Closing 8 Figure Deals: From Backpacker to Business Owner

We have been programmed to think getting a degree is the only route to go, but sometimes it can create more confusion. In this episode, we look at how Nick created a business to help serve people and change the way people believe about sales.

KEY TAKEAWAYS
1.  Growing to be the number 1 in your current situation 

2. Even after being 40k in debt from university, you still can't get a job

3. Selling is serving



BEST MOMENTS
"I went to the interview thinking I was going for some totally different thing"

"We are the product of the five people that we hang around the most."

"Go and listen to the people who are actually out there doing it, and invested time and money into them. Invest your energy into them."


VALUABLE RESOURCES
www.reeanimate.com


ABOUT THE HOST
Ree aka @b16ree is a normal hard-working guy from East London who started off pushing trolleys in Tesco and lived his childhood dream of owning a Lamborghini, not 1, but 5! He has worked in investment banking for many years and created profitable side hustles during this work, multiple properties and now trains others in business and e-commerce, his also worked with the likes of Rihanna and been featured in the fast and furious movie.


CONTACT METHOD
Instagram: https://www.instagram.com/b16ree
Facebook: https://www.facebook.com/ree.hurakan.5/
Twitter: https://twitter.com/b16ree
Clubhouse: @b16ree
TikTok: https://www.tiktok.com/@b16ree


ABOUT OUR GUEST
Instagram: https://www.instagram.com/nickstaabcoach/
Facebook: https://www.facebook.com/NickStaab

CONTACT METHOD
Instagram: https://www.instagram.com/b16ree
Facebook: https://www.facebook.com/ree.hurakan.5/
Twitter: https://twitter.com/b16ree
Clubhouse: @b16ree
TikTok: https://www.tiktok.com/@b16ree

Transcript

Ree  0:02  
Hey there, everyone, and welcome to the entrepreneur heroes Podcast. Today we have a sales legend, Mr Nick Staab. Good to be here. Thanks for having me. Welcome, anytime. So thanks for taking the time out to speak to us today. So, people might be thinking, why are you here? So let's have a quick introduction for all the listeners and viewers out there just to know exactly who you are. Excellent. Thank you very again. So my name is Nick Starr, I'm a sales trainer, a coach or mentor. And my main mission is to help people sell by serving, help make people make better decisions, sell more products, or be more confident about it. Because I believe that when you've got confidence, you've got conviction, you can sell just about anything. And sales is the number one skill that all business owners, all entrepreneurs. In fact, anyone should be mastering right now, in order to have a successful life. More money, more freedom more time, because everything that we do is the sound, right? I mean, that's my belief, everything we do in life is a sale, whether it be selling products, convincing our kids to eat their vegetables, convincing our partner to eat our favorite restaurant, whatever it is, we are always selling. So when we can sell what an elite level, when we can influence people, we can get more beneficial things going our way we can close more people, we can get things moving in our direction. So that's an interesting stuff you said there because the first thing that comes to my mind, and probably a lot of other people that's tuned in is selling is sleazy. Like when I think of a Salesman, I'm someone that's going to come door to door, they're going to open a box or like knives or something or I'm in curries or buy something and then the whole team comes out with the after sells and forcing me to buy it. So for me, my experience is sales is sleazy, and I don't like you guys. So how have you transformed this? And what can you what can you say to change my mind? Now it's a great observation, really, let's address the elephant in the room here. Most people don't like sales. Most people don't like salespeople, most people don't like selling themselves. Because I can bet you everyone listening here has had a negative sales experience in their life. One time they've been pushed something. So take push down their throat, something they've not really wanted to do. And it's left them with a bit of a bit of taste. You've all heard the term of the sleazy used car salesman. And it's back in the day, that's what selling was right selling was a load of smoke and mirror tactics, a load of techniques pushy, pushy, pushy. And it worked in like the 70s 80s. But then people started getting a bit smarter to it, you will get to put their walls up. But the thing is, when you're selling with confidence, conviction, and you're actually helping people, we've got a problem, find a solution, then it's totally different. Like honestly, that is why selling becomes serving when you are fixing someone's problem. Because as a salesperson, that's exactly what you're doing. Right? Someone's got a problem in their life could be anything. And we're seeing if the solution is right for them. And maybe this will do everything in our power to make it happen. If it's not, we won't go ahead. And look what you said about selling being sleazy. I totally get your mate. Yes, I used to think exactly the same. Yeah. But here's the thing, right? Let's just say for anyone listening as well imagine you had the cure for cancer. You had the cure, right? You could cure the world? Would you keep it to yourself? Or would you do anything to go out there and push it, get it out there. You do anything in your power to get it out there. So you've got a business owner, you've got a great product or service, you are doing the world a disservice by not knowing how to sell that item.

Nick  3:55  
So that's definition that's brilliant. I mean, there's a lot a lot of debate so I'm trying to think of some of the key points is resonated with me like you say serving I mean, I guess me Just hearing that versus hearing sell I'm, when I'm here I'm being served on naturally want to listen and I want to be like, Okay, what have you got to say and then then how you just ended this bit by saying, if it's not for you, that's it like, it's unheard of, for me, it's unheard of where a salesperson, if it's not for you, it's fine. Like, it's like it is for you, whatever, wherever I'm giving you like you might not need this pencil, but I'm gonna sell you this pencil, you know, like people say, you know, sell me this pen. Even if we don't want it. You want to shove it down my throat and it's such so refreshing to hear you say that it's serving and you walk away if it's not for them because I can't remember many, many opportunities in life career. I've had that. So what was what was the moment for you where you've, you kind of transitioned into realizing that it's not just selling, it's literally serving. Yeah, good question, man. I think for me, it literally comes down from my childhood, literally from being bullied. Well, even a bit of a people pleaser, at the time, it sucked. You know, I obviously fell out of love with myself wasn't confident. And I was just on a mission to be loved. And I thought that, you know, if I get rich, if I make it if I'm successful, people will start to love me. Yeah, so I started reading a lot of books about influencing people success, I become obsessed with that the human brain and how it works. And as I kind of grew up, I've got my I found myself in a sales job. I mean, I might go into that a little bit later if you've got the time about my journey through sales. But I found myself selling for a company in Australia door to door canvassing, and it was really well, that sleazy guy that used to wake me up on a Saturday or Sunday morning. We were only Monday to Friday. But, you know, we were those kinds of people getting people to try and change their energy provider. But here, here's here's the thing that training they put me on was absolutely like, push, push, push tech techniques, tactics, how to get inside their house, how to trick them, all this, all this stuff. And this is what gives sales a bad name. But what I did, right, I was a backpacker. At the time I was 21 years old. I was just out in Australia by myself. There was a company full of 100 people. I grew myself to be the number one closer in that company in four months. Wow, who's under applause for that, mate. Thank you, bro. That's what my journey that's where I got the passion. That's where I learned how to sell. That's where I got the bug for it. Yeah, all I did was I just I didn't do any tactics. I didn't follow their system. I just learned that I needed to serve people, I need to find out what problems are these people facing. And most of the time it was money. And because they didn't have the money, they didn't have the time to do the things they wanted to do. Because at the time they weren't it is having an impact on their family, their friends. And it's all this correlation or things that we need to shift. But when we stop focusing on the product and start focusing on the people, serving, as you say, is literally looking after someone treating like a king or a queen when we can do that without being super obvious and cheesy. Yeah, then we can we could do a good job. And brilliant as amazing. It's insightful and refreshing. And I mean, like, it sounds to me, like just from hearing that. You learn one way. And you you implement in that by knocking on doors and the trickery that you know, is it taboo in cells and you basically have to unlearn all that you learn and start again and you've kind of realize you being new, and just trying to help the person genuinely is what gets the cell. Yeah, yeah, I literally made like, from when I got there. All the training they were trying to teach me I took bits on but I just bought my own style to it. Yeah, I just knew that I've been able to influence a lot of people that studied a lot of books and read like a Rich Dad, Poor Dad How to Win Friends and Influence People. Yeah, I was obsessed as a kid about reading books about being successful. And I never knew my calling was going to be in sales. Yeah, I finished university. I did all that may I fell for. And I don't want to upset any viewers. I'm not saying anything's wrong with a system. Yeah, me personally. My belief is it's broken, right? You know, go to school, go to university, try and get a job. Retire on 150 pounds a week. But no, thank you. That's not for me.

Unknown Speaker  8:36  
What a scam. But back in the pot. I didn't know any different. I mean, I did read these books about success. But when it comes to reading, you know, trying to watch YouTube videos you only get so far. Yeah, it wasn't until I got myself like proper education and mentoring that I really leveled up as a person. And I found out my true belief and my values. And I created my vision, which is to get as many people as I can to be elite at selling. Brilliant. So you're one of my clients as well. I mean, yeah, I mean, you want to talk to the audience now about your success since we started working together in June. Yeah, I mean, like, before we get on to me, it's just a key thing that you mentioned earlier on that you didn't sales wasn't like your calling. So people might be wondering, so what was you know, like, Was there something that we know Nick was, right? I want to do this. Well, you know what, that's interesting, man. Because I went through school, I was the kid who didn't know what he wanted to do, literally. And maybe some of some of these listeners can relate to that. But you know, that I why my don't shoot me down here. But I went to be a policeman. I mean, my family kind of pulled me to one side and said, like, no, that's not happening, as all right, fair enough. Then I thought was I kind of good at in school? What did I enjoy? While I didn't mind the IoT lessons? You know, playing on the computers Whatever. So I went to college and I did it. Deep down. Did I really want to be an IT professional? No. So I've committed right and I got myself there. I went to university. I studied, I studied, I actually got a first degree in IoT solutions, but that was great, you know, come out of uni 40 grand in debt. Can't get a job. Yeah. Oh, that's great. But you got a first but we're looking for someone with some experience. Yeah. I get the experience. If I can't get the job in the first place. I was stuck in a cycle. Yeah, that's what I said, right. I'm going I'm taking a year out. I've just finished uni. I can't find a job. Work bloody hard. Let's go to Australia. That was one of my passions in the past. Yeah. And it was funny. I found myself in Sydney, a couple of weeks in the savings are going down. I didn't realize it's probably more expensive than London there and I'm like, geez, I'm here for a year I better find myself a job. What am I going to do? And anyone who's been backpacking before or gone around Australia, those is pretty much you're ever going to be a salesman, or you're going to work in a bar. Actually, that is it that in Australia, like thank you wrong. If you've got a trade, you might be able to go out there for citizenship. But as a backpacker, 21 years old, I didn't really have much opportunity. Of course, I was looking for work and I saw this job ad. Right. And it was for they've really written it and they positioned it but do you like sport D like fitness? Do you like gyms and it was crazy. I went to the interview thinking I was going for some totally different thing. But in reality, it was knocking door to door for an energy company. I mean, that's how sleazy this company was they were literally luring backpackers in by just with adverts that weren't even relevant. I got the interview and got the job. And on my first day around a minibus going to knock me get given an iPad saying hey, you're knocking here's your block today. No training thrown out in the deep end. Wow. And they would churn and burn like, you know, that's the great thing about I think they found as a company was, hey, they get loads of backpackers coming in and out someone doesn't work or someone leaves, replace them. Yeah. And I couldn't be bothered to train people, you know, the training they did was very intense sales, getting people to trick manipulate, you know, fear of loss, which are great sales techniques, I still use today to influence people, if it is the right thing, that's the difference, you must find out at the start of your sales conversation if your customer is going to be the right fit. Now, that's how I ended up at the start of my journey. Yeah.

Ree  12:32  
So and if it wasn't like, you know, sometimes people don't like the path they don't like to say, but End of Days is redirected to where you are now. Right? And if you didn't go through all of that, what would you be? Would you still be there? Would you still be stuck there? And you said the key thing right there which I think anyone that's working a job like where maybe they don't feel valued have the feeling and working hard is replacing like they churn and burn. But that that's the extreme right? You've got the backpackers in and out. But it doesn't matter. Even if you're a corporate company, you get, you know, so happens to you're going to get replaced anyway, because we're dime a dozen people that are in these jobs, that will give their life their their heart, their soul until they're 5060, they'll get replaced. So it's great that that four month experience you had you learn so much and you learn hold on maybe this isn't the right thing to use. This isn't the way and it's it's brilliant, because a lot of people I speak to they talked about, you know, they regret this or regret that but you know what, every lesson, everything you do, every failure is a lesson. And yeah, man, he taught me something and you started your, your your own business. Now, you said you're a mentor. And something else, there's something else that you released last year. Do you want to tell everyone else? Well, before I go into it, I just want to highlight what you said about that learning. In my book, there is no winning and losing. You either win or you learn. Like you know when something goes wrong and doesn't go to plan. I don't count as I lost. I just say Hey, what did I do that I could have done better next time? You know, what, where did I miss the ball there? What can I do to make sure it doesn't happen again in the future. You never lose in life, man, you never lose. You only learn anytime you lose if you keep losing. And then you don't do nothing to fix it. You don't do anything different. You don't take action you keep staying where you are. I mean, that's the most dangerous place you can be doing the same thing over and over again. I mean, it was Albert Einstein said that was the definition of insanity. Exactly. And so many people, so many business owners, so many people want to be business owners. They keep doing the same thing. They work the job that they hate, they keep the business alive that they hate. And they just keep doing it because they don't know any different. But you got to take action. You know, you got to think that these patterns keep on repeating it is probably another higher deeper thing about themselves that It's just part of them and they keep repeating it. So like you said, you need to break it you need to learn and analyze and it doesn't matter if you've lost 10 times it might take the length of time for you to figure out and say, hey, you know what this is, I've done all the things you don't need to do. Maybe this 11th Time is the route. I need to go. Great, man. So let's ssss keep the suspense for viewers because what was it, Nick? What was your what was it? What was it? Let's go back. So yeah, last year, something amazing happened. I released my book, my lad to plug the name resiko. Plug the name and tell us any books. That book if anyone wants to check it out. It's on Amazon right now. It's called selling is serving. Now, this is my book where I literally, I've kind of chunked up all of the information I know and put it into a book that anyone can follow. Any background business owner, someone who just wants to get better at sales make more money. And this book, right? It went to a number one best seller. No. Thank you much, right? Not one, not two, not three categories. But 21 categories, like these 21 number one bestseller. 21 different categories. And we're not talking to silly ones. We're talking like customer services, sales professionals, top sales books, influential books mindset. Like literally, I was a head of Rich Dad, Poor Dad. No way. And that was a book you read to inspire you. One of the literally. Wow, was it? Yeah, it was a few other books that I read as a kid. And my book was ranked higher than that. And wow, what a feeling that was. And that's not just down to luck. That's down to me like having a good community, like working with many business owners in the UK. Yeah. Just be Yeah, just building my brand building my business up. So in that year, then so you, you've set up, obviously, you've been doing what you've been doing, you've you've gone down the education on the mentoring side, you've released a best selling book in 21 different categories. But that your first book or second book, that's my first book released your first book, bestseller pipeline. Wow. I've got I want to deep dive a bit more analytical, but that book was more of like, chunked up version of how to sell. Brilliant, brilliant. I've got more books in the pipeline to come out very soon in the next year or two, where I'm going to deep dive and a lot more advanced.

Unknown Speaker  17:32  
Excellent. Well, we're looking forward to it. And I'm sure there's a ton of value that people can get from your book and start start implementing right. Yeah, man, you're mentioned in there. Yeah, I know. You read the book. And obviously you left a testimonial man, you're on the front cover. I do man like so. So some people that they don't know. So I've worked with Nick before. And he's helped me increase my sales. I was one particular launch that we done. And it was an increase of 52%. And I was ridiculous. Because when I spoke to him, I'm like, Nick, I need someone to sell for me. I hate selling. I don't like it. I don't have the patience. I feel sleazy. But obviously after working with you, and then the close rate went better. And even I don't always do the calls. Because I have a team for that. I do like to occasionally get involved because I like to just experience it to the business. And that's after working with you. That's when I realized Hold on, it's not about just trying to close a lead. It's like, is this right for them? Are they going to be a good fit? And then once I you know, use your techniques, your strategy, it didn't feel like a sale. It just felt like I'm having a conversation with someone that wanted more. And you know, I can present Dominque it's up to you if you want to take it great. And I felt great. I mean, I felt better than when I did a year ago where I was stressed out getting on the phone thinking shit by my nerves. Sweaty palms, like is this guy gonna buy like, you know, and it's the totally wrong mindset. And the thing man like a lot of people have that same mindset business owners I know you're a successful business owner your turnover loads of money power, but he wasn't he was leaving lots of money on the table. Yeah, the thing is, you summed it up yourself. You said you used to feel rubbish about making the phone calls, you used to feel unconfident now you'd love getting on the phone. And if it was fulfilling because I think true fulfillment comes from helping other people can't buy that. You can't miss sell that otherwise you're not going to be able to sleep at night unless you've got a very low moral compass. For any normal human being like there's no better feeling in the world and helping someone else helping someone who's in a place of pain. And you know, it's Win Win that's what I love when you learn to sell properly. You when you get your commission from yourself or if you want to be like me, you want to consult for other business owners. Yeah, you get your money there. The client gets their money and Everyone's a winner. Because here's the way I look at it as well, right? If this is good, good advice for anyone who's on this call, who sometimes doesn't like to sell, who may have a product they may sell for someone else. So let's just say you sell a training course, right? Let's go back to your E commerce business that you run, right? You're selling ecommerce training, yeah, someone jumps on a call with you. Now, if you find out that they're in a situation where they're not earning lots of money, their relationships is on the rocks. They're not spending time with their kids. They're miserable, they hate their lifestyle, they look you've uncovered that they are the right fit for you. Because you know, and I know your system, right. And I know you can take anyone from where they are to where they want to be, in a matter of weeks, literally, you've got your step by step system, on your ecommerce strategy. So I know, I know it works. But you will know deep in your heart that this is going to be the solution for them. So you are doing them a disservice by not pushing this on them. Now, let's say the only time it's cool to be pushy, when you know it's the right fit. Yeah, because one or two things is gonna happen if you don't close them there. And then when they say I want to think about it, I want to speak to my partner and you let him go you believe their BS, because a half the time it is BS, raise the store, it's a get off the phone, now I'm going to make an excuse up. If you believe that, then chances are they're all they're going to do is go to one of your competitors, who won't do a good job as you so there'll be more pain and you won't be able to serve them. Or there'll be the procrastinate in type who will never take action. Yeah, no, he's gonna walk the earth with like an open wound, like which needs fixing. I mean, you can stitch that wound up, but if you leave them, they're gonna keep going around and around and around, and their life's gonna stay the same. It's gonna get worse. Yeah. So that's the mindset you got to have, as long as you're not selling shit. Alright. Yeah, yeah, don't mind me swearing, you know. I'm very like real. But as long as you're not selling shit, no, you know that you should do everything in your power. If you have qualified your prospects.

Ree  22:11  
Yeah. 100%. And, and that's something maybe we can talk about a couple of tips. You know, obviously, to get a lot you there's, we're going to leave details on the podcast in the description, everything where if you want to contact Nick, you can if you want to work with them, you can do that. But right now, why don't we do a quick demo? Like just so anyone out there listening? Because I'm sure either you've been in my position, or you've been in, you know, his position, maybe you're you're a seller, that maybe not hitting your target. So we've had a call now. And we're we're about to kind of close the deal. You've showed me what the deal is, may or may be I've seen some info about the product. I'm thinking about going for it. So I'm going to go out look. I think I need to speak to my missus, before I go ahead. Cool. Very, yeah, I totally appreciate that you want to speak TMSs. Now most of the clients that I speak to want to make sure they've got that certainty as well. But what they found is, is that if they don't take action today, that nothing's gonna change for them, right? They're going to stay with x y Zed, you go back to their pain points, right? You bring their pain back in. We can always say like, Hey, read. Earlier on the phone call, you told me that he was in the situation he was at. So you kind of summarize how nothing's gonna change unless they take the action today. And then I'll go back and say something like, okay, cool. So, do you think your partner would dig your heart out with a wooden spoon? If you were to be able to make more money? Yes or no? No, no, exactly. So let's get yourself locked in now. If you miss is really kicks off. doesn't like it will give you your money back. But let's just get you locked in right now. It's all about just getting the deal done there. And then Then afterwards, you can solidify the deal. But let me tell you something, if you let the customer walk away, yeah, that's where they're gonna either procrastinate. They might even genuinely speak to their partner and say, Hey, I was on an amazing call with rewrite. He's going to teach me how to get into E commerce. I'm going to follow this system and they're like, what? That sounds like a scam. You're not spending our money on that and then you know, you've actually lost the sale. Yeah, you caught a strike while the iron is hot. And it all comes down to selling with confidence and conviction. Okay, brilliant. And that's a very important point because I've had that I've had prospects say that to me. And maybe my missus listen. Yeah, I've never talked about doing any courses have started again that shows the portrait and other people like get they need to speak to their missus but or their partner or their loved one or their friend but you got to think that maybe that person not on the same journey as you like for you, you, you've got on that phone call for a reason. But something has led you there to book a call to be there at the time, then for you to go out and speak to someone that's running in a different side of life. You know, I've had people speak to people in their jobs, and their people in their jobs are saying, Oh, this guy is a scam and things like that. But you've got to think why they're saying is because they're worried that you could be doing better than them. You know. So there's a lot of things and it's not like you're forcing anyone is that, you know, you can help them. So keep them in the positive ecosystem. Because ultimately, when I bought programs, I'm happy. And when I tell people, they are brilliant, congratulations, man. You know, and that's the kind of people you want to be around. If you buy something and someone puts you down. That's not going to do anything good for you, you're going to get buyer's remorse and you're going to feel shit, you're going to start this program with the bad vibe. So it's very important to have that mindset to document like you said, like to be confident, you know, to not be led away because me being led away, it means I spoke to someone, they're gonna chat shit, and then I'm going to feel shit. already. I could have made me work with you. And hold you know what I can really go on a different trajectory of my life. Yeah,

Unknown Speaker  26:20  
yeah, here's the thing. There's loads of things that you've just said that I want to pick you up on. But yeah, first of all, let's talk about the people you hang around, right? Because you're so right. I mean, we are the product of the five people that we hang around the most. That's what Jim Rohn said, Yeah, hang around five broke people, you're going to be number six, hang around five negative people. Guess what you're going to be number six, hang around five successful people. You guessed it. Number six. Like, you know, me and you I know, we hang around with successful people. And that's why when we make these big decisions in our companies and our businesses, you know, we've got the right support network. Yeah. But most people out there don't have that luxury. And sometimes it's not that they've got haters in their life, people who are going to put them down and make them feel bad. But sometimes it's the people who love them the most, you're actually trying to protect them. You know, maybe they say like, Hey, I want to learn this new skill, or is now the right time. What about COVID? What about the government? What about X, Y, and Zed? They're, they're not they're not coming from a place or Hey, but yet, they're there. They're influencing their decision, right? Yeah. So if you allow someone to influence your decision, I mean, you are in control of how awesome your life's gonna be. Like no one else. You decide that, right? That's the first thing. So make sure I want everyone listening to have a bit of a think about who they spend their time with the most. Maybe it's an activity you guys can do if you want to, like, you know, pause it or something. So Nick can summarize some key action points for maybe to think about, yeah, yeah, genuinely, like pause the video and have a little think and just say, uh, who do you hang around the most. And I'm not saying for a disclaimer, go and divorce your partner. I'm not saying go and leave your family, block your friends off your phone. I'm just saying, Where do you send your energy? Who do whose values do you listen to. And if it's not the right people, then you just got to go and make sure that you hang around the right people. So that's, that's number one. The second thing I want to talk about was confidence. Now I've got something I'm going to share with the audience. I don't normally do this, because I normally keep things for my paying customers, or people who are trained to mentor. But I think this is something that everyone could take away to be more confident. I call it the confident closer blueprint, right? And this is going to help you manage your state because if you manage your state, you're going to manage your outcome. Yeah. Let me ask you in the audience now, have you ever think, have you ever been in a selling situation where you've had some limiting beliefs? You've had mindset issues, you've lost the sale? Because you've just not been feeling it? Right. On the other hand, have you ever had a time where you've been on top of the world that you've been like, in your A game, and you've closed those deals? Tell? Yeah, exactly. That's it because it's all about mindset, mate. You know, sales is 90% strategy. Literally, sorry, 10% strategy 90% mindset. Now you've got to increase your confidence. If you want to close, right if you've got a bit of hesitation in your voice, if you're not sure about something, no one's gonna buy from you. But I don't want to buy a fish from someone if they're not confident. Yeah, I'm seeking certainty that their solution will fix my problem. Now, even if you're the most confident person in the world, yeah, he's the Ricky Paul's mate.

Unknown Speaker  29:52  
All right. Hello, even if you're not the most confident person in the world, say You're a bit shy, you're a bit nervous, you're a bit timid. You can follow this system if you continue to use it if you choose to use it. Okay, okay, some goes along with it. Yeah, because when you're wanting to settle something in your life, you're seeking certainty, right? You're seeking certainty that someone's Hello solution, their product or service will fix my problem. Yeah, I mean, that's what I'm looking for. So, if you got a pen and paper, write this down, here's the confident closer blueprint. You know, it starts with knowledge. Plus experience plus certainty. Okay. So for me to say again, knowledge, knowledge plus experience Behrendt plus certainty, certainty will equal confidence. Amazing. Amazing. Let me ask Go for it. Now, if you quickly like, are you knowledgeable re on your topic? How are we? I am, okay. Do you have experience like business experience life experience shitload of Earth? Okay, cool. And are you certain that you can get someone a result? A certain as the sky is blue. And that's, that's your confidence, bro. That's it. So next time you go into a sales conversation, you must know everything here, you must have those three steps, you can close anyone, literally anyone that Forget trying to force yourself to be confident. This is the real confidence. Like, if you've got these three things, even if you're the most timid, shy, non people person, you go into this, you'll be bulletproof. Okay, so those three things, just those three things is going to give me the confidence. If you've got, if you know your product, if you've got the knowledge, if you've got the experience in using it, and if you're certain it will get a result for your client. There's no way you can't be confident if you know those three things, bro. You know that you're not selling shit. And you know that what you're doing is going to make a difference now, it'll give you the confidence to go out and get in that selling situation. Yeah, yes, that will give you confidence. but confidence is not all you need. You need to manage your state. Man, we're going deep into some training here. This is great for the audience, right? Because when you're in a selling situation, you cannot be able to control your own state. All right. That's the first thing you need to do to be elite at selling. Because if you're frightened, or you're uncertain, and you're trying to look for certainty yourself, yeah. So if you've got an amazing strategy, you've got the perfect phone script, you've got an amazing product. If you're in the mindset, and your state's not right, you're going to make the call badly. Okay, just because you've got negative emotions attached to the call, right? You might not even make the phone call at all. You might before you go to make a phone call. Yeah, let me ask the audience a question you've ever been in a situation where you've gone to make a call, you don't really want to make and you go, actually, I'm just gonna send them a text message, go drop in an email. And maybe we do jump on that phone call. It doesn't go well. And we attach negative emotion we say, Well, look, that call went worse than I thought. I'm not going to make any more today. So you can manage your state, you got to change your state. And that's going to rapidly increase your success rate. So those those that formula you drop there for anyone that's maybe themselves they've had five, six calls in a row, or not close anyone was your state's going to be low. Your mindset you're going to have the limiting beliefs are going to be kicking in internal no good. So we've we've that formula, basically, to give me confidence, I can think of that and go pick up that phone and be ready. Yes or no man, like Yeah, yeah, cool, you got the confidence, but you need to be in state like being in state is like being in tune with yourself, like feeling like I can do this, like, you know, I can really do this. So I've got I've got four little tips if you don't mind me sharing about how you can manage your state for which I like to do before I enter a selling situation I teach my clients and also it doesn't have to be selling this could be I know you've you're in a competition you're about to do some bodybuilding show or you're about to give a big presentation at work. You know, like to manage your state is to literally that channel into yourself and be able to project that so yeah, I've got a nice little four step system. So if you've got your pen and paper you want to write this down as I go through this so I call the guys

Unknown Speaker  34:33  
okay

Unknown Speaker  34:35  
guys just get ready later in trading to be interviewing me but I'm taking over a bit now but as good a given is good value, right? It's good value for you guys. So yeah, the four is Psycho is a simple four step system, you know. In fact, before you go into this, what you need to do is manage your state by scoring yourself. So before I go into any selling situation, I score myself like Zero to 10. Now 10 is like, get me on that phone now. I'm gonna close them, I'm ready for it. Yeah, zero is like, Oh, I don't really want to pick up the phone, I want the ground to swallow me up. I don't want to make this call. Now, if you're anywhere below an eight on that scale, don't pick up the phone and follow this simple four step cycle, right? So it starts with an internal talk. Now I have a little conversation with myself if I'm not feeling it, and I say, look, Nick, I know whatever happens, I can deal with this situation. I've got a great product. And it's going to help my clients problems. It's my mission to serve this client. Now, just saying that to yourself is going to give you internal certainty. If it's true, of course, then you take little moment and just you know, try and practice that right now. got goosebumps just sitting right, you know, so it felt good, didn't you just hearing it right? That's just step one. So step number two, is where we issue love right now, in this current age is really simple to find a client online, even if you've never met them before, right now, you got LinkedIn, you got Facebook, don't want to sound creepy, but find a picture of your client. Yeah, send them some love, man. You know, tell them that you're gonna serve them today. Now, I'm not saying go start stalking their holiday photos from two years ago. But what I'm saying is, send them some love and let them know you're going to look after. And especially if you've never seen someone before, before you jump on a phone call, if you know what they look like, it's gonna make your 60% more confident as a fact. Like, you know, you'll be more confident if you can picture who you're speaking to. Now, number three, very simple one, inhale, oxygen. Now, we inhale oxygen all the time, right? Like breathing unconsciously, when we consciously breathe, that gives us focus. And it kind of distracts us from what we might be worried about in previously, if it comes to like picking up the phone and making a call. So look, you know, get into position right now everyone that you know, getting your chair set up, right, you can do this to ring right on your chair. And breathe out. Take a deep breath in. Suck your stomach in, you know, you should feel your chest popping out. Count to five seconds. Whoa, the air out. Repeat that again. Now, do you feel that kind of like in your body? Like yeah, yeah, do your brain now is pumping adrenaline for your entire body. Okay. I just don't want to do that for long. If you want to do it for long, you can do that just three times. Okay, three times. Right. So good, man, I feel awake. Yes, because your brain is literally pumping adrenaline, and loads of other good chemicals in it for your body to keep you alert, keep you awake, you're focused. And like I said, By the way, don't just do this for sounds do this in anything, you'll notice your performance will go up in any area. Now the last one is initiate peripheral vision. Okay, this is step number four of the four eyes cycle and it's a very simple technique that anyone can get into. Now, NLP experts call this the ideal state. They also name it the Hawaii State. Okay. It's a very like chilled state. So yeah, for this technique, I want you to practice it as well, anyone listening and you re Okay, right? Pick a spot in your eyeline in front of you. Okay, now keep focusing on that spot. Taking all the colors, the textures, the lights, the shadows. And really keep focusing in and keep doing that for around about 20 seconds. Really focus on that spot. Now, allow your vision to extend slightly. So try and look about 30 centimeters, ie, longer, either side, keep focus on the spot, but expand your vision. Yeah. Now take your vision out slowly, a little more. Take it out more and more until you can't even focus on that initial spot.

Unknown Speaker  39:15  
But you want to be able to see your hand if you stretch your arms out now. Level your shoulders you want to be able to see your hands. Yeah, now stretch your vision even wider. Wow. Stretch your awareness in your imagination around as he can he see it not your vision has gone from like a square. You're in peripheral vision. Yeah. Now anyone here who drives a car. You're driving peripheral vision. As soon as you get behind the wheel and you sit there. You might turn your head a little bit to check your mirrors but you're pretty much viewing you in the screen. You're viewing your sides, you're looking at everything but when you're in life going about your day today. You just focus in on what's in front of you. Getting yourself in that peripheral vision state is actually going to elevate your mood, your attention everything to a higher level. So this is brilliant. I mean, I feel good to follow steps already, man like, it's like a bit of an affirmation, right? You think of your client, you want to give a feel oxygenated. And and you're right, because obviously I'm looking into my camera. We were having a meeting. I don't see anything. I couldn't even see the picture on my wall. I couldn't even see the door that way. As you said, I kept looking at it. And going out and I'm seeing one and I feel good, man. I feel positive. We're on zoom right now for anyone listening. I can see Re is like, yeah, he doesn't smile a lot. It's hard to get him to smile, but I can actually see his teeth. Yeah. Yeah, I can see it's working, which is great. And it just goes to show guys, it's a very simple technique you can do for any situation like managing your state is the number one thing if you're into any sales call, anything that can elevate your performance without knowing any techniques and systems and tactics. Yeah, I feel good man. And I think we've done this exercise live, you know, you can see what we're doing and anyone listening, you can hit the link in the description, and you can watch this part of the video online as well. So I want to thank thank Nick for this live coaching man hook has this been valuable? I mean, for me, it's been valuable. I've got some great value. And anyone that's listening, please try this stuff, man. And like, let Nick know, you know, tag him in a photo or a video of you doing this and say, Look, man, Nick, I listened to your podcast or read your book. And I don't know if it's in your book. But you know, I've done this. So it's part of the book as well, bro, like, so anyone like literally my book is my entire system. It's very chunked up. So it's easy to digest. And, but it's pretty much if you follow that book, it's the system on how you can sell with more confidence and conviction. Excellent. Excellent. So I want to go back to the start of the conversation now. Because when we mentioned about us as selling as sleazy, you said, well, basically everything is a sell. So for people that you mentioned, like maybe your partner or your kids, so you know, how many people watching listening right now has got a kid? How hard is it to them maybe to have their breakfast? Or, or, or brush their teeth? Like how much kind of bribery do they need to do to get there or even if they want to, you know, get their partners to do so. So with this technique, then like, obviously, you do this on a day to day now when you go back home to your missus, you've got family. How did you kind of use these techniques for that using a man obviously, it makes it I use them and I think I've pretty much used them to get into the relationship. I mean, right now like, now, it's all about influencing people, but I don't to put it on or switch it on or off. For me. It's just like a second nature. When I come to making any decision in my life, I always outweigh like the pros and the cons. Yeah. When I want someone I want to do something I never like forcefully pushed. Oh, once again, it's about having a balance in any relationship. Yeah, yeah, like, making each other happy. But if I want to really do something, I'm not going to just say hey, we're going to the cinema today, I'm going to go and sell the benefits man. I'm gonna say like, you know, there's this film and just like the one you like, it's got that favorite actress you like imagine when we're at the cinema, right? Nice, fresh, warm popcorn. Is it little things was my clothes? Let's go. You gotta do that. Right. And here's the here's the thing, right? When you're selling to anyone, especially when you're uncovering someone's problems, where they are right now and you want to paint that solution. He kind of be a listener, you know, you actually do about 20% of the talking and 80% listening. That's how true sales is and you don't sell by just listing benefits, benefits, benefits, it's all about asking good questions. Yeah. Who, what, when how, what if, you know, and finding out so how's that? Right, that's just doing a role play reading. And actually,

Unknown Speaker  44:01  
that's just and I want to take yourself back. Okay. If the audience notice it versus take you back to before when you was in the corporate world? Yeah. Right. So you're working in a job. And let's just say we're having a phone call, right. And I'm trying to find out a little bit more about you. Okay. So really, just tell me about what you do for work at the moment. me so I am a project manager for Global Investment Bank. That's right. mundane, mundane re in the bank where recruit would cold call him and have no time for you. I don't want to have a conversation. Let's just pretend you do kind of want to talk to me. Right? Okay. Okay, so you're working in the city? corporate jobs. Oh, yeah. What's your what's your what's your actual Rob, what do you do day to day, right? So my day to day I manage a team of 10 people locally and internationally. Have their achieve their targets and goals for the business. Cool man, most like running a team of 10 people is stressful. A lot of different people, there's a lot of different characters, and there's a lot, a lot of work that I need to do. Yeah, stressful. Just give me more clarity on how it's stressful, right? Everyone has different personas. So some people like like to work and not be part of a team player. Some people like to just always have a talk, but not deliver. So they're like the booking say that they can always talk themselves out of there, but not do anything. Some people just always sick, make an excuse or using their kids as an excuse. And it's just really hard to get a dynamic show. And it's just stressful. Because ultimately, I need to then go and pick up the slack and do the work. Because you know, if they fail it, the failure is on me because I'm on the project manager. Yeah. What impact does that have on your, on your day to day, mate, when you're picking up the slack? And when things aren't getting done? How does that impact your work? No, I actually think to these guys a bunch of lazy ships, what are they doing it like, you know, they're supposed to work and they don't do anything, and I have to do it. And I get home late, you know, I don't even get to spend time with a family and I'm eating late. I'm eating at eight, nine o'clock, which is late for me. And then I feel crap. And then I've got a gap the next day and do the same shit again. Yeah. And how does that make you feel? really pissed off? really annoyed, don't feel valued. And if I have to keep doing the slack, then obviously I should get some kind of reward. But the only reward I'm going to get is to go and get another job because my company isn't going to value me. Right, let's just stop there, bro. But that is it. That is how we uncover right? You see what I did there with real I barely even spoke. I just asked those questions them. I was talking you were talking man, you were talking and he didn't even want to talk to me at first, you know, but when I opened you up and just listened to you. And here's the thing, this is why when yourself properly like most people in the world that they're not listened to. But they think they are they've got a partner. They've got kids, they got friends, but no one actually really asked him like, how are you like, How's How does your job right now? How's this? And people just want to feel valued. Now everyone out there is seeking love and affirmation. They are seeking validation. So just listening and asking those questions are a given me ammunition. Yeah, that you've just given me a few little points there about how you're feeling stressed how you're doing this. So if I want to sell a coaching program to help you get into property, I'm easily going to be able to say, hey, you can come out your job less stress, don't have to worry about managing your team, you can be your own boss, run your own team. That's it. Um, you know, we're uncovering the problems. And we just keep drilling down. Like imagine we've got a layer like under the ground and you got your first problem. And I've got a big drill. And I'm just drilling into those problems by asking you questions. And it's a bit of therapy for me just being able to talk now, bro, like you got right into it. We're just talking, you know. And that's the thing that people want to be listened to people want to open up. This is what a lot of salespeople do, right? This is what will happen is you'd say straight away like, Hey, I've got a lot of staff working for me. They're not very good. They'd be like, oh, yeah, that sounds buddy shit, then it Oh, yeah, that's crap. So how much money do you make it just they just do that and move on? And it really sounds like them. They're telling me what to say they're telling exactly. There are lots of salespeople, they spend all their time telling other people how bad their life is. That doesn't sound good. I would do this instead, I did it. Now, man, the way to sell is to get the customer to open up, get them to make their own decisions have their own lightbulb moments. That's that's the difference.

Unknown Speaker  48:57  
And it's been been refreshing man. I mean, you know, me I've learned a lot you know, even though we know each other, we've worked together. I've learned a lot just being on the court. And I think for the state myself, you know, some days I have to do so much stuff I got to make content, our podcast or go live and I think just those four things that you told me today I'm going to make sure I do because you can see like I energize instantly so anyone that's thinking I saw this mumbo jumbo mumbo jumbo in guru shoe. Yeah, this is real shit man because everything is in the mind and we've seen the last couple of years people like mental health depression been up because people are losing their freedom and what do you do, bro? That's it literally. I love when we have like the great thing about what I do is I get to sell for some of the biggest UK professionals I work with property investors that work for you ecommerce. Mindset speaking sales training, you name it I've sold for some of the UK is biggest and they all have the same common theme like any product, any service any, any path to becoming your own business owner. It all starts with mindset. Yeah, it's all up here. Like, if you think you can or you think you can't you probably write a quote from Henry Ford. Like, I love it. It's so true. Like, if you don't think you can do something, he ain't ever going to do it, man. Yeah, 100%, man. So I think it's been, it's been a hell of a lot of content, I think what we need to do, and we need to get you back at some point by I think, just myself, if I was listening to this, I'd be thinking, especially if I'm a salesperson, or I'm thinking of doing something different where, you know, especially now, in this day and age, if you don't need to be in office to be sales, you can do it from your laptop, you just need a phone or a laptop, you can do it any way you want. And you've got a skill, right? That no one can take away. And you can do on your own terms, and you can do without being sleazy. And I'm sure if you've got some value on this Nick's got a three day boot camp. So why don't you tell us about it? Because I think myself I've got value. And like I said, if you sound like this, as you I've just said, there is an opportunity to learn a hell of a lot more from you in three days. I mean, if you got value in the last 45 minutes or so imagine what you can get in three days. So let's tell us how we can work with you, man. Yeah, really. That's awesome, bro. Like, I mean, like, we're just scratching the surface today. Like literally just literally scratching the surface. Like I've got a seven step elite Sale system that I teach my clients on how to sell. And it literally goes through everything got from their mindset to their buyers mindset, you got to understand that first, they're nervously getting the habits of an elite closer what you need to be doing day in day out the systems, you need to use the phones, you need to use your presentation, your techniques, the script, I've actually got a seven step serving script that anyone can follow, to follow to sell anything. So I know you've used it in your business, the conversions have gone up. But if you're selling cars, you're selling training, you're selling potatoes, whatever you're selling, you follow this script. Yeah, put your own business into it. And you'll be able to sell anything because it's literally taking the customers for a journey and find out where they are now to where they want to be the pain. The pleasure. Yeah, right. And that's how that's how it works, bro. So on that and then we obviously Lastly, deep dive into closing the concrete closing method. Yeah. So how we can close anyone into a buyer. So objection handling, I have been called the Laura method. Okay, where we can listen, agree, relate and accelerate. Oh, that's what I used on you earlier. Yeah. I listened to the objection. I agreed with you. Because here's the thing. Most sales professionals when they get an objection, they just want to throw the benefits once again and tell the customer No, no, you're wrong. Yeah, have a good night. They want you want to be listened to invalidated. agree with that key. Then you relate with them, you know, you kind of like say, hey, that's cool. A lot of our clients felt the same. However, what they found was X, Y and Zed and then you accelerate up close again. Because the customer is not really going to resign and say okay, cool. I'm in no hurry, you got to take them back to the sound like okay, cool. So that's what they did. They got on this. So we've got one payment of 1295 or three payments of 495. which suits your best clothes. Always be close in the right fit. Yeah, that's it, right. I mean, there's some advanced tactics there. I like to teach but the reason I do the free days as well is because it's in person. Yeah. I don't know about you, mate. But I've really missed it over the past year. Like Yeah, listen to this podcast, by the way. We're at the start of 2022 lockdowns just Yeah, around at the moment. They are in a bit of a state. So I mean, I'm a hugger.

Unknown Speaker  53:57  
I mean, I'm gonna go and hug Nick a few people. Here, Nick, you know, he's a good physique is dying. So he's gonna be even more chiseled by Tommy Patel. You can if you want to give him a hug. Give him a hug. But yeah, like you said, you know, with COVID We've all had to be forced onto the online world. And I'm sure you know, not just ask I'm sure people would love to be in a room. And the beauty about being a room is you're with like minded people like you. And the energy combined of everyone flipping are exactly eruption. So I can't recommend it enough. If you like if you if you like this stuff, don't get into it. Take the step and go and do psych in a room because the progress you're going to get in those three days is a hell of a lot more you're going to get by just doing it online yourself because you have to get yourself in a state you need to log on. You need to do the work, okay. Now, if you're motivated, you're going to be accountable to yourself, brilliant. But when you're immersed with a group of people, you're going don't transform bigger than you would have been. You know, I'm very confident in in what I'm saying about that. Yeah, thanks, bro. I don't want to be on here like pushing and selling Yeah, podcast. But at the same time I know that I've got I'll be doing like I said earlier I'll be doing people a disservice owner, you or you're someone who just wants to make a load of money, it really touched on it. You don't have to have a product or a service. You can sell other people's products opp. That's how I built my business. Right? I was I didn't even have my own products. I didn't even have my own company. I was selling other people's products and taking Commission's off of that. You know what? If you're selling products for 10 grand and you can get yourself 25% Commission, you just make two and a half grand in a 45 to 60 minute phone call. And my clients are doing that time and time again, right even through the lockdown. Yeah, no, an average person who works with me is going to be getting about that 10,000 pounds a month like guaranteed income as long as I do the work and I follow the system. Excellent. Man. I've I think it's been such a such a great chat. I think it's been a, I've enjoyed it, I'm sure everyone is going to enjoy it as well. So what I want to ask is, what do you think is your number one secret to success? Take action. Okay. It's not, it's not a big one, it was just the first one to come and it's the strongest of me just take the action, just do the work. Because here's the thing, like, you know, if you're someone who sits on the fence, and you're gonna get nothing but a sore backside, if you get an opportunity. I think like Richard Branson said, If you don't know how to do something, you just take the opportunity, and you figure out how to do it afterwards. Yeah. So if you're someone who's on the fence about doing something new, you're not quite sure you keep telling yourself or whatever, it doesn't work for me. I mean, do your research. But just take action. Don't keep procrastinating, don't keep putting it off putting it off. Because if you do that you're just going to stay where you are. Nothing is going to change for you. A reason that I've been able to build my successful business from being 21 years old in Australia, learning how to sell was just taking action. You're cool, I couldn't get a job in the UK. I couldn't follow my degree. I went overseas, I found myself in sales. I got the passion. I've come back to the UK. And I built my business. You know, I started selling I just started getting out there getting out there got mentoring. I spent 1000s 10s of 1000s of pounds into my own education. That's it. And some people thought I was crazy. Like my, my friends, my family. They're like, What the hell are you doing? The money that you're making? You're just spending I was like, Hey, I know. I'm investing it into the best thing, right? You can invest into property you can invest into stocks, but number one asset class you can invest into is your mind, like invest into yourself and your number one asset. So it's cutting you off, like you said, like your your friends or people taking your spending. And that's the wrong word. Because when you spend on you, a you don't receive back. So when you invest your

Unknown Speaker  57:57  
money, it's an investment, not a cost. That's it any investment that you make into yourself is not a cost. But some people don't say it like that. And here's the thing as well, right? Isn't it funny how it's always the people who maybe push trolleys and Tescos. And I'm not saying anything's wrong, they're the ones they're the ones who like to tell you the investing in properties not right, or that's not the right thing to do in the stock market. So they've got no experience, they've got no knowledge, they've got no education in the matter. And they want to have their bloody say on it. But go and listen to the people who are actually out there doing it, and invested time and money into them. Invest your energy into them, they are the three things you need to invest to be successful. Time, money, energy, like, I'll respect everyone on this podcast for like wanting to be better, but you're never going to be a successful business owner. By getting on the free stuff. You know, you're not going to be a successful person by reading books, listening to podcasts or your life. Yeah, you need to take action you need to invest into yourself, you need to make it happen. That's my number one skill have gone off on a bit of a tangent. Take action. I hope that answers your question. Take action take action. So next up, the action taker. Brilliant man of I think it's been very insightful. I've learned a lot of stuff. You know, just being here, right now. And, you know, we've gone through role plays, and we can just understand a bit more. So just want to thank you for your time again. Thanks for being here today. Really appreciate you man. Pleasure, bro. And I want to thank you for having me on this platform, man. It's been a pleasure working with you the past year have been great seeing your success grow. And it's been great that you know, we've been able to do a bit of a product share right you know, you've been able to educate me in the E commerce world. I've got another stream of income. Now you're learning through sales and you know, it's all about who you who you know, right and collaboration, right? Collect Well, that's that's the thing I can keep spouting facts. I know I know the word but the podcast is coming to an end now. But yeah, yeah, collaboration is key. stop competing against other people start working with other people. 100 You know, even if you gotta go 5050 On the profits, I'd rather have 50% or something than 100% and nothing. aberration is key. Definitely, man. Definitely. But again, once again, thank you very much for being here. And we'll definitely have to jump on and do this again. Yeah, my I'm looking forward to next invite X. Thank you so much. Thank you. Bye, everyone. Hope you got a massive value from this. Thank you

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