<div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="2 seconds hey that's better i'm austin matthew live yeah how are you doing good i'm">hey that's better i'm austin matthew live yeah how are you doing good i'm</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="9 seconds good i'm good thanks how are you yeah great i was going to say we're here on a wonderfully sunny day at the fairfield">good i'm good thanks how are you yeah great i was going to say we're here on a wonderfully sunny day at the fairfield</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="14 seconds enterprise centre in louth um and yeah i'd like to welcome austin hempstead to the insight for business podcast for the">enterprise centre in louth um and yeah i'd like to welcome austin hempstead to the insight for business podcast for the</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="21 seconds invitation thank you for the invite and thank you for joining us austin pleasure so i think yeah">invitation thank you for the invite and thank you for joining us austin pleasure so i think yeah</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="27 seconds we'll see by the end um so i've known you for a couple of years now">we'll see by the end um so i've known you for a couple of years now</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="32 seconds um and one point i'd like to make is that i learned a really good point early on at">um and one point i'd like to make is that i learned a really good point early on at</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="38 seconds an event i think it was run by the hive refactor um and it was about always adding value">an event i think it was run by the hive refactor um and it was about always adding value</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="44 seconds when you're in a meeting or with someone uh maybe networking perhaps and it's really stuck with me um good and yeah">when you're in a meeting or with someone uh maybe networking perhaps and it's really stuck with me um good and yeah</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="52 seconds maybe it resonated with me personally but yeah i'd just like to go on record and share that with our listeners and">maybe it resonated with me personally but yeah i'd just like to go on record and share that with our listeners and</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="57 seconds viewers and uh thank you for that now you're welcome i think it's a really i don't know what's a nice aim to have">viewers and uh thank you for that now you're welcome i think it's a really i don't know what's a nice aim to have</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="1 minute, 3 seconds whenever you're talking with someone having a meeting with someone just try and give them something about leave them">whenever you're talking with someone having a meeting with someone just try and give them something about leave them</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="1 minute, 8 seconds with something of value so if that's worked if that's sat nicely with you great great it has an accountability">with something of value so if that's worked if that's sat nicely with you great great it has an accountability</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="1 minute, 14 seconds yeah good to know good to know and uh well i lost my first question then">yeah good to know good to know and uh well i lost my first question then</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="1 minute, 19 seconds we may have mentioned this before um but what's the first job or gig">we may have mentioned this before um but what's the first job or gig</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="1 minute, 25 seconds you did and you got paid for um was that is that in the context of me as a">you did and you got paid for um was that is that in the context of me as a</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="1 minute, 31 seconds salesperson ever ever ever when you were when you were a young a young austin hempstead okay right um right my first">salesperson ever ever ever when you were when you were a young a young austin hempstead okay right um right my first</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="1 minute, 38 seconds job i was ever paid for i got um a job working for my sister's">job i was ever paid for i got um a job working for my sister's</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="1 minute, 44 seconds boyfriend right and he was i'd be 13 and he'd be 21. so i got a job with him at">boyfriend right and he was i'd be 13 and he'd be 21. so i got a job with him at</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="1 minute, 51 seconds weekends and holidays and he was a guy who used to buy cars at auctions">weekends and holidays and he was a guy who used to buy cars at auctions</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="1 minute, 56 seconds and spray them up and sell that again as it were so i went into his workshop as it">and spray them up and sell that again as it were so i went into his workshop as it</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="2 minutes, 2 seconds were saturdays and suddenly rubbing cars down um and that was it was a really it">were saturdays and suddenly rubbing cars down um and that was it was a really it</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="2 minutes, 7 seconds was a good experience great great great experience really good that was my first paid job so then i had some money to try">was a good experience great great great experience really good that was my first paid job so then i had some money to try</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="2 minutes, 14 seconds and take my girlfriend now or whatever on a saturday night yeah so that was it um in a little lock-up garage yeah that">and take my girlfriend now or whatever on a saturday night yeah so that was it um in a little lock-up garage yeah that</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="2 minutes, 20 seconds was it well that's that's great you know 13. when we were chatting before um the first job that i really you know cars">was it well that's that's great you know 13. when we were chatting before um the first job that i really you know cars</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="2 minutes, 27 seconds related again i think i was about 12 so similar age and uh yeah i started my own">related again i think i was about 12 so similar age and uh yeah i started my own</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="2 minutes, 32 seconds car washing round on the local local estate and i i enjoyed doing a good job you know that it grew from just washing">car washing round on the local local estate and i i enjoyed doing a good job you know that it grew from just washing</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="2 minutes, 39 seconds the outside of cars to being asked to clean the inside of cars and uh yeah i learned a little bit about uh uh yeah">the outside of cars to being asked to clean the inside of cars and uh yeah i learned a little bit about uh uh yeah</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="2 minutes, 46 seconds how you can get more value there from just that yeah that car thing that's out there it's a great age to start learning">how you can get more value there from just that yeah that car thing that's out there it's a great age to start learning</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="2 minutes, 51 seconds about the value of money isn't it you know definitely it has you know you've worked for it you know it's uh it meant">about the value of money isn't it you know definitely it has you know you've worked for it you know it's uh it meant</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="2 minutes, 57 seconds a lot yeah it was more difficult to part with yeah because because you had to be really invested in what you wanted put i">a lot yeah it was more difficult to part with yeah because because you had to be really invested in what you wanted put i</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="3 minutes, 3 seconds think i was paid at the time i think it was paid a pound a day i think it was a pound a day it might">think i was paid at the time i think it was paid a pound a day i think it was a pound a day it might</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="3 minutes, 8 seconds mean two pounds either pound or 200 i think that was it yeah i think so i'm going to make a note of that">mean two pounds either pound or 200 i think that was it yeah i think so i'm going to make a note of that</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="3 minutes, 13 seconds i charge about 50 pence again as it was 50 pence maybe a pound yeah 50p for the">i charge about 50 pence again as it was 50 pence maybe a pound yeah 50p for the</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="3 minutes, 19 seconds inside brilliant um so uh what's the toughest learning">inside brilliant um so uh what's the toughest learning</div> <div id="header" class="style-scope ytd-transcript-section-header-renderer" aria-label="Toughest Learning Experience">Toughest Learning Experience</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="3 minutes, 24 seconds experience you remember having in sales">experience you remember having in sales</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="3 minutes, 30 seconds it's it's not a new one i can't share anything new or revolutionary the">it's it's not a new one i can't share anything new or revolutionary the</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="3 minutes, 35 seconds toughest learning experience was learning to manage no">toughest learning experience was learning to manage no</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="3 minutes, 40 seconds being told no um in all its various forms">being told no um in all its various forms</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="3 minutes, 46 seconds because when i started in sales i started yourself self-employed and i was">because when i started in sales i started yourself self-employed and i was</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="3 minutes, 51 seconds cold-calling on the telephone um before the days of the internet so">cold-calling on the telephone um before the days of the internet so</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="3 minutes, 58 seconds you'd use for the most part use the yellow pages as you as you saw but of course anyone who was trying to sell anything">you'd use for the most part use the yellow pages as you as you saw but of course anyone who was trying to sell anything</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="4 minutes, 4 seconds at the time for the most part well certainly if they used the telephone they'd use the yellow pages and and even the yellow pages people would ring">at the time for the most part well certainly if they used the telephone they'd use the yellow pages and and even the yellow pages people would ring</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="4 minutes, 11 seconds businesses in there to sell more space in the yellow pages so you're often talking to business owners or business">businesses in there to sell more space in the yellow pages so you're often talking to business owners or business</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="4 minutes, 17 seconds people who would battered with phone calls every day you know um and the rejection could be pretty harsh">people who would battered with phone calls every day you know um and the rejection could be pretty harsh</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="4 minutes, 23 seconds um and uh to a young novice salesperson that was kind of tough and so even">um and uh to a young novice salesperson that was kind of tough and so even</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="4 minutes, 30 seconds though after two and a half was it two and a half three and a half months even though i was earning more money than i ever">though after two and a half was it two and a half three and a half months even though i was earning more money than i ever</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="4 minutes, 35 seconds earned in my life because i got up to a pretty good start was making money even when i was i was on the verge of quitting">earned in my life because i got up to a pretty good start was making money even when i was i was on the verge of quitting</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="4 minutes, 42 seconds because of the rejection you know it's it's something that none of us like and">because of the rejection you know it's it's something that none of us like and</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="4 minutes, 49 seconds you know it's and everyone knows it you know whether and there's a young guy you know you don't you know the reason you">you know it's and everyone knows it you know whether and there's a young guy you know you don't you know the reason you</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="4 minutes, 54 seconds don't maybe walk across the dance floor to ask that girl oh exactly yeah because she might say no isn't it">don't maybe walk across the dance floor to ask that girl oh exactly yeah because she might say no isn't it</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="5 minutes none of us you're getting it not just day in doubt it's minute minutes">none of us you're getting it not just day in doubt it's minute minutes</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="5 minutes, 5 seconds yeah yeah you're getting constant rejection all day you know i used to spend half a day on a telephone every">yeah yeah you're getting constant rejection all day you know i used to spend half a day on a telephone every</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="5 minutes, 10 seconds day you know every morning on the phone for two and a half three hours and making calls to go out and see people">day you know every morning on the phone for two and a half three hours and making calls to go out and see people</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="5 minutes, 16 seconds and and the rejection was was pretty horrendous but yeah you you learn how to deal with it">and and the rejection was was pretty horrendous but yeah you you learn how to deal with it</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="5 minutes, 22 seconds and manage it and but yeah that was the probably the toughest learning experience but i you know over the years">and manage it and but yeah that was the probably the toughest learning experience but i you know over the years</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="5 minutes, 29 seconds you know i don't know how many times i've made a call and been told no and in the">you know i don't know how many times i've made a call and been told no and in the</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="5 minutes, 34 seconds end you end up bulletproof really there's nothing that you haven't heard before">end you end up bulletproof really there's nothing that you haven't heard before</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="5 minutes, 40 seconds that's that's it so when you've heard it all it they just they pretty much bounce off">that's that's it so when you've heard it all it they just they pretty much bounce off</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="5 minutes, 45 seconds us yeah they pretty much bounce off yeah because you think well you know when you've been five years and selling or ten years and selling and someone">us yeah they pretty much bounce off yeah because you think well you know when you've been five years and selling or ten years and selling and someone</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="5 minutes, 50 seconds rejects you particularly in an unpleasant way you think well yeah yeah so what so i'm you know i've">rejects you particularly in an unpleasant way you think well yeah yeah so what so i'm you know i've</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="5 minutes, 56 seconds been hearing that for years and and i'm i'm successful i'm doing great so you know yeah but yeah initially">been hearing that for years and and i'm i'm successful i'm doing great so you know yeah but yeah initially</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="6 minutes, 3 seconds really tough really tough and that's what drives most people i think out of sales um">really tough really tough and that's what drives most people i think out of sales um</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="6 minutes, 10 seconds initially or and stops them perhaps it's one of the things certainly stops people being much more successful than they">initially or and stops them perhaps it's one of the things certainly stops people being much more successful than they</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="6 minutes, 16 seconds might want to be because they're just not managing to deal with yeah">might want to be because they're just not managing to deal with yeah</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="6 minutes, 21 seconds no yeah you know and yeah i'm gonna have to i'm gonna have to learn a bit more of that as you">no yeah you know and yeah i'm gonna have to i'm gonna have to learn a bit more of that as you</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="6 minutes, 26 seconds say it can be a tough thing to get out yeah it's tough thing to get yeah to come to terms with but i was talking to auntie from the whole chamber of">say it can be a tough thing to get out yeah it's tough thing to get yeah to come to terms with but i was talking to auntie from the whole chamber of</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="6 minutes, 33 seconds commerce last week yeah and and been in various sales royals over the years selling technologies i know">commerce last week yeah and and been in various sales royals over the years selling technologies i know</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="6 minutes, 39 seconds nothing about it but she's a salesperson and i was chatting about how i can">nothing about it but she's a salesperson and i was chatting about how i can</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="6 minutes, 44 seconds make the most of my membership and we were discussing sales and and the process behind there and she said that">make the most of my membership and we were discussing sales and and the process behind there and she said that</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="6 minutes, 51 seconds the thing that you said there is get on the phone pick the phone up you can you can't be getting on the">the thing that you said there is get on the phone pick the phone up you can you can't be getting on the</div> <div id="header" class="style-scope ytd-transcript-section-header-renderer" aria-label="Developing Relationships">Developing Relationships</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="6 minutes, 56 seconds phone can you the first face is always great isn't it but um do you still rely on that">phone can you the first face is always great isn't it but um do you still rely on that</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="7 minutes, 3 seconds developing developing those relationships by getting on the phone picking the phone or talking to somebody well yes and no i think um">developing developing those relationships by getting on the phone picking the phone or talking to somebody well yes and no i think um</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="7 minutes, 10 seconds at some point you've gotta absolutely you need to pick the phone you know otherwise you're going to fail">at some point you've gotta absolutely you need to pick the phone you know otherwise you're going to fail</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="7 minutes, 18 seconds but i'm fortunate enough to have been around long enough now where i'm able to attract business to me right yeah">but i'm fortunate enough to have been around long enough now where i'm able to attract business to me right yeah</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="7 minutes, 25 seconds so i don't i don't cold call i never i never unless">so i don't i don't cold call i never i never unless</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="7 minutes, 31 seconds i'm helping a client and then maybe i'll call call i'll say okay i'll show you i'll make a cold call for you kind of">i'm helping a client and then maybe i'll call call i'll say okay i'll show you i'll make a cold call for you kind of</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="7 minutes, 36 seconds thing right but for me i i don't have to cold call my business comes now to me purely uh through">thing right but for me i i don't have to cold call my business comes now to me purely uh through</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="7 minutes, 42 seconds networking whether that's face-to-face networking or online networking through platforms like linkedin uh and referrals">networking whether that's face-to-face networking or online networking through platforms like linkedin uh and referrals</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="7 minutes, 50 seconds and you've built that through the hard work you put in the car and that comes through hard work yeah i didn't get there without the rejection and the">and you've built that through the hard work you put in the car and that comes through hard work yeah i didn't get there without the rejection and the</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="7 minutes, 56 seconds phone calls yeah there's no shortcut to that no there's no there's not a shortcut you've">phone calls yeah there's no shortcut to that no there's no there's not a shortcut you've</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="8 minutes, 2 seconds got to do those hard yards and those hard yards prove increasingly valuable in the">got to do those hard yards and those hard yards prove increasingly valuable in the</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="8 minutes, 7 seconds instagram because they give you the confidence because you can create that proves to you you can create business out of nothing yeah out of nothing just">instagram because they give you the confidence because you can create that proves to you you can create business out of nothing yeah out of nothing just</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="8 minutes, 13 seconds picking a phone up and you can create business i do find that inspiring because that is where i'm at now you know i need to be getting out there so i">picking a phone up and you can create business i do find that inspiring because that is where i'm at now you know i need to be getting out there so i</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="8 minutes, 20 seconds hitting the road as it were and getting out and driving some of these sales myself so i think that's something i need to get on the world the uh">hitting the road as it were and getting out and driving some of these sales myself so i think that's something i need to get on the world the uh</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="8 minutes, 26 seconds yeah and that's a privilege because i mean people said to me when i went so it went went into selling itself i went">yeah and that's a privilege because i mean people said to me when i went so it went went into selling itself i went</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="8 minutes, 32 seconds selling self-employed at 20. and because i was self-employed okay but by an event definition i'll state the">selling self-employed at 20. and because i was self-employed okay but by an event definition i'll state the</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="8 minutes, 38 seconds obvious there's no there's no basic way so if i didn't sell i didn't eat um and people said well that's you know">obvious there's no there's no basic way so if i didn't sell i didn't eat um and people said well that's you know</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="8 minutes, 44 seconds that's not very secure is it and i actually didn't see it like that i saw the opposite way i thought well hold on">that's not very secure is it and i actually didn't see it like that i saw the opposite way i thought well hold on</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="8 minutes, 49 seconds a second the only one person who can put me out of work here is me yeah that's it that's the uh">a second the only one person who can put me out of work here is me yeah that's it that's the uh</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="8 minutes, 55 seconds that's you know i could go work employed get a salary elsewhere and be doing">that's you know i could go work employed get a salary elsewhere and be doing</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="9 minutes pretty good and still get made redundant at some point you know the company for whatever reason but i didn't and that to me was insecure">pretty good and still get made redundant at some point you know the company for whatever reason but i didn't and that to me was insecure</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="9 minutes, 8 seconds i didn't like to be not have that control i thought if i'm going to succeed or fail">i didn't like to be not have that control i thought if i'm going to succeed or fail</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="9 minutes, 14 seconds then it's going to be down to me and as a result of you know">then it's going to be down to me and as a result of you know</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="9 minutes, 20 seconds you know all those kind of qualities that you need in sales you know kind of just being in business being determined being persistent hanging on in there">you know all those kind of qualities that you need in sales you know kind of just being in business being determined being persistent hanging on in there</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="9 minutes, 27 seconds then that ability is your basic wage that's your security that ability to pick the">then that ability is your basic wage that's your security that ability to pick the</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="9 minutes, 34 seconds phone up and make business happen that i mean you can't get more security">phone up and make business happen that i mean you can't get more security</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="9 minutes, 39 seconds than that you've just reminded me of this must be 10 years ago if it's day if not if not a bit more maybe i've been">than that you've just reminded me of this must be 10 years ago if it's day if not if not a bit more maybe i've been</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="9 minutes, 46 seconds working 10 15 years in in my in my industry that was flexible packaging right and i think i applied">working 10 15 years in in my in my industry that was flexible packaging right and i think i applied</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="9 minutes, 51 seconds for a position as a salesperson because my father was a salesperson right he worked for the pro knocking door to door">for a position as a salesperson because my father was a salesperson right he worked for the pro knocking door to door</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="9 minutes, 57 seconds selling policies right right um and i wanted that i wanted that challenge">selling policies right right um and i wanted that i wanted that challenge</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="10 minutes, 3 seconds that's why i applied for that role i wanted that challenge as you said of it's on me nobody else book stops with">that's why i applied for that role i wanted that challenge as you said of it's on me nobody else book stops with</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="10 minutes, 9 seconds me yeah so um that's something yeah that sounds good i think that's a great place to be doesn't suit everybody it's not">me yeah so um that's something yeah that sounds good i think that's a great place to be doesn't suit everybody it's not</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="10 minutes, 14 seconds for everybody and that's fine but if it if it floats your boat then yeah it's great it's really good it's a">for everybody and that's fine but if it if it floats your boat then yeah it's great it's really good it's a</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="10 minutes, 21 seconds privilege to be able to you know maximize it that brings me on nicely into the next question that i've">privilege to be able to you know maximize it that brings me on nicely into the next question that i've</div> <div id="header" class="style-scope ytd-transcript-section-header-renderer" aria-label="Best Sales Experience">Best Sales Experience</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="10 minutes, 26 seconds got i suppose and that's what's the best experience you've had in sales what what does that feel like those really good">got i suppose and that's what's the best experience you've had in sales what what does that feel like those really good</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="10 minutes, 32 seconds experiences um i i guess to the equivalent of scoring a goal or something in football">experiences um i i guess to the equivalent of scoring a goal or something in football</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="10 minutes, 38 seconds i like that one it's it's it's um there's different things that float my boat as it were you know securing the">i like that one it's it's it's um there's different things that float my boat as it were you know securing the</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="10 minutes, 45 seconds deal if you like closing the sale if you like somebody's saying yep we want to use justin you know come and work with">deal if you like closing the sale if you like somebody's saying yep we want to use justin you know come and work with</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="10 minutes, 50 seconds our sales team or can you do some one-to-one coaching with me you know that that's always you know that gives you yes um">our sales team or can you do some one-to-one coaching with me you know that that's always you know that gives you yes um</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="10 minutes, 57 seconds but at the same time i get an awful personally i get a big high from">but at the same time i get an awful personally i get a big high from</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="11 minutes, 3 seconds giving ideas to people and then a week a month or whatever later you know they say you know the">giving ideas to people and then a week a month or whatever later you know they say you know the</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="11 minutes, 10 seconds idea i tried the austin and it worked and i got this you know xyz that happened because of it yes and that that gives me an awful lot">idea i tried the austin and it worked and i got this you know xyz that happened because of it yes and that that gives me an awful lot</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="11 minutes, 17 seconds of pleasure because i and you know you i know i've given real value because when you're giving an idea to someone and they've made it work">of pleasure because i and you know you i know i've given real value because when you're giving an idea to someone and they've made it work</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="11 minutes, 24 seconds then it doesn't just work the once they can use that again and again and again and it could make them thousands and">then it doesn't just work the once they can use that again and again and again and it could make them thousands and</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="11 minutes, 31 seconds thousands of pounds over the years that still took home you know so yeah different ways i get an awful lot of">thousands of pounds over the years that still took home you know so yeah different ways i get an awful lot of</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="11 minutes, 36 seconds pleasure out of and get those highs off sales getting the training aspect as well that">pleasure out of and get those highs off sales getting the training aspect as well that</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="11 minutes, 41 seconds that teacher aspect of passing on the night yeah passing on the knowledge i love sharing ideas and i love it on">that teacher aspect of passing on the night yeah passing on the knowledge i love sharing ideas and i love it on</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="11 minutes, 47 seconds workshops when i'm doing workshops because often i'm sat on workshops and with salespeople salespeople a lot of salespeople are kind of you know often">workshops when i'm doing workshops because often i'm sat on workshops and with salespeople salespeople a lot of salespeople are kind of you know often</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="11 minutes, 53 seconds they'll sit down they're kind of thinking what am i doing in this sales training workshop why am i here with this guy">they'll sit down they're kind of thinking what am i doing in this sales training workshop why am i here with this guy</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="11 minutes, 59 seconds i'll sit there and say you know i know what i'm doing that happens that you can you can see those people oh yeah you can see it there's some of them you know">i'll sit there and say you know i know what i'm doing that happens that you can you can see those people oh yeah you can see it there's some of them you know</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="12 minutes, 5 seconds they don't actually say it but you know their body language their facial expression expressions at the start of the workshop and they're kind of like">they don't actually say it but you know their body language their facial expression expressions at the start of the workshop and they're kind of like</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="12 minutes, 11 seconds okay okay let's see what you got you know let's see because you know i've been around i know what i'm doing here but i've sat on loads of celebrity and">okay okay let's see what you got you know let's see because you know i've been around i know what i'm doing here but i've sat on loads of celebrity and</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="12 minutes, 17 seconds then what's really rewarding is during the course of the workshop you see them opening up you share one or two ideas">then what's really rewarding is during the course of the workshop you see them opening up you share one or two ideas</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="12 minutes, 24 seconds and things and you can see that like the lights started going they think wow i never thought of that">and things and you can see that like the lights started going they think wow i never thought of that</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="12 minutes, 29 seconds that's a good idea and you can you can see it in there and i think yes yes i've got them beautiful that's">that's a good idea and you can you can see it in there and i think yes yes i've got them beautiful that's</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="12 minutes, 36 seconds lovely that's lovely um and that brings me on to it yeah a">lovely that's lovely um and that brings me on to it yeah a</div> <div id="header" class="style-scope ytd-transcript-section-header-renderer" aria-label="Post Show Blues">Post Show Blues</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="12 minutes, 41 seconds related question i think um when i've come to the end of a project sometimes you've invested a lot of time in that um">related question i think um when i've come to the end of a project sometimes you've invested a lot of time in that um</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="12 minutes, 48 seconds and i've sometimes suffered from post show blues yes as">and i've sometimes suffered from post show blues yes as</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="12 minutes, 54 seconds i've heard it called where yeah you feel a little bit down you put the hard work in um you've been really successful">i've heard it called where yeah you feel a little bit down you put the hard work in um you've been really successful</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="12 minutes, 59 seconds you've launched but then there's this little feeling of emptiness that you know it's not you know">you've launched but then there's this little feeling of emptiness that you know it's not you know</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="13 minutes, 5 seconds what do i do next yes um i just wondered is is this something you've noticed personally or with any of your teams and">what do i do next yes um i just wondered is is this something you've noticed personally or with any of your teams and</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="13 minutes, 12 seconds if so you know how have you dealt with it yeah no no i can empathize a lot with that i can remember my">if so you know how have you dealt with it yeah no no i can empathize a lot with that i can remember my</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="13 minutes, 18 seconds first sales role of selling life insurance and um we would have there was a">first sales role of selling life insurance and um we would have there was a</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="13 minutes, 24 seconds a board on the wall in the office and you used to put plastic pips in it when you made a sale so at any given moment">a board on the wall in the office and you used to put plastic pips in it when you made a sale so at any given moment</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="13 minutes, 29 seconds in time if you when you went in the office take a look at this board on the wall and you could see how you were doing compared to everyone else in the">in time if you when you went in the office take a look at this board on the wall and you could see how you were doing compared to everyone else in the</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="13 minutes, 36 seconds office kind of thing you know and um then at the but at the end of every month">office kind of thing you know and um then at the but at the end of every month</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="13 minutes, 42 seconds they cleared the board because of course you started again next month you know and then then say first of the month if">they cleared the board because of course you started again next month you know and then then say first of the month if</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="13 minutes, 47 seconds you didn't get anything oh no where am i going to get that from again you know you know i've rung">you didn't get anything oh no where am i going to get that from again you know you know i've rung</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="13 minutes, 52 seconds everybody um i think wow i've got it i've got it that's quite a big issue that's quite a">everybody um i think wow i've got it i've got it that's quite a big issue that's quite a</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="13 minutes, 57 seconds visual impact there isn't it yeah you've seen your progress and then yes latest right it's clean yeah and the better the">visual impact there isn't it yeah you've seen your progress and then yes latest right it's clean yeah and the better the</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="14 minutes, 3 seconds month you had the longer that line of pips and you were feeling good all that money pretty smug when you come in the">month you had the longer that line of pips and you were feeling good all that money pretty smug when you come in the</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="14 minutes, 9 seconds office that's me with that long line there and then it's like bang it's all gone and you're back to square one and">office that's me with that long line there and then it's like bang it's all gone and you're back to square one and</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="14 minutes, 15 seconds the the way um i encourage people to overcome that that down on it and to">the the way um i encourage people to overcome that that down on it and to</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="14 minutes, 22 seconds have that dip or to minimize the effect of the dip and sometimes you eliminate the dip">have that dip or to minimize the effect of the dip and sometimes you eliminate the dip</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="14 minutes, 28 seconds is to have goals yeah and that's really really important i i think one of the most im">is to have goals yeah and that's really really important i i think one of the most im</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="14 minutes, 34 seconds the biggest failures of a lot of salespeople is they simply don't have goals and it always it's always amazed me as why">the biggest failures of a lot of salespeople is they simply don't have goals and it always it's always amazed me as why</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="14 minutes, 42 seconds why would you not set goals it's free it costs nothing you know it's you know if">why would you not set goals it's free it costs nothing you know it's you know if</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="14 minutes, 48 seconds you do it right with you know smart goals as i'm sure you're familiar with smart goals matthew you know then they">you do it right with you know smart goals as i'm sure you're familiar with smart goals matthew you know then they</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="14 minutes, 54 seconds can really inspire you motivate you stretch you make you help you achieve more than you would have done">can really inspire you motivate you stretch you make you help you achieve more than you would have done</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="15 minutes why would you not do it and but people don't and as a consequence um they have they're far less successful than they">why would you not do it and but people don't and as a consequence um they have they're far less successful than they</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="15 minutes, 5 seconds could be is that something you share in your training then yeah yeah i do yeah because i think it's really important i">could be is that something you share in your training then yeah yeah i do yeah because i think it's really important i</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="15 minutes, 11 seconds i i uh i stumbled i didn't stumble across i i'd been">i i uh i stumbled i didn't stumble across i i'd been</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="15 minutes, 18 seconds which again is something i share in my workshop i've been in sales again about two and a half three months um again">which again is something i share in my workshop i've been in sales again about two and a half three months um again</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="15 minutes, 23 seconds around about that time i was thinking of throwing the towel in um because of the rejection and">around about that time i was thinking of throwing the towel in um because of the rejection and</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="15 minutes, 29 seconds i didn't realize i was setting a goal at the time i just decided i needed a">i didn't realize i was setting a goal at the time i just decided i needed a</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="15 minutes, 34 seconds new car kind of thing you know because by now i was 21 which young 21 year old doesn't blow doesn't">new car kind of thing you know because by now i was 21 which young 21 year old doesn't blow doesn't</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="15 minutes, 40 seconds want a new car or a new work or um and uh and i use that as a way of you know">want a new car or a new work or um and uh and i use that as a way of you know</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="15 minutes, 46 seconds helping me uh [Music] pick that phone up again as it were i've got the same goal personally">helping me uh [Music] pick that phone up again as it were i've got the same goal personally</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="15 minutes, 52 seconds business-wise which is a car yeah right at the moment yeah actually that's my cat that's great">business-wise which is a car yeah right at the moment yeah actually that's my cat that's great</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="15 minutes, 58 seconds great yeah super yeah fantastic thank you have you got a photo of it">great yeah super yeah fantastic thank you have you got a photo of it</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="16 minutes, 3 seconds um yeah i've i've seen them there on auto trader so uh but do you see it every day no then i'd encourage you to">um yeah i've i've seen them there on auto trader so uh but do you see it every day no then i'd encourage you to</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="16 minutes, 10 seconds just see it every time in perfect timing yeah yeah get it printed out i am i had a">just see it every time in perfect timing yeah yeah get it printed out i am i had a</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="16 minutes, 16 seconds photograph of the car i was after i had three photos of it i had one photo on my">photograph of the car i was after i had three photos of it i had one photo on my</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="16 minutes, 22 seconds shaving mirror so i saw it every morning when i was having a shave i'd have a i had a photograph i used to">shaving mirror so i saw it every morning when i was having a shave i'd have a i had a photograph i used to</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="16 minutes, 28 seconds have a folder that i would lean up against the wall when i was making calls and it was had plastic leaves into which">have a folder that i would lean up against the wall when i was making calls and it was had plastic leaves into which</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="16 minutes, 34 seconds you could insert sheets of paper and on one of the inserts i had my phone script">you could insert sheets of paper and on one of the inserts i had my phone script</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="16 minutes, 39 seconds and on the opposite insert i had my picture of my car so the one on the shaving mirror one in">and on the opposite insert i had my picture of my car so the one on the shaving mirror one in</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="16 minutes, 46 seconds the folder and the third one was on the sun visor in my car so when i would come out of an appointment particularly after">the folder and the third one was on the sun visor in my car so when i would come out of an appointment particularly after</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="16 minutes, 51 seconds maybe having a bad appointment got disappointed didn't get that sale that i knew i'd get and you sit there and you">maybe having a bad appointment got disappointed didn't get that sale that i knew i'd get and you sit there and you</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="16 minutes, 57 seconds think god why am i doing this and i just flick the visor down that's why that is brilliant yeah so i'd">think god why am i doing this and i just flick the visor down that's why that is brilliant yeah so i'd</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="17 minutes, 3 seconds encourage you to get a photo of it i'm going to do that when we want to get home that's brilliant">encourage you to get a photo of it i'm going to do that when we want to get home that's brilliant</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="17 minutes, 9 seconds thank you um i've got a few more questions yep um we'll rattle through them">thank you um i've got a few more questions yep um we'll rattle through them</div> <div id="header" class="style-scope ytd-transcript-section-header-renderer" aria-label="Most important quality for a good salesperson">Most important quality for a good salesperson</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="17 minutes, 16 seconds so i suppose it's a bit of a toughie but what's the most important quality for a good salesperson i'm sort of feeling">so i suppose it's a bit of a toughie but what's the most important quality for a good salesperson i'm sort of feeling</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="17 minutes, 23 seconds that it's about getting over that resilience almost without wanting to put words into your mouth now">that it's about getting over that resilience almost without wanting to put words into your mouth now</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="17 minutes, 28 seconds no i don't think it is it's something that comes before that even in my view and you i'm sure you could ask">no i don't think it is it's something that comes before that even in my view and you i'm sure you could ask</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="17 minutes, 35 seconds 50 sales trainers and they might give you each a different answer but in my view the most valuable quality">50 sales trainers and they might give you each a different answer but in my view the most valuable quality</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="17 minutes, 42 seconds attribute you can have is a positive mental attitude a glass half full">attribute you can have is a positive mental attitude a glass half full</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="17 minutes, 48 seconds um which obviously helps you deal with the with the no you know that's what so it's one">um which obviously helps you deal with the with the no you know that's what so it's one</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="17 minutes, 54 seconds but there's so many reasons why you need that positive mental attitude and dealing with no is">but there's so many reasons why you need that positive mental attitude and dealing with no is</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="18 minutes one of them because as a salesperson you deal with you're handling you are spending an awful lot of time listening to what you don't want to hear">one of them because as a salesperson you deal with you're handling you are spending an awful lot of time listening to what you don't want to hear</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="18 minutes, 7 seconds you know that's and so you've got to have that ability to see the glass half full">you know that's and so you've got to have that ability to see the glass half full</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="18 minutes, 12 seconds really so i think that's the most valuable attribute a salesperson can have or even just">really so i think that's the most valuable attribute a salesperson can have or even just</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="18 minutes, 18 seconds someone in business because again if you're in business you're in sales whether you like it or not you might not know it but you've got to have that">someone in business because again if you're in business you're in sales whether you like it or not you might not know it but you've got to have that</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="18 minutes, 24 seconds glass half full see the upside and i think it's important because often when you say positive mental attitude people">glass half full see the upside and i think it's important because often when you say positive mental attitude people</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="18 minutes, 29 seconds think it's all kind of yeah that's that's all fluffy it's all rah-rah rock and everything's great and">think it's all kind of yeah that's that's all fluffy it's all rah-rah rock and everything's great and</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="18 minutes, 36 seconds that's not having a positive mental attitude that's been delusional you know having a personal gratitude isn't living in la la la you know having a positive">that's not having a positive mental attitude that's been delusional you know having a personal gratitude isn't living in la la la you know having a positive</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="18 minutes, 43 seconds mental attitude being able to look at circumstances and if they're not good see an upside look for an upside it's">mental attitude being able to look at circumstances and if they're not good see an upside look for an upside it's</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="18 minutes, 49 seconds not sticking your head in this land and protect telling yourself everything's great when it's not that's crazy um but">not sticking your head in this land and protect telling yourself everything's great when it's not that's crazy um but</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="18 minutes, 55 seconds just you know if things aren't good thinking okay what's the upside here what's the opportunity because there's">just you know if things aren't good thinking okay what's the upside here what's the opportunity because there's</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="19 minutes always an upside sometimes you have to look hard for it and that's that's a positive mental">always an upside sometimes you have to look hard for it and that's that's a positive mental</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="19 minutes, 6 seconds attitude definitely i've learned recently that like talking using">attitude definitely i've learned recently that like talking using</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="19 minutes, 11 seconds positive language is helpful he uses negative language that that is gonna so damaging yeah damaging yeah i mean">positive language is helpful he uses negative language that that is gonna so damaging yeah damaging yeah i mean</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="19 minutes, 17 seconds there's a book there's lots of books on pma but one an easy one to read is called flip it by">there's a book there's lots of books on pma but one an easy one to read is called flip it by</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="19 minutes, 24 seconds michael heppel that's you know it's a dead easy read but it's some simple strategies of getting your mind to flip">michael heppel that's you know it's a dead easy read but it's some simple strategies of getting your mind to flip</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="19 minutes, 29 seconds instead of because thinking negatively comes easy to most of us we don't want a trainee course for it">instead of because thinking negatively comes easy to most of us we don't want a trainee course for it</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="19 minutes, 35 seconds we're just kind of pretty damn good at it um so you have to kind of teach train your mind flip it">we're just kind of pretty damn good at it um so you have to kind of teach train your mind flip it</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="19 minutes, 40 seconds just find michael flip it flip it flip it yeah i'll have a look at that one as well thank you you're welcome um and">just find michael flip it flip it flip it yeah i'll have a look at that one as well thank you you're welcome um and</div> <div id="header" class="style-scope ytd-transcript-section-header-renderer" aria-label="Being told no is a buying signal">Being told no is a buying signal</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="19 minutes, 47 seconds i've got i've got a friend who's a salesperson and she's told me that being told no is a buying signal">i've got i've got a friend who's a salesperson and she's told me that being told no is a buying signal</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="19 minutes, 54 seconds do you agree with that or can you help me understand it a little more because well with all due respect your friend i i i can't see it as a buying signal yeah">do you agree with that or can you help me understand it a little more because well with all due respect your friend i i i can't see it as a buying signal yeah</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="20 minutes, 2 seconds um to be honest um but it's not a bad thing um">um to be honest um but it's not a bad thing um</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="20 minutes, 8 seconds my [Music] strongly help belief is that">my [Music] strongly help belief is that</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="20 minutes, 13 seconds what good sales people do is they get people they get their customers their potential customers to make a decision">what good sales people do is they get people they get their customers their potential customers to make a decision</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="20 minutes, 20 seconds yeah that's what they do they are and i refer to them i i've got a name from the i call them">yeah that's what they do they are and i refer to them i i've got a name from the i call them</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="20 minutes, 25 seconds mind maker uppers that's what good sales people do mind maker operas they get people to">mind maker uppers that's what good sales people do mind maker operas they get people to</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="20 minutes, 32 seconds make up their mind so obviously if the customer makes up their mind and the answer they give you is yes i want to">make up their mind so obviously if the customer makes up their mind and the answer they give you is yes i want to</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="20 minutes, 38 seconds buy from you that's great no i don't want to buy for you is also a">buy from you that's great no i don't want to buy for you is also a</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="20 minutes, 44 seconds very good answer it's not quite as good as yes but it's a very good answer and the reason it's a good answer the reason">very good answer it's not quite as good as yes but it's a very good answer and the reason it's a good answer the reason</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="20 minutes, 50 seconds both of them are good answers because they both leave the seller in a situation where now">both of them are good answers because they both leave the seller in a situation where now</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="20 minutes, 56 seconds unless they do something about it they need they they now need someone else to talk to because because we said no right they're">unless they do something about it they need they they now need someone else to talk to because because we said no right they're</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="21 minutes, 2 seconds out there at the picture the customer said yes well they bought so now what i have to do is find someone">out there at the picture the customer said yes well they bought so now what i have to do is find someone</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="21 minutes, 8 seconds else to talk to in order to make the next sale and for that reason yes and no are good answers">else to talk to in order to make the next sale and for that reason yes and no are good answers</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="21 minutes, 14 seconds it's the answers in between those are the damaging answers those are the ones that kill salespeople the ones">it's the answers in between those are the damaging answers those are the ones that kill salespeople the ones</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="21 minutes, 21 seconds that the customer says yeah well leave it with me and i'll think and the salesperson doesn't have the where with all the skills">that the customer says yeah well leave it with me and i'll think and the salesperson doesn't have the where with all the skills</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="21 minutes, 27 seconds to be able to bring that to a a decision i said say yes or no they're">to be able to bring that to a a decision i said say yes or no they're</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="21 minutes, 32 seconds both good answers and yes he's better but knows not a bad answer leave it with me">both good answers and yes he's better but knows not a bad answer leave it with me</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="21 minutes, 38 seconds that's a killer um let me think about it that's a killer understand">that's a killer um let me think about it that's a killer understand</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="21 minutes, 43 seconds because that creates the illusion to the seller that oh maybe this maybe there's some business">because that creates the illusion to the seller that oh maybe this maybe there's some business</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="21 minutes, 49 seconds the reality is the customer in 99 of those cases means no so they just don't want to say no yeah yeah">the reality is the customer in 99 of those cases means no so they just don't want to say no yeah yeah</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="21 minutes, 55 seconds i don't want to say but another nugget for me there the decision maker operators">i don't want to say but another nugget for me there the decision maker operators</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="22 minutes mind maker maker operators mime your job is a mind maker opera i like that yeah it's isn't to get yes">mind maker maker operators mime your job is a mind maker opera i like that yeah it's isn't to get yes</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="22 minutes, 7 seconds you don't have to corner sort of try and trap them get them to say yeah that's not selling that's pressurizing that's">you don't have to corner sort of try and trap them get them to say yeah that's not selling that's pressurizing that's</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="22 minutes, 12 seconds bullying we're looking for the in sales we're looking for the yes aren't we so yeah no allows you to again it allows">bullying we're looking for the in sales we're looking for the yes aren't we so yeah no allows you to again it allows</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="22 minutes, 18 seconds you to move on yeah that's right that unknown in the middle that's the key that's">you to move on yeah that's right that unknown in the middle that's the key that's</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="22 minutes, 23 seconds yeah gold right there thank you that's the killer and i do wish someone told me that when i first went into sales because i was">yeah gold right there thank you that's the killer and i do wish someone told me that when i first went into sales because i was</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="22 minutes, 29 seconds always sending out to sales to get the sale get the sale get the sale so you stayed on that you stayed on that it was">always sending out to sales to get the sale get the sale get the sale so you stayed on that you stayed on that it was</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="22 minutes, 35 seconds still there yeah that's right you didn't want to look because you thought well if i forget i know here that's failure but i wouldn't say get the sale get this out">still there yeah that's right you didn't want to look because you thought well if i forget i know here that's failure but i wouldn't say get the sale get this out</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="22 minutes, 41 seconds get a decision get a decision get a decision austin i know you support businesses by developing their sales">get a decision get a decision get a decision austin i know you support businesses by developing their sales</div> <div id="header" class="style-scope ytd-transcript-section-header-renderer" aria-label="Be creative">Be creative</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="22 minutes, 47 seconds talent and also you run the bi-annual training sales skills workshops">talent and also you run the bi-annual training sales skills workshops</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="22 minutes, 53 seconds um is there one little nugget you wouldn't mind sharing with our listeners and viewers who want to improve their">um is there one little nugget you wouldn't mind sharing with our listeners and viewers who want to improve their</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="22 minutes, 58 seconds approach and be a more successful sales person we've had quite we've had quite a few i">approach and be a more successful sales person we've had quite we've had quite a few i</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="23 minutes, 4 seconds believe so far good that's good um the the thing that">believe so far good that's good um the the thing that</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="23 minutes, 9 seconds i'd like to share it's not spoken and much in selling but i think it's it's so important in sales or again in business">i'd like to share it's not spoken and much in selling but i think it's it's so important in sales or again in business</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="23 minutes, 15 seconds don't matter what business you're in or what product you're selling the chances are">don't matter what business you're in or what product you're selling the chances are</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="23 minutes, 20 seconds you've got a competitor who is selling something that looks pretty much the same as yours at least to the customer">you've got a competitor who is selling something that looks pretty much the same as yours at least to the customer</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="23 minutes, 28 seconds it looks pretty much the same thing okay and so what as sellers or businesses we">it looks pretty much the same thing okay and so what as sellers or businesses we</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="23 minutes, 34 seconds have able to do is differentiate and everyone knows this word differentiator we've got to be able to differentiate">have able to do is differentiate and everyone knows this word differentiator we've got to be able to differentiate</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="23 minutes, 40 seconds somehow our business our product ourselves from the competition">somehow our business our product ourselves from the competition</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="23 minutes, 46 seconds now to do that and to do it well and effectively so it makes a difference">now to do that and to do it well and effectively so it makes a difference</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="23 minutes, 52 seconds is you need creativity you've got to be creative so the nugget if you like that">is you need creativity you've got to be creative so the nugget if you like that</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="23 minutes, 57 seconds i think i think it's a nugget because we don't people don't talk about it one of the skills you have to develop as a">i think i think it's a nugget because we don't people don't talk about it one of the skills you have to develop as a</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="24 minutes, 4 seconds entrepreneur but especially as a salesperson you've got to be creative and most people when i say that to them">entrepreneur but especially as a salesperson you've got to be creative and most people when i say that to them</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="24 minutes, 11 seconds or a lot of people say yeah but i'm not creative austin no you are you are creative you just">or a lot of people say yeah but i'm not creative austin no you are you are creative you just</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="24 minutes, 16 seconds haven't worked at it for the last 20 years or 30 years you can be creative and one of the things i share in my">haven't worked at it for the last 20 years or 30 years you can be creative and one of the things i share in my</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="24 minutes, 21 seconds workshop is a different idea simple things you can do every day to help start to teach your">workshop is a different idea simple things you can do every day to help start to teach your</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="24 minutes, 27 seconds mind to think creatively to start being creative looking forward to it already i mean this creativity is something that's">mind to think creatively to start being creative looking forward to it already i mean this creativity is something that's</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="24 minutes, 34 seconds been coming up um in and around the me social media that i've been looking at in my studies">been coming up um in and around the me social media that i've been looking at in my studies</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="24 minutes, 39 seconds creativity it's that's that's what helped it again yeah it's what helps differentiate massively massively about creativity you">creativity it's that's that's what helped it again yeah it's what helps differentiate massively massively about creativity you</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="24 minutes, 46 seconds know you're not going to differentiate you i mean you just in my view you just got to be creative in order to">know you're not going to differentiate you i mean you just in my view you just got to be creative in order to</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="24 minutes, 52 seconds separate your product it looks pretty much the same from the other one you've got to be creative though i had some help with this question from a friend">separate your product it looks pretty much the same from the other one you've got to be creative though i had some help with this question from a friend</div> <div id="header" class="style-scope ytd-transcript-section-header-renderer" aria-label="Its hard to find good salespeople">Its hard to find good salespeople</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="25 minutes when i talk to restaurant owners they tell me it's tough to find a really good waiter">when i talk to restaurant owners they tell me it's tough to find a really good waiter</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="25 minutes, 5 seconds and when i talk to website designers they tell me it's really tough to find good creative people">and when i talk to website designers they tell me it's really tough to find good creative people</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="25 minutes, 11 seconds and in fact business owners generally tell me that they find it's very tough to find really good people for any position right um">and in fact business owners generally tell me that they find it's very tough to find really good people for any position right um</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="25 minutes, 18 seconds is it the same in sales and if so what is it that prevents people from becoming really good at selling">is it the same in sales and if so what is it that prevents people from becoming really good at selling</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="25 minutes, 25 seconds yes it is the same itself it's very difficult to find really good salespeople you can find mediocre">yes it is the same itself it's very difficult to find really good salespeople you can find mediocre</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="25 minutes, 32 seconds salespeople pretty much by the bucketful but really good salespeople are hard to find and the thing that stops">salespeople pretty much by the bucketful but really good salespeople are hard to find and the thing that stops</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="25 minutes, 39 seconds the mediocre and sometimes even the poor but from becoming really good there's a">the mediocre and sometimes even the poor but from becoming really good there's a</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="25 minutes, 45 seconds number of things but the major thing that stops mediocre salespeople becoming really good">number of things but the major thing that stops mediocre salespeople becoming really good</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="25 minutes, 51 seconds is their ego really really it's it's their ego the">is their ego really really it's it's their ego the</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="25 minutes, 57 seconds and it's a really difficult line for people to walk because in sales you need to have a good ego yes yes because">and it's a really difficult line for people to walk because in sales you need to have a good ego yes yes because</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="26 minutes, 3 seconds you're going to take a spittering with that rejection all those kind of things so you've got to have good self-esteem">you're going to take a spittering with that rejection all those kind of things so you've got to have good self-esteem</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="26 minutes, 8 seconds and a good ego but the mediocre salespeople which is the vast majority">and a good ego but the mediocre salespeople which is the vast majority</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="26 minutes, 15 seconds i will tell themselves that they know what they're doing hey you know i don't need to learn">i will tell themselves that they know what they're doing hey you know i don't need to learn</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="26 minutes, 21 seconds anything new i don't need to learn you so i know what i'm doing and they'll say that and all evidence is to the country">anything new i don't need to learn you so i know what i'm doing and they'll say that and all evidence is to the country</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="26 minutes, 27 seconds because they'll be earning you know 35 40 45 000 pounds a year you know which">because they'll be earning you know 35 40 45 000 pounds a year you know which</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="26 minutes, 33 seconds is more than the average but as a seller as a salesperson you should be making more than that you know">is more than the average but as a seller as a salesperson you should be making more than that you know</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="26 minutes, 39 seconds selling it can be it was described to me as the highest paid hard work in the world or the lowest paid easy work um">selling it can be it was described to me as the highest paid hard work in the world or the lowest paid easy work um</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="26 minutes, 47 seconds and you've got to be on the right side of that equation and ego holds the mediocre backers as they say they just">and you've got to be on the right side of that equation and ego holds the mediocre backers as they say they just</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="26 minutes, 53 seconds take that attitude of well you know i know what i'm doing i don't need to learn any new sales ideas">take that attitude of well you know i know what i'm doing i don't need to learn any new sales ideas</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="26 minutes, 58 seconds you know this is the way i've done it for the last five years you know and that that should be alarm bells ringing right there this is how i've always done">you know this is the way i've done it for the last five years you know and that that should be alarm bells ringing right there this is how i've always done</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="27 minutes, 5 seconds it yeah i can't improve i can't get better i know where i'm at yeah right that's right yeah it makes sense">it yeah i can't improve i can't get better i know where i'm at yeah right that's right yeah it makes sense</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="27 minutes, 11 seconds you know your best sports people are sports teams you can imagine if they took that attitude you know when i can't really get any">you know your best sports people are sports teams you can imagine if they took that attitude you know when i can't really get any</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="27 minutes, 16 seconds better you know you know we're not going to do training anymore at liverpool fc this year because">better you know you know we're not going to do training anymore at liverpool fc this year because</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="27 minutes, 22 seconds they're pretty good we thought we'd scrap all the training sessions but sales people the mediocre ones yeah they">they're pretty good we thought we'd scrap all the training sessions but sales people the mediocre ones yeah they</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="27 minutes, 28 seconds they somehow they you know i can see that said someone who's been in sales for maybe 10 years what's the last book you read on selling and i get that">they somehow they you know i can see that said someone who's been in sales for maybe 10 years what's the last book you read on selling and i get that</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="27 minutes, 34 seconds glassy look yeah and they haven't read one yeah so i mean turning turning that person around">glassy look yeah and they haven't read one yeah so i mean turning turning that person around</div> <div id="header" class="style-scope ytd-transcript-section-header-renderer" aria-label="Turning people around">Turning people around</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="27 minutes, 40 seconds getting them to look i suppose inwardly but where they are yeah and how that">getting them to look i suppose inwardly but where they are yeah and how that</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="27 minutes, 46 seconds that can be holding them back yes that that that's quite something to be able to do as you said they've got that ego">that can be holding them back yes that that that's quite something to be able to do as you said they've got that ego</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="27 minutes, 53 seconds right right there yeah very difficult to be self-reflective enough to say look well no you're not actually without well">right right there yeah very difficult to be self-reflective enough to say look well no you're not actually without well</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="27 minutes, 59 seconds it's a no it's a no again isn't it but yeah it's quite hard now that isn't it yeah no and the longer the the person">it's a no it's a no again isn't it but yeah it's quite hard now that isn't it yeah no and the longer the the person</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="28 minutes, 4 seconds has been mediocre the harder that is and i can say that because">has been mediocre the harder that is and i can say that because</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="28 minutes, 9 seconds after two years in sales for the first two years since i went into sales at 20 thinking">after two years in sales for the first two years since i went into sales at 20 thinking</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="28 minutes, 16 seconds i'll be great at this right with the kind of confidence that comes with being 20 and stupid i thought i'll be great">i'll be great at this right with the kind of confidence that comes with being 20 and stupid i thought i'll be great</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="28 minutes, 24 seconds and it was i was kind of good to discover that i wasn't um but i was arrogant enough in those first two years">and it was i was kind of good to discover that i wasn't um but i was arrogant enough in those first two years</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="28 minutes, 31 seconds um to resist the idea of reading books on sales or put myself on training courses">um to resist the idea of reading books on sales or put myself on training courses</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="28 minutes, 37 seconds or anything like that and and guess what hey presto after two years i was on the verge of going broke yeah i cannot i">or anything like that and and guess what hey presto after two years i was on the verge of going broke yeah i cannot i</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="28 minutes, 44 seconds could i can remember being weeks away from i'd actually worked out how much longer i could last and because i was">could i can remember being weeks away from i'd actually worked out how much longer i could last and because i was</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="28 minutes, 49 seconds self-employed of course and i was on the verge of going broke and um i was fortunate i got i got to hear a">self-employed of course and i was on the verge of going broke and um i was fortunate i got i got to hear a</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="28 minutes, 56 seconds motivational speaker who is someone who had been in the life insurance business">motivational speaker who is someone who had been in the life insurance business</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="29 minutes, 1 second so he made us over a period of a couple of hours he made us the audience about 200 of us in the audience laugh and cry">so he made us over a period of a couple of hours he made us the audience about 200 of us in the audience laugh and cry</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="29 minutes, 7 seconds at some of the realities of selling and the some of the hypocrisy and selling and the downright lies that are involved">at some of the realities of selling and the some of the hypocrisy and selling and the downright lies that are involved</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="29 minutes, 13 seconds in selling when for example sales people are being recruited um where there's lots of lies often told on both sides of">in selling when for example sales people are being recruited um where there's lots of lies often told on both sides of</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="29 minutes, 19 seconds the table but you know which is unbelievably stupid but anyway i i listened to this guy and over that">the table but you know which is unbelievably stupid but anyway i i listened to this guy and over that</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="29 minutes, 25 seconds couple of hours he completely transformed how i looked at selling really he completely changed it and made">couple of hours he completely transformed how i looked at selling really he completely changed it and made</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="29 minutes, 31 seconds me realize that you're a schmuck austin on what you've got to do you've got to learn you don't">me realize that you're a schmuck austin on what you've got to do you've got to learn you don't</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="29 minutes, 37 seconds know anything you know you know a fraction of what you need to know to succeed did that change your that that">know anything you know you know a fraction of what you need to know to succeed did that change your that that</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="29 minutes, 43 seconds changed right then and right right from from to where we are now yeah that's">changed right then and right right from from to where we are now yeah that's</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="29 minutes, 48 seconds defined yeah how you've approached yeah he said he was called charlie jones he's dead now bless him">defined yeah how you've approached yeah he said he was called charlie jones he's dead now bless him</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="29 minutes, 55 seconds um he's called charlie jones and he said something that reverberated still does to this day with me he said">um he's called charlie jones and he said something that reverberated still does to this day with me he said</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="30 minutes, 1 second you will be in five years time exactly the same person you are today">you will be in five years time exactly the same person you are today</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="30 minutes, 9 seconds except for two things people you meet and the books you read and then he went on to tell us about it">except for two things people you meet and the books you read and then he went on to tell us about it</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="30 minutes, 15 seconds gave us the title of the books and the ideas he got from this book which helped him at that particular">gave us the title of the books and the ideas he got from this book which helped him at that particular</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="30 minutes, 21 seconds stage in his career then he tells us about another book and the idea he got from that and the next book and the idea he got from that and how he how he used">stage in his career then he tells us about another book and the idea he got from that and the next book and the idea he got from that and how he how he used</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="30 minutes, 27 seconds it and i'm listening to this guy who's an incredibly successful guy the life is on his business which is the kind of">it and i'm listening to this guy who's an incredibly successful guy the life is on his business which is the kind of</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="30 minutes, 32 seconds business i was in and he's telling me that all these best ideas he got from books and that's the one">business i was in and he's telling me that all these best ideas he got from books and that's the one</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="30 minutes, 40 seconds thing that i spent two years staying away from yeah and i thought wow and finally the penny collection i thought">thing that i spent two years staying away from yeah and i thought wow and finally the penny collection i thought</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="30 minutes, 45 seconds wow and and that was it and then i became a bookaholic and um so i always hope in some small way i can have i can">wow and and that was it and then i became a bookaholic and um so i always hope in some small way i can have i can</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="30 minutes, 52 seconds have a fraction of the impact on people when i'm doing my training workshops that that guy had on me and his two-hour">have a fraction of the impact on people when i'm doing my training workshops that that guy had on me and his two-hour</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="30 minutes, 58 seconds motive if i can just you know have a fraction of that impact on somebody just one person in the room i know that you">motive if i can just you know have a fraction of that impact on somebody just one person in the room i know that you</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="31 minutes, 5 seconds potentially can help them i can help them change their life for the better forever yeah that's">potentially can help them i can help them change their life for the better forever yeah that's</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="31 minutes, 11 seconds that's a yeah great story and across across the board for me and if if you believe you don't need to learn and then you're">that's a yeah great story and across across the board for me and if if you believe you don't need to learn and then you're</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="31 minutes, 17 seconds just staying still you're going backwards yeah and you're only growing becoming better by seeking knowledge">just staying still you're going backwards yeah and you're only growing becoming better by seeking knowledge</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="31 minutes, 23 seconds yeah absolutely absolutely lovely so i definitely want to ask you about the process involved in becoming an">yeah absolutely absolutely lovely so i definitely want to ask you about the process involved in becoming an</div> <div id="header" class="style-scope ytd-transcript-section-header-renderer" aria-label="Becoming an author">Becoming an author</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="31 minutes, 30 seconds author and how you've enjoyed that we touched on it before we started the the show">author and how you've enjoyed that we touched on it before we started the the show</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="31 minutes, 36 seconds um did it feel like starting out again being involved in like such a new venture yeah it's kind of it's even now">um did it feel like starting out again being involved in like such a new venture yeah it's kind of it's even now</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="31 minutes, 43 seconds it feels strange when i've got my author's hat on of course when people discovered i was intending to becoming an author said">it feels strange when i've got my author's hat on of course when people discovered i was intending to becoming an author said</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="31 minutes, 49 seconds okay have you written a book on sales no no i haven't actually but it's something i intend to get around to but no um but">okay have you written a book on sales no no i haven't actually but it's something i intend to get around to but no um but</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="31 minutes, 56 seconds what it does lend itself to selling because again it's another illustration of me">what it does lend itself to selling because again it's another illustration of me</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="32 minutes, 1 second walking my own talk you've got to be creative in selling and that's where this particular book">walking my own talk you've got to be creative in selling and that's where this particular book</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="32 minutes, 7 seconds came right it came from me over the years trying to be creative and and the thing i use for my creativity or one of the">came right it came from me over the years trying to be creative and and the thing i use for my creativity or one of the</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="32 minutes, 13 seconds things i used to write is to write poetry and um i i wrote poetry just for my own">things i used to write is to write poetry and um i i wrote poetry just for my own</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="32 minutes, 18 seconds pleasure yeah um and never intending ever to publish any of it and it's almost as though sometimes i haven't">pleasure yeah um and never intending ever to publish any of it and it's almost as though sometimes i haven't</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="32 minutes, 24 seconds even written the poem because i kind of write poems just kind of come to me and i write them down and sometimes then i look at them and think hey that's good">even written the poem because i kind of write poems just kind of come to me and i write them down and sometimes then i look at them and think hey that's good</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="32 minutes, 30 seconds that yeah i want to look at it and think that is rubbish um and but as i say i never did you take">that yeah i want to look at it and think that is rubbish um and but as i say i never did you take</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="32 minutes, 36 seconds that rejection from yourself from myself yeah that's right move on and so sometimes i can write you know">that rejection from yourself from myself yeah that's right move on and so sometimes i can write you know</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="32 minutes, 43 seconds three or four poems in a week and then write nothing for a year you know and they did they just kind of come so then">three or four poems in a week and then write nothing for a year you know and they did they just kind of come so then</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="32 minutes, 48 seconds i got this this during lockdown um my wife janet blesser who's my biggest fan of my but my biggest critique she said">i got this this during lockdown um my wife janet blesser who's my biggest fan of my but my biggest critique she said</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="32 minutes, 55 seconds to me austin some of your poems are great why don't you publish one of them you know and there was one that i'd">to me austin some of your poems are great why don't you publish one of them you know and there was one that i'd</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="33 minutes written that was a children's poem i've written them for adults and all kinds of stuff but anyway this one was a">written that was a children's poem i've written them for adults and all kinds of stuff but anyway this one was a</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="33 minutes, 6 seconds children's poem and i really like this particular poem so i thought it tells a nice little story in it as well so i thought yeah you know locked">children's poem and i really like this particular poem so i thought it tells a nice little story in it as well so i thought yeah you know locked</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="33 minutes, 13 seconds down corona but yeah i've got you know what the heck let's try and get this published so so that's how it came about and and we're at a point now where it's">down corona but yeah i've got you know what the heck let's try and get this published so so that's how it came about and and we're at a point now where it's</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="33 minutes, 20 seconds published um and it's making it's making sales but the the process was good the the hard part now is and i'm feeling">published um and it's making it's making sales but the the process was good the the hard part now is and i'm feeling</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="33 minutes, 27 seconds kind of out of my depth because i i you know trying to get the book into book shops because it'd be nice to walk in a">kind of out of my depth because i i you know trying to get the book into book shops because it'd be nice to walk in a</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="33 minutes, 33 seconds book shop and see it on the shelf you know i mean it's on amazon back to knocking on dazzle that's right yeah it">book shop and see it on the shelf you know i mean it's on amazon back to knocking on dazzle that's right yeah it</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="33 minutes, 38 seconds is picking up the phone that's right picking up the phone and getting the pages yourself absolutely yeah that's right so no it is i'm back there so">is picking up the phone that's right picking up the phone and getting the pages yourself absolutely yeah that's right so no it is i'm back there so</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="33 minutes, 44 seconds you're contacting bookshops and all the rest of it and i'm saying no thanks oh no you know what you need to do is you need to go through the wholesaler or">you're contacting bookshops and all the rest of it and i'm saying no thanks oh no you know what you need to do is you need to go through the wholesaler or</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="33 minutes, 50 seconds whatever it is and i'm kind of figuring stuff out as i go along so so yeah that's where i am so even though i">whatever it is and i'm kind of figuring stuff out as i go along so so yeah that's where i am so even though i</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="33 minutes, 57 seconds could say it's listed on amazon which is great and if people want to buy it of them isn't that i've got a first edition">could say it's listed on amazon which is great and if people want to buy it of them isn't that i've got a first edition</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="34 minutes, 2 seconds signed copy hey there you go that'll">signed copy hey there you go that'll</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="34 minutes, 10 seconds yeah it's maybe a little different some from some of the other books that i read to to my children in the alliteration">yeah it's maybe a little different some from some of the other books that i read to to my children in the alliteration</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="34 minutes, 15 seconds there it's it is just lovely great thank you thank you yeah i got a lot of pleasure from it i like i believe in the">there it's it is just lovely great thank you thank you yeah i got a lot of pleasure from it i like i believe in the</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="34 minutes, 21 seconds in the book i really do i i i like it so i'm hoping that you know it'll it'll take off some point yeah yeah at some">in the book i really do i i i like it so i'm hoping that you know it'll it'll take off some point yeah yeah at some</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="34 minutes, 27 seconds point yeah because it just yeah i think it deserves it as well and yeah and again i've got it i've got to say">point yeah because it just yeah i think it deserves it as well and yeah and again i've got it i've got to say</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="34 minutes, 34 seconds it's more than just that from to you know front to back it's got the pages in the back with more yeah">it's more than just that from to you know front to back it's got the pages in the back with more yeah</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="34 minutes, 40 seconds more more content in there i'm sure that's part of the value surely that's the value">more more content in there i'm sure that's part of the value surely that's the value</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="34 minutes, 46 seconds what can i make what can i do that's right no that's right you're actually right that's a differentiator you don't find that in children">what can i make what can i do that's right no that's right you're actually right that's a differentiator you don't find that in children</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="34 minutes, 52 seconds little differentiator and and there's it's it's fun and it enables the kids and parents to get engaged">little differentiator and and there's it's it's fun and it enables the kids and parents to get engaged</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="34 minutes, 58 seconds and there's a tech involvement there take it that's right yeah michael was saying can we can we go to the qr code">and there's a tech involvement there take it that's right yeah michael was saying can we can we go to the qr code</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="35 minutes, 4 seconds yeah go to the club that's right yeah yeah so yeah again it helps it stand on its">yeah go to the club that's right yeah yeah so yeah again it helps it stand on its</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="35 minutes, 9 seconds own compared to others so yeah i mean i'm biased of course i'm biased but but i think the book the the book and">own compared to others so yeah i mean i'm biased of course i'm biased but but i think the book the the book and</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="35 minutes, 16 seconds the little story in it and the rhyming words and all those i think it it it deserves to do well">the little story in it and the rhyming words and all those i think it it it deserves to do well</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="35 minutes, 21 seconds well i really do think that yeah brilliant thanks again when you're welcome when you hang your sales hat up">well i really do think that yeah brilliant thanks again when you're welcome when you hang your sales hat up</div> <div id="header" class="style-scope ytd-transcript-section-header-renderer" aria-label="Playing tennis">Playing tennis</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="35 minutes, 27 seconds at the end of the day what do you do to relax i play tennis not particularly well um but i play i">at the end of the day what do you do to relax i play tennis not particularly well um but i play i</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="35 minutes, 33 seconds like to play tennis and um i'm just a i'm a mediocre club player but i do enjoy playing tennis my first">like to play tennis and um i'm just a i'm a mediocre club player but i do enjoy playing tennis my first</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="35 minutes, 40 seconds love was footy football but um then you get to an age particularly when you're self-employed do you think i better stop doing this because yeah you know i'm">love was footy football but um then you get to an age particularly when you're self-employed do you think i better stop doing this because yeah you know i'm</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="35 minutes, 46 seconds getting older and it's taking longer to get over the injuries um but i do enjoy my tennis so i play">getting older and it's taking longer to get over the injuries um but i do enjoy my tennis so i play</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="35 minutes, 52 seconds tennis normally at least twice a week um sometimes three times so and that keeps">tennis normally at least twice a week um sometimes three times so and that keeps</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="35 minutes, 58 seconds me fit and healthy and it's getting on the court with a bunch of guys and playing some doubles and singles whatever and having some banter it's">me fit and healthy and it's getting on the court with a bunch of guys and playing some doubles and singles whatever and having some banter it's</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="36 minutes, 4 seconds good fun so for all kinds of reasons i enjoy the tennis i like competitive sport keeps me fit keeps me healthy">good fun so for all kinds of reasons i enjoy the tennis i like competitive sport keeps me fit keeps me healthy</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="36 minutes, 11 seconds um so yeah that's what i do um and and my i mean">um so yeah that's what i do um and and my i mean</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="36 minutes, 16 seconds sales training what i do is it is if you like it is a hobby i mean i'm very lucky i do what i want i'm doing what i want">sales training what i do is it is if you like it is a hobby i mean i'm very lucky i do what i want i'm doing what i want</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="36 minutes, 23 seconds to do i i came out of retirement to to do this i i'm one of those people who">to do i i came out of retirement to to do this i i'm one of those people who</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="36 minutes, 28 seconds you know one of those people who is getting paid to do something they just love to do you know because you put">you know one of those people who is getting paid to do something they just love to do you know because you put</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="36 minutes, 36 seconds in the hard yards as well and that's it looking at your history when you know you sold the financial company yeah um">in the hard yards as well and that's it looking at your history when you know you sold the financial company yeah um</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="36 minutes, 42 seconds and it seemed pretty quickly that you came out of the retirement because that's something you missed you missed">and it seemed pretty quickly that you came out of the retirement because that's something you missed you missed</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="36 minutes, 47 seconds yeah i missed the buzz of sales yeah i built two sales businesses and sold one in the uk i built um and sold that">yeah i missed the buzz of sales yeah i built two sales businesses and sold one in the uk i built um and sold that</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="36 minutes, 54 seconds and then i built another one abroad and sold that and after i retired uh my goal i said there">and then i built another one abroad and sold that and after i retired uh my goal i said there</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="37 minutes was another one i set a goal when i was uh i was 22 that's right i got to retire by">was another one i set a goal when i was uh i was 22 that's right i got to retire by</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="37 minutes, 7 seconds the time i was 50. i set a goal to retire by the time i was 50 and i retired when i was 49 and i'm proud of">the time i was 50. i set a goal to retire by the time i was 50 and i retired when i was 49 and i'm proud of</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="37 minutes, 12 seconds that um but then after a couple of years of being retired and busy i mean it was busy uh because i was doing some">that um but then after a couple of years of being retired and busy i mean it was busy uh because i was doing some</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="37 minutes, 19 seconds voluntary work with charities and playing tennis tennis four or five times a week so i">voluntary work with charities and playing tennis tennis four or five times a week so i</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="37 minutes, 25 seconds was really busy but i missed the buzz of sales and making sales and helping">was really busy but i missed the buzz of sales and making sales and helping</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="37 minutes, 31 seconds people sell you know i just missed that buzz and i thought that's what gave me the most pleasure">people sell you know i just missed that buzz and i thought that's what gave me the most pleasure</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="37 minutes, 36 seconds when i was building my companies teaching my guys how to sell and all the rest of it so i thought hey why don't i">when i was building my companies teaching my guys how to sell and all the rest of it so i thought hey why don't i</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="37 minutes, 41 seconds just do that i'll do that and and i just took it from there and off it went and you know effectively knocked on">just do that i'll do that and and i just took it from there and off it went and you know effectively knocked on</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="37 minutes, 48 seconds a few doors rungs and you know and ultimately got a contract and off we went yeah and">a few doors rungs and you know and ultimately got a contract and off we went yeah and</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="37 minutes, 54 seconds i was looking at austin hempstead.com on linkedin and when you've got the little bio about what you do there one thing">i was looking at austin hempstead.com on linkedin and when you've got the little bio about what you do there one thing</div> <div id="header" class="style-scope ytd-transcript-section-header-renderer" aria-label="AustinHempsteadcom">AustinHempsteadcom</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="38 minutes, 1 second that really stood out with me is um the small sentence there">that really stood out with me is um the small sentence there</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="38 minutes, 6 seconds selling is persuading with integrity yeah that's my definition of selling yeah it's persuading with integrity and">selling is persuading with integrity yeah that's my definition of selling yeah it's persuading with integrity and</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="38 minutes, 13 seconds selling gets such a lot of bad press and sadly i hate to say it but it's true usually it's for good reason um because">selling gets such a lot of bad press and sadly i hate to say it but it's true usually it's for good reason um because</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="38 minutes, 21 seconds so many people are given the task of making sales but never taught to sell">so many people are given the task of making sales but never taught to sell</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="38 minutes, 27 seconds and then then we wonder why customers have such a bad experience dealing with this">and then then we wonder why customers have such a bad experience dealing with this</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="38 minutes, 33 seconds okay the person's got salesperson written on their business card or business development executive but that">okay the person's got salesperson written on their business card or business development executive but that</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="38 minutes, 39 seconds doesn't make them a sales person just because you've got business development you know i could have brain surgeon written on a business make me a brain">doesn't make them a sales person just because you've got business development you know i could have brain surgeon written on a business make me a brain</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="38 minutes, 45 seconds surgeon but so many companies sadly and business owners as well who know they">surgeon but so many companies sadly and business owners as well who know they</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="38 minutes, 51 seconds need to sell and they just don't ever get into any proper formal sales training and so">need to sell and they just don't ever get into any proper formal sales training and so</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="38 minutes, 57 seconds we as customers you me everybody else we often find ourselves being sold to by someone who we think is a salesperson">we as customers you me everybody else we often find ourselves being sold to by someone who we think is a salesperson</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="39 minutes, 4 seconds but they're not they're just someone who's been given the task of making examples and it just came to mind that">but they're not they're just someone who's been given the task of making examples and it just came to mind that</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="39 minutes, 12 seconds you don't see people internally in an organization they're maybe just as mediocre but you don't see them you see">you don't see people internally in an organization they're maybe just as mediocre but you don't see them you see</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="39 minutes, 17 seconds you see that's the same person you hear the salesperson so that that just makes sense to me that's why it's they're not">you see that's the same person you hear the salesperson so that that just makes sense to me that's why it's they're not</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="39 minutes, 23 seconds any better or worse than any other world within an organization that's just they're the they're the people at the">any better or worse than any other world within an organization that's just they're the they're the people at the</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="39 minutes, 28 seconds front line they're they're the people on the front line that the customer has to deal with even more important therefore to get that training that's right people">front line they're they're the people on the front line that the customer has to deal with even more important therefore to get that training that's right people</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="39 minutes, 35 seconds there just comes to mind it makes sense doesn't it absolutely and so many companies spend nothing or next to nothing">there just comes to mind it makes sense doesn't it absolutely and so many companies spend nothing or next to nothing</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="39 minutes, 44 seconds teaching their people how to sell and i come back to the example of the sports team you know can you imagine a sports team designing doctor training people">teaching their people how to sell and i come back to the example of the sports team you know can you imagine a sports team designing doctor training people</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="39 minutes, 51 seconds you know you think you know people are saying but they're crazy how can you not train your people how can you not do that">you know you think you know people are saying but they're crazy how can you not train your people how can you not do that</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="39 minutes, 56 seconds same with sales in my view you've got to train people and it and it's a forever thing you never ever stop never i'd">same with sales in my view you've got to train people and it and it's a forever thing you never ever stop never i'd</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="40 minutes, 3 seconds agree wholeheartedly well uh thanks for your time today austin it's been lovely to talk to you really lovely and uh lots">agree wholeheartedly well uh thanks for your time today austin it's been lovely to talk to you really lovely and uh lots</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="40 minutes, 10 seconds of insight there lots of nuggets lots tons of quality tons of value added">of insight there lots of nuggets lots tons of quality tons of value added</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="40 minutes, 15 seconds value that's the word that's the way okay well thanks for inviting me it's been a pleasure talking welcome thanks cheers">value that's the word that's the way okay well thanks for inviting me it's been a pleasure talking welcome thanks cheers</div> <div class="segment style-scope ytd-transcript-segment-renderer" role="button" aria-label="40 minutes, 27 seconds you">you</div>