Continued Learning:  10X Your Sales With Education

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TRANSCRIPT:

*this transcript was mostly generated by AI, please excuse any mistakes

Amanda: You don’t have to be a big company to act like a big company. I’m about to show you just that. 

Here is your daily dose of the Ultimate Sales machine coming to you from the new edition. Visit ultimate sales machine.com to get your copy or multiple copies. I am your host, Amanda Holmes, CEO of Chet Homes International. What you’re about to learn has assisted a quarter of a million businesses to generate billions of dollars working faster, better, smarter. 

Amanda: This is an example. Don Norwood grew from six to eight figures against all ads. He was a logistics company and he was competing against billion dollar conglomerates.

These were companies that just. Hundreds of millions of dollars to spend on marketing, and yet him and his 12 person team were trying to combat that. Now. He used exactly what you’re learning in every session here. He identified his Dream 100, which is another bootcamp. But once he identified them, then he led with an education throughoutevery piece of marketing and sales that he did towards those dream clients.

And, uh, I can remember hearing it from, uh, his coach, Stacy Highland. I, I loved, um, she shared that one of the sales reps was actually shocked when they got a call from one of their prospects, you know, this huge company. They, they didn’t understand why they had even called them, the salesperson actually.

Why do you want a meeting with me, , which you would never say as a sales rep, but he was so shocked that he got their attention, and, and the guy said, well, because you’ve been sending me all this material, it’s so educational, it’s so helpful. I have these little trinkets on my desk from your, uh, campaign.

So just to say that this is our way of outsmarting the competition. We are doing it with education versus having to spend hundreds of millions of dollars on market. Another example I love is Deborah Brison. She won the Steal of the Deal award. She actually got Richard Branson to bring Virgin Airlines to California.

And it was something that, uh, Richard Branson wanted nothing to do with California. He, it was the one place he did not want to go. That’s in the, when we think of the buyer’s pyramid, right, the definitely not interested category. And she was competing against other states that had huge marketing budgets, and all she had was.

Uh, 30 people that, um, were volunteers. So she managed to create a core story just for Richard Branson, just one man. She got to know everything that was keeping him up at night. She understood what were, uh, his problems in his organization currently. He, she led with education every step of the way and managed to get, uh, this deal between Richard Branson and Arnold Schwarzenegger when he was a governor of California to come through.

And it generated hundreds of millions of dollars for California, and she did it with a shoestring budget, just what I’m teaching you every week. So this is, this stuff works right, and it’s, and it’s about, uh, brain power, not wallet power. So I’m gonna play for you this video. It’s just the, uh, trailer of anybody who’s seen money.

The movie Moneyball. Okay, maybe three. Okay. Yeah. So this is just to, uh, reinforce when you come up against adversity, which is very often what people are feeling right now during the bootcamp, you’re feeling like, oh, I kind of get it, but I don’t really, this is really overwhelming. So here is for that sentiment.

Let’s play this Moneyball clip.

There are rich teams and there are poor teams. Then there’s 50 feet of crap, and then there’s us. That’s a dollar man. What? Welcome to Oakland. I need more money. We’re not New York. Fine players are the money that we do have. I like Perez. Not an ugly girlfriend. Ugly girlfriend means no confidence. You guys are talking the same old nonsense like we’re looking for Fabio.

We got to think differently. Who’s Fabio? Your goal shouldn’t be to buy players. Your goal should be to buy wins. And in order to buy wins, you need to buy runs. Who are you? I’m Peter Brand. First job in baseball. That’s my first. Anywhere we’re gonna shake things up. Why don’t you walk me through the board.

I believe there’s a championship team that we could afford because everyone else undervalue them like an island of misfit toys. We want you at first space. I’ve only ever played catcher. It’s not that hard, Scott. Tell him, watch. It’s incredibly hard. They can’t vote. But what can he do? Do you want me to speak?

We’re not pointing you yet. He gets on base. We are card counts at the blackjack tape. We’re gonna turn the odds on the casino. I’m heading in. Text me to play by play. Wait what? I’m watching Games.

Billy Bean hasn’t tried to reinvent a system that’s been working for.

It was a nice theory, just not working out. How long is Billy Bean gonna last? He’s proven himself right out of a job. In their minds is threatening the game, threatening the way that they do things. Hey, daddy, do you think you’ll lose your job? What? Where did you hear that? Well, I go on the internet sometimes.

Don’t go on the internet. Watch TV or talk. People, you’re discounting what scouts have done for 150 years. What the hell am I doing? What is happening at Oakland? It defies everything we know about baseball. Just playing crazy. If we win with this team, we’ll change the game.

It’s better work. I’m just kidding you. 

Music: Oh, that just get . 

Amanda: I love how Frank really enjoyed that . Did you 

Music: wanna say something, Frank? This, this is 

Amanda: just so good. You know, like, it’s just like, I love how it’s like he references like, you know, like the blackjack, you know, it’s like we’re gonna do it this way and, and they utilize metrics throughout that 

Music: whole 

Amanda: process.

Yeah, when I watched, when I watch that clip, I think of all the times that people say, but I sell just by offering my product to service. Like that’s how we sell. That’s how we have a cold call. That’s how we reach out on LinkedIn. That’s how it’s been done forever and always. Right? But we know there is a different way.

There is a way to go beyond the 3%, and that’s what I’m pushing everybody out of their comfort zones to go after the entire right, nine times and it feels uncomfortable and it doesn’t feel like it. That’s why would I lead with education? Why am I doing this? Like that is where you should be if you’re not used to this kind of strategic way of marketing and selling.

But we use the example of Moneyball. He lost the first out of the first 21 games. 17 out of the first 21 games, and everybody wrote him that he was an utter failure, and yet he stuck to it with pigheaded discipline and determination against all odds against every news station saying that he was a failure.

And after that, they had a 20 game running, winning streak, 20 games. It had hit the br, it had reached the, uh, it, wow. It had broken the record. Thank you, . It had broken the record for the most amount of games won consecutively in a row. And there, there, you know, in history for it. That’s why there’s a movie about it, because against the uncomfortableness and knowing that it wasn’t quite working and trying to change a game, they stayed consistent and they continued to work at it so that they could create results that they’d never.

In the game of baseball. So we are changing the game of sales. We are doing it. Why? Because people are inundated with sales messages. They’re tired of being pushed. They want to be served, and in every tactic we have the opportunity to provide value. We have social media like we’ve never had before. We can broadcast messages to everyone and anyone to give them something better than just the status quo.

That is what we’re learning. That is what we are working towards. Excellence. Yes, ACTHA, it’s so true. It’s about how you position differently. So when you sell, you break rapport, but when you educate, you build it. Sales is about building rapport, not breaking it. That is a great quote of my father’s. 

Make sure to get your copy or copies at the ultimate sales machine.com. There’s a lot of special bonuses that you can’t get going to Amazon, so make sure you check it out at ultimate sales machine com.