every day I talk to salese who are struggling broke second guess themselves and thinking about quitting sales if that's you this video is for you as I'm going to give you some brutally honest advice it's advice I wish I was hold on day one when I first got started in sales when I was really struggling the buice I'm going to share it's stuff that I did and it helped me and hopefully it'll help you too now if you don't know who I am I'm Marcus Shan founder benley Consulting Group in which we provide proven sales
training and coaching Tech and teams and prior to this I was in corporate sales and sales leadership in which I hit and exceeded my quot of 13 years in a row doing 250% plus hit Club literally almost every single year but again I didn't start that way 17 years ago I remember being fresh out of college living in a small 00t apartment that was shared with another roommate in Beaverton Oregon because I couldn't even afford to live in Portland and it was my very first B2B sales job my first real job and my goal was
to make $100,000 a year I remember I was really excited for this opportunity excited for this job because up until this point i' pretty much only work minimum wage jobs and even though I've worked for literally four years even as a kid grew my parents restaurant you know I always made basically minimum wage so this was you know my first opportunity to make a decent amount of money and I was really excited and I remember just diving in and getting really excited to get going and day one I started realized how hard it actually was
I remember going to my boss on the first day because I really didn't know what to do this was a brand new division of a major Fortune 500 company and there was real no training or support resources so I asked boss what should I do and he say hey Marcus I want you to go and coold call and coold calling in the terms of that company meant two things number one making call calls on the phone or number two walk into physical businesses so my boss said I want you to go outside I want Cole
call literally walk into businesses and see if he can generate leads book meetings maybe close some deals I said okay that sounds great how many should I go talk to he said I want you to go and knock on 30 doors and I remember this is a time when we still had business cards so it's pretty pretty common thing I didn't have my own business cards yet so I had to take my boss's business cards cross his name on write my own name on there and I remember I was like okay this sounds pretty awesome
again I'm pretty excited I'm very new to sales I Lally walk outside I go to the right and I start walking into businesses and this is in 2007 and I remember I walked into over 30 businesses at this point hadn't seen any progress and I said let me keep going and I end up walking into over 60 businesses that first day but the thing was is I didn't generate any interests any leads definitely didn't book any meetings and definitely didn't close any deals I remember feeling super defeat like man that was pretty hard let me
just ask my boss what I did wrong and I went back to the office and asked my boss at the end of the day I said Hey listen like I walked in over 60 businesses and these were have results it's nothing what should I do he said okay the next day tomorrow I want you to do the exact same thing I said okay so the next day I'm like I'm going to try it again and I walked into over 60 businesses again similar results no leads no booked meetings nothing and I was starting to freak
out a little bit I'm like this is crazy it's 120 plus places I walked into maybe 12 130 it's quite a bit really strange went back to my boss and I asked him I said Hey listen what's the secret here what's going on and he said Marcus sales is a numbers game the more hands you shake the more money you make you got to just work harder you got to see more people and I was like okay but I walked into like over 100 businesses I didn't even make book one meeting or generate any interest
he said no problem tomorrow I want you to call all those business cards I'm like okay so the next day I got on the phones and I made over 120 calls my first time making call calls on the phone and I was just like nerve-racked but I'm just going to try because I've always worked hard in my other past jobs that's always made me successful I could probably do the same probably will myself there so the next day I got on the phones and I made over 100 plus calls I called every single business card
and same thing I got my face mashed in people hung up on me people curs me out and did not book a single meeting and I was feeling so defeated and I remember second guessing myself question was this even the right move and the worst part was is this job offer that taken to be in B2B sales was actually the lowest paying job offer and other offers or office that pay me a lot more money not a lot not crazy amount more but more than I was making a 29,500 base salary and my girl my
parents didn't want me go to the sales and I was the second guessing myself so I went to my boss again at the end of the day I said listen like this is super hard again like I just I did exactly what you told me and there's got to be some sort of secret sock I'm hearing other people make like book me he said Marcus again I told you man it's a numbers game tomorrow don't you call those cards again going to be Friday and I was like okay and I remember feeling completely lost and
I remember like I'm going to I'm going to give it to my all though my boss only just to play the numbers game increase my activity I'm going to do that so the next day came in Friday I did the same thing made over 120 calls call same cards again over and again didn't book a single meeting and I remember just feeling so defeated at that point after my first week in sales where I was Sly hearing people on my team not a lot but they're booking some meetings some people even Clos some deals and
here I was like literally outworking everyone doing not just double but three four activity and man I wasn't getting any type of result next week I basically kind of repeat a very similar schedule to new businesses and again there was no result I didn't book any meetings I didn't obviously close any deals and I was second guessing myself and wonder oh my God is this what sales is like am I even good at this job can I even do this job I remember it was really frustrating and actually quite depressing because I thought I was
giving it my best and after several weeks of of the struggle just feel like I'm in a hamster wheel just not making any progress that's when I realized hard truth number one which is my bet simply wasn't good enough and that was a really hard pill to swallow because in the past I always F like I could work hard and get results and here I was literally outworking everybody but my skills were just not there I just simply wasn't good at my job and that was really hard to just look in the mirror and have
that type of ownership because my boss was telling me just Marcus you got to see more people you got to make more calls you got to keep knocking on doors you got to generate more activity generate more leads but the reality is when I was as bad as me meaning 0% conversion to book meetings to obviously any closed deals well simply multiply by more activity is the same it's at least the same bad result if I'm trying to go on a road trip somewhere if I'm going the wrong direction no matter how hard I work
how much time I put in to go in the wrong direction I'm still not going to make it to my actual destination at that point I was feeling so frustrated then I was like you know what this is not my fault I'm working super hard I'm putting the hours in this is my boss's fault because he didn't provide me any training Co coaching they definitely didn't provide me any uh support any resources they did give me a manual R my people never done the job before which is pretty useless I was mad at the economy
because we were entering into the 2007 the 2008 recession things going to get really bad little business are shutting down unemployment was skyrocketing I can see L businesses shutting down I believe my territory I had four zip codes while all my peers had 2 3 4X zip code they look like 2 3 4X the prospect counts that I had I was mad that at marketing there was no marketing there was no leads there was absolutely nothing I was mad about even pmf I didn't know what that was at the time product Market fit but because
we were a new division of a major for 500 company it wasn't proving in this market I didn't even know if people even wanted our stuff so like nobody knew who we were it was so hard I remember just blaming literally everyone and everything now see my peers again they were close some deals they're just lucky I'll just find any reason just to basically blame all of them and that's when I realize hard truth number two which is lame people blame people I remember talking to my girlfriend now wife my girlfriend at the time and
I was complaining about all the things I just mentioned and tell telling her about how terrible the situation was how bad it was how I made a terrible mistake that it wasn't my fault it was literally everyone else's fault and she said all those things might be true your boss maybe didn't give you the training and support resources maybe some people got lucky yes the economy is bad but now what I remember hearing her say that and looking at her I'm like yeah so now what and it was interesting because that was when I realized
this next hard truth which is no one was coming to save me so me just blaming everyone else and all those things might be a real situation that might 100% be true but it didn't actually change my results didn't change anything else it just basically kept me still stuck and I also knew if I just kept doing that I could blame all those things I'll probably get fired and that was really really scary for me to realize but that was really important for me to just own up and realize that no one was going to
come to save me and I pictur if I was lost in a brand new city didn't know anybody didn't have any resources didn't have my phone didn't have a map didn't have anything and I wanted to get home if I did absolutely nothing complain about my situation I might feel better in the moment but it wouldn't actually change my situation right I have to figure something out I have to just take complete ownership by simply just internalizing this that's when I realized okay I I need to take a hard look in the mirror there's many
things I cannot control I can't control pmf I can't control my boss I can't control my territory I can't control my peers I can't control the market I can't control the recession I can't control mean prospects I can't control all these things I just knew I couldn't control any of those things all I could really control was my attitude my actions and that's when I realize what I call hard truth number four which is I lacked the knowledge the skills the execution to earn $100,000 plus a year if not more byck all those things to
actually get to where I wanted to go as a reflected back in my past jobs they were all minimum wage jobs for the most part in every role had been in there was a really clear path for success I knew exactly what I need to do to get whatever desire result for instance when I was working at my parents restaurant when I first started to cook in the back I didn't know how to cook but my dad said hey here are the ingredients here's the exact order here's what you do here's how long you cook
certain things and then I watched them do they showed me how to do it and then I I followed it there was just a successful blueprint and I realiz in any role i' been in whether I worked in the speedo store to when I was in car insurance for a car rental company they gave me a really clear blueprint for success and I realized this is the first time I didn't have a blueprint for success and I wasn't one of those guys who had like killer sales instincts that just wasn't me even my boss tell
me just work harder or to see what they're doing follow what they're doing none of them knew what they were doing most of them just told me to work hard and be patient that was useless for me I needed clear like stepbystep instructions actually how to go from being abs a worst rep to actually how to get okay decent results at least not get fired that's actually when I started to get books and go to conferences to get coaches start to invest into myself because I want to have a clear path for success and this
started me on my journey of just self-development actually getting better at my job and overnight I started to improve just little bit here and there but it wasn't anything crazy then I read a line in one of the books that I was reading cuz I was reading a lot of sales books psychology books business books personal development books and I can't remember exactly which book it was from but I remember the exact line cuz it really resonated with me which was if you don't sacrifice for what you want what you want becomes the sacrifice and
realize just like anything great in life when you really want something in life it's going to require sacrifice that's just the reality and as I looked hard in the mirror and felt very painful I had to ask myself how bad do I really want to be successful how bad do I want to be really good at my job how bad do I want to prove to myself prove to others that I can actually do this job and have success with this job I realized even though I was saying I wanted it really bad my actions
didn't fully reflect that the things I was doing consciously or subconsciously did not show that I was truly 100% all in 100% committed burning the boats going to Allin and willing to do whatever it took to be successful for instance during the day when I was at my job yes I was working pretty hard I defin had I had high activity I was doing all those things and I was like working hard but then there was the after hours and in the after hours I was partying going out drinking heavily multiple nights a week blacking
out was a normal thing again that's how I was dealing with just my you know depression and struggle with sales or I be doing mindless things like binge watching uh TV series mindlessly scroll on social media I'll just do things just to essentially numb the brain from the pain of having to deal with just the hard sales job so I started to really think heavily about the elite in any field for example I love sports in the sense of the athletes and the the mental mindset of pro athletes and I'm not talking about people just
make it pro I'm talking about like the elite of the elite the Michael Jordan the Kobe Bryants the world the Michael Phelps right and what was really interesting is they've achieved success at such an insane level and the thing was is when they worked hard at their job it wasn't just at practice it wasn't just at the games it wasn't just in the season they did even offseason they did after hours so even between practices they were also Contin to practice they were also eat clean they were getting coached they'd wake up early and work
out they do all these things to work on themselves even in the off seon the after hours because they knew once they were on the field that was go time that's where they would go and make their money and and I realized for myself I really didn't embody this type of Mind mindset and as I thought back to even when I was a competitive swimmer that's how I internalized it my identity of being a top Elite swimmer back in the day I I was literally living the life of an elite swimmer and I realized in
my new job I viewed as a job not necessarily a career so I wasn't doing the same thing I was like clock in clock off and after hours like it's my time I can do whatever I want but the reality was it wasn't actually serving me so I started to make changes into what I was doing I start to sacrifice all things I stopped going out to that same level I still drank a lot but not as much I sto partying as much I I sto binge watching TV series and start I started to replace
those things with things that actually would serve me that actually make me better at my job I started waking up early I started to prepare for my day plan events of exactly what I was going to do throughout the day I time block out all my IPA income producing activities from Lally start to finish throughout that workday and I was religious to stick to that schedule in my commute had a really long commute or not crazy a pretty long commute it was 45 minutes an hour one way and at least an hour on the way
back so I had at least two hours in the car every single day at least five days a week that's at least 10 hours a week and instead of you know listening to the news or music or you know something like that I started to swap that out and I started role play literally out loud in the car every part of the phone scripts to my Discovery to everything else over and over because I have a call BLX session in the morning I'd run through my script least 10 plus times from the opener through the
pitch to handling objection planning for the worst situation possible but ultimately I was role playing out loud exactly how I wanted to show up on those calls and I'm sure I look like a crazy person stuck in traffic like basically like going like this pretending I'm making calls out loud but my point was is I was doing I want that repetition as part of it and in in the evenings when I was driving back home I either would role play or I'd be listening to the books I got from the library audio books different sales
books leadership books personal development books because I wanted to change how I was thinking and then even after I got home instead of going out and partying and doing whatever I would take my phone record myself running through a full sales process over and over and over and over and I did this consistently because I knew the elite people they sacrificed those types of things become actually great at their job cuz what I didn't want to do is just wait till I was from the pro and mess it up I knew I had a practice
to the point where I could not mess it up when I was in front of a prospect I'd study after hours read more books I started attending conferences started getting people to start getting mentors to help me become the best version of me ultimately I I started to sacrifice all free time for goofing off to actually helping myself become the best version of me now here's the thing and this leads to my hard truth number I realized I had to endure short-term pain for long-term gain here's the thing doing those things it's super hard it's
super hard to be consistently waking up at 4:30 5:00 in the morning it's super hard after a long day in my long commute home to be role playing out loud or to listening to things where my brain is basically dead to force myself to listen to like sales books or audio books that was hard it was hard then like to go home eat a quick dinner and then again keep role play and practicing to get better at my job those are super and to do consistently night after night day after day it was super hard
and super painful and I wasn't perfect right so something that I I wasn't able to have the willpower but I was pretty consistent with it and the reality was I knew if I Endure the hard pain now long-term wise it would pay me massive dividends and I I equate to a lot like work working out if you're trying to work out for the first time when you go to the gym you start eating clean you're not going to see any results the next day you're not going to see in the next week in fact it
may be months before you even see a level of progress you want to see it might be years to get to the point where you want to actually go to but also know if it's hard now it's easy later if it's easy now it's hard later and being able to delay that self-gratification and basically learn to enjoy the process to embrace the process to know the process is the prize and you you'll become better as a result it's amazing how much better you become and I remember as I gotten better over time where I got
to the point where this was 2011 and I was having great success promoted multiple times I still had to carry a quot team quot as well but you know on the top operations at that point and I remember I decid to make a shift to a brand new company brand new industry on a team that have been unperformed for years and it's actually G me a twostep to motion because I saw the opportunity for being able to go uh much further up my career Mak more money and also build more equity and wealth Etc so
I made to switch a whole new company and at this point I realize the process of Sur prize and that if I Endure the short-term pain now I'll have way more long-term gains I knew had big goals in mind I knew I wanted to run massive sales teams I wanted to deliver insane amounts of Revenue I wanted to build wealth I wanted to just have fun do it as well and remember my first week in that role it was a full cycle bdb sales role in this role we did inperson call calls phone call calls
we did all the we have physical territories that run as well my boss said listen part of this week what I want you to do is I want you to walk into 50 businesses this week all right I said 50 businesses I said great that sounds awesome my very first week I walked into over 300 businesses on foot okay now it's painful but the cool part was is it wasn't about just the high activity and playing the activity model for me the reason I want walked over 300 plus businesses that week was I want to
number one I want to learn the territory I want to learn the market the competitors were I want to see who's buying from them I want to understand who Pro my territory I wanted to master my scripting I want to master my Frameworks I want to master my ICP so there's many Lear I want to uncover as part of that process and the cool part I'm several years in my career at this point I already gotten pretty good at B2B sales I think I end up booking like 10 or 12 appointments in the field just
by doing that but on top of that gener more leads but also I just learned a ton because of that in week two I did basically same number of Co calls in a whole different part of my territory week three same thing week four same thing so in the first four weeks I walked into over 1,200 businesses is by foot just give you some context the average rep best would walk into about 50 per week so that meant in that same time frame I walked over 12200 they would walk into maybe 200 at best and
the thing was is this is from a peer learning perspective because I endure the pain as a result what would have taken someone about five six months of time I did about six of the time so I learned at a far greater rate so literally my learning curve was drastically reduced down to about a six at the time because I did much faster so it's amazing how much faster you learn and the thing was is even with me just doing that consistently and how level mind space right within the first 3 months most people that
was brand new would close maybe like 100k total contract value maybe right I did I Clos over 500k in to Val in brand new logo deals my first three months and joined over 2 million in pipeline the following quarter I was like rookie of the quarter and they actually promoted me to their Captain club which is like a a developmental program for high potential people I share that with you because the power during the pain it positioned me to do the hard things now that would serve me far greater in the future that a paid
off from making the money I wanted to make to results to standing out to getting promoted like Fast Forward nine months in that role and can prob be the sales manager which takes most people two three years at best to get to that point again because I was doing the hard things that most people weren't willing to do and even in that especially the first 90 days before on my commute after hours I'd be practicing role playing all the same thing I mentioned before because I want to really Master this role as well because I
understood again embracing the suck now doing the hard things sacrificing that time now to get really good now was going to pay me long-term dividends and that's actually how I was able to become a director in this for 500 company in four and a half years where it takes most people if they even get to that point8 nine 10 years I didn't really half the time because I understood the power of enduring the pain now and doing whatever it takes to be really good how have that ability to sacrifice for what I actually want in
life and this brings me up to my next point which is hard truth number seven nobody I'm telling you absolutely nobody cares about your success as much as you not your boss not your director not your VP not your company not your spouse not your family not your friends only you can care as much about your success as you actually can I when I realiz this especially early on especially my first role I became obsessed with becoming successful some people talk about Obsession in a bad way but here's the thing if you look at the
elite in any field whether you are an elite chess player you are an elite gymnast you are an elite parent those people are obsessed about being the best version of them in that role if you want to completely change your life you have to become obessive and Relentless with yourself so you can make the changes of required I was relentless about becoming the best version of me because I wanted to become massively successful if you really want to change your results you have to work harder on yourself than actually at your job because all of
it requires you becoming the best version you to do those things that most are unwilling to do because if you do what most are un willing to do you will achieve what most will never achieve hard truth number eight Chase skills versus chasing income because if you lead to chasing skills first your income will eventually come from that to I would see people especially early in my career they'll be okay at their sales role and then maybe they got recruited somewhere else that maybe had a bigger base salary a higher OT and they would just
quit and go over there even though they were maybe just okay at their job and the thing was is as I follow them and watched them over the years let's say for example if they're making like $80,000 and they go somewhere else and they have potential to make $150,000 Maybe make 120 maybe make 150 but then they since they never really truly develop the skills I would see them cap out around that amount and they actually end up going from job to job never really breaking to the next level barrier for years and what's crazy
is because now those people I've known now for shoot almost two decades and when they made that jump again nothing wrong how much they're making but they're still making around maybe the 120 150 Mark which is almost two decades later and when you build an inflation that's pretty crazy versus I've always had a different mind space and and belief around this where you if you chase skills first and you really master the skills this allows you to stack skills on top of each other so you can make exponentially more money that may mean you make
less money today but if you develop those skills it can help you make far more money in the future and I remember even my first year in sales were I almost got fired for the first few months but then I was number won nine months in a row I started getting recruited actually to go work for other companies which they would double even triple my base potentially with higher otes where I can make way more money and I actually turned them all down I wouldn't even interview because I felt like my sales skills really weren't
quite there yet and I knew yes I could make a jump and yes overnight I'll just start making more money but what I was seeking about was but how about 5 years from now how about 10 years from now from now am I going to develop those skills actually get me to that level to actually 10x my income and I knew if I just kept making jumps like that it actually would actually hurt me so instead I would I focus on stacking skills the cool part was is as I stacked more and more skills over
time the opportunties got bigger and bigger and that was really cool to see and the reality is I was view each job that you're in as an opportunity vehicle and if you can fully Max as much as you can and stack the skills and then from there jump to another opportunity which may even mean you have to take a step back for a second but you can maximize and go to the next level that's really key right you know for example my very first role like I had a base salary of 29,500 and frankly even
with the with the the commissions and the comp over time it really wasn't that great but it gave me the opportunity to learn a lot of skills from sales leadership running full businesses running full pnls to the point where you know I think by the time it was 2011 I was making about about 100K around six figures it wasn't nothing crazy but I was pretty much maxing out just because the opportunity vehle was not that great so then from there I went to a whole new company where I actually two step to motion or I
would actually make less right uh immediately but I can see the higher trajectory so I made that leap made less money but I sa the opportunity for longer and got to the point where literally I was averaging over $600,000 a year with my highend being about 750 which again I was about t tapped out again between base bonuses and Equity I share that with you because if you focus on stacking the skills it can change your life drastically for me again really hit this point home I also saw from a future perspective what's really important
for me I'm like okay I could stay here and I I can go to higher level roles where I can generate more income but do I really want to travel to that same level do I really want that and I realized my life had shifted a little bit and kid and stuff I much rather just do my own business and have unlim potential what was I willing to do I was willing to take a step down drastically to start a business so I can go way past it but the reason I was able to do
that was I didn't chase the income first I chase the skills and I see a lot of sales people especially in today's time they might sell for a couple years and they say oh man it's amazing I can become an entrepreneur and because I I did pretty well in sales for a few years I'm going to start my own business nothing wrong with that and they're thinking just because they were good at selling or decent at selling they could start their own business the reality is when you start your own business they're very different skills
you have to actually be very good at outside just selling that's why it's not uncommon I see people they leave and then they go make they make a leap into entrepreneurship fast or a year or two years back down the road they're back and getting another sales job because they actually didn't have the skills they actually stacked effectively so that's why for people out there if you're don't chase the money if you chase the scales first it will allow you to make far more money in the long run if you have a longer time priz
to look at things hard truth number nine success is not linear and must be earned daily as I started to get results sometime what would happen would be I'll pull my foot off the gas and this could be for everything so for example I would have a banner quarter and pipeline's complet completely emptied out and then I realized oh crap is the new quar coming up and I really don't have enough pipeline it's looking very skinny of a pipeline so I work really hard to build the pipeline back up and then you I close it
I close as much as possible have another great quarter and then I'm starting back at zero each time that's a really hard way to just live it's like if you go on diets just because you have a wedding coming up and then after that you're back on the bad diets it's like this fad dieting or something and the reality is I have found the most successful people in anything is they earn daily most fit people who are fit year round it's not because they just fad diet all the time they're just really consistent and doing
the hard things every single day embracing the process and earning success consistently so they don't have to worry remember remember making that mistake even with it put prospecting perspective and that's when I I just need a prospect every single day even to the point of to this day years later almost two decades later even my own business I still Prospect every single day because I know how important it is to always be building the future and success is a lot like this which is it's actually not that hard to be successful one time what's really
hard is actually repeating success over and over that's why I see some people even if they hit pres Club one year that's great but are you hitting club every year are you consistent as possible year after year or are you one hit wonder when you realize this you also know that success is not linear it's not always up and to the right because there are things you can't control but if you were consistent doing the right things every single day and earning every single day your chances of success are so much higher that's why I
love that JJ Watt quote which is Success is Not owned it's rented and the rent is due every single day the sooner you realize that because if you're struggling right now and you start to make the shifts and you start doing those things you start to see some success you got to keep going you got to keep going it's like getting in great shape it's actually not that hard to get into great shape but what's actually really hard is maintaining a great physique and maintaining that shape over time hard truth number 10 if you act
like the old version of you you'll get the same results the old version of you got if you act like the best version of you you'll get the results the best version of you gets I want you to really think about this and let this sink in for a second a lot of times people say they want change they want to break free of being broke or being average being mediocre they want to be really successful but they don't make any shift in their mindset their thoughts their behaviors their actions and how they make decisions
in reality is if you want to become a better version of you in anything in your life from sales to Fitness to life to relationships you must do what the best version of you would do who's already made those decisions and this is how you start to make a shift in how you actually think and actually what you do let's just say even from a a fitness perspective that's a really easy one for everyone to to internalize if you're not happy with the way you look you're feel unhealthy and you want to lose some weight
you want to get really fit you want to get really strong but you're at a birthday party with friends and right there man there's Amazing Pizza there there are cakes and pies and amazing desserts now here's the thing if you just act as your typical self which you've always done even though you want to be in better shape but instead you just go and you decide I'm just going to eat those Foods anyways maybe working on tomorrow what do you think is going to happen to your results you don't get any results right versus what
would the best version you do the person who's already achieved the physique who's already that that fit who's already looking the way you want to look what would they do in this specific moment at this birthday party they would eat the food they would eat the pizza they W eat the cake I'm not saying don't eat pizza don't eat cake my point is if you want to change your results if you have to make the decisions you must think the same way you must behave the same way as the person who's already achieved those things
because if you don't how can you expect to get different results it just doesn't make any sense let's just say if you want to get you want to be really good on the phones right if in the past you L just rolled out of bed pull up your CRM just do a quick search just start making calls and see what happens from there yeah you can keep get the same results as you got before versus what the best version you do they probably build a hyper targeted list they do the research in advance it' be
Cur down to the proper IP they have scripts written out what they're going to say they would practice and role play over and over until this muscle memory they have every possible objection already memorized and ready to go and they would role play to the point where they cannot fail and they're they'd show up ready to rock and make those calls and you get my point they would do very different things which leads to very different results but the key is doing those things now before you even get those results and I'll give you another
really really good example this 2007 early my career the first couple months of my sales career absolutely struggling wanting to quit depressed broke I remember I was Da my girlfriend getting really serious I want to propose the next couple years and I want to like impress her family have a nice ring and do these type of things but when you're sucking at your job don't have any money to get a ring pay for a wedding do those type of things and try to be a good spouse I was already get into this personal development and
was reading a lot of personal development books sales books Etc and I was really enamored with Tony Robbins and I know some people don't like Tony but for me I was it really hooked me because of the mental models I was learning and I remember at that point there's a couple months into my career he had a conference coming up soon in California upw and I'm an Oregon I was very inspired by him right and I knew if I can go to that conference it would shift my mind space and just be just to be
in the environment right CU proximity Is Power I knew potentially it could really have a Major Impact to not just my life that weekend but also potentially for the rest of my life now here's the only issue I had the ticket I won for the the low access I wanted with all the bonuses to flights cuz it was going to be like I think the weekend after right really short notice travel food Etc it was going to be around my ball poked about $88,000 and that was $8,000 I didn't have any savings didn't have Investments
right I wasn't Mak any money and my base out was 295 and I was already like you know pretty much paycheck to pay paycheck every single month anyways and I remember like thinking man I just I can't afford this yes I know it's going to be a value I know it's going to help me but I I can't afford this and then of course I started to internalize some of the learnings I had learned from Tony and from other books which was am I acting as a person who's already achieved everything I wanted to achieve
so I asked myself what would the best version of me dude the best version of me fast forward a year down the road who had already achieved everything I wanted to achieve who's making the money he that he's already making what would he tell myself right now what would he do right now this moment and it was simple that best version of me would draw a line in sand and make it happen especially if he knows the best investment is always in himself especially if he knows this will pay long-term dividends especially if he knows
he do whatever it takes to maximize the opportunity and remember yeah I was very scared but I was like that's it I I I got to act as the best version of me so I pulled on my credit card I put on my credit card I bought the flight went down there and that we can change my life just in terms of the mindset the proximity everything and I remember a year later I had over 10x my return on investment and it's compounded every single year since because these mental models that I've learned over time
was a result of that and I've realized now throughout my whole life if I could just always act as if I was already that person I will make far better decisions I'll be far more risk adverse and this applies to literally everything in your life which is if you just act as if you're already that person you make decisions based off that it puts you at a higher likel of actually achieving what you actually want to achieve so if you're watching this and you are struggling in sales you're second guessing yourself you're wanting to quit
you don't think you can make it anymore you're not making the money you want to make you're paycheck to paycheck or you're racking up all this debt just know you have the power to change and you have to decide that because if you believe you don't have the power to change then you're right but if you do believe you have the power to change you're also right so you must choose the story you want to tell yourself and when you really break it down the formula is actually quite simple it's number one take 100% accountability
and ownership of your situation regardless of the circumstances number two get crystal clear on the exact path of how to actually improve number three be relentless in your effort to execute and number four keep iterating and don't give up ultimately like the saying goes It's hard to beat somebody who never gives up you got this if you want our help to help you absolutely crush it and you want a clear blueprint with our coaching support to help you absolutely dominate in your sales role head below to book a call with my team to see if
it's a good fit if you want to see what I would do if I had to completely start back over with zero sales skills zero experience zero anything and want to make 100K plus a year in sales as fast as possible if not more than that I'll see you next video right here
