The Essence of Sales

00:00
So now, you’re good to go.

Corie Dawson 00:01
Alright. So everyone makes a big song and dance about selling. Okay, now I really want you to relax your minds around selling. Don’t worry about writing this down, you’ve got to record it. Selling is actually very easy. Right? It’s about asking the right questions. Right. And it’s not about who’s got the biggest deck and who can get the biggest deal in the system has been designed for you. Right? To take all the things out of it. So stop overthinking things. Stop trying to force things, you don’t need to do that. You just need to go okay, who am I speaking with? Right? You speak with a client that’s got one staff member? Right? Very simple, okay, it doesn’t take a genius to figure out they’ve got one staff member, you go to the top end of the scale, the bottom of the scale, but what what are you guys doing? Pushing as far as, as far as you can go. And that’s where he goes. Because like, I want to get the maximum value out of this, I want to do you kind of get burned, just shut it down and move on. And in some instances, this is the core of the saying is I look and be honest about and this is the genius behind, what I’m trying to teach you about. The morality of being a great salesperson, is if it’s not fit for them. You say, Look, I’m gonna be honest with you, I don’t think it’s fit for you. And I think it’s fine. And that’s good for your soul. Because you’d never sell something that doesn’t fit. Don’t sell it, please. Because we live in an abundant world where there’s endless amounts of opportunity. You pick up the phone, you speak to someone else, another opportunity will present. Do you get this concept? Yeah. But if you start acting desperate, you’ll get desperate outcomes. This for outcomes is you’re pitching someone that has no forge capacity, because you’re blindsided by what you want. You don’t care about what they need. And maybe you’re smart enough to sell it that in three weeks time, they cancel. Say so a moment of truth right there. Right. So what I’m trying to explain to you is this, it’s very simple. The system has been designed for you. So you don’t need to think. And that’s a problem, you do too much thinking you’re doing too much. You’re trying to control something that always ends up in the same place. It’s like if I throw a rock up in the air, where’s end up on the ground, right? What about the throat really hard hat still coming out, I really throw it as high as I can, like, you know, would end up stumbling around. And this is sales. This is personality yourselves. So it’s got to end up on the ground, save yourself some energy and put on the ground. Don’t try throw on the ground. Don’t try throw it up. It doesn’t belong in a box on the ground. So what I’m trying to get at this analogy is every client has a as a as a membership for them. And then it has packages to them to then resolve any of their requirements. Stick to the stick to the rules, break the rules. And your ego we happy. I’m a great salesperson. I got away with it. That quote what does he know I’m a better salesman than him. Right. But at the end of that what ends up happening most of the time

03:31
you do get the deal. And from anywhere from like a month to three months down the road, they come off anyway, they come off

Corie Dawson 03:39
because the rock should have been placed neatly on the floor. Okay, because there’s my haha just wrote gravity or whatever. Okay. And that’s the thing, like you got to understand a salesperson is not a great salesperson because they can sell this is the this is the misconception of a salesperson, let me tell you a little secret. It’s about basically understanding someone’s financial capacity. It’s about understanding what their needs are. Not what they want, what they need, and matching their financial capacity with their needs, not they want because what they want is some big, you know, schlong, you know, package on, you know, because they also have the ego. So you’re there to say, hey, look, you know, and you celebrated right away. Look, I don’t think you need to spend that much to be honest with you, okay? Look, your website’s not the best. So let’s just start you off somewhere, somebody small, and then we can build up over the next 12 to six months. Right? You said you want this or I’ll add that for you. Right? Let’s keep your budget nice and low. And they might fight you on this. But I promise you this at the end of it. Right? They will sign up. And they will probably say I can’t guarantee that but they will sign up to short if they have the financial capacity. And you put them in the lower end of the page. So that’s I always say there’s a tolerance, right? Just understand what every deal is a tolerance, right? And if you push outside of that tolerance, it will then flick back into where it should have been. And if it’s too far, obviously, it makes sense. That’s why I created all the memberships and all the packages. So you get the perfect blend to match their financial capacity. Understand it, that’s what you’re looking for is their financial capacity, then with their financial capacity, you’re balancing out their needs, not their wants. Okay. So if they have a very small budget, what’s the bottom end package for their membership? Yeah, to fully fund in order to do nothing. So

05:39
the bottom end membership as far as, like our copywriting, and the customer service side of things is pure

Corie Dawson 05:44
Weber. So that’s what you this, you sell them? Because every website needs work, right? Yeah. So I say, Look, your website sucks in a very different way. I know you want to rank, like that $400 million company that has a $40,000 month budget. But honestly, that’s never gonna happen. But let’s start off something like like, you know, your website is really average. You know, you’ve got a great product, you’ve got a great business. Your website is not trying, let’s just work on one baby thing at a time. Let’s build a relationship between your company and my company, and see where this journey gets us. Like, you know, I’ve I want to get the top rankings and you know, my competitors up here, and I know what you’re thinking. You think you wanna shoot your shot. And in reality, after the meeting is finished up, they’re looking at their bill with a credit card. And they’re like, fuck it, I’ll just give it a go and see what happens. Then one month, two months passes and nothing happens. So they cancel. Right? But this what I’m saying to you put them into the waitstaff things are happening, things are changing, right? They can fuck yeah, a lot more, which sounds fantastic. Right? They have a great experience, they say, then you say look, what are we focused on some SEO stuff you say you to my SEO because, you know, there’s no point ranking a website that looks like trash. Right? And you slow burn. Right? The customer stays and why is it so important? The customer site.

07:23
Because we’ve also learned I’m sorry to speak, for all. For us, we’re trying to go super wide, not super high, so that the clients on board, the better is for us. If they work with us, it’s the best marketing company, the country,

Corie Dawson 07:35
what it allows you enables you to employ people for your future. So you can grow, you can grow your businesses Zeke key in one day, you you want to have your own team, right, maybe not right now, if I think was too early, but you need to be thinking about retiring early to be thinking about having a team. If you think about your kids, what schools what area will live in, these are the things that you need to be thinking about now. Right? Because the great thing is there’s no pressure on you right now. You don’t need to like, like, exert yourself out of fear. You exert yourself. Because you feel like it because you want to get ahead. Like everyone else, everyone else is doing stuff because they have to do it, you get that right. I’m having a family and his White House and he’s had to deposit you know, my kids are on the waitlist, it’s just too late, too little too late. And this what I’m saying to you, right? All of that retirement talk stems back to in the present on how to handle the client. Because you just go along like the tortoise and just acquire small clients, small clients, more clients and everyday you acquire maybe two to three clients and have like a 90% close ratio. You’re going to feel much better about yourself because slowly slowly you’re building your business, you know, as opposed to this hit and miss approach. You know, I’ve got him in boys like you know, the big snapper. I mean, look, look, look how big my Dickies. It’s a big sale. It’s a big sale. But yeah, but let me ask you a question. How would you close this week? I only have one who means fuck all to me, I’d rather have 10 Small, sweet little fish. Then one big one because one big one is just for you. 10 small ones is what you really want for your future. Okay, so staff out of it. Right focus around. So, you know, do I think that these people that you had were shipped clients, and I don’t I think you handled them poorly. I think you’re thinking about, you know, and I’m not trying to hammer you on this, but we all have an ego. And the problem is when you’re in a testosterone fueled environment, right? You think winning winning the game is getting the biggest nicest deal on the table. Right? I think the way to win the game is small sticks are hard to break. Right? That’s why I never went to the top end of town. There’s Why not attended, because I’m not interested in that market. Okay, that later, I’ll wrap up with my little sticks. We were impossible to break. And then I’ll be organized tend to tend to wipe out all the competitors, which I’ve said, for decades. And I’m very patient, I’ll just sit quietly and keep building the sticks. Keep building. Because, you know, small fish tastes sweet. Okay, so just always remember small fish tastes sweet. So when you assess yourself, okay, you should be making decisions and have 100% close ratio. And let me explain what this means for your mind. 100 100% close ratio doesn’t mean you got the deal. 100% of time, it means you made the decision where that client is going to become a quiet or not become a client. You understand? Yeah, so you’re gonna say look, Mister, mister, Mr. Smith, I don’t think we fit for you. But we’ll call you in four months time. That’s a close, you made the call on not them. Right? And you might know, What’s the fucking difference? Like, this is stupid. It makes a huge difference because you’re in control. And you need to be in control. And you need to have an ethical morality it has like you so because then when it comes time to push, and you got a good client, you go, No, I want your business. You need us. And this is happening. And the client will feel the energy because you’re pulling the energy from all those clients that you made a decision for because you have 100% control rate. So close rate is actually control right? In the sand. It’s not me, I make decisions all the time. And you know, you trust me why

11:37
Trump receive 100% control?

Corie Dawson 11:40
Because I only make decisions that are good for you. I don’t make decisions that are good for me. I’ll put you first always, always, always put you guys first. Right? And that’s why when I make decisions

Corie Dawson 12:02
because of that fight that fuck, like, you know, and somehow somewhat sessions a bit unnerving, like, you know, like changing packages, they sent the other. Right, like trainings, you know, like, we’re moving in terms of like, you know, the team’s research cool. Research calls their decisions for you. And it’s about making good decisions all the time. It’s like, how big is the decision or how many decisions I make, they need to be good decisions and precise decisions. That’s why when we did the good dogs, black cats, and then now introduce the drillers you’re like, all shit you have pulled out? And should you back to bare bones. But there’s a reason for that. And it’s not about how much money can quarry make, because it’s going to impact us, probably negatively for a while. All of us, but the skill sets that you are all going to attain as a leadership crew, because that’s how I look at your is your leaders. And I want you to think about that for a minute. You’re all leadership material, right? And Hamish, Look, we all have to be leaders. But you’re underestimate how big I want to grow this company. So the name of the game is to put as much pain into the day as possible. For the future. That’s what investing is. And I’m a great investor. You think about when you buy bitcoin, you know, that’s money that you can get, you can blow it on fun stuff. You know, instead of buying big one by a fucking twin turbo, you know, you know, instead of buying Bitcoin, you know, but and these are all personal choices, like whether it’s Bitcoin or buy a house or, like you understand investment is all about pain. You’re putting the pain today, for pleasure tomorrow. And that’s what I’m saying to you with regards to these clients when you sign them up, right is take the PayPal option, put them on the swarm package, because you can always go back to them in six months time once you have the credibility and say, hey, look, you know, I think it’s time to upsell now. And they go Yeah, actually, you’re the first decision you made to start the company. I’m really happy and I really love Bella. She’s great

14:31
to me meeting he’s gonna get to right now because I’m getting cold. I think he’s in shadow.