Papa Papa and we are live welcome
everybody to know that YouTube hanger
super excited to be here with you and a
new friend of mine Kendrick Shope is
with me and she is new to the channel
and new to me so super excited to have
her on board Kendrick welcome aboard
thank you so much it is my honor to be
here I’ve watched a lot of not I’m not
too new to your channel in the way that
I’ve watched a lot of a lot of your
interviews so I’m thrilled to be here I
love it what’s one of your favorite um I
watched one this morning with oh I’m
gonna be embarrassed um oh and it was
one of my very favorites you put me on
the spot I can’t remember i’m gonna
don’t come to me in the middle of this
it’ll come to just stick with me it’ll
kind of dick Louis even conversation it
was Lewis Lewis Lewis Lewis okay yeah I
loved hearing his story I never blue
isn’t but I loved hearing a story about
being an athlete and the transition and
how he got to what he’s doing now it was
all very fascinating to me I didn’t that
was background so it was really really
interesting cool yeah Lewis has amazing
stuff and it was fun to have a month um
for my audience who may not be super
familiar with you yet can you give them
the overview of what Kendrick Shope is
all about yeah absolutely it’d be my
honor so Kendrick Shope is about a lot
of things but as it’s relevant to your
audience I teach entrepreneurs mainly
women entrepreneurs how to sell without
sacrificing their integrity some of this
is based in gender research said the
differences in the way men and women’s
cell the difference is the differences
between the male and the female brain
some of its based in socialization so
gender science and dinner socialization
and some of it is based in good old
fashioned experience I was a top
performing sales rep for about two
decades and left five years ago to start
my own business and created authentic
selling it’s it’s it’s interesting to me
that that people even think that they
have to sacrifice their integrity the
cell that that’s even a question I know
I know a lot
people do and they feel like they you
know they’re lying to get the Sailor you
know they have to go against their
values to get the sail from my
experience when you act with integrity
that’s when you actually get the best
sales the better sales the ideal clients
of people who love what you’re all about
so it’s interesting like it’s almost sad
that that we need to have this
conversation to teach people that you
need to act with integrity I wish it was
more kind of ingrained in our culture
and in our upbringing what are what are
some of the what are some of the common
things that you find people have to
sacrifice their values over and then how
do they come back that yeah well I don’t
know that I don’t think it’s any real
shocker that people want to act out of
integrity I mean I’m with you I don’t
think that that is that that is anything
that that people are surprised about but
I think that where the issue comes in
for people is they don’t necessarily
know how so not not to act with
integrity but how to sell with integrity
and they’re two different things because
we’ve all heard the story of the
stereotypical used car salesman or the
travelling medicine man you know who’s
going to sell you the cure to make you
10 years younger and cure all your
problems and it’s liquor and he’s gotten
the next day so selling gets a bad rap
through its history and through its
stories something also gets a bad rap
because we’ve all likely had a negative
cells experience where somebody’s push
something on us and we either had
buyer’s remorse or we felt guilty or
whatever that’s where selling with
integrity comes in it’s like one bad
apple has time to bring the whole bunch
for people to have brightness to share
but don’t want to push it on people and
so my message to people and what allows
people to be so successful successful
who work with me as we overcome that we
go back to the basics of selling is the
exchange of money for a product or
service there’s nothing aqui sleazy
slimy pushy or out of integrity about
that and really at its core selling is
helping that’s that’s the beginning of
what it means to sell with integrity so
I don’t think that it’s it’s a shocker
that people who sells integrity make
more money I don’t think that its
rockets
answer that we need to act out of
integrity i think that the catch-22 is
people don’t necessarily know how
because of the bad reputation selling
gets does that make sense yeah no i
agree i think there may not be enough
quality training to like you we don’t
learn how to do this in school you know
you’re when you enter into a company
you’re just depending on their their
sales training process we’re getting
some questions coming in live and might
be helpful to answer some of those too
the first one comes in from paul who
says i’ve made a website about selling
pages to guitar tutors who’s trying to
sell the guitar tutors and I guess make
a give them different websites and is
wondering how you can use how we can get
some sales and how integrity selling can
help him land more clients for his
guitar Twitter page yeah so I that’s a
great question i think it depends on
exactly what you’re doing I don’t think
we live in a market anymore where you
just put a page up and you build it and
they come I think you’ve got to ask
yourself how do we create some buzz
about this so obviously the easiest
answer there is social media right you
want to get a megaphone through social
media and talk about how what you’re
offering is different how it can help
people how it can help inflate you know
train people to play the guitar better
how can help people play whatever
whatever you’re selling people think
that social media is a lot of noise and
it can be so you’ve got to make sure
that the information that you’re putting
out there is targeted towards benefits
and pain points what’s the overall
benefit of your service how does that
change somebody’s life ability to play
the guitar whatever and that’s what you
want to focus on so I don’t think we’re
in an AR anymore where you can just
build it and they’ll come I think you’ve
got to create some promotion and you’ve
got to create some excitement about what
you’re doing yeah if I had amount
website geared towards guitar tutors and
you’ll market their business I would try
to give them just like there may not be
enough great sales training out there
and especially if you are an
entrepreneur if you’re a guitar tutor
and you know maybe you’re a teacher
maybe your janitor or whatever you’re
doing during your spare time you may
have had zero training
about sales will be an entrepreneur and
so I would love to see Paul you give
information to these guitar tutors on
how to run a business as well give them
feedback give them advice maybe
interview other guitar tutors who had a
successful career like his made this
their full-time income because if you
can do that and help them build a
business and give the knowledge
education and training then it’s a no
brainer to want to sign up for what
you’re doing in you know tell their
friends about it bring you referrals I
think it’s easy just to get just to get
caught up in the what you offer and
that’s all I do we’re really if you want
to have success you’ve got to think
above and beyond you got to give them a
reason to really want to talk about you
and give them an amazing experience so I
think that would be super helpful and I
think would be something that helps
spread the word within that community
yeah I would agree Renee is running in I
own a commercial cleaning company in
Texas where are you based by the way I’m
in Arkansas Arkansas dissidia I’m sorry
I have to say it so yeah I’m not a hog
I’m a Tennessean all right well I’m from
I’m Canadian so you’re closer to Texas
and I am um Renee so I own a commercial
cleaning company in Texas my integrity
shows in person but I’m not sure how to
translate content and advertising so I
guess you know we have been a great
experience himself going and talking to
people how do you then turn that into
marketing on your website and all the
content that you’re creating yeah that’s
a great question so I think that the
first thing and this some of these are
really simple someone’s not rocket
science but the first thing I would ask
is when you’re in person why does it
translate what is it that you’re doing
that makes it translate so well and then
how do is it the words that you’re using
isn’t the way that you’re saying it is
the excitement which is it the job that
you do is the testimonials that you get
and how can you extrapolate that and put
it onto your website and put it out in
the black-and-white copy that you have
so I think the first thing is obviously
you’re doing a great job in person what
is it about that that makes you so
confident that it’s translating and how
do we do that in print yeah I look to
look if you try to understand what your
skills are are you a great writer can
you write copy
website or do you hate the idea of
having to write you know are you good at
potential being on camera and telling
your story about why you started this
cleaning company cleaning companies
especially in commercial is so priced
driven but if you can tell me your story
and if I feel like you know you’re going
to treat my office building like it’s
your mom’s house then I’m attached to
your story a little bit more and I’m not
going to be as price competitive and so
you need to be able to get that out and
so are you able to do that yourself or
maybe you need someone to help you you
know if if you are great at talking to
clients on the phone one person but you
suck at writing then maybe you have
someone in your family or someone on
your team sitting with you on a phone
call and all of the good stuff that
you’re saying they transcribe it and
turn it into an article that can be on
your page or just have so many
interviews say why did you start this
business why does cleaning me so much to
you what do you hoping to accomplish
with this because it sounds like there’s
a lot more to it then you know I don’t
know I just I’m just cleaning to make
money right like give me the give me the
story behind it and that will attract a
lot more customers and if you’re not
able to tell your story properly then
partner up with somebody and again just
somebody in your family someone who’s on
your team are ready to help get that
story out of you so then you can market
it effectively miu also do it once to be
able to put it up on your website and I
would also make sure you have your
picture up doesn’t have to be super
professional it could be you with your
team are you with your family or you
with your cleaning supplies whatever it
is most people have such boring websites
such boring about pages and you’re
trying to be super professional and
corporate but then I can’t connect with
you right I’m always going to pick the
big corporate guy who has a reputation
and history and track record instead of
you your competitive advantage is your
story and the passion and feeling like
you know I work with you Renee I’m going
to I’m work with a man of integrity and
so that’s going to make a big difference
for me totally they all right holy cow
the questions are coming in like crazy
ah someone is asking King Helios is
asking what’s your definition of
integrity so again we’re get a little
deep they’re all I would be defined sure
a great question I love this so my
definition of integrity is doing the
things at which come natural to you feel
natural to you that do not compromise
any of your values in any way however
when we’re talking about selling with
integrity the natural part is important
so men and women are different I think I
do is look at men and women until that
we’re different right our brains are
different our DNA is different so women
are going to sell different than men we
just are and selling with integrity
means mean staying in a sales process
that is true to you Evans going to sell
different than me I’m gonna sell
different than Oprah everybody’s going
to sell differently know about no two
people still the same so the point here
is when you’re selling and integrity
you’re doing what’s authentic and what’s
real to you and maybe I’m a better
communicator than person X and so that
is the way I sell maybe grant cardone is
better at pushing people and really
selling through pressure if that’s
what’s authentic to him then that is
selling with integrity I believe that
everybody has their own sales guardrail
so you think you’re driving down the
road and there’s a guard rail to keep
you from going off you know off the
cliff right and so on one side of that
sales guardrail is really really pushy
and on the other side of that sells
guardrail is really passive your sales
guardrail is when you are communicating
right up against that guardrail without
going over into too cushy and without
going over into too passive and we’re
all different so it’s going to be a
different work for everybody but I think
you’re communicating with integrity and
selling with integrity when you’re
within your guard rail I think I think
you know when you’re not doing the right
thing I think people know when they’re
not doing the right thing it’s easy to
know like you just have that feeling and
your son like ah I’m not doing the right
thing and easy the justify like ah but
if I do it I’m able to pay my mortgage
or me able to get that new car and be
able to buy my new dress or suit or
whatever but you know you know when
you’re doing something wrong it’s just
having the courage to to listen to that
and know that you may lose out on a
short short
Plus to win in the long term anyway my
friends ah what is this loj fit club
alright hi guys my name is Tori my
question is even if you have a
beneficial product positive service or
product you think that you should still
push the cell on potential clients this
kind of comes to your guard real ideas
like you really believe in your product
or service this is from Tori how much do
you push on a client want to take it or
not so this is a great question i think
this goes back to what you’re just
talking about i think it’s how
comfortable you are pushing so here’s
the thing people that we’re selling to
our adults right we’re not talking about
selling to minors at least most the
people i talk to or not we’re talking
about selling to adults you cannot force
an adult to make a purchase they don’t
want to make necessarily it’s their
money so the idea that you have control
enough to push somebody into something
that they really don’t want to do I
don’t believe is accurate now you can
push until you’re uncomfortable and that
is selling out of integrity but your job
as the seller is to communicate the
benefits of your product in your service
as passionately as you know how and as
honestly as you know how and then leave
it in the hands of the buyer the buyer
makes the decision so if again it goes
back to how comfortable you are fishing
some people are going to be much more
comfortable going for a third and a
fourth and a fifth close I’m not a cell
as passionate as I can i go for the
clothes and if somebody needs to think
about it i do what most sales experts
would cringe and i say great let me know
what questions you come up with i want
to help you make the best decision for
you at this time so it’s I think it’s an
individual issue here I think it’s how
comfortable you are but at the end of
the day the idea that you can push
somebody into buying something that they
don’t want I don’t believe it’s true
we’re adults Tori for me it comes down
to intent
what’s the reason behind the push if
it’s just you can meet your sales quotas
you know for me that’s not acting with
integrity that is a very self-serving
and I get the pressure that you can be
under to you know make rent and all that
if you genuinely believe that you have
something that will help sometimes you
need to push people a little bit patch
their comfort zones and you know I see
it with with our salsa business an
example an investor in this house of
business and became an owner and
sometimes people colleen and their their
word and they’re afraid and they have
all these questions they’re not sure if
they’ll you know they’ll be a fit and
what if what if i don’t get the moves
right and all of these you know concerns
and fears and understanding why they
wanted to do it in the first place why
are they here talking to you what goal
the return is cheap maybe we can help
them do that maybe we’re the where one
of the best people in the world to help
them do that or maybe not you know and
turning away business maybe against all
the sales rules out there but I don’t
want unhappy clients cuz it’s just a
headache I don’t want a client who I
pushed into a sale you know try my best
or you know or lied to them to make them
believe something and then we start
working together and I can’t deliver on
the results that they want and you know
that going in you know that you can’t
really do what they want but you’re you
know just get that contract uh I hate
that because it just creates more
headache that you then you want having
unhappy clients sucks just at the time
it takes but like the emotional drain
I’m having people who are upset at what
you’re doing and feeling like you’re not
delivering on the value so you know I’d
be concerned about pushing people for
the wrong reasons but if you actually
believe that what you have is the best
thing to help solve their problem they
may need a little bit of a push or
guidance or a little bit extra time than
you might give somebody else so i don’t
know that i don’t know that being pushy
or not is this one answer for it it’s
more for me the intent that you have
behind it is it just for your own
selfish purposes or is it actually to
give the best thing out there for your
client
totally agree good all right um lots of
questions Sen Sanskrit suthar Sanskrit
suthar what’s your take on direct phone
marketing I’ve struggled with that a lot
clients just don’t seem interested yeah
mm-hmm who I did that for about a year
and it’s a special person that can do
that and do it well I think that this
goes back a little bit to whatever was
just talking about and and this is one
of the principles or foundations of
authentic selling which is in order to
sell authentically I I need to believe
in the difference that my product or
service is making so not just believe in
myself to go out and achieve my dream
which is magical in itself but to
believe in the difference that my
product or service is making in the
lives of others when your direct
marketing on the telephone when you’re
cold calling you need to be sold on your
product you need to be passionate about
it for it to work you do not need to be
the person who is oh my gosh another
eight hours until i get to go home and
i’m going to make another you know 20
calls to pretend i’m busy i’m going to
call my voicemail and hang up like
that’s miserable for you that’s not what
life is about it’s miserable for the
other person on the end of the phone i
think the key to make that work is um
you gotta be you gotta be sold on what
you’re selling you have to know the
difference then it makes and you got to
be excited to talk to people about it
yeah at five o’clock my favorite thing
to do is not to enter the phone and talk
to somebody who’s trying to sell me
something but i guarantee you if I get
somebody he’s excited somebody who’s
going to start talking to me about the
benefits I’m gonna give them more time
than the person who is just making their
200th call for the day you can pick up
on the energy I haven’t I have an
interesting way of marketing myself i
guess so i might be on the extreme and
take what i say with a grain of salt but
like I don’t do sales I don’t have I
don’t have anybody doing sales in my
businesses I don’t like just to that
clients don’t seem interested I hate
talking
clients were not interested just as a
general rule um and it also speaks to
just me as a person like I’m not the guy
who’s a natural networker who talks to
the person next to me on the plane and
juice myself at conferences I’ll only go
to conferences if I’m speaking on the
conference i’ll never go just to be an
attendee so that really suits my
personality it might be much more of a
marketer than a salesperson uh the way I
do it is just I try to kick up a lot of
noise in my industry I try to create a
lot of content you guys are watching
because you like my content and that
gets me known and that brings me
opportunities to work with brains to
work with you know both deals and all
this kind of stuff where every time I’ve
tried to go out and knock on somebody’s
door and say hey let’s work together as
a big brand it’s never worked and it’s
probably cuz I’m a terrible salesperson
um but i’m not i don’t know i don’t have
had much to give you on cold calling I
don’t do it I’m not a I’m not a big
believer in it at least for me and I try
to create an environment where people
want to find me instead of me going out
trying to find people it just speaks my
personality so you can file a lot learn
a lot more from Kendrick on that kind of
stuff and for me but yeah I think that
you know one of the things that that you
illustrate there is how you stay within
your integrity right you got to meet the
beginning what it means to sell within
your integrity you don’t like knocking
on doors that’s what she’s doing that’s
what you said so you found a way around
it and that’s when you’re selling with
integrity another foundation of month
and excelling is if you feel the ick
factor find a better way and that’s what
you’ve done you find out what you found
a way that works for you you’re
extremely successful but for somebody
who’s who’s got the job of telemarketing
you’re picking up the phone then you
gotta believe you gotta believe in the
difference that it makes I really
believe that or it’s just another job
and that’s not what this life’s about
and that’s not gonna sell anything
either on top of that yeah for anything
for any job you have you have to love
what you’re doing like so many people in
the network marketing come up to me and
say hey how they pull my products like
well do you use your products absolutely
would you recommend to your mom using
this face cream that you’re trying to
sell yeah so if your image
just just to make a paycheck you’re not
gonna have success in anything wait
whether it’s cold calling or anything
else in any entrepreneurial sphere
especially you got a you got to be
connected to the work that you’re doing
not just be chasing a goal but enjoy the
process absolutely without a doubt
Michael’s writing in about attracting a
partner he wants to run the company and
take care of daily logistics and he
wants a partner who can go and hunt
customers because he hates doing that so
advice on on finding partners who can
sell with integrity from Michael yeah I
love that Michael said hunt customers
like that makes me want to put on my
goals that are camouflage and go out and
you know um yeah so Michael I think the
thing to ask yourself is first of all
how do you like to be sold to their
various ways to sell if somebody’s going
to be an extension of your company or
your brand or be out doing the hunting
and gathering of customers if you will
how do you like to be sold to and what
do you want the representation to be for
your company the next thing is how do
you how do you find somebody who sells
with integrity part of that is going to
be the way they interview for the job I
mean I really believe when somebody is
acting out of integrity and when they
show up you know you get that gut
feeling that Evan talks about earlier
right you just know when your stomach
something’s a little off or this person
seems really on top of their game I want
to know more something else you can do
and i hated this hated this but one of
the things that i had to do in one of my
pharmaceutical sales interviews um man
gave me just a generic ink pen there
what anything special about the pin and
I’m sure you all heard this and said
sell me this pin right and what you
learned by that exercise is do people
make stuff up about the pin I mean
they’re on the spot it’s a job interview
do they embellish about the pin how do
they think on their feet about the pin
so you’re gonna find a true sales person
when you do this other people are gonna
hate it but you’re also going to see
what people say about the pin and do
they embellish and are they selling this
generic pin that you can buy at the
dollar store out of integrity very cool
from for me uh partnerships can be a
great way to go I would just too many
people jump into partnership way too
soon you know you’re going to spend as
much time with your partners you with
your husband or wife it’s it’s it’s a
relationship yeah this has to work and
so understanding each other’s values is
super important to what isn’t what is
integrity mean to them you know what
does it mean to you just like when
you’re marrying somebody you want to
make sure you match up on and I use and
important things in life that you want
to agree on where I think two people
jump into into relationships because oh
well I can do the ops and I could do the
business stuff and you can be out there
selling our skills match up really well
so let’s form this partnership and that
is only half of the equation if that
where you want to make sure you align on
the values and so a great way to do it
is to start with a small test you know
if you want if there’s somebody that you
think might be a good fit just do one
small thing together before giving up
equity in your business do one small
test and see how that works well
together the other thing to think about
is like if you can’t find that person
that’s not game over you know I don’t
have a salesperson my business you can
build it up through marketing so there’s
a lot of different ways to build a
business the sales can be the path
finding that right partner can be the
path I like that you’re not just trying
to think how can I be the salesperson if
you’re not great at sales you don’t
really want to do it and you feel like I
have to force myself to do it I like
that you’re thinking have somebody else
come again employee but just those two
things make sure you’re relying on the
values and if you can’t find that person
find another way to stand cool ahhh it’s
crazy how quickly half an hour goes by
already good comments are out of control
can you compute who want to learn more
about you find out about all your things
that you’re up to your shows and
upcoming podcast and all that awesome
stuff what’s the best way for them to
reach it yeah it’s kendrick show kaam ke
in dr i seek a sh 0 PE kaam and there
are links to contact me through Facebook
or Twitter or whatever there and yeah if
there are additional questions send them
away I love sales questions I am the
exact opposite i thrive off of stuff
like this that send them my way love it
that was loud I’m cool well I linked up
Kendricks information in the description
Kendrick thank you so much at the time
thank you guys for watching continue to
believe and we’ll see you soon bye thank
you so much
everybody to know that YouTube hanger
super excited to be here with you and a
new friend of mine Kendrick Shope is
with me and she is new to the channel
and new to me so super excited to have
her on board Kendrick welcome aboard
thank you so much it is my honor to be
here I’ve watched a lot of not I’m not
too new to your channel in the way that
I’ve watched a lot of a lot of your
interviews so I’m thrilled to be here I
love it what’s one of your favorite um I
watched one this morning with oh I’m
gonna be embarrassed um oh and it was
one of my very favorites you put me on
the spot I can’t remember i’m gonna
don’t come to me in the middle of this
it’ll come to just stick with me it’ll
kind of dick Louis even conversation it
was Lewis Lewis Lewis Lewis okay yeah I
loved hearing his story I never blue
isn’t but I loved hearing a story about
being an athlete and the transition and
how he got to what he’s doing now it was
all very fascinating to me I didn’t that
was background so it was really really
interesting cool yeah Lewis has amazing
stuff and it was fun to have a month um
for my audience who may not be super
familiar with you yet can you give them
the overview of what Kendrick Shope is
all about yeah absolutely it’d be my
honor so Kendrick Shope is about a lot
of things but as it’s relevant to your
audience I teach entrepreneurs mainly
women entrepreneurs how to sell without
sacrificing their integrity some of this
is based in gender research said the
differences in the way men and women’s
cell the difference is the differences
between the male and the female brain
some of its based in socialization so
gender science and dinner socialization
and some of it is based in good old
fashioned experience I was a top
performing sales rep for about two
decades and left five years ago to start
my own business and created authentic
selling it’s it’s it’s interesting to me
that that people even think that they
have to sacrifice their integrity the
cell that that’s even a question I know
I know a lot
people do and they feel like they you
know they’re lying to get the Sailor you
know they have to go against their
values to get the sail from my
experience when you act with integrity
that’s when you actually get the best
sales the better sales the ideal clients
of people who love what you’re all about
so it’s interesting like it’s almost sad
that that we need to have this
conversation to teach people that you
need to act with integrity I wish it was
more kind of ingrained in our culture
and in our upbringing what are what are
some of the what are some of the common
things that you find people have to
sacrifice their values over and then how
do they come back that yeah well I don’t
know that I don’t think it’s any real
shocker that people want to act out of
integrity I mean I’m with you I don’t
think that that is that that is anything
that that people are surprised about but
I think that where the issue comes in
for people is they don’t necessarily
know how so not not to act with
integrity but how to sell with integrity
and they’re two different things because
we’ve all heard the story of the
stereotypical used car salesman or the
travelling medicine man you know who’s
going to sell you the cure to make you
10 years younger and cure all your
problems and it’s liquor and he’s gotten
the next day so selling gets a bad rap
through its history and through its
stories something also gets a bad rap
because we’ve all likely had a negative
cells experience where somebody’s push
something on us and we either had
buyer’s remorse or we felt guilty or
whatever that’s where selling with
integrity comes in it’s like one bad
apple has time to bring the whole bunch
for people to have brightness to share
but don’t want to push it on people and
so my message to people and what allows
people to be so successful successful
who work with me as we overcome that we
go back to the basics of selling is the
exchange of money for a product or
service there’s nothing aqui sleazy
slimy pushy or out of integrity about
that and really at its core selling is
helping that’s that’s the beginning of
what it means to sell with integrity so
I don’t think that it’s it’s a shocker
that people who sells integrity make
more money I don’t think that its
rockets
answer that we need to act out of
integrity i think that the catch-22 is
people don’t necessarily know how
because of the bad reputation selling
gets does that make sense yeah no i
agree i think there may not be enough
quality training to like you we don’t
learn how to do this in school you know
you’re when you enter into a company
you’re just depending on their their
sales training process we’re getting
some questions coming in live and might
be helpful to answer some of those too
the first one comes in from paul who
says i’ve made a website about selling
pages to guitar tutors who’s trying to
sell the guitar tutors and I guess make
a give them different websites and is
wondering how you can use how we can get
some sales and how integrity selling can
help him land more clients for his
guitar Twitter page yeah so I that’s a
great question i think it depends on
exactly what you’re doing I don’t think
we live in a market anymore where you
just put a page up and you build it and
they come I think you’ve got to ask
yourself how do we create some buzz
about this so obviously the easiest
answer there is social media right you
want to get a megaphone through social
media and talk about how what you’re
offering is different how it can help
people how it can help inflate you know
train people to play the guitar better
how can help people play whatever
whatever you’re selling people think
that social media is a lot of noise and
it can be so you’ve got to make sure
that the information that you’re putting
out there is targeted towards benefits
and pain points what’s the overall
benefit of your service how does that
change somebody’s life ability to play
the guitar whatever and that’s what you
want to focus on so I don’t think we’re
in an AR anymore where you can just
build it and they’ll come I think you’ve
got to create some promotion and you’ve
got to create some excitement about what
you’re doing yeah if I had amount
website geared towards guitar tutors and
you’ll market their business I would try
to give them just like there may not be
enough great sales training out there
and especially if you are an
entrepreneur if you’re a guitar tutor
and you know maybe you’re a teacher
maybe your janitor or whatever you’re
doing during your spare time you may
have had zero training
about sales will be an entrepreneur and
so I would love to see Paul you give
information to these guitar tutors on
how to run a business as well give them
feedback give them advice maybe
interview other guitar tutors who had a
successful career like his made this
their full-time income because if you
can do that and help them build a
business and give the knowledge
education and training then it’s a no
brainer to want to sign up for what
you’re doing in you know tell their
friends about it bring you referrals I
think it’s easy just to get just to get
caught up in the what you offer and
that’s all I do we’re really if you want
to have success you’ve got to think
above and beyond you got to give them a
reason to really want to talk about you
and give them an amazing experience so I
think that would be super helpful and I
think would be something that helps
spread the word within that community
yeah I would agree Renee is running in I
own a commercial cleaning company in
Texas where are you based by the way I’m
in Arkansas Arkansas dissidia I’m sorry
I have to say it so yeah I’m not a hog
I’m a Tennessean all right well I’m from
I’m Canadian so you’re closer to Texas
and I am um Renee so I own a commercial
cleaning company in Texas my integrity
shows in person but I’m not sure how to
translate content and advertising so I
guess you know we have been a great
experience himself going and talking to
people how do you then turn that into
marketing on your website and all the
content that you’re creating yeah that’s
a great question so I think that the
first thing and this some of these are
really simple someone’s not rocket
science but the first thing I would ask
is when you’re in person why does it
translate what is it that you’re doing
that makes it translate so well and then
how do is it the words that you’re using
isn’t the way that you’re saying it is
the excitement which is it the job that
you do is the testimonials that you get
and how can you extrapolate that and put
it onto your website and put it out in
the black-and-white copy that you have
so I think the first thing is obviously
you’re doing a great job in person what
is it about that that makes you so
confident that it’s translating and how
do we do that in print yeah I look to
look if you try to understand what your
skills are are you a great writer can
you write copy
website or do you hate the idea of
having to write you know are you good at
potential being on camera and telling
your story about why you started this
cleaning company cleaning companies
especially in commercial is so priced
driven but if you can tell me your story
and if I feel like you know you’re going
to treat my office building like it’s
your mom’s house then I’m attached to
your story a little bit more and I’m not
going to be as price competitive and so
you need to be able to get that out and
so are you able to do that yourself or
maybe you need someone to help you you
know if if you are great at talking to
clients on the phone one person but you
suck at writing then maybe you have
someone in your family or someone on
your team sitting with you on a phone
call and all of the good stuff that
you’re saying they transcribe it and
turn it into an article that can be on
your page or just have so many
interviews say why did you start this
business why does cleaning me so much to
you what do you hoping to accomplish
with this because it sounds like there’s
a lot more to it then you know I don’t
know I just I’m just cleaning to make
money right like give me the give me the
story behind it and that will attract a
lot more customers and if you’re not
able to tell your story properly then
partner up with somebody and again just
somebody in your family someone who’s on
your team are ready to help get that
story out of you so then you can market
it effectively miu also do it once to be
able to put it up on your website and I
would also make sure you have your
picture up doesn’t have to be super
professional it could be you with your
team are you with your family or you
with your cleaning supplies whatever it
is most people have such boring websites
such boring about pages and you’re
trying to be super professional and
corporate but then I can’t connect with
you right I’m always going to pick the
big corporate guy who has a reputation
and history and track record instead of
you your competitive advantage is your
story and the passion and feeling like
you know I work with you Renee I’m going
to I’m work with a man of integrity and
so that’s going to make a big difference
for me totally they all right holy cow
the questions are coming in like crazy
ah someone is asking King Helios is
asking what’s your definition of
integrity so again we’re get a little
deep they’re all I would be defined sure
a great question I love this so my
definition of integrity is doing the
things at which come natural to you feel
natural to you that do not compromise
any of your values in any way however
when we’re talking about selling with
integrity the natural part is important
so men and women are different I think I
do is look at men and women until that
we’re different right our brains are
different our DNA is different so women
are going to sell different than men we
just are and selling with integrity
means mean staying in a sales process
that is true to you Evans going to sell
different than me I’m gonna sell
different than Oprah everybody’s going
to sell differently know about no two
people still the same so the point here
is when you’re selling and integrity
you’re doing what’s authentic and what’s
real to you and maybe I’m a better
communicator than person X and so that
is the way I sell maybe grant cardone is
better at pushing people and really
selling through pressure if that’s
what’s authentic to him then that is
selling with integrity I believe that
everybody has their own sales guardrail
so you think you’re driving down the
road and there’s a guard rail to keep
you from going off you know off the
cliff right and so on one side of that
sales guardrail is really really pushy
and on the other side of that sells
guardrail is really passive your sales
guardrail is when you are communicating
right up against that guardrail without
going over into too cushy and without
going over into too passive and we’re
all different so it’s going to be a
different work for everybody but I think
you’re communicating with integrity and
selling with integrity when you’re
within your guard rail I think I think
you know when you’re not doing the right
thing I think people know when they’re
not doing the right thing it’s easy to
know like you just have that feeling and
your son like ah I’m not doing the right
thing and easy the justify like ah but
if I do it I’m able to pay my mortgage
or me able to get that new car and be
able to buy my new dress or suit or
whatever but you know you know when
you’re doing something wrong it’s just
having the courage to to listen to that
and know that you may lose out on a
short short
Plus to win in the long term anyway my
friends ah what is this loj fit club
alright hi guys my name is Tori my
question is even if you have a
beneficial product positive service or
product you think that you should still
push the cell on potential clients this
kind of comes to your guard real ideas
like you really believe in your product
or service this is from Tori how much do
you push on a client want to take it or
not so this is a great question i think
this goes back to what you’re just
talking about i think it’s how
comfortable you are pushing so here’s
the thing people that we’re selling to
our adults right we’re not talking about
selling to minors at least most the
people i talk to or not we’re talking
about selling to adults you cannot force
an adult to make a purchase they don’t
want to make necessarily it’s their
money so the idea that you have control
enough to push somebody into something
that they really don’t want to do I
don’t believe is accurate now you can
push until you’re uncomfortable and that
is selling out of integrity but your job
as the seller is to communicate the
benefits of your product in your service
as passionately as you know how and as
honestly as you know how and then leave
it in the hands of the buyer the buyer
makes the decision so if again it goes
back to how comfortable you are fishing
some people are going to be much more
comfortable going for a third and a
fourth and a fifth close I’m not a cell
as passionate as I can i go for the
clothes and if somebody needs to think
about it i do what most sales experts
would cringe and i say great let me know
what questions you come up with i want
to help you make the best decision for
you at this time so it’s I think it’s an
individual issue here I think it’s how
comfortable you are but at the end of
the day the idea that you can push
somebody into buying something that they
don’t want I don’t believe it’s true
we’re adults Tori for me it comes down
to intent
what’s the reason behind the push if
it’s just you can meet your sales quotas
you know for me that’s not acting with
integrity that is a very self-serving
and I get the pressure that you can be
under to you know make rent and all that
if you genuinely believe that you have
something that will help sometimes you
need to push people a little bit patch
their comfort zones and you know I see
it with with our salsa business an
example an investor in this house of
business and became an owner and
sometimes people colleen and their their
word and they’re afraid and they have
all these questions they’re not sure if
they’ll you know they’ll be a fit and
what if what if i don’t get the moves
right and all of these you know concerns
and fears and understanding why they
wanted to do it in the first place why
are they here talking to you what goal
the return is cheap maybe we can help
them do that maybe we’re the where one
of the best people in the world to help
them do that or maybe not you know and
turning away business maybe against all
the sales rules out there but I don’t
want unhappy clients cuz it’s just a
headache I don’t want a client who I
pushed into a sale you know try my best
or you know or lied to them to make them
believe something and then we start
working together and I can’t deliver on
the results that they want and you know
that going in you know that you can’t
really do what they want but you’re you
know just get that contract uh I hate
that because it just creates more
headache that you then you want having
unhappy clients sucks just at the time
it takes but like the emotional drain
I’m having people who are upset at what
you’re doing and feeling like you’re not
delivering on the value so you know I’d
be concerned about pushing people for
the wrong reasons but if you actually
believe that what you have is the best
thing to help solve their problem they
may need a little bit of a push or
guidance or a little bit extra time than
you might give somebody else so i don’t
know that i don’t know that being pushy
or not is this one answer for it it’s
more for me the intent that you have
behind it is it just for your own
selfish purposes or is it actually to
give the best thing out there for your
client
totally agree good all right um lots of
questions Sen Sanskrit suthar Sanskrit
suthar what’s your take on direct phone
marketing I’ve struggled with that a lot
clients just don’t seem interested yeah
mm-hmm who I did that for about a year
and it’s a special person that can do
that and do it well I think that this
goes back a little bit to whatever was
just talking about and and this is one
of the principles or foundations of
authentic selling which is in order to
sell authentically I I need to believe
in the difference that my product or
service is making so not just believe in
myself to go out and achieve my dream
which is magical in itself but to
believe in the difference that my
product or service is making in the
lives of others when your direct
marketing on the telephone when you’re
cold calling you need to be sold on your
product you need to be passionate about
it for it to work you do not need to be
the person who is oh my gosh another
eight hours until i get to go home and
i’m going to make another you know 20
calls to pretend i’m busy i’m going to
call my voicemail and hang up like
that’s miserable for you that’s not what
life is about it’s miserable for the
other person on the end of the phone i
think the key to make that work is um
you gotta be you gotta be sold on what
you’re selling you have to know the
difference then it makes and you got to
be excited to talk to people about it
yeah at five o’clock my favorite thing
to do is not to enter the phone and talk
to somebody who’s trying to sell me
something but i guarantee you if I get
somebody he’s excited somebody who’s
going to start talking to me about the
benefits I’m gonna give them more time
than the person who is just making their
200th call for the day you can pick up
on the energy I haven’t I have an
interesting way of marketing myself i
guess so i might be on the extreme and
take what i say with a grain of salt but
like I don’t do sales I don’t have I
don’t have anybody doing sales in my
businesses I don’t like just to that
clients don’t seem interested I hate
talking
clients were not interested just as a
general rule um and it also speaks to
just me as a person like I’m not the guy
who’s a natural networker who talks to
the person next to me on the plane and
juice myself at conferences I’ll only go
to conferences if I’m speaking on the
conference i’ll never go just to be an
attendee so that really suits my
personality it might be much more of a
marketer than a salesperson uh the way I
do it is just I try to kick up a lot of
noise in my industry I try to create a
lot of content you guys are watching
because you like my content and that
gets me known and that brings me
opportunities to work with brains to
work with you know both deals and all
this kind of stuff where every time I’ve
tried to go out and knock on somebody’s
door and say hey let’s work together as
a big brand it’s never worked and it’s
probably cuz I’m a terrible salesperson
um but i’m not i don’t know i don’t have
had much to give you on cold calling I
don’t do it I’m not a I’m not a big
believer in it at least for me and I try
to create an environment where people
want to find me instead of me going out
trying to find people it just speaks my
personality so you can file a lot learn
a lot more from Kendrick on that kind of
stuff and for me but yeah I think that
you know one of the things that that you
illustrate there is how you stay within
your integrity right you got to meet the
beginning what it means to sell within
your integrity you don’t like knocking
on doors that’s what she’s doing that’s
what you said so you found a way around
it and that’s when you’re selling with
integrity another foundation of month
and excelling is if you feel the ick
factor find a better way and that’s what
you’ve done you find out what you found
a way that works for you you’re
extremely successful but for somebody
who’s who’s got the job of telemarketing
you’re picking up the phone then you
gotta believe you gotta believe in the
difference that it makes I really
believe that or it’s just another job
and that’s not what this life’s about
and that’s not gonna sell anything
either on top of that yeah for anything
for any job you have you have to love
what you’re doing like so many people in
the network marketing come up to me and
say hey how they pull my products like
well do you use your products absolutely
would you recommend to your mom using
this face cream that you’re trying to
sell yeah so if your image
just just to make a paycheck you’re not
gonna have success in anything wait
whether it’s cold calling or anything
else in any entrepreneurial sphere
especially you got a you got to be
connected to the work that you’re doing
not just be chasing a goal but enjoy the
process absolutely without a doubt
Michael’s writing in about attracting a
partner he wants to run the company and
take care of daily logistics and he
wants a partner who can go and hunt
customers because he hates doing that so
advice on on finding partners who can
sell with integrity from Michael yeah I
love that Michael said hunt customers
like that makes me want to put on my
goals that are camouflage and go out and
you know um yeah so Michael I think the
thing to ask yourself is first of all
how do you like to be sold to their
various ways to sell if somebody’s going
to be an extension of your company or
your brand or be out doing the hunting
and gathering of customers if you will
how do you like to be sold to and what
do you want the representation to be for
your company the next thing is how do
you how do you find somebody who sells
with integrity part of that is going to
be the way they interview for the job I
mean I really believe when somebody is
acting out of integrity and when they
show up you know you get that gut
feeling that Evan talks about earlier
right you just know when your stomach
something’s a little off or this person
seems really on top of their game I want
to know more something else you can do
and i hated this hated this but one of
the things that i had to do in one of my
pharmaceutical sales interviews um man
gave me just a generic ink pen there
what anything special about the pin and
I’m sure you all heard this and said
sell me this pin right and what you
learned by that exercise is do people
make stuff up about the pin I mean
they’re on the spot it’s a job interview
do they embellish about the pin how do
they think on their feet about the pin
so you’re gonna find a true sales person
when you do this other people are gonna
hate it but you’re also going to see
what people say about the pin and do
they embellish and are they selling this
generic pin that you can buy at the
dollar store out of integrity very cool
from for me uh partnerships can be a
great way to go I would just too many
people jump into partnership way too
soon you know you’re going to spend as
much time with your partners you with
your husband or wife it’s it’s it’s a
relationship yeah this has to work and
so understanding each other’s values is
super important to what isn’t what is
integrity mean to them you know what
does it mean to you just like when
you’re marrying somebody you want to
make sure you match up on and I use and
important things in life that you want
to agree on where I think two people
jump into into relationships because oh
well I can do the ops and I could do the
business stuff and you can be out there
selling our skills match up really well
so let’s form this partnership and that
is only half of the equation if that
where you want to make sure you align on
the values and so a great way to do it
is to start with a small test you know
if you want if there’s somebody that you
think might be a good fit just do one
small thing together before giving up
equity in your business do one small
test and see how that works well
together the other thing to think about
is like if you can’t find that person
that’s not game over you know I don’t
have a salesperson my business you can
build it up through marketing so there’s
a lot of different ways to build a
business the sales can be the path
finding that right partner can be the
path I like that you’re not just trying
to think how can I be the salesperson if
you’re not great at sales you don’t
really want to do it and you feel like I
have to force myself to do it I like
that you’re thinking have somebody else
come again employee but just those two
things make sure you’re relying on the
values and if you can’t find that person
find another way to stand cool ahhh it’s
crazy how quickly half an hour goes by
already good comments are out of control
can you compute who want to learn more
about you find out about all your things
that you’re up to your shows and
upcoming podcast and all that awesome
stuff what’s the best way for them to
reach it yeah it’s kendrick show kaam ke
in dr i seek a sh 0 PE kaam and there
are links to contact me through Facebook
or Twitter or whatever there and yeah if
there are additional questions send them
away I love sales questions I am the
exact opposite i thrive off of stuff
like this that send them my way love it
that was loud I’m cool well I linked up
Kendricks information in the description
Kendrick thank you so much at the time
thank you guys for watching continue to
believe and we’ll see you soon bye thank
you so much
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