listen out for:
Logos, pathos and ethos in a sales conversation
Why unaware people sometimes learn sales faster
Your self-criticism is the real obstacle, not your skill
Don't become someone you're not to sell
A no today can become a client later
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❤️ New to the Jason Marc Campbell Business Podcast?
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http://jasonmarccampbell.com/book
Subscribe to the YouTube Channel HERE:
https://www.youtube.com/c/sellingwithlove
=====
📱I'd love to connect with you. You can find me, your host, Jason Marc Campbell on the following Channels:
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Note from Jason: This Podcast, as I have, has evolved. From Selling with Love Podcast and Superhumans at Work by Mindvalley. I remain curious and continue to grow into more topics that can support others on a journey for success and fulfilment. Enjoy ;-)
#FransFrancis #JasonMarcCampbell #SellingWithLove
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WEBVTT
00:00.171 --> 00:04.577
[SPEAKER_00]: Here's something I don't want you to do from listening to this episode.
00:05.278 --> 00:07.320
[SPEAKER_00]: I don't want you to become someone you are not.
00:07.881 --> 00:16.152
[SPEAKER_00]: And that's a very big mistake that we might take as we start listening to more and more sales advice is thinking, I need to change who I am, I need to change how I am.
00:19.987 --> 00:27.492
[SPEAKER_00]: Plug into the mind of the world's cutting edge innovators, visionaries and thought leaders, who are rewriting the rules of sales and success.
00:28.272 --> 00:29.934
[SPEAKER_00]: It's your time to make an impact.
00:30.634 --> 00:35.077
[SPEAKER_00]: I am your host, Jason Mark Campbell, and this is The Selling With Love podcast.
00:39.747 --> 00:46.189
[SPEAKER_00]: Welcome back everybody to the selling with love podcast for a very special episode that actually will not feature a guest for today.
00:46.529 --> 00:57.852
[SPEAKER_00]: We have an incredible lineup that's coming in the weeks to come but something really interesting happened to me this week where I'm currently managing an entire sales team and I'm working with some very new individuals in the field of sales.
00:58.432 --> 01:03.114
[SPEAKER_00]: And here's a unique situation about them, which you might find yourself in as well.
01:03.134 --> 01:11.198
[SPEAKER_00]: And we're going to see what kinds of problems typically arise on your journey towards learning to become better at sales, mastering the art of sales.
01:11.919 --> 01:16.621
[SPEAKER_00]: And there's going to be a particular moment in that learning journey that might cause some roadblocks.
01:17.021 --> 01:18.562
[SPEAKER_00]: And here's what I want to set as a preface.
01:19.402 --> 01:29.652
[SPEAKER_00]: If you're already somebody listening to this podcast, you already have an understanding, and you've conceptualized the concept that selling can be a force of good, selling with love works.
01:30.553 --> 01:35.638
[SPEAKER_00]: But you've went out in the field and perhaps things didn't happen as smoothly as you expected.
01:35.818 --> 01:38.500
[SPEAKER_00]: When logically you've understood it.
01:39.241 --> 01:46.245
[SPEAKER_00]: Here's the scenario, Lucian on the sales team has studied multiple modalities that are all around selling with love, soulful selling.
01:46.606 --> 01:52.589
[SPEAKER_00]: You've seen some of our past episodes with friends, who actually teaches them methodology, and he's a graduate from the program.
01:52.930 --> 01:56.432
[SPEAKER_00]: He understands the concept of selling as a service.
01:56.852 --> 02:04.257
[SPEAKER_00]: He studies the personal growth, he studies the sales methodologies, and logically knows how all of these things work.
02:04.897 --> 02:18.681
[SPEAKER_00]: In Lomi Hold, as he goes into an experiment to do a ton of appointment setting, which is a setters position, he's booking appointments with the sales team for people who are considering jumping into a breath work certification program, which is the organization that I represent.
02:19.622 --> 02:23.223
[SPEAKER_00]: In the success rate isn't as high as what was predicted.
02:24.018 --> 02:26.379
[SPEAKER_00]: Now this time, I'm running a retreat in Hawaii, I'm away.
02:26.700 --> 02:28.141
[SPEAKER_00]: And so he has the time to experiment.
02:28.421 --> 02:35.765
[SPEAKER_00]: And when I come back, I decide I'm going to go in and start taking some of these appointments to see what are the conversations, like who are the people on the other side.
02:36.246 --> 02:44.190
[SPEAKER_00]: And as I study and review some of his calls, the first thing I do is something that's very common now that we have a very handy tool called AI.
02:44.911 --> 02:51.875
[SPEAKER_00]: Is I can take everything that's been taught the scripts, and I load them into AI, and I ask, how is this person doing on their sales call?
02:53.816 --> 02:55.517
[SPEAKER_00]: Performing, are they saying anything wrong?
02:56.377 --> 03:02.379
[SPEAKER_00]: The AI will come back, evaluate the language being used, and everything is fine, they're using the right language.
03:02.399 --> 03:08.982
[SPEAKER_00]: They're following the right structure, little feedback here and there, but no red flags, nothing crazy going on.
03:09.842 --> 03:18.825
[SPEAKER_00]: I take on some of the first calls, and I immediately see a much higher success rate, in a way that gets the people enthusiastic about jumping on that conversation with the
03:23.590 --> 03:24.411
[SPEAKER_00]: what's going on?
03:24.992 --> 03:39.887
[SPEAKER_00]: Well, it takes a human to be able to review another human and see that there's maybe some elements that are missing from body language, from the tone of voice, the slight ways of creating pauses here and there, and the overall feeling that you get from the conversation.
03:40.547 --> 03:46.272
[SPEAKER_00]: This is a very trainable part of the experience, and what I want to highlight are going to be three major things to consider.
03:46.732 --> 03:52.597
[SPEAKER_00]: If you're on the path of learning about sales that you want to take into consideration, particularly if you are very headstrong.
03:52.998 --> 03:57.261
[SPEAKER_00]: I'm talking about the students, the good students who are listening to this podcast.
03:57.601 --> 04:03.827
[SPEAKER_00]: This is going to hit close to home, so pay attention, and let's go over some three important lessons that will really help you in this department.
04:04.447 --> 04:12.276
[SPEAKER_00]: Number one is an old Greek methodology around the logos, the pathos, and the ethos.
04:12.697 --> 04:20.906
[SPEAKER_00]: I've spoken about these concepts in the past and in essence, logos is the logic that's going on with what you're saying.
04:20.926 --> 04:21.927
[SPEAKER_00]: Does it make sense?
04:22.748 --> 04:29.671
[SPEAKER_00]: and if you're following a transcript, you're reading the rules, you've studied the sales scripts, your logo is going to be pretty spot on.
04:29.692 --> 04:34.474
[SPEAKER_00]: You're going to know the product, know what you're supposed to do, know what you're supposed to say, know problems there.
04:34.534 --> 04:45.619
[SPEAKER_00]: It's a very easy trainable, but for those who start in sales, this is the one that you spend the most energy on, you think is the most important because you don't want to necessarily mess up, and you want to learn the process.
04:45.819 --> 04:48.741
[SPEAKER_00]: Nothing wrong with that, but it's only one of the critical components.
04:49.301 --> 04:53.162
[SPEAKER_00]: pathos is around how are you empathetically connecting with people.
04:53.643 --> 04:59.845
[SPEAKER_00]: This is where you've heard expressions such as Brian Tracy sharing how, you know, sales is a transference of enthusiasm.
05:00.245 --> 05:07.567
[SPEAKER_00]: Whatever energy you bring to the sales call, how you're empathizing with the person, how you're connecting with them, goes way beyond any of the logic.
05:08.088 --> 05:11.949
[SPEAKER_00]: See, you're going to want to be able to communicate to people's emotions in the process.
05:12.469 --> 05:14.490
[SPEAKER_00]: And there's a very specific reason why.
05:15.490 --> 05:27.733
[SPEAKER_00]: When you communicate, the way that our brain is structured is we first emotionally verify a statement, we logically check and then again put a little bit of an emotional layer to how it comes out to make some sort of decision.
05:28.393 --> 05:34.074
[SPEAKER_00]: If you've ever came across the feelings that come through in a conversation like something doesn't feel right.
05:34.114 --> 05:36.354
[SPEAKER_00]: I'm not feeling particularly excited.
05:36.374 --> 05:38.655
[SPEAKER_00]: The logic is there, but something feels off.
05:38.675 --> 05:38.875
[SPEAKER_00]: The
05:39.195 --> 05:42.438
[SPEAKER_00]: Often times is because you haven't connected empathetically with the person.
05:42.819 --> 05:47.343
[SPEAKER_00]: So whether you're on the buying side or the selling side, this is a really important part.
05:47.984 --> 05:58.354
[SPEAKER_00]: Carrying often builds a huge bridge, especially in short conversations like in a set of role that makes it so that who you're speaking to, if you genuinely care about what they're going to get.
05:58.794 --> 06:04.498
[SPEAKER_00]: On the other side of the conversation with you, it's going to make a huge difference on how you're emotionally connecting with them.
06:05.038 --> 06:06.199
[SPEAKER_00]: Are you curious about them?
06:06.599 --> 06:10.442
[SPEAKER_00]: Are you curious about what they'd be looking to experience with your product in service?
06:11.182 --> 06:18.868
[SPEAKER_00]: This structure of your questions when they are embodied with engenuine curiosity will actually show that you care more about them.
06:19.368 --> 06:24.692
[SPEAKER_00]: And so nurture that curiosity about the person because what you're trying to do in every sales conversation
06:28.494 --> 06:33.616
[SPEAKER_00]: and see if what is it that you recommend as a product actually will help their situation.
06:33.976 --> 06:37.318
[SPEAKER_00]: If you don't know them enough, you sound like somebody who's reading a script.
06:38.098 --> 06:40.799
[SPEAKER_00]: Which speaks a bit about the ethos part of this equation.
06:40.819 --> 06:43.660
[SPEAKER_00]: That's all about your reputation itself, the authority you have.
06:44.140 --> 06:55.285
[SPEAKER_00]: People that were speaking in the Greek, parlaments and sharing ideas in the Senate, well in essence, who you were was just as important as what you were trying to bring for, because your reputation carried a lot of weight.
06:55.945 --> 07:10.857
[SPEAKER_00]: Well, on a sales call, perhaps your identity here is thinking, I'm just a sales person trying to sell to somebody, but I would suggest a more empowering thought here, which is every time you are stepping into a conversation, perhaps with a stranger who doesn't know who you are.
07:11.577 --> 07:17.141
[SPEAKER_00]: One of the most important things is just understanding the identity that you choose when you work up to this call.
07:17.761 --> 07:19.603
[SPEAKER_00]: You are a sales professional.
07:19.983 --> 07:23.825
[SPEAKER_00]: You are there to understand them and recommend a product that fits their needs.
07:24.206 --> 07:25.867
[SPEAKER_00]: You are an agent of service.
07:26.227 --> 07:30.010
[SPEAKER_00]: When you come in with that kind of energy in this kind of ethos.
07:30.790 --> 07:46.559
[SPEAKER_00]: You will start asking the types of questions and come in with the right mindset that people can feel and will get them genuinely more interested in what you have to say because they will feel listened to, heard, and now you're coming in not as someone who's just trying to sell, you are a professional who's there to provide a service.
07:46.999 --> 07:51.182
[SPEAKER_00]: It's a powerful self identity that will ripple into how you affect the people you speak to.
07:51.582 --> 07:53.243
[SPEAKER_00]: So keep that front of mind.
07:53.883 --> 07:59.451
[SPEAKER_00]: Now the second thing that I want to bring forward is a bit of a thing to notice particularly for my A plus students.
07:59.771 --> 08:04.518
[SPEAKER_00]: I'm talking about those who are very good at being intelligent.
08:05.038 --> 08:09.665
[SPEAKER_00]: And here's a problem that happens when you get into the field of sales particularly as a beginner.
08:11.110 --> 08:12.191
[SPEAKER_00]: You'll do your first calls.
08:12.731 --> 08:13.752
[SPEAKER_00]: Will they be perfect?
08:14.293 --> 08:15.714
[SPEAKER_00]: Very likely not.
08:16.295 --> 08:17.676
[SPEAKER_00]: There is a learning curve.
08:17.716 --> 08:32.589
[SPEAKER_00]: There is a training, there is experience, and one of the things I always recommend for people is if you can be in a position where your frequency is high, meaning you can have a lot of conversations with a lot of people for shorter durations of time can help accelerate your learning curve.
08:33.030 --> 08:37.434
[SPEAKER_00]: Repetition creates practice, creates better, not perfect.
08:38.034 --> 08:44.141
[SPEAKER_00]: But you're getting better by being in front of people and testing how does it work, what things I can tweak, how I do it better.
08:44.582 --> 08:52.410
[SPEAKER_00]: The problem for the highly intelligent people, particularly as you will review your own sales call, is you might be hyper critical.
08:53.533 --> 08:56.295
[SPEAKER_00]: You've conceptually understood a lot of concepts and sales.
08:56.335 --> 08:58.216
[SPEAKER_00]: We've narrowed that down at the beginning.
08:58.716 --> 09:02.759
[SPEAKER_00]: So now you're looking at yourself going, oh my God, I was terrible here.
09:03.079 --> 09:03.799
[SPEAKER_00]: I was terrible there.
09:03.899 --> 09:05.420
[SPEAKER_00]: I can't believe I said this.
09:05.821 --> 09:07.282
[SPEAKER_00]: Look at how my posture is.
09:07.342 --> 09:08.462
[SPEAKER_00]: It's all off.
09:09.143 --> 09:16.827
[SPEAKER_00]: And how the entire self-critical part of your brain, which typically is one of those very loud voices in your subconscious,
09:17.808 --> 09:21.190
[SPEAKER_00]: is likely saying messages such as, I can't do this.
09:21.710 --> 09:22.630
[SPEAKER_00]: I'm no good at this.
09:22.890 --> 09:23.871
[SPEAKER_00]: I'm not good enough.
09:24.411 --> 09:25.792
[SPEAKER_00]: I shouldn't be in sales.
09:26.292 --> 09:29.394
[SPEAKER_00]: And this is one of the most terrible things that I see.
09:30.034 --> 09:44.020
[SPEAKER_00]: Because you're talking about people on a path of caring, of wanting to bring this product and service forward, being the most hyperself-critical, giving up in the place of sales, when you see some people that maybe don't even have as much self-awareness.
09:47.662 --> 10:02.448
[SPEAKER_00]: tend to go through a sales training so much faster because they don't have that self-doubt, that self-critical layer in the training phases, that makes them more complete, that...
10:03.728 --> 10:18.037
[SPEAKER_00]: ritual that is required for you to get good at sales, much faster and much more effective that they get to be a place that now they're great at sales and now they get to continue having more success more abundance and they get to push their own products and services forward.
10:18.538 --> 10:28.765
[SPEAKER_00]: Versus when you're out there and you're being hyper critical of yourself when you genuinely had something that might have been a better product, a better service and you decided to give up.
10:29.585 --> 10:31.726
[SPEAKER_00]: And I want to encourage you not to give up.
10:32.186 --> 10:39.050
[SPEAKER_00]: I want you to actually flip that around and realize that, hey, just because you're more self-critical, doesn't mean that you're not cut out for this.
10:39.691 --> 10:41.852
[SPEAKER_00]: I want to give you a sense of peace.
10:42.872 --> 10:46.074
[SPEAKER_00]: That this is a normal part of the training process in sales.
10:46.574 --> 10:52.998
[SPEAKER_00]: And so whatever that voice that is being self-critical, please remind yourself, you are learning, you are training.
10:53.678 --> 11:04.467
[SPEAKER_00]: you will continuously get to improve and you need to keep the energies up because by giving up now, you're not going to get a chance to get to that place where sales will become effortless.
11:05.268 --> 11:07.650
[SPEAKER_00]: And it takes time and that's okay.
11:08.311 --> 11:19.960
[SPEAKER_00]: But I promise you that once you've been able to overcome this, every single area of your life will benefit from the way you get to make money, from the way that you get to connect with other people, even in the ways that you speak with yourself.
11:20.621 --> 11:21.281
[SPEAKER_00]: So please,
11:22.022 --> 11:31.557
[SPEAKER_00]: have some patience, understand that because you're highly intelligence, you are going to be more self-critical and we need to put that little voice and put it on the side for now.
11:32.338 --> 11:36.725
[SPEAKER_00]: Here's something I don't want you to do from listening to this episode.
11:37.426 --> 11:39.467
[SPEAKER_00]: I don't want you to become someone you are not.
11:40.027 --> 11:48.292
[SPEAKER_00]: And that's a very big mistake that we might take as we start listening to more and more sales advice is thinking, I need to change who I am, I need to change how I am.
11:48.932 --> 12:00.499
[SPEAKER_00]: And so if somebody goes into a sales call shadowing me and the way that I deliver a certain sales message is not something you need to copy paste in your own demeanor if it doesn't feel right with you.
12:01.059 --> 12:02.060
[SPEAKER_00]: But I will tell you this.
12:02.820 --> 12:05.383
[SPEAKER_00]: There is a transference of enthusiasm that does happen.
12:05.903 --> 12:17.896
[SPEAKER_00]: I'd want you to have at least an idea that if you are selling, you probably don't want to come across as an energy that is like setting an appointment with your dentist, which is very routine, non-emotional, and
12:18.196 --> 12:24.001
[SPEAKER_00]: Yeah, it might get something into the books, but maybe the people aren't showing up with a certain enthusiasm.
12:24.281 --> 12:35.510
[SPEAKER_00]: And hey, if you are working in the desk, this we feel and you bring in a lot of sales as your reception job, I'm sure you're going to get a whole lot of people enthusiastic about showing up to their appointments, much better and you're booking rate, be much higher.
12:36.030 --> 12:41.594
[SPEAKER_00]: That being said, I want you to think more of the type of energy as somebody who is perhaps God,
12:42.775 --> 12:55.542
[SPEAKER_00]: I might use an example of such as if you're in a nightclub and somebody's trying to sell you a bottle or a table service that there's a certain enthusiasm, there's a certain energy because people have walked in with a certain objective.
12:56.182 --> 13:01.005
[SPEAKER_00]: And maybe the objective wasn't as much as spending that you're recommending as you're selling this additional product.
13:01.505 --> 13:05.706
[SPEAKER_00]: But you at least get to speak with them and think of them as their highest potential.
13:06.166 --> 13:07.607
[SPEAKER_00]: They're trying to have the greatest night in.
13:08.027 --> 13:24.532
[SPEAKER_00]: Hello, I'm not saying that this is the healthiest way to spend your money, but I'm just saying that when you're going into a sales call, you are a service provider of the highest level, and you're trying to get people enthusiastically making a decision, not just about saying yes in the call, but saying yes to the entire process that they're about to go on.
13:25.332 --> 13:30.497
[SPEAKER_00]: It's not about rushing them off the phone, just to get an appointment in or to get the sale in.
13:31.177 --> 13:39.985
[SPEAKER_00]: They need to become clients, you're the gateway into the company, and so whatever emotion you leave them with is just as important as the decision they make by the end of the call.
13:40.586 --> 13:49.393
[SPEAKER_00]: Because I can tell you this, you can have some certain conversations where a person does not buy, but will become a client in the future if your energy is right.
13:50.174 --> 14:03.579
[SPEAKER_00]: You can also have some conversation where you have people that do buy but quickly get a refund after because they either realize that the product can live up to the expectation or they were trying to get you off the phone and find a different way to end the transaction.
14:04.299 --> 14:06.960
[SPEAKER_00]: And so it's not always about what you close in the process.
14:07.220 --> 14:08.861
[SPEAKER_00]: It's about how you close in the process.
14:09.822 --> 14:19.511
[SPEAKER_00]: Sales is an ever-growing space that you can learn and improve in those critical first moment when you're very logical, very left-brain can be particularly hard.
14:19.891 --> 14:27.179
[SPEAKER_00]: So once again, have some patience, understand that you are coming in as a service provider and you want to transfer them to the asm in the process.
14:27.819 --> 14:34.684
[SPEAKER_00]: I will say, just listening to the Selling With Love podcast, we have some incredible sales focused episodes that really go over the sales process.
14:35.304 --> 14:40.968
[SPEAKER_00]: Be curious about that, be learning about that, listen to the speakers who come on the show and how they communicate.
14:41.328 --> 14:43.270
[SPEAKER_00]: How do they make you feel when they communicate?
14:44.010 --> 14:49.613
[SPEAKER_00]: I'll recommend two particularly episode, one which is the one with Brian Tracy, any of the ones we recorded are fantastic.
14:49.653 --> 15:00.940
[SPEAKER_00]: Brian Tracy is a legend when it comes to sales and Rob Hobbson, who talked about the art of sales, incredible episode that really brings you those timeless advice that will help you in that journey to become better at sales.
15:01.800 --> 15:16.874
[SPEAKER_00]: And I want you to keep in mind that if you always have that right energy, which is what you offer is so much more than what you ask and return for every conversation you have from the appointments you're booking, from the sales that you're making, every single human on the other side has a problem.
15:17.314 --> 15:20.477
[SPEAKER_00]: You potentially have a solution that might fix their problem.
15:20.997 --> 15:35.480
[SPEAKER_00]: Your job is to be curious enough to ask the questions that will make you understand their problem better, maybe even better than they ever understood it themselves, and see if what you recommend is going to be the right solution to get them to a place where they're better off than if they would have never interacted with you in the first place.
15:36.081 --> 15:45.923
[SPEAKER_00]: And if you're going with that kind of mindset, sky is the limit, you'll be a person of service, people want to do business with you, and you'll be able to grow a scale, all while doing it, with selling, with love.
15:50.737 --> 15:55.296
[SPEAKER_00]: I am your host, Jason Mark Campbell, and this is The Selling With Love podcast.
00:00.171 --> 00:04.577
[SPEAKER_00]: Here's something I don't want you to do from listening to this episode.
00:05.278 --> 00:07.320
[SPEAKER_00]: I don't want you to become someone you are not.
00:07.881 --> 00:16.152
[SPEAKER_00]: And that's a very big mistake that we might take as we start listening to more and more sales advice is thinking, I need to change who I am, I need to change how I am.
00:19.987 --> 00:27.492
[SPEAKER_00]: Plug into the mind of the world's cutting edge innovators, visionaries and thought leaders, who are rewriting the rules of sales and success.
00:28.272 --> 00:29.934
[SPEAKER_00]: It's your time to make an impact.
00:30.634 --> 00:35.077
[SPEAKER_00]: I am your host, Jason Mark Campbell, and this is The Selling With Love podcast.
00:39.747 --> 00:46.189
[SPEAKER_00]: Welcome back everybody to the selling with love podcast for a very special episode that actually will not feature a guest for today.
00:46.529 --> 00:57.852
[SPEAKER_00]: We have an incredible lineup that's coming in the weeks to come but something really interesting happened to me this week where I'm currently managing an entire sales team and I'm working with some very new individuals in the field of sales.
00:58.432 --> 01:03.114
[SPEAKER_00]: And here's a unique situation about them, which you might find yourself in as well.
01:03.134 --> 01:11.198
[SPEAKER_00]: And we're going to see what kinds of problems typically arise on your journey towards learning to become better at sales, mastering the art of sales.
01:11.919 --> 01:16.621
[SPEAKER_00]: And there's going to be a particular moment in that learning journey that might cause some roadblocks.
01:17.021 --> 01:18.562
[SPEAKER_00]: And here's what I want to set as a preface.
01:19.402 --> 01:29.652
[SPEAKER_00]: If you're already somebody listening to this podcast, you already have an understanding, and you've conceptualized the concept that selling can be a force of good, selling with love works.
01:30.553 --> 01:35.638
[SPEAKER_00]: But you've went out in the field and perhaps things didn't happen as smoothly as you expected.
01:35.818 --> 01:38.500
[SPEAKER_00]: When logically you've understood it.
01:39.241 --> 01:46.245
[SPEAKER_00]: Here's the scenario, Lucian on the sales team has studied multiple modalities that are all around selling with love, soulful selling.
01:46.606 --> 01:52.589
[SPEAKER_00]: You've seen some of our past episodes with friends, who actually teaches them methodology, and he's a graduate from the program.
01:52.930 --> 01:56.432
[SPEAKER_00]: He understands the concept of selling as a service.
01:56.852 --> 02:04.257
[SPEAKER_00]: He studies the personal growth, he studies the sales methodologies, and logically knows how all of these things work.
02:04.897 --> 02:18.681
[SPEAKER_00]: In Lomi Hold, as he goes into an experiment to do a ton of appointment setting, which is a setters position, he's booking appointments with the sales team for people who are considering jumping into a breath work certification program, which is the organization that I represent.
02:19.622 --> 02:23.223
[SPEAKER_00]: In the success rate isn't as high as what was predicted.
02:24.018 --> 02:26.379
[SPEAKER_00]: Now this time, I'm running a retreat in Hawaii, I'm away.
02:26.700 --> 02:28.141
[SPEAKER_00]: And so he has the time to experiment.
02:28.421 --> 02:35.765
[SPEAKER_00]: And when I come back, I decide I'm going to go in and start taking some of these appointments to see what are the conversations, like who are the people on the other side.
02:36.246 --> 02:44.190
[SPEAKER_00]: And as I study and review some of his calls, the first thing I do is something that's very common now that we have a very handy tool called AI.
02:44.911 --> 02:51.875
[SPEAKER_00]: Is I can take everything that's been taught the scripts, and I load them into AI, and I ask, how is this person doing on their sales call?
02:53.816 --> 02:55.517
[SPEAKER_00]: Performing, are they saying anything wrong?
02:56.377 --> 03:02.379
[SPEAKER_00]: The AI will come back, evaluate the language being used, and everything is fine, they're using the right language.
03:02.399 --> 03:08.982
[SPEAKER_00]: They're following the right structure, little feedback here and there, but no red flags, nothing crazy going on.
03:09.842 --> 03:18.825
[SPEAKER_00]: I take on some of the first calls, and I immediately see a much higher success rate, in a way that gets the people enthusiastic about jumping on that conversation with the
03:23.590 --> 03:24.411
[SPEAKER_00]: what's going on?
03:24.992 --> 03:39.887
[SPEAKER_00]: Well, it takes a human to be able to review another human and see that there's maybe some elements that are missing from body language, from the tone of voice, the slight ways of creating pauses here and there, and the overall feeling that you get from the conversation.
03:40.547 --> 03:46.272
[SPEAKER_00]: This is a very trainable part of the experience, and what I want to highlight are going to be three major things to consider.
03:46.732 --> 03:52.597
[SPEAKER_00]: If you're on the path of learning about sales that you want to take into consideration, particularly if you are very headstrong.
03:52.998 --> 03:57.261
[SPEAKER_00]: I'm talking about the students, the good students who are listening to this podcast.
03:57.601 --> 04:03.827
[SPEAKER_00]: This is going to hit close to home, so pay attention, and let's go over some three important lessons that will really help you in this department.
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[SPEAKER_00]: Number one is an old Greek methodology around the logos, the pathos, and the ethos.
04:12.697 --> 04:20.906
[SPEAKER_00]: I've spoken about these concepts in the past and in essence, logos is the logic that's going on with what you're saying.
04:20.926 --> 04:21.927
[SPEAKER_00]: Does it make sense?
04:22.748 --> 04:29.671
[SPEAKER_00]: and if you're following a transcript, you're reading the rules, you've studied the sales scripts, your logo is going to be pretty spot on.
04:29.692 --> 04:34.474
[SPEAKER_00]: You're going to know the product, know what you're supposed to do, know what you're supposed to say, know problems there.
04:34.534 --> 04:45.619
[SPEAKER_00]: It's a very easy trainable, but for those who start in sales, this is the one that you spend the most energy on, you think is the most important because you don't want to necessarily mess up, and you want to learn the process.
04:45.819 --> 04:48.741
[SPEAKER_00]: Nothing wrong with that, but it's only one of the critical components.
04:49.301 --> 04:53.162
[SPEAKER_00]: pathos is around how are you empathetically connecting with people.
04:53.643 --> 04:59.845
[SPEAKER_00]: This is where you've heard expressions such as Brian Tracy sharing how, you know, sales is a transference of enthusiasm.
05:00.245 --> 05:07.567
[SPEAKER_00]: Whatever energy you bring to the sales call, how you're empathizing with the person, how you're connecting with them, goes way beyond any of the logic.
05:08.088 --> 05:11.949
[SPEAKER_00]: See, you're going to want to be able to communicate to people's emotions in the process.
05:12.469 --> 05:14.490
[SPEAKER_00]: And there's a very specific reason why.
05:15.490 --> 05:27.733
[SPEAKER_00]: When you communicate, the way that our brain is structured is we first emotionally verify a statement, we logically check and then again put a little bit of an emotional layer to how it comes out to make some sort of decision.
05:28.393 --> 05:34.074
[SPEAKER_00]: If you've ever came across the feelings that come through in a conversation like something doesn't feel right.
05:34.114 --> 05:36.354
[SPEAKER_00]: I'm not feeling particularly excited.
05:36.374 --> 05:38.655
[SPEAKER_00]: The logic is there, but something feels off.
05:38.675 --> 05:38.875
[SPEAKER_00]: The
05:39.195 --> 05:42.438
[SPEAKER_00]: Often times is because you haven't connected empathetically with the person.
05:42.819 --> 05:47.343
[SPEAKER_00]: So whether you're on the buying side or the selling side, this is a really important part.
05:47.984 --> 05:58.354
[SPEAKER_00]: Carrying often builds a huge bridge, especially in short conversations like in a set of role that makes it so that who you're speaking to, if you genuinely care about what they're going to get.
05:58.794 --> 06:04.498
[SPEAKER_00]: On the other side of the conversation with you, it's going to make a huge difference on how you're emotionally connecting with them.
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[SPEAKER_00]: Are you curious about them?
06:06.599 --> 06:10.442
[SPEAKER_00]: Are you curious about what they'd be looking to experience with your product in service?
06:11.182 --> 06:18.868
[SPEAKER_00]: This structure of your questions when they are embodied with engenuine curiosity will actually show that you care more about them.
06:19.368 --> 06:24.692
[SPEAKER_00]: And so nurture that curiosity about the person because what you're trying to do in every sales conversation
06:28.494 --> 06:33.616
[SPEAKER_00]: and see if what is it that you recommend as a product actually will help their situation.
06:33.976 --> 06:37.318
[SPEAKER_00]: If you don't know them enough, you sound like somebody who's reading a script.
06:38.098 --> 06:40.799
[SPEAKER_00]: Which speaks a bit about the ethos part of this equation.
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[SPEAKER_00]: That's all about your reputation itself, the authority you have.
06:44.140 --> 06:55.285
[SPEAKER_00]: People that were speaking in the Greek, parlaments and sharing ideas in the Senate, well in essence, who you were was just as important as what you were trying to bring for, because your reputation carried a lot of weight.
06:55.945 --> 07:10.857
[SPEAKER_00]: Well, on a sales call, perhaps your identity here is thinking, I'm just a sales person trying to sell to somebody, but I would suggest a more empowering thought here, which is every time you are stepping into a conversation, perhaps with a stranger who doesn't know who you are.
07:11.577 --> 07:17.141
[SPEAKER_00]: One of the most important things is just understanding the identity that you choose when you work up to this call.
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[SPEAKER_00]: You are a sales professional.
07:19.983 --> 07:23.825
[SPEAKER_00]: You are there to understand them and recommend a product that fits their needs.
07:24.206 --> 07:25.867
[SPEAKER_00]: You are an agent of service.
07:26.227 --> 07:30.010
[SPEAKER_00]: When you come in with that kind of energy in this kind of ethos.
07:30.790 --> 07:46.559
[SPEAKER_00]: You will start asking the types of questions and come in with the right mindset that people can feel and will get them genuinely more interested in what you have to say because they will feel listened to, heard, and now you're coming in not as someone who's just trying to sell, you are a professional who's there to provide a service.
07:46.999 --> 07:51.182
[SPEAKER_00]: It's a powerful self identity that will ripple into how you affect the people you speak to.
07:51.582 --> 07:53.243
[SPEAKER_00]: So keep that front of mind.
07:53.883 --> 07:59.451
[SPEAKER_00]: Now the second thing that I want to bring forward is a bit of a thing to notice particularly for my A plus students.
07:59.771 --> 08:04.518
[SPEAKER_00]: I'm talking about those who are very good at being intelligent.
08:05.038 --> 08:09.665
[SPEAKER_00]: And here's a problem that happens when you get into the field of sales particularly as a beginner.
08:11.110 --> 08:12.191
[SPEAKER_00]: You'll do your first calls.
08:12.731 --> 08:13.752
[SPEAKER_00]: Will they be perfect?
08:14.293 --> 08:15.714
[SPEAKER_00]: Very likely not.
08:16.295 --> 08:17.676
[SPEAKER_00]: There is a learning curve.
08:17.716 --> 08:32.589
[SPEAKER_00]: There is a training, there is experience, and one of the things I always recommend for people is if you can be in a position where your frequency is high, meaning you can have a lot of conversations with a lot of people for shorter durations of time can help accelerate your learning curve.
08:33.030 --> 08:37.434
[SPEAKER_00]: Repetition creates practice, creates better, not perfect.
08:38.034 --> 08:44.141
[SPEAKER_00]: But you're getting better by being in front of people and testing how does it work, what things I can tweak, how I do it better.
08:44.582 --> 08:52.410
[SPEAKER_00]: The problem for the highly intelligent people, particularly as you will review your own sales call, is you might be hyper critical.
08:53.533 --> 08:56.295
[SPEAKER_00]: You've conceptually understood a lot of concepts and sales.
08:56.335 --> 08:58.216
[SPEAKER_00]: We've narrowed that down at the beginning.
08:58.716 --> 09:02.759
[SPEAKER_00]: So now you're looking at yourself going, oh my God, I was terrible here.
09:03.079 --> 09:03.799
[SPEAKER_00]: I was terrible there.
09:03.899 --> 09:05.420
[SPEAKER_00]: I can't believe I said this.
09:05.821 --> 09:07.282
[SPEAKER_00]: Look at how my posture is.
09:07.342 --> 09:08.462
[SPEAKER_00]: It's all off.
09:09.143 --> 09:16.827
[SPEAKER_00]: And how the entire self-critical part of your brain, which typically is one of those very loud voices in your subconscious,
09:17.808 --> 09:21.190
[SPEAKER_00]: is likely saying messages such as, I can't do this.
09:21.710 --> 09:22.630
[SPEAKER_00]: I'm no good at this.
09:22.890 --> 09:23.871
[SPEAKER_00]: I'm not good enough.
09:24.411 --> 09:25.792
[SPEAKER_00]: I shouldn't be in sales.
09:26.292 --> 09:29.394
[SPEAKER_00]: And this is one of the most terrible things that I see.
09:30.034 --> 09:44.020
[SPEAKER_00]: Because you're talking about people on a path of caring, of wanting to bring this product and service forward, being the most hyperself-critical, giving up in the place of sales, when you see some people that maybe don't even have as much self-awareness.
09:47.662 --> 10:02.448
[SPEAKER_00]: tend to go through a sales training so much faster because they don't have that self-doubt, that self-critical layer in the training phases, that makes them more complete, that...
10:03.728 --> 10:18.037
[SPEAKER_00]: ritual that is required for you to get good at sales, much faster and much more effective that they get to be a place that now they're great at sales and now they get to continue having more success more abundance and they get to push their own products and services forward.
10:18.538 --> 10:28.765
[SPEAKER_00]: Versus when you're out there and you're being hyper critical of yourself when you genuinely had something that might have been a better product, a better service and you decided to give up.
10:29.585 --> 10:31.726
[SPEAKER_00]: And I want to encourage you not to give up.
10:32.186 --> 10:39.050
[SPEAKER_00]: I want you to actually flip that around and realize that, hey, just because you're more self-critical, doesn't mean that you're not cut out for this.
10:39.691 --> 10:41.852
[SPEAKER_00]: I want to give you a sense of peace.
10:42.872 --> 10:46.074
[SPEAKER_00]: That this is a normal part of the training process in sales.
10:46.574 --> 10:52.998
[SPEAKER_00]: And so whatever that voice that is being self-critical, please remind yourself, you are learning, you are training.
10:53.678 --> 11:04.467
[SPEAKER_00]: you will continuously get to improve and you need to keep the energies up because by giving up now, you're not going to get a chance to get to that place where sales will become effortless.
11:05.268 --> 11:07.650
[SPEAKER_00]: And it takes time and that's okay.
11:08.311 --> 11:19.960
[SPEAKER_00]: But I promise you that once you've been able to overcome this, every single area of your life will benefit from the way you get to make money, from the way that you get to connect with other people, even in the ways that you speak with yourself.
11:20.621 --> 11:21.281
[SPEAKER_00]: So please,
11:22.022 --> 11:31.557
[SPEAKER_00]: have some patience, understand that because you're highly intelligence, you are going to be more self-critical and we need to put that little voice and put it on the side for now.
11:32.338 --> 11:36.725
[SPEAKER_00]: Here's something I don't want you to do from listening to this episode.
11:37.426 --> 11:39.467
[SPEAKER_00]: I don't want you to become someone you are not.
11:40.027 --> 11:48.292
[SPEAKER_00]: And that's a very big mistake that we might take as we start listening to more and more sales advice is thinking, I need to change who I am, I need to change how I am.
11:48.932 --> 12:00.499
[SPEAKER_00]: And so if somebody goes into a sales call shadowing me and the way that I deliver a certain sales message is not something you need to copy paste in your own demeanor if it doesn't feel right with you.
12:01.059 --> 12:02.060
[SPEAKER_00]: But I will tell you this.
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[SPEAKER_00]: There is a transference of enthusiasm that does happen.
12:05.903 --> 12:17.896
[SPEAKER_00]: I'd want you to have at least an idea that if you are selling, you probably don't want to come across as an energy that is like setting an appointment with your dentist, which is very routine, non-emotional, and
12:18.196 --> 12:24.001
[SPEAKER_00]: Yeah, it might get something into the books, but maybe the people aren't showing up with a certain enthusiasm.
12:24.281 --> 12:35.510
[SPEAKER_00]: And hey, if you are working in the desk, this we feel and you bring in a lot of sales as your reception job, I'm sure you're going to get a whole lot of people enthusiastic about showing up to their appointments, much better and you're booking rate, be much higher.
12:36.030 --> 12:41.594
[SPEAKER_00]: That being said, I want you to think more of the type of energy as somebody who is perhaps God,
12:42.775 --> 12:55.542
[SPEAKER_00]: I might use an example of such as if you're in a nightclub and somebody's trying to sell you a bottle or a table service that there's a certain enthusiasm, there's a certain energy because people have walked in with a certain objective.
12:56.182 --> 13:01.005
[SPEAKER_00]: And maybe the objective wasn't as much as spending that you're recommending as you're selling this additional product.
13:01.505 --> 13:05.706
[SPEAKER_00]: But you at least get to speak with them and think of them as their highest potential.
13:06.166 --> 13:07.607
[SPEAKER_00]: They're trying to have the greatest night in.
13:08.027 --> 13:24.532
[SPEAKER_00]: Hello, I'm not saying that this is the healthiest way to spend your money, but I'm just saying that when you're going into a sales call, you are a service provider of the highest level, and you're trying to get people enthusiastically making a decision, not just about saying yes in the call, but saying yes to the entire process that they're about to go on.
13:25.332 --> 13:30.497
[SPEAKER_00]: It's not about rushing them off the phone, just to get an appointment in or to get the sale in.
13:31.177 --> 13:39.985
[SPEAKER_00]: They need to become clients, you're the gateway into the company, and so whatever emotion you leave them with is just as important as the decision they make by the end of the call.
13:40.586 --> 13:49.393
[SPEAKER_00]: Because I can tell you this, you can have some certain conversations where a person does not buy, but will become a client in the future if your energy is right.
13:50.174 --> 14:03.579
[SPEAKER_00]: You can also have some conversation where you have people that do buy but quickly get a refund after because they either realize that the product can live up to the expectation or they were trying to get you off the phone and find a different way to end the transaction.
14:04.299 --> 14:06.960
[SPEAKER_00]: And so it's not always about what you close in the process.
14:07.220 --> 14:08.861
[SPEAKER_00]: It's about how you close in the process.
14:09.822 --> 14:19.511
[SPEAKER_00]: Sales is an ever-growing space that you can learn and improve in those critical first moment when you're very logical, very left-brain can be particularly hard.
14:19.891 --> 14:27.179
[SPEAKER_00]: So once again, have some patience, understand that you are coming in as a service provider and you want to transfer them to the asm in the process.
14:27.819 --> 14:34.684
[SPEAKER_00]: I will say, just listening to the Selling With Love podcast, we have some incredible sales focused episodes that really go over the sales process.
14:35.304 --> 14:40.968
[SPEAKER_00]: Be curious about that, be learning about that, listen to the speakers who come on the show and how they communicate.
14:41.328 --> 14:43.270
[SPEAKER_00]: How do they make you feel when they communicate?
14:44.010 --> 14:49.613
[SPEAKER_00]: I'll recommend two particularly episode, one which is the one with Brian Tracy, any of the ones we recorded are fantastic.
14:49.653 --> 15:00.940
[SPEAKER_00]: Brian Tracy is a legend when it comes to sales and Rob Hobbson, who talked about the art of sales, incredible episode that really brings you those timeless advice that will help you in that journey to become better at sales.
15:01.800 --> 15:16.874
[SPEAKER_00]: And I want you to keep in mind that if you always have that right energy, which is what you offer is so much more than what you ask and return for every conversation you have from the appointments you're booking, from the sales that you're making, every single human on the other side has a problem.
15:17.314 --> 15:20.477
[SPEAKER_00]: You potentially have a solution that might fix their problem.
15:20.997 --> 15:35.480
[SPEAKER_00]: Your job is to be curious enough to ask the questions that will make you understand their problem better, maybe even better than they ever understood it themselves, and see if what you recommend is going to be the right solution to get them to a place where they're better off than if they would have never interacted with you in the first place.
15:36.081 --> 15:45.923
[SPEAKER_00]: And if you're going with that kind of mindset, sky is the limit, you'll be a person of service, people want to do business with you, and you'll be able to grow a scale, all while doing it, with selling, with love.
15:50.737 --> 15:55.296
[SPEAKER_00]: I am your host, Jason Mark Campbell, and this is The Selling With Love podcast.
