- Discover the importance of bringing core values into your sales culture
- Learn why sincerity and authenticity are your superpower in sales amidst AI content
- Find out how can you increase your sales through the bottom-up approach
- Want to learn how to boost your sales through the power videos? Click here: https://www.danjourdanvideo.com/
Do you want to switch up your sales game and effectively increase your revenue for your company?
In a world where AI is slowly rising, most content can already be written by AI or be computer-made. Despite these trends and new innovations, authenticity and sincerity will always be the superpowers of humans that AI can never replace. Blending your core values into your work culture and keeping authenticity in sales is the key to increasing your revenue.
Dan Jourdan works with companies that are having problems getting new customers.
Get your pen and paper ready with what Dan has to share on how you can get off that sales plateau and increase your profit through the power of authenticity, sincerity, and kindness.
Check out these episode highlights:
- 01:24 – Dan’s ideal client: Service companies with at least three salespeople. And by service company, I mean, companies that do work in people’s houses– roofers, H-back, plumbers. People like that are really awesome businesses.
- 02:27 – The problem he helps solve: Generally lackluster sales performance from people. It’s a pariah that people have an attitude of what’s- I say, I love the sales business. I love making friends with strangers.
- 03:12 – The symptoms of the problem: All those things could be happening. But there’s a general feeling of “blah”. There’s high turnover. There’s a very low kind of buy-in to the company and the culture.
- 04:49 – Clients’ common mistakes before consulting Dan: There are two answers to it. One is they do too much. Meaning they start top-down and say, “We’re going to reinvent an entire process here and do all the red Bobs in the sales ops and get the whole offers.”
- 05:56 – Dan’s Valuable Free Action (VFA): So the one tip when cold calling and meeting somebody new, is never to say, “Hi, how are you doing today?” because they know it’s a cold call, and they’ll put up their defenses. Instead, you use the seven magic words, which are, “I wonder if you could help me.”
- 07:32 – Dan’s Valuable Free Resource (VFR): Want to learn how to boost your sales through the power videos? Click here: https://www.danjourdanvideo.com/
- 08:08 – Q: What about AI? A: That’s the challenge that all salespeople are having to kill. Their life is going to be changed by this whole thing. It’s actually such a plus for you.
Tweetable Takeaways from this Episode:“While I think that cold calling is probably the worst way to get a customer, it's probably the best way to learn how to sell.” -Dan Jourdan Click To Tweet
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)
Tom Poland 00:10
Welcome, everyone, to another edition of Marketing the Invisible. I’m Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Dan “The Deej” Jourdan. Dan, good day from Down Under, sir. A very warm welcome. Where are you hanging out?
Dan Jourdan 00:22
Oh my gosh! Anytime someone gets to say “good day” to me, I just feel like I want to appraise. That’s awesome! I’m here in beautiful Atlanta, Georgia where the skies are dripping with sales and opportunity. Baby!
Tom Poland 00:37
You’re welcome! I mean, if you’re really nice to me, I like to say, “G’day, mate!”.
Dan Jourdan 00:41
Oh yeah, maybe I will. I’ll earn it! I have to earn the “mate”.
Tom Poland 00:45
Mate. You do, mate? All right. So where I live, in Australia, everyone calls everyone else mate. It doesn’t mean you want to get into bed with them. It just means everything’s good! Alright, so folks, Dan, as you can tell is larger than life. And everywhere you go on the internet, Dan is there waiting for you to spring it alive with one of his very special shirts. Maybe, more on that later. He works with companies that are having problems getting new customers. Very simple, very straightforward, and very direct. And he’s got a formula for that which we’re going to unpack. The title of this interview is, “How to Prospect Without Rejection or Fear”. Dan, our seven minutes start now. Sir, question number one is who is your ideal client?
Dan Jourdan 01:24
Ideal client? Good question! Service companies with at least three salespeople. And by service company, I mean, companies that do work in people’s houses– roofers, H-back, plumbers. People like that are really awesome businesses. And the greatest thing about them is they have terrible reputations. And if you’re in an industry that has an awful reputation, but you come as a consultant, salesperson, standing up straight, looking at people in the eye, shirt tucked in, and professionally, approach them, it’s like, it’s just a gift! You’re actually giving a gift to somebody, a homeowner, who’s afraid that they’re going to get the industry and you don’t have to worry about selling at that point because then you got people buying. People hate to be sold, by the way, but they love to buy.
Tom Poland 02:14
Love to buy! So true. So if we’ve got the straight-up person with a shirt tucked in, rocking up, just standing out like a beacon, right? And people are going to be drawn to that like moths to a flame. So what’s the problem you solve for them?
Dan Jourdan 02:27
Yeah, generally lackluster sales performance from people. It’s a pariah that people have an attitude of what’s- I say, I love the sales business. I love making friends with strangers. I’m just a big fan of being able to control your whole life and your whole income. And it has a reputation for being the profession of “last resort”. Well, it’s not! We change that. And if I can get into a company, you do your business. You just give me the salespeople. We’ll double your sales. We’ll make the culture better, and everything’s good!
Tom Poland 02:59
So what- thank you for that, by the way. But what is going on in their business where they might put their hand up and say, “I need to speak to Dan Jourdan”? What are the symptoms of people who have this problem? Obviously, they’re not converting or they’re not getting prospects. Where’s the bottleneck?
Dan Jourdan 03:12
Yeah, all those things could be happening. But there’s a general feeling of “blah”. There’s high turnover. There’s a very low kind of buy-in to the company and the culture. Most companies don’t even have any culture. They don’t have any values. I have one of my clients, we installed their values. It’s gratitude, forgiveness, accountability, courage, and kindness. And during our morning meetings, they say, “Which one most resonates with you today?” And all of a sudden, people start finding reasons to wake up and come to work. If you change that, and people are excited by it, and bring that to their prospects. And things just happen!
Tom Poland 03:50
That’s very interesting because that’s not typical, of what people teach about a typical sales mindset. So you’re bringing in core values into the sales culture.
Dan Jourdan 04:03
And it’s their values, not mine. Don’t edit that! See, that’s the whole idea. All I did for sales right now was things are too fake. They’re too phony. We’re worried about all that AI business. You need to be really sincere. And over the top honest. Is this a cold call? Yes. This is as cold as it gets. You’ll get the pitch out if you do it that way. Do not edit it out a sneeze.
Tom Poland 04:28
We’ll leave the sneeze in there.
Dan Jourdan 04:30
There you go! God bless you, by the way.
Tom Poland 04:34
Dan, you’ve got people and companies wanting more sales, and they’re growth-orientated. They have no need to drive revenue. They might be trying stuff before they find out about you. So what would you say are some of the common mistakes that you’ve seen clients make before they engage your services?
Dan Jourdan 04:49
Great question! And there are two answers to it. One is they do too much. Meaning they start top-down and say, “We’re going to reinvent an entire process here and do all the red Bobs in the sales ops and get the whole offers.” They do all that stuff, and they do too much. And the other thing that they do is too much of nothing. They just complain about it and they wind up doing nothing. The answer is, that what you do is start at the bottom up. And I don’t mean to say that the salespeople are the bottom up. But the bottom is, “Man, we need more cash flow”. Once you just work on that, your constant focus is to make more sales and earn more cash flow. Once you have cash flow, you can fix a lot of problems going up. Start from the bottom. Start with the most basic way to create more revenue, and then we could fix this stuff. Does that make sense?
Tom Poland 05:40
Yeah, it makes a lot of sense! So there’s a bit to unpack there if we had time, but we don’t. So let’s just go for one top tip. That’s question five. One valuable free action that someone can take is that it’s not going to solve the whole problem, but it could take them a step in the right direction.
Dan Jourdan 05:56
Yes, I guess when you’re trying to, people think that they have sales problems, they have to kind of coerce and have their pitch better. A lot of times when they think they have sales problems, they have lead generation problems. And when they have lead generation problems, they think they have sales problems. And so, it all starts with the first contact with their client, or their prospect. And so while I think that cold calling is probably the worst way to get a customer, it’s probably the best way to learn how to sell because you get to adjust things. So the one tip when cold calling and meeting somebody new, is never to say, “Hi, how are you doing today?” because they know it’s a cold call, and they’ll put up their defenses. Instead, you use the seven magic words, which are, “I wonder if you could help me.” You say that people lean in and say, “Sure, how can I help you?” And there’s your opening.
Tom Poland 06:50
Perfect! “I wonder if you could help me.” So, one minute left. There’s still a lot of value to offer, folks. This one, I think, you’re going to be kind of interested in. It’s a free trial that you can sign up for. What are they going to get, Dan? And where do they go to get it?
Dan Jourdan 07:09
Yeah, you get a free week. The reason why it’s tough to prospect and you’re worried about getting rejected, is you’re asking somebody for an offer. But what if you could do it by video? And that’s what I’ve been doing lately, and this is the service. You go ahead and you’ll get a free week with the video service. But more importantly, you’ll get an hour of free coaching from me when you sign up. So go ahead and do that.
Tom Poland 07:32
Go to danjourdanvideo.com. Sign up for the seven-day free trial. Videos are one of the best ways to open up conversations and get your message actually heard, as opposed to a plain email. If you go there, there’s also a YouTube channel there. So people go to YouTube, and the link’s under the video. But if you go to YouTube and type in Dan Jourdan Sales Coach and Mentor, you’ll find the channel. Subscribe to that. Another way to get some great value from the man himself. Last question, sir. 24 seconds left. What’s the one question I should have asked you but failed to do so?
Dan Jourdan 08:08
Well, what about AI? That’s the challenge that all salespeople are having to kill. Their life is going to be changed by this whole thing. It’s actually such a plus for you. Because of all the AI, because everybody’s worried about being faked and being fooled and having all these machines talk to you. If you’re on the phone, or if you’re on the video and you give a real account of what’s going on, all that drifts away. You have an opportunity now like you’ve never had before. There was competition with other salespeople in the past. They’re not competition anymore. It’s all about realism!
Tom Poland 08:41
Perfect! Dan Jourdan, thanks so much for your time and your wisdom and insights. Cheers!
Tom Poland 08:46
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.