The Sales Vitamin Podcast

Episode: 013 Marcus Chan - Venli Consulting Group

August 12, 2020 John Bossong / Marcus Chan Season 1 Episode 13
The Sales Vitamin Podcast
Episode: 013 Marcus Chan - Venli Consulting Group
Chapters
The Sales Vitamin Podcast
Episode: 013 Marcus Chan - Venli Consulting Group
Aug 12, 2020 Season 1 Episode 13
John Bossong / Marcus Chan

Marcus Chan is the owner and founder of the Venli Consulting Group.  He’s an entrepreneur, but more important he’s a fantastic sales professional and trainer.  You are going to feel and sense the passion Marcus has for sales in this episode.  

Marcus started his sales career in the trenches.  On his feet.  Selling B2B, face to face.  He honed those skills and is now one of the top sales trainers and leaders in the industry.   

His organization, Venli Consulting Group helps businesses and sales professionals dominate B2B sales through high performance training and coaching sessions.  

With no financial help from his parents, Marcus put himself through college and also earned an MBA a few years later while working.  Over the next decade he went to work for two Fortune 500 companies where he honed his sales and sales leadership skills.  By the time he was 22 he had built his first multi-million dollar business.  

This episode is full of sales vitamins.  Marcus discusses:

  • Prospecting
  • Sales training
  • Personal development 
  • Personal branding 
  • Social selling and networking
  • The mental part of selling
  • Cold calling
  • Why reading and learning is important
  • Phone prospecting 
  • In person prospecting 

You will also get his one sales vitamin that will immediately improve your results.  

Connect With Marcus
Official Website
LinkedIn 

Show Notes Transcript

Marcus Chan is the owner and founder of the Venli Consulting Group.  He’s an entrepreneur, but more important he’s a fantastic sales professional and trainer.  You are going to feel and sense the passion Marcus has for sales in this episode.  

Marcus started his sales career in the trenches.  On his feet.  Selling B2B, face to face.  He honed those skills and is now one of the top sales trainers and leaders in the industry.   

His organization, Venli Consulting Group helps businesses and sales professionals dominate B2B sales through high performance training and coaching sessions.  

With no financial help from his parents, Marcus put himself through college and also earned an MBA a few years later while working.  Over the next decade he went to work for two Fortune 500 companies where he honed his sales and sales leadership skills.  By the time he was 22 he had built his first multi-million dollar business.  

This episode is full of sales vitamins.  Marcus discusses:

  • Prospecting
  • Sales training
  • Personal development 
  • Personal branding 
  • Social selling and networking
  • The mental part of selling
  • Cold calling
  • Why reading and learning is important
  • Phone prospecting 
  • In person prospecting 

You will also get his one sales vitamin that will immediately improve your results.  

Connect With Marcus
Official Website
LinkedIn 

The Sales Vitamin Podcast Official Website
Episode Blog Post with Transcript


John (0s):
Hey, what's up. Everybody. You're listening to the sales vitamin podcast. I'm your host, John Bossong I'll be deconstructing the play books of some of the most successful sales authors, leaders, CEOs, entrepreneurs, field sales professionals. We're going to discuss their strategies, their perspectives, and their insights. So sit back, relax and get ready to take your vitamins. Because here we go.

Ad (38s):
Today's episode of the sales vitamin podcast is sponsored by R O I online. Here's their CEO, Steve Brown, to tell you more. I want to pause here just for a moment and talk to you about program that we have just released called the ROI Quickstart Academy for authors. Every day, I talk to business owners, just like you, who struggle with quickly getting their fundamentals in place. We want to create a great foundation and we want to grow our business.

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Ad (2m 14s):
To learn more about the Quickstart Academy for authors, you can visit ROI online.com or click in the link in the show notes below. And now back to this episode.

John (2m 28s):
What's up everybody and welcome to the sales vitamin podcast, where every episode is a vitamin for your professional sales development. Today's guest is special, dynamic and electric. You're going to get a six pack of sales vitamins today from Marcus Chan. Marcus is the owner and founder of VIN Lee consulting group. He's an entrepreneur, but more important. He's a fantastic sales, professional and trainer. You are going to feel and sense the passion Marcus has for sales.

John (2m 60s):
In this Episode, Marcus started his sales career in the trenches on his feet, selling B2B face to face. He honed those skills and is now one of the top sales trainers and leaders in the industry. His organization, VIN Lee consulting group helps businesses and sales professionals dominate B2B sales through high performance training and coaching sessions with no financial help from his parents. Marcus put himself through college and also earned an MBA a few years later while working over the next decade, he went to work for two fortune 500 companies where he honed his sales and sales leadership skills.

John (3m 42s):
By the time he was 22, he had built his first multimillion dollar business. This episode is full of sales, vitamins, marcus' discusses prospecting, sales, training, personal development, and much, much more. You will also get his one sales vitamin that will immediately improve your sales results. So sit back and relax because it's time to take your sales vitamins with Marcus Chan.

John (4m 12s):
All right, everybody. Welcome to another edition of the sales vitamin podcast. I have a special guest for you today. Marcus Chan. That's how you know him on LinkedIn, and that's how you see him. And he is the owner and founder of Finley consulting group. He's also the author of a little lead book called the seven simple tips, some more appointments regardless of the economy, and that's certainly appropriate in sales. So Marcus, thanks for coming on today and the early onset of this podcast, man, we're fortunate to have the guests like you.

Marcus (4m 43s):
Hey John, thank you so much for inviting me. I'm excited to be here. I'm excited to contribute some, some vitamins, hopefully that the, you know, the audience can take away and go away from this podcast with something that can immediately put an action to get some quick results. Absolutely, absolutely. The, and we're going to focus today on, on prospecting. That's where Marcus excels. So, so what do you think Marcus, the biggest prospecting skill that you see is lacking out in the market and, and you're, you're a sales pros pro you, you sold for a living, you were in the industry.

John (5m 15s):
Now you're a consultant. What do you see lacking on the prospecting side? Or what are people struggling with? Yeah, so I think the first piece is what I, what I see from majority companies, large, small, whether that resources or not is they don't properly give the right tools for professionals to go out and prospect. Okay. And I'm not talking about like technology or tech stacks, cause that stuff's, yeah, that's important to a certain extent, but I'm talking about like, like when you, when you think about those who are truly grant sales, right.

Marcus (5m 47s):
And I see in the media a lot, it's often glamorized. It's all about closing, closing, closing, closing, beating, great closure coffees close, which is great. But those who are truly great at sales or better prospecting. So when many people join an organization, whether they are brand new or they're tenured, there's not much of a focus in development. How do you become a great prospect or like having the right tools, the training, the development to truly Excel in prospecting. So, and when you think about this, like you can be a great closing rate presenter, but once you, once you, you know, if you don't have enough deals in your pipeline, you're not going to close them.

Marcus (6m 23s):
Or you're not, you're not going to get to the numbers you want because you simply don't have enough on the, on the top end. So at the end of the day, you know, when cubby thing to focus on is giving their employees and the professionals, the tools to be successful, lots of training the development, the ongoing support to be great at prospecting. And that goes from not just like sales training, but also like even like mental training, right? Like putting them in a position where they can go and win and get more appointments because those who know how to hunt and fill their counter full quality appointments.

Marcus (6m 58s):
They never start. They never start. Cause he always know they can generate more because they have true skills to get more leads into the door. Does that make sense? Yeah. Oh, absolutely. And do you have a program that you teach? I believe it's called the Ninja program. Is that right? Is that kind of your yeah, so, yeah, so yeah, so, so it's funny. Cause I initially built that program. Well, let me back up. The reason I built this whole program was, you know, after being in corporate record for 14 plus years before I even built it out, one thing I observed, I would literally hire out.

Marcus (7m 33s):
I would literally interview a hundred plus people a year minimum. Okay. And I'd hire about 20, 30 people as a director. And before that I was hiring tons of people. So while I was doing tons of interviews and I would find that these people that I'd bring in and they'll be, you know, great at their job. Right. But most of them did not know what made them great. Okay. And that meant everyone else didn't get high hired. Definitely didn't know how to be successful. And, and I see it a lot from a lot of companies. So a lot of times people will hire somebody, throw them into the water and say, goats, go swim.

Marcus (8m 7s):
And they don't have the tools, the structure and the processes to be successful and to win sales. Right. So I saw this huge opportunity and the company I was with my last company, they had pretty good training, but those are truly excelled were the ones that had no more of a structure. And that was a very small percentage. So them underneath me, I made sure I gave him that structure. So I thought to myself, okay, you know what? This is a huge opportunity. Because when I look in the marketplace, I saw so many pieces where, Hey, a little bit, a little bit training on maybe this prospect, maybe a little bit training on just closing little pieces that you put to kind of put together.

Marcus (8m 37s):
So I'm like, okay, if I can build that gap, I could fill that gap and build a comprehensive a to Z step-by-step training, whether you are brand new or been sales for 20 plus years and fill in all the little nuances. And most people do not realize and build that out to be a step by step training. That could be a massive value. So that's what I built and at the time was called sailed Ninja school. And I've gone through For revamps now because each time as we go more people, I get their feedback to re clarify certain thing, any I miss, I've gone back in to fill if I filled in.

Marcus (9m 14s):
So not completely revamped it. I'm on my fourth edition. I'm actually re re Recording everything next couple of weeks. But, but now it teaches Everything is now called six figure sales Academy, right? Cause now all my accounting pretty quickly the results people are getting, right? So with that being said, that program, now it focuses on everything from the mindset piece, which it's all built in through a whole everything and teach you how to prospect generate leads, close deals, close seven figure plus deals and get promoted.

Marcus (9m 47s):
And basically everything you need to know and, and training whether you're new or tender. And it's designed to fill the gaps, all those pieces that most leaders don't have a way of training on. You know, so it's been a hugely successful. I ran a beta launch About four, four weeks ago. I did a test beta group, Incredible results. I mean, just people are going on. They're absolutely destroying their numbers as a result. You know, because a lot of it has to do with like, you know, like getting the right tools, the right everything is basically, it's a blueprint for success.

Marcus (10m 20s):
And if you want to build a great house, you can't just say, Hey, here's some wood in a hammer. Give them the blueprint, give them the tools on top of that. And then you are highly likely to have success if you put the work in. But like anything else, if you don't put the work in, Nothing happens. It seems that most of the, and from my experience and my background and yours as well, the training, if you want to call it training that you're going to get from a sales standpoint, it's more product and feature related. Yes. Here's why we're good. Here's this PowerPoint go talk about it.

Marcus (10m 52s):
Right. That's totally kind of contradictory. Or maybe that's not a good word, but different how you would teach someone to go sell. I mean, that would be pretty important things, but that's not really the selling thesis. Yeah. I'll give you a good example. Right. So, so before, you know, I started my own business and I was in corporate America and it was, it was really interesting because I would see how reps were like kind of trained to think that way. Right? Like they would come in and I would teach them zero proc melts for weeks and they'll be like, Hey, can you give me some product knowledge?

Marcus (11m 25s):
I'm like, that's not important. And they're like, and they'd be like, what? Like, I'm like, Oh, well, I'm like, I'm like, you don't need prognosis quite yet. And what I would do is I would indoctrinate them if you will, I'll train them on their mindset first, reframing their mind and our teach them step by step. How to prospect, right? At the end of the day, the mistake I found when, when companies focus on the product knowledge first, yes, it could build some, a false sense of confidence. But what it teaches a rep to do is to go out and vomit features and benefits.

Marcus (11m 60s):
So they go into that sales process. They are uncomfortable with asking the right questions. So instinctually, they just start vomiting. They say, Oh, and there's the dead silence in the meeting. They're like, Oh, let me tell you about X, Y, Z feature motivates and how awesome we are. Let me tell the company history, because they've been indoctrinated on a company history, nobody cares. You're coming to the number 50 meters. Nobody cares you a series C funding. Nobody can buy those things. Like all they want to know is can I trust this person? Do you know my business?

Marcus (12m 31s):
And can you solve my problems and solve my needs? Yes. They don't care about your features and benefits. Right? And the only way you can do that is if you have a really solid process upfront, right? So I'll, I'll focus on all the right things up front. So from prospecting to ask them the right questions upfront, because really, if you think about this, the top sales professionals ask really great questions on the, on the phones, to, in the appointment. And really 90% of Royal whole sales cycle is really questions, the right questions.

Marcus (13m 3s):
And then it's virtually a very small amount of pitching, right? It's really high. You know what, okay, now I've uncovered, you need a, B, C, D, here's this, do you like it? Would you like, would you like to buy, you know, yeah. That's how a top pro does it. It's not taking, not, not taking 9% of time trying to pitch features and benefits and do demos over and over and over. It's understanding the prospect. It's a prospect's world we live in today and we focus on the prospect.

Marcus (13m 34s):
You will win more deals, build more raving fans and create customers for life as a result.

John (13m 38s):
Yeah. I noticed in your ebook, I thought one of the points was really good. Was the separation you said is in the preparation. And I also kind of got the feel in your book. It's not necessarily this whole, let me go spray and quality or quantity, I should say. And just go, yeah. It's numbers game. But the separation is in the preparation. Talk about that. That's pretty important, I think from the standpoint.

Marcus (14m 5s):
Okay. Yeah. You know, and well, some of those separations of prepper, it's really across the board for everything. And especially for prospecting, you know, there is very much the spray and pay a spray and pray methodology. And I see it a lot still to this day, which, you know, yes, cannot work. It can't assert extent at the end of the day. Yes. Some people are happy that a 1% conversion, 2% conversion. So they're like, I'm going to send out thousands of emails and get a 1% conversion on the early happy that doesn't make any sense.

Marcus (14m 36s):
That really makes no sense. And in that mythology of let me go out there and just keep trying, try and trial and error, trying to get in front of it and as possible and send amaze DMS called me people that doesn't make any sense versus you slow down, you take down a properly prepare, right? Like truly understanding who your target market is, where are they hanging out? And then you're creating your own targeted list to focus on of the most likely to buy prospects, all the target market, et cetera.

Marcus (15m 9s):
And then by doing that, you focus on that. You're going to have a high conversion. You can have better copy. You're going to sound better on the phone. You'll have more confidence, you know, because you're taking time to properly prepare, like, you know, the old Abe looking quote about eight hours, chop down a tree. I spend, you know, six hours sharpening my ax that old adage definitely applies to prospecting and give an example. Right. Cause I always told you to say anything to spray and pray, like go knock on doors, go canvases, main door as possible, go call as many people as possible. And I tried it.

Marcus (15m 40s):
It did. I tried for a while. Didn't work. In fact, by doing that always put almost a performance plan as a result, right? Like, like if it was new, I'm like this doesn't make any sense. But only by making that shift and being more specific and granular, like before it took me, literally it took me all week when I first starts a book maybe four or five apartments at best. And there weren't any quality appointments by taking the time to properly prepare, do my research and hunt with a sniper rifle versus a shotgun.

Marcus (16m 14s):
I took that amount of time, the all week to book four, five appointments. And I would book eight to 10 appointments in two to three hours. Right. And I was going a little bit on the phones, but how's this more tactical that was more specific. I was more granular. I had focus and that created better results. And a lot of times I see, especially in SAS right now, because there's a lot of automobile using these auto dollars. Right. And they're there, they're down in and the ones that connects the SDR and lancers and they're, there'd be like thousands of calls a day.

Marcus (16m 45s):
Right. That doesn't make any sense to me. Right. Because again, you're just feeding into that mentality of the dial dial, dial, dial down, hopefully that you get that versus, Hey, you know what, let me make sure number one are the right place to go fishing and then make sure I have the right bait and make sure as specific bait to those people. Because when I call them, if they answer it's booked, if it got to the point where as long as the prospect answered, because my preparation, I had a 90% plus chance of booking as a result, right?

Marcus (17m 18s):
There was, there was no guess work because I'd done all my proper homework, you know? And the mistake many people make is they do the opposite. They don't do any preparation. So they just jump on the phone and start calling. And they, they, if 10 people answer in the day, they'll book, maybe a couple that didn't make any sense to me. Why not? It's to say EG, do more research and you only get five people connect, but you book all five. You much rather have book five than a book too, even though you did more work and you work harder, but you're not working smart.

Marcus (17m 49s):
You can work hard and smart to get better results.

John (17m 52s):
Yeah. And one thing's interesting. You you've worked in that, the true outside sales, I mean, you're actually physically knocking on doors versus from a consulting standpoint, you're probably dealing with companies like you said, SaaS or where it's not necessarily a, what I call the true field. Right. Do you feel that you have to structure your training? Is that rep that inside or that rep, that deals mainly on the phone, different than that sales professional that's out in the field. I would call them in today's environment as much out in the field problems.

Marcus (18m 25s):
Yeah. So the reality is, is phone work is phone work, right? And it's just, it's such a little bit differently. Right? And, and obviously your day is different because especially if you are in the SAS role where you're just on the phones basically all day, right. It's, I'll say it's probably, it's, it's a different type of drain, you know, it's different types of mental drain that you have, like as a field rep, I would say you get the benefit of being outside and the fresh air. I mean, rain a lot, raise a lot in Portland, Oregon, which at least outside.

Marcus (18m 57s):
And there, there are some niceties too, but also you, you encounter in situations, right? Like, like being like me being, being out in the field, doing like doors door, kind of formwork, edit door to door in the field, I'll run a crazy situation. People have pulled guns on me. Dogs have attacked me. I had all of the words Situation happened by being out in the field. Right. You don't deal with it on the phones. Right. So it's a little bit different, but also you do learn different things that you can still apply the phones. And that's where I think so many people on the phones, they lose some of that.

Marcus (19m 27s):
They lose a little bit of being able to see the human interaction. Right. Like I literally could test on the spot, how I handle objection, the face to face. Right. Like I could see them, but when you can see them, it's a little bit different. So you can, you can, you can really get real immediate feedback. Right. And on the phones, you have to have massive emotional intelligence to be able to sense a change in their tone and their demeanor to make changes. Right. And when you're new, you don't really know what you don't know what you don't know.

Marcus (19m 58s):
Yeah. So On the phones, you have to be even better on the phones. You know, they do face to face. You really do. Like, I found that like, and for me, once I got really good in the field, I got to work on the phones, you know? And, but once I, once I knew what I was, I'm like, Oh, because I know training. I'm like, Oh, these are things that have a better impact. Right. And I'd have to focus under the things to become better on the phone. So for example, on the phones, your pace, your tone, your inflection is absolutely vital.

Marcus (20m 31s):
You know, and those aren't as important face to face. They are still important, but face on the phones and since they can't see you, all they can visualize is a sleazy salesperson calling them. So your ability to convey the absolute opposite of that on the phone is vital. And you can only do it because they can't see you. You can only do that through your pace, your inflection, your tone, and of course your attitude. So you have to really increase your skills there. And that's why even with, you know, my training programs, I focus so much, not just on, I talk about scripting as a framework templates, right.

Marcus (21m 9s):
And it's really the other piece of it. It's like a base layer of a cake. You know, having a script, build words you say, and then the icing is going to be your pace, your flection, your tone, and your attitude. And that's making the cake great to eat. Okay. So you need all of the above and you have to understand that to be great on the phone. Otherwise you will have to play the numbers game and just keep trying, keep trying to dial. But on the phone, you have to be able to convey your energy and your enthusiasm through that dollar.

Marcus (21m 41s):
So that person says, you know what? I have to meet with this person. I have no choice, but to meet with them because I know they can take care of my problem. And that takes more skill. And like I mentioned earlier, when someone starts in those type of roles, they're not trained on that. Or just given, they're just given a headset and go maybe a script you're lucky, maybe

John (22m 2s):
now from a technical standpoint, how have you trained the people that you work with, whether it's an individual or a team on using the social media and the personal brand maybe, and kind of blending that into their sales approach because I know you're great at it.

Marcus (22m 22s):
But that takes practice. Yeah, it does. And it's, and I'm so glad you brought that up. Right. Cause as well as things were, I was doing quite a bit and that's actually one, one big module that I had left out in my very first version of the program I built because I didn't realize it was that important. Like I was already doing it. So I just kind of, some people knew it. And then I realized like always questions about it. And that's like, so I'm actually in corporate sense because I found is so vital. But to, to answer your question, you know, I believe those who are truly great at sales also have a good marketing mind as well.

Marcus (22m 58s):
And you really need to have a combination of both to be truly successful in sales, in today's environment. And when I think about today, there are so many applications out there, right. You know, so many, so many social media platforms, you know, obviously there's LinkedIn, Facebook and whatever else there is out there YouTube. Right? So your ability to build a good brand can make your job so much easier. Like, and especially when I think about the value ladder or value scale, if you think of on one end is low and other is high on the value.

Marcus (23m 35s):
And when you think about like, you know, low value things or things that are very transactional items like a restaurant, you know, a restaurant it's a very quick decision by some an Amazon's low. It's very easy. You don't much around it to make a personal decision, right on the high end, like, you know what you sell right now, high ticket items, consulting, SAS things, or production more conceptual. And you know, like there are of higher value. And these could be, I mean, most it's most of it's business to business, right? A lot of time when he gets to this level, it is harder to sell via the DM.

Marcus (24m 6s):
Right? And the further you are on the value scale, if you're in the office in the high value area, you need more pre-framing of your prospect, meaning you need to warm them up more to you, the company at everything you're all about. And potentially if you are showing them a new way of doing things, something that's completely different, like a new opportunity, any even more, you know, pre framing to warm them up. And let me, let me explain what I mean. So for example, I knew what I, when I, when I quit my job and I started my own business, I knew everything I'd done before was now irrelevant.

3 (24m 45s):
It didn't matter. Nobody cares about my awards. Nobody cares. All right. Nobody cares. I'm just another random dude on LinkedIn. I knew that. Right. So I knew in order for me to generate clients revenue quickly and to build a brand, I had to make sure I position myself as an expert. And I knew wouldn't be overnight, but I knew if I use a tool like LinkedIn, I could use it as a way to build up my brand and generate quite a bit of leads.

Marcus (25m 15s):
I could, I could warm up my prospects to go into my funnel to close. Right. So, and that was really bottled. And here's what I mean by that. Right. So when I think about it, like it's like LinkedIn to be specific. Okay. Every single piece of your profile is bait for your target market. Right. And if you do it right, it's attractive bait to your prospect. Okay. And that goes from your headshot, your tagline, your banner, your about section, your featured section, your recommendations, your job history, your content, right?

Marcus (25m 50s):
So if you think about this, if, if you were to like DM a prospect that you want to connect with, right. And you want to, you know, gain some business from them, if your profile is real generic, they're going to look at you like, Oh, I'm not sure about this person, whatever. They may, may not accept your request. Right. If it's an InMail, they probably won't even respond. Right. So, and if you aren't connected, they probably won't respond to your DM. So it's very, very unlikely because they don't know much about you. Now, if you can pre-frame them and use this tool to warm them up and move them down, the value scale, you can warm them up.

Marcus (26m 26s):
And here's what I mean. So for example, first off your profile picture, like if you look at mine, I intentionally, or a different color suit, the most it's applied suits and it's a little bit brighter than usual. It's a slight angle. I popped a filter on the, make it pop. Right. And I'm laughing because I'll be like, Oh, this guy is approachable. Right. So if they see me anywhere like, Oh, who's this guy, let me, I'm gonna check them out. Let's say, they're going to look my profile right next is my tagline. My Thailand, doesn't say, you know, founder of Henley consulting, it says from Speedos to S from selling speeds, a seven figure contracts.

Marcus (27m 1s):
People are like, who is this guy? It's a pattern. Interrupt. It hooks them right in. Right. And they're like, what does this guy do? It says in there I help B2B sales professionals sell more and sell better. So they're like, Oh, this is what this guy does. Okay. It's crystal clear. My marketing is crystal clear when they go right into my profile page, you know, they're like, Oh, let me see what this guy's all about. My banner. The backdrop said, Hey, I got, you know, I have a free group, you know, sales, tactics and strategies. Okay, cool. Okay. Whatever. Maybe, maybe it's a little hesitant.

Marcus (27m 32s):
Still you go into my About Section. It's written as a story. So they give them a background. I share personal stuff, you know, to successes. So like, Oh, okay. This guy is, I can trust this guy. He's likable. It's a bit of a hero story inside there. So people can follow the journey. And the molecular read the copy right then from there, if they're like, okay, I'm still unsure. No problem. Checking my feature section. And in there there's resources, there's social proof, et cetera. So like, okay, this guy is still on legit.

Marcus (28m 4s):
Maybe. Sure. Ben look at all my job history. They could see, okay, wow. This guy has actually achieved some things. He's not like a one hit wonder. He didn't like me. No, he's not one of those guys who wasn't getting sales. So he became a trainer. Right. Like I see a lot of those. Right. So now they're more credibility. Okay. And there's still unsure. No problem. Then they go down, they see the recommendations. Whoa. And they see there's 50 plus recommendations and they're very detailed. So now they're like, okay. So if they were, if there was any doubt in their mind, hopefully at this point that I'm like, you know what?

Marcus (28m 37s):
I somewhat trust this guy as a credible resource to help me achieve this. Right. When people think that way, even before he could get the content and people think that way now the warmed up. So now they are more likely to accept a connection request. Right. And then of course, there's a whole outbound strategy of how I do DMS. Right. That warms them up even more. Right. And then you add in also content as well. So now thinking about all those pieces together are pieces of a jigsaw puzzle that warms a prospect up to make them more open, to be number one, prospect.

Marcus (29m 7s):
And number two become a future client. And even if they are not closed immediately, which is totally fine, they will be nurtured by my content. And when you think of it this way, every time you are putting out new content on LinkedIn, that's a value to your target market. You are showing them you're an expert. So that way, when suddenly things change in their business, selling, there is a need or something changes. They're thinking of you. And you're the first person they DM reach out to say, okay, you know what? You know, Marcus, John, can you help me with X?

Marcus (29m 39s):
Can we jump on a call? And it's it all ties together. And when you do it like this, right, it builds a lead gen system for you. Right? So for example, with how I do this, in addition to how I post, I generate eight to 12 warm leads daily into my funnel. And I'm not saying like, Oh, people that like my content, I'm saying people literally go into my nurture sequences because I built them out building that way. Right. I built a system that generates leads that doesn't require me to go out and DM random people.

Marcus (30m 10s):
Right. So it's all very, very strategic. So, so to answer your question, yeah. It's, it's super vital to have a good social presence and build a good brand because you do it right. It'll get you leads. They'll close more deals. They'll give you a higher closing ratio, but it takes work and it doesn't happen overnight, but we do it right. It can really help you build a great funnel, regardless of whatever you sell. And you do the same concept on any social media platform. But the key is go where your people are hanging out, that are the ones go where your fish are in the pond.

Marcus (30m 40s):
Right. Don't go to like just the big ocean and throw your pole in and hope to catch something, go where they actually are. And then you'll be more likely to catch a fish that you want.

John (30m 50s):
No, that's great. I think, I think as a sales professional, especially, the younger people probably get that more, but maybe, you know, you don't need to be on every single platform. Pick one that you're getting real good at it. Like you're talking about it's where you need to be fished. So if I said, Marcus, we're going to go to, or university of Oregon, your that's your Alma mater. Is that right? Yes, that's right. That's right. Going to go there. And we're going to go talk to some, some ducks that are graduating. And what would you tell the ones that are interested in becoming getting a career professional sales and then what would you say, Hey, here's your interested in professional sales?

John (31m 29s):
What would you tell them? And what would you give them from a training standpoint as far as, Hey, here's what you need to do to prepare yourself now.

Marcus (31m 37s):
Yeah. Great question. Right. First of all, congratulate them, you know, I'm super biased. I mean, I love sales, obviously you're in sales. I never thought I'd go into sales. I'll congratulate them. Right. Because I think first off there's still a stigma about sales and probably will always be because the media and, you know, I I'm sure if they had decided to go into sales, they probably had maybe parents or people question them on it. Right. I remember when I first said I was going into sales, you know, some of the questions that, how was, so what do you really want to do?

Marcus (32m 9s):
Right. That was the question I got. And I'm like, okay, all right. Like, I don't know. I, you know, I'll congratulate them first off. Right. And you know, and I'll tell, I mean, cause at the end of the day, everything I've achieved in life is because I've learned how to sell right from my wife that took me years to close down right. To the things I've achieved in my life, to who I am today, my personality and who have I become is because I was in sales. Right. And we all start somewhere. I think it's important that people have to understand that, right.

Marcus (32m 41s):
Who I am today is not who I started. Right. I started as a very quiet and insecure know salesperson, not good question myself. I didn't have any confidence. Right. And I'll share my story. I would share them on my story. So they know that everyone starts somewhere. Not people aren't born in salespeople all the time. The born salespeople are people that are like that. They come off sleazy anyways. They're kinda, you know, you know, kind of used car sales, if you will. Right. And don't, let's do less, I'll use cars, but that's just how the hell, how the Bible, I'll say it's, it's understand that.

Marcus (33m 14s):
Understand that it's a journey. And the next piece advice I'll tell them, I'll say, listen, the most important thing you can do upfront is invest in yourself as much as possible. Right. But it's investing, it's making sure you don't choose from two main sources, choose one or two key sources and learn from them. It doesn't have to be my stuff, but just choose someone that, you know, that has consistent success. And you only want to get advice from those who have achieved consistent success in what you want to achieve. Right.

Marcus (33m 44s):
And by understanding that then what if they have training programs, what do then do those things? Because then this way you can have the best upfront, you know, or the best upfront training to put yourself in a position to win. I believe some of the reasons I would, I, you know, I've eventually figured out how to be successful, right. Was because in my first year I don't tell too many people by my first year, I was like, when I first started in sales, I got, Oh, I struggled it. You to run that. My ebook, I struggled. I wasn't already good. One thing I did, I don't think I put it in there, but I invested quite a bit in self-development.

Marcus (34m 18s):
Now I definitely went to the library and I got books, but I was buying a lot of books and courses. I mean that year, I mean, I was supposed to only make like $30,000 a year. That year I spent about $10,000 in books and development courses. And by doing that upfront, it changes who you are. Right. You know, like, like who you are today, who you are tomorrow is based on what you do today. Right. And that old adage of, you know, like the person you become, you know, 10 years from now is based upon the books you read and the people you hang out with is absolutely true.

Marcus (34m 53s):
And I took, after I went after, self-development like, it was my job. And that's what I'll tell anybody who is graduating. Right. And it's not about just sales trail. It's overall everything. As Jim Rohn said, when you work hard at your job, you make a living. When you work hard and yourself, you make a fortune. And I took that to heart. Once I uncovered that, cause early on, I first went after sales was not, I mean, you know, Zig Ziglar, you know, Zig Ziglar, Jim Rhon. I mean, Brian Tracy augment all of those guys.

Marcus (35m 23s):
I read, I read every single book possible on, on sales. And that was a popular, those were good to certain extent, but it was the personal development books that took my life to new level. Right? Like being able to like, like thing is in sales, you will have rejection, especially when you're new or anytime. But by being able to train my mind was absolutely vital. So for example, what, you actually have a say a tough day on a phone or a tough day in the field of canvassing. Like it's pouring down rain.

Marcus (35m 54s):
Everyone said no to me, when you get done or even throughout the day, you naturally have ants crawl your head ants as an automatic negative thoughts. And these ants crawl into your head and they're like, Oh, what's wrong with you? Why do you suck at sales? Why is this so hard? Why this doesn't make it a jerk? Why are they so mean to you? Why is it in the comments? Why is economy bad? Why is X happening? What's wrong with you? Why did you become an accountant? All these ants are crawling through your head. And before you know it something, you have an infestation, your head events.

Marcus (36m 25s):
And the only way to get rid of ants is you have to reframe your mind. So in the old, the way I learned was how to ask myself better questions. Right? And the problem was I was asking bad questions. So if I could ask better questions, I can train my mind. And, and when you train your mind to ask questions, like, hold on, what can you learn from today? What was great about today? What did you learn those gatekeeper? What could you do differently tomorrow to ensure this is not happening again? What could you say differently? What could you ask differently? How could you reposition your offer?

Marcus (36m 56s):
What could you say? How could you feed your tone? How can you improve these now become empowerment questions and by, I didn't know at the time, but by reading these books, it taught me how to reframe my mind. Right? So give an example. A literally, like I literally had on a Post It card that I wrote on their index card, I wrote on there. What did you learn today? How can this be great taped in my advisor, my car, after a super rough cold call where the daycare was super rude to me, I'm like mentally defeating my self goal.

Marcus (37m 27s):
My car, beat myself up for the adviser down, read it. Ah, okay, reframe the mind, go say it takes more action. And by teaching myself these things and build these habits, it built my confidence up over time. And as you work on your development over time, the more you work on it, it sort of compounding and you don't see the results immediately. But when you start investing into your own mind, right, which goes into your mind, your, your, your, your mental health, your spiritual health, your physical health, your emotional health.

Marcus (37m 59s):
When you start investing into those things heavily six months down the road, you become a totally different person. And you're going to love that person. Cause I personally, I was a better version of you and each year you continue to do it compounds and every year comments over and over and over and over. Here's like, I didn't even realize these things until probably eight years later. I'm like, Holy crap. Like who have I become? Like I had no idea.

Marcus (38m 29s):
Right? I didn't know. I just thought I was just doing me. Right. And I kind of thought people all thought that way. And I realized many do not. So, you know, if you are a fresh college grad, right from you of all, wherever you, you know, you graduated from invest as much as you can and protect your mind as much as possible, invest in things. They're going to feed your mind and make you a better version of yourself, but don't go for just knowledge, go for application. Right. So don't go just obsessing. And like, I mean, I went on a binge or for a few years, I'll read 60, 80 bucks a year.

Marcus (39m 3s):
Like I was upset. I mean, he said books. I was obsessing about learning. I was like, it was like consumption cold and it wasn't applying. This are applying. I will skyrocket. So I stopped reading how many books cause it wasn't good. I wasn't like really digesting it and sort of applying. And by doing that, my results are scalping every fastest. So for example, when I realized it, either I was studying, I was like teaching myself how to invest. And in six months timeframe, I was applying that learn. And my net worth increased 25% because I stopped obsessing about learning stops.

Marcus (39m 37s):
It's not applying. And that changed my game. And that applies to everything. Sales life. You want learn new language. You want to learn how to be a better father, better mother, whatever, read and apply, and then focus on that piece. You know? So I went on a tangent there, but you know,

John (39m 52s):
Great. That's a ton of vitamins right there. I mean, that's a whole year's worth for, so for somebody that, I mean, I wish I had that and I'm a big reader. I probably read, I don't know, 20 books a year right around in there. I was like a perfect number. Right. Talk about you, The Facebook group that you have. I think it's pretty, pretty neat. And kind of the discussions you have on that, or just tell everybody, tell the listeners what that's about, why they probably need.

Marcus (40m 18s):
Yeah. Yeah. So great. So I'll share with you. Why even started to begin with right. And at first start off with first I got angry and what I mean by that is I was on LinkedIn and I would see some, some really garbage advice getting posted there. I'm like when you've been in the field and you've done the job, you've carried the bag. You seem what works even does not work. And you see some people like you ruse or influencers posting them like, Oh no. Why did you post that? Like, like people who don't know any better are going to try to do it and not have success.

Marcus (40m 49s):
And if they're already in a mental spot where I'm very aware of mental, mental health in like sales, like if they're already in a kind of tough spot, they're going to try and do and not see success. And I didn't like that. Right. Cause some, some of the stuff was basically pandering to reps. Right. Making them feel good in the moment, but it wasn't any good on top of that also saw there wasn't very much tactical advice, been taught a lot of fluffy things. Right. And I get, sometimes their stuff was conceptual. I get that. But what, everything is conceptual and there's no tactics involvement strategies to actually get real results.

Marcus (41m 25s):
I'm like, I don't like that. I'm like, I want it because LinkedIn is so noisy as well. I'm like, I want to create a place, a place where people can go and I can just help them. Like I can help them. And I can like teach them things that aren't actually gonna get results, you know? And also it was also for me, you know, selfishly is a great place for me house, some content that's free. So people, I still like people that like, go on and say, Hey, just go check this out. They have questions. Right. Can I get a lot of questions via the DM?

Marcus (41m 56s):
You know? And I, and I get, cause not everyone can afford to pay to do, you know, to be part of my program like yet that, so the Facebook group is fantastic. It's free. So I, I started this group a couple months ago. We're really doing, it was kind of just kind of, if you want to, if people want to apply it to the Lord, I kind of lead them into their right. And after a couple months now we're about a 550 plus members. It's a private group, but inside there, you know, people can post questions. They need help on. They can advice. We both look for jobs in there. We post, I post tactics strategies.

Marcus (42m 28s):
I do live trainings and I'll just, I'll jump on like Facebook. I wish I wish LinkedIn had an option. They don't have it, but I would jump on and just do like lives within my group. I'll say, Hey, listen, tomorrow, I'm going to be live 12 o'clock Pacific time. DME, any questions? And I'll, and I'll cover on spot or just show up and just ask me any questions. So I'll go up anything they ask me about, what should I say here? What should always tell me, say this, do this, stop doing that. And I'll get them real on the spot, a feedback on how to improve their game. Right. And then of course like, you know, I'll, I'll do like free webinars, free training.

Marcus (43m 1s):
So for example, last week I didn't have time to do it, to run a webinar. So I prerecorded a training for my group in there. And it was five ways, five proven ways to shorten your sales cycle, right? Variable boss break, tactical training, specific things to say exactly what to do. How do you isolate and shortening your sales cycle? And I upload it for them, right? So this way they can watch at their leisure. Right. Massively impactful. Before that I did want on, I kept getting questions.

Marcus (43m 32s):
Hey, what do I say on my LinkedIn DM to the outbound prospects. So I taught them exactly what to say exactly how to format exactly what to put in your message to the outbound. Exactly what to say exactly how you start exactly how the video looks exactly how you follow up. So literally a step by step. So this way it's crystal clear. And it's very intentional because when walk the news walk away from that training, like, okay, if I do X, I will get Y result. Right? And again, there's nothing ever, nothing that you can, you won't get a hundred percent results and everything, but the goal is they watch it and they get some impact, right?

Marcus (44m 9s):
So they go in there. So it's very impactful. So today I saw a post this morning, one of the members, great question, sales leaders like, Hey, you know, like here's the situation, here's my team. You know, a top of the funnel leads are really, really good, good quality, middle funnel. You know, it's, it's, it's still really good, but it's taken longer to convert some deal sizes. You know, I've been a little shorter and bond. The funnel has, you know, has been decent still. How would you coach someone who's struggled, middle funnel stuff. Great question.

Marcus (44m 39s):
Right. So I'm answering, but on top of that, the community is answering. Now I love that because I understand there's many ways to skin a cat, how I do the perfect for every one. So I was just jumping in and they're contributing to the conversation. I think it's really powerful, right? Because I have some big rules in there, which they're simple. You can't, there's no spamming in there, no salary or anything. Like don't try to like be spammy. You go in there to learn. That's the goal. So it's been a really, really amazing, just a it's over time. It's, it's sort of like, I can see it snowballing more and more and more people are joining, but also on top of that, people are getting the impact from it.

Marcus (45m 14s):
Right. And eventually his reality, some of the eventually wants to become clients of mine. That's great. If not, no problem. Either way. It's a great resource that they can go into check the tag topics for whatever they want to check on. Prospecting, closing, LinkedIn, DM, social selling. I mean, I even did a training on how do you win every job interview? I mean, Lily, because people could ask like, listen, I'm like, Oh, okay. I have literally have interviewed thousands of people over the last like 14 years. Let me teach you exactly how to structure your answers.

Marcus (45m 45s):
Let me teach you exactly the type of questions I'm going to ask. Let me teach you exactly how to format the way you do things. And at the end of the day, I'm trying to simplify it for people. So they see massive value. So it's been, it's been a lot of fun, you know, it's a lot of fun to do the group. It's becoming a full time job. So at the big be careful with that, but it's a lot of fun and helps people really Excel in their craft. Right. And learn, you know, I really like it. I'm biased though. Of course.

John (46m 7s):
No, that's awesome. I got one more question for you, but before we, before we do this last question, tell everybody where they can get a hold of you. What's the best way to get ahold of you. How do they get in that Facebook group? And then how do they get that ebook? Because you listeners need to download that ebook. It's short, it's simple, it's concise, but it's got seven steps in there that your return on that ebook is huge.

Marcus (46m 31s):
I appreciate that. Right? So I'm in the cool part is, is I'm like 99% of my stuff is completely free. Right? So super easy way. If you are on LinkedIn, just look me up. Marcus Shan is the only guy as of today's recording that has Speedos and the tagline, right? So right on there, you can connect me. You can send me DMS. I had all my own DMS, right. And in my featured section, you will see right inside, there are the links. It's very easy. So you can go right to my Facebook group, which is private. You can also just go right to go right to this languages, www dot S sell more, sell better.io, right?

Marcus (47m 9s):
www.sell more, sell better.io, or just head to Facebook, look up real B2B sales talk. That's really easy to, and, and also the link also for the ebook, Right inside my features by easiest way to go to that as well. If you want to do that, it's Marcus Shanda, IO Forward slash tips, hyphen two, it's more complex, but you know, that's why go there. And then of course, feel free to DM me on any platform as well. And I'll be more than happy to help you out. Awesome.

John (47m 38s):
So all you listeners to make sure that you check that out and check all those places out. Last question for you. So I know today you're going to talk to someone or some group or somebody and here's, here's my question. You can only give them one sales vitamin to help them succeed today. What's that one sales vitamin you leave with them. Yeah.

Marcus (48m 0s):
Great question. Okay. So if I was give one simple sales vitamin, right. And let's assume it's all focused on prospecting. Okay. And I share this on, you know, on LinkedIn. I think it's just such a great point to bring up again. Right. The first 15, 20 seconds is absolutely vital. Okay. And before I give you the Bible, most people, when they, when they make the outbound call, they say something like, you know, Hey John, my name is Marcus. You know, I'm with, you know, Bentley consulting and you know, how are you today?

Marcus (48m 35s):
Well, that's like nine, 9% of the sales calls I hear. So number one, get rid of that. That's what I'm going to want to get rid of that. Stop saying that. Okay. Yeah, because a number one is disingenuous. Right? You don't care how they are and they don't care how you are. Okay. So don't ask it, you know, they know it's a sales call. Right. And they're already a noise already. Okay. So instead you want to replace it with this vitamin. It's gonna sound like this. Hi John. It's Marcus. Thanks for taking my call.

Marcus (49m 6s):
That's it. Okay. And I'll break that down. Very simple. So you understand the psychology behind it. When you say it's Marcus versus my name is Marcus it's Marcus denotes psychologically that they know you. So this is a slight pattern. I'm like, huh? It's Marcus. Who is that? So that it makes them think for a second. Right. Which is fine. Okay. So psychologically that that's, that's the first step. And then the next thing, you know, you say, you, you say, you know your name, right?

Marcus (49m 37s):
It's Marcus. I've got to mention with Ben Lynn consulting, you know, it's marketable Bentley consulting. Thanks for taking my call. The reason I'm calling is this. So now you're not saying, how are you? You just ignore that. Right. And you're saying, thanks for taking my call. Boom. The reason I'm calling is blank right now with it within 10, 15 seconds, they're like, okay, they're there Marcus with S company they're going to go, let's go. Why they're calling? And they now know you can go right to the point. Versus people take a lot of time, you know, trying to warm them up.

Marcus (50m 11s):
There are prospects, but how many, how many strangers do you know, really enjoy talking to other strangers get warmed up. Like nothing. Like when someone rings my doorbell, I'm like, who is there? Who's my doorbell. I don't want to open my door now. Like, you know what I'm saying? Like if human beings are programmed a different Way now, so you can not, people don't care about this. So get right to the point. Hi, it's your name with your company? Yup. Thanks for taking my call. The reason I'm calling is this. Now some people can also move, thanks for taking my call and just go right to it.

Marcus (50m 45s):
The reason I'm calling, which is fine, you know, most people I find instinctually like to say, how are you without realizing it? So they need to replace it. Right? And the best way to get rid of a habit is replaced with a new habit. The new habit is thanks for taking my call and we do this. You're right to the point. You'll gain trust faster, super professional. And ultimately it's so simple. You feel better. You don't have the anxiety of what are they going to say? How are you? Right. Oh, I'm awful. Why are you calling? Oh, my dog died. Oh, this happened, Oh, this is, you know, I have to go hospital today.

Marcus (51m 16s):
I got to do this. That's all the mid. And you get right to the point. You can get right into exactly why you called. You can ask for the appointments, right. And progress that call from there. So that's my one various simple vitamin that you can literally do immediately after this podcast.

John (51m 34s):
Awesome. And you'll get more appointments because of that. You'll get more appointments, great vitamin. Well Marcus, it's been awesome. I can't wait for people to hear this and just get the value that, that you've just talked about. It's one of the things I enjoy about doing this podcast. It's kind of like every time I do it, it's a lesson for me. So it's just totally, I think there's going to be so much value for the listeners. I appreciate you just taking time out of your day. I know your time is valuable. I appreciate you coming on today and just being so genuine and sincere.

2 (52m 10s):
John, thank you so much.

Marcus (52m 11s):
It's my absolute pleasure. I really appreciate it. I'm all happy to be here. Awesome.

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