Josh

"If you only had 10 minutes to teach someone sales, what would you tell them?" I've personally closed $15m+, selling tickets between $3k-$150k across B2C and B2B. I've coached sales reps to their first $10k, $15k, $20k, $25k, and $30k months. If I only had 10 minutes to coach someone, this is what I'd cover.

Where "sales training" gets it wrong

My most controversial sales opinion is that scripts are effectively useless. I managed one of the largest and fastest growing info teams and ran training from when we were at $200k/mo all the way to $4.5m/mo. The amount of time we spent working on our "script" was virtually non existent. The time we spent working on understanding buyers, what they WEREN'T saying, and how we could best handle that situation to get them to close was immense. When you're having a sales call, your prospect isn't following a script. You shouldn't be either.

How to make November your highest earning month

Best in the game at sales coaching. I’ve recently started taking on more reps for consulting as I have a ridiculous amount of experience in the space across B2C and B2B. I’ve already gotten many messages like this. When you’ve managed teams, sold to buyers of all types, and can see actual bottlenecks (NOT just what happens on calls) giving advice that leads to results is second nature.

I'm giving away something people pay me $5k+ to learn for FREE. It covers a psychological trick that almost no salespeople are using - and not using it is costing you deals without you even recognizing it. "The lead wasn't qualified! They weren't committed!" = You didn't utilize this trick. "They were giving me shitty answers!" = You didn't utilize this trick. It's so simple to use too and something that if I would have known when I was starting in sales would have made me hundreds of thousands more in commission. This is a recorded training from my coaching program and I'll let you have it for free as long as you like or retweet this post and are following me. Video will go out via DMs.

YOU PROBABLY DON'T KNOW WHY YOUR PROSPECTS AREN'T BUYING. You get no-showed call 2s, we'll get back to you soon, unanswered emails about moving forward. You think "All good, I can just do more activity." "I need to get them on the phone so I can 'objection handle'." You chase harder and text/call for the 10th time. It feels like an uphill battle. In reality, your problem was upstream in the conversation. When you fix this and truly SELL your prospects, you start hearing more: “How can we get started?” “Payment made.” “I’m so glad we found you guys.” You still have to work. But you’re no longer the only person trying to move the deal forward. That’s when sales starts feeling like the easiest job in the world.

The 5 star resorts. Dream cars and watches. Thousand dollar steaks. Renting a yacht for my family. Traveling around the world. All came from sales. A few years ago I had less than nothing. Learning to sell changed my life forever.

When on a live demo, a healthy mindset for sellers is to believe "all reasons are good reasons to buy." Resistance will vanish and you'll have a far easier time influencing your prospect than if you avoided this. What do I mean? You ask two different prospects: "How long have you been looking at solving this?" Prospect 1: "About a year now." Salesperson: "Great, I can tell you're taking this decision seriously. Most of our best clients did the same. That said, in your opinion what's gotten in the way of finding a solution?" Prospect 2: "The need just arose, so we've just begun our search." Salesperson: "That's great, kudos to your for figuring this out quickly. Most people wait and it costs them." If you're present, you can turn anything into a positive reason to buy and you should - it's one of the most persuasive things you can implement on calls.

Salespeople overemphasize "qualification" at the b2c level. You're missing out on sales daily by being too rigid. Reminder that the entire job is to convince someone that the program/package you sell is worth more than the cash/credit they have lying around. This rep will make twice as much in comms as he did last month and is on pace for his best month ever ($25k) simply by following my advice. Best in the game.

There’s a concept I teach called “the sale that needs to be made.” Spoiler alert: it’s not about shoving your product down someone’s throat. Prospects often understand what they want without fully understanding what’s preventing them from getting it. Ask yourself: “What would this prospect need to understand, believe, or decide for my product to become a logical next step?” THAT is the sale that needs to be made, and it's different for every prospect. Your job then is to "sell" the prospect not on your product, but on: -Having confidence in their own ability to follow through. -Rebuilding trust after a previous provider let them down. -Understanding the risks well enough to act without needing complete certainty. -Recognizing that postponing a decision has costs of its own. -Giving themselves permission to pursue something they want. -Accepting that needing help doesn’t mean they’re incapable. Done correctly, your solution sells itself as a byproduct of shifting their worldview. Miss it, and you can deliver a polished pitch while leaving their actual hesitation untouched. It then shows up at the end as an “objection.”

Watch my other videos here: youtube.com/@joshpost17

We live and work in the “online world” but nothing compares to the connections + energy of in person events. You can also tell who’s a real person as opposed to a dork hiding behind their cpu loooool

Most "problems" you worry about in life ARE NOT REAL. The only ones that truly matter are related to health. Everything else is fugazi nonsense This past week, I took a few days away from my desk and headed up to the mountains in NH. Beautiful scenery, weather, etc. On my way back, my flight home was rescheduled to the next day. Everyone I was traveling with panicked, and I understand why. "I might miss work tomorrow!" "It will be more expensive to get home!" "I'll be underslept!" (lol) I'm simply unphased by basically everything now. I found the last seats on the last flight home and made it by 1am instead of early afternoon, big deal Pushing yourself daily, taking risks, and always finding a way forward means you don't have to suffer ever. "Bad" things will still happen to you, you just won't care.

Every thing you do compounds. Deciding not to hit your activity for the day. To not to implement a new scripting pattern on calls. Not making the extra dial or sending the email. Feels like a minor decision in the moment, but it's why you don't hit your BIG goals.