What we discussed in the epsisode:

STARTING WITH SALES (1:50)

• He did not want to learn about sales because of all the misconceptions. When he had no other choice, he realized it is a learned skill.

• His manager challenged him to study all about sales—body language, NLP, emotional intelligence, behavioural science, among others. From 21st place, he moved to 1st on the board of salespeople.
• Always go to bed more educated than when you wake up.

THE BEGINNING OF ISR TRAINING (7:00)

• ISR Training was formed in 2014 with the sole mission of changing the perception of sales.
• You can tell the truth, be a good person, and influence and inspire people to take action for the greater good while making money along the way.
• The SWISH method was formed: Selling With Integrity & Selling Honestly.
• They started as a not for profit recruitment agency, where they trained job seekers for free to get them into businesses that are hiring. They only charge the job seeker if s/he is accepted.
• ISR Training entered Shark Tank AU, giving them another level of credibility.
• They eventually stopped recruiting and went all-in with approaching businesses and sales training.

FIVE DISTINCTIVE MOMENTS IN A SALES PROCESS (12:23)

• Introduction, Discovery, 3 P’s (Presentation, Packaging, Pricing), Closing, Handling objections
• Ryan’s whole basis for building a sales training company was to remove objections.
• Consult better on the front end to stop objections or getting rejected.
• It all starts with the first conversation, so make it count.

MISTAKES PEOPLE MAKE (15:34)

• People have the wrong intentions.
• They only aim to make a sale, and they end up trying to find shortcuts.
• Shift your mindset to helping people and finding solutions for them. Then you can naturally move along the sales process.
• ARIO: Appreciate, Relate, Isolate, Overcome

DRIVE AND MOTIVATION (18:49)

• You can use traumatic stages in your life as a reason to hold you back, or you can use it as a catalyst to move you forward.
• In your stressful days, you can use your drivers to keep you moving forward.

PRICING AND PITCHING THE PROPOSAL (23:17)

• ISR Training’s most significant issue was underpricing.
• When you underprice yourself, you attract a certain clientele, one that does not appreciate what you do.
• Double your current price, at the very least. It will be scary, but you need to believe that you can deliver on the back end.
• Whenever somebody asks you for the price point, always reference the highest one.

BASIS FOR CLOSING STRATEGY (34:33)

• Using the DISC Personality test.
• Create a list of features, advantages, and benefits based around a product, yourself, and your company. This will give you 18 to 30 language patterns, and you can pull upon these depending on the personality type you have.
• Scripting and roleplay: The importance of having a structure

SALES = COMMUNICATION (34:33)

• We’re in the game of communicating our message.
• You’re not just a sales trainer but also a communication trainer. You’re helping people communicate the value of what they do better.

GETTING PEOPLE ONBOARD (42:12)

• One red flag to look out for is any sort of excuse about why it didn’t work for them at another job.
• They also look for products of their process.
• Always be recruiting.
• From a sales perspective, you’re kidding yourself if you think somebody will continue to work really hard if you don’t pay commission.
• Cutting off deadwood: ISR Training considers three months of underperformance. They still give training sessions for underperforming employees.

TRACKING NUMBERS (55:17)

• Dials: How many people are they connecting to? How many bookings are they making for appointments or demonstrations?
• Lapses with sales and revenue.
• Phone time: Low dials and high phone time means longer conversations. If that’s the case and you’re still not making revenue, what is going on during those conversations?
• Generating five leads from cold calling.
• 80 dials with around 50 conversations.