i'm jordan belfort and this is sales school netsuite is the world's number one cloud business system bottom line it gives you visibility and control over your financials hr inventory e-commerce and more it's everything you need all in one place so let netsuite show you how they'll benefit your business with a free product tour at com netsuite. com wolf that's netsuite. com slash wolf schedule your free product tour right now it's netsuite.
com school hey jordan belford here the wolf of wall street and welcome to jordan belfort sales school another awesome episode got a world-class guest today remember sales school is a place where every day five days a week you find myself interviewing a top producer top sales trainer from around the world could be in any industry but they all have amazing stuff to offer so what i ask them to do is give me their best strategy that that one thing they have oh of course have many strategies but their best one they think will be most useful what will be most valuable to the people that are listening every day what's that one thing they can extract from this podcast and then i'll ask them questions about that strategy we'll dig deeper and so forth today i got a good friend of mine another great sales trainer bradley also owns the platform lightspeed where a lot of people have their trainings on so brad welcome to sales school man thanks jordan i appreciate you inviting me that gives me just a little bit of credibility right there all right what's the one thing one tip one strategy that you think defines or we say is the most powerful thing that you teach that could really help people about three or four minutes and we'll talk about it well i mean man there's just so many i think i think one of the most important things is to peel back all of the you know tactical and get more you know in the brain the the mindset the confidence and and ultimately i would say it boils down to do more get better and scale do more get better scales let's start with the first one do more meaning meaning if somebody wants to double their paycheck right now they literally are a decision away from it because in any industry right now if you take what you're making do the numbers backwards double the numbers more than likely you'll double your sales so so the simple way to double your income is not get better is not to learn the best closes and rebuttals it's simply to do more like do more than you're doing now you lazy ass now if you're already saying i'm doing a lot i'm doing a lot okay good then get better okay so you have to do more get better and then scale to do more you simply do the reverse numbers how many people you talking to to sell what you're selling now right do more double that now if you're like well i don't know how to get double that well that's a marketing question and that's not what you asked me you asked me right sales questions so do more sure by doing more so let's start doing more so meaning what you're saying is at top of the funnel marketing brings sales in and then you got to start calling those people so if you're calling if you're making 75 outgoing sales calls a day whether those are in person over the phone or on zoom 75 of you and you're getting a certain result of those 75 simply do 150 and you'll get double the result right there you go all right that's hard work hard work and you know just really focusing yourself to make sure that you're not just like has a lot you're right you know what it's funny when i walk into many sales organizations i train them you'll find the average activity is incredibly low it's like they're they're making 50 calls they think that's a lot and you you know i know you could do a lot more right hey that is 100 a fact okay so that's step one do more meaning work harder and also work smarter in the sense that make sure you're not just doing business with your actually dialing the phone or just knocking on the door whatever that might be more outgoing calls right that's number one number two get better let's talk about getting better yeah i mean whether you're learning from you learning from me learning from freaking someone who's died that wrote a book i don't really care who you learn from but every single day you need to seek knowledge and improve your skill sets in your chosen profession i mean sales is like mma i mean there's moves and techniques that if you just get them down so efficiently now you become a true master too many people believe that you have to do this in this particular order when i believe especially nowadays you know the ability to bounce around from section to section like sometimes you're in a negotiation jordan and you better jump over and build some more value because you failed you failed to to build the value and if you want to make a transaction in my opinion all you have to do is raise the value of your product or service beyond the value of their money makes sense so if you're if you're in negotiations prematurely and you realize oh crap i haven't built enough value evident by what they're saying well you better be able to transition over there how do you do that just the same way an mma fighter does it you know when they get in a you know a guillotine or something they can transition out of it they know how to move so i would just say you get better by learning from someone like you over and over and here's the problem with learning jordan most companies they're training people one time like it doesn't work okay you got to train people with repetition practice and accountability not like absolutely literally companies send people through your course once that's not training so to get better take it upon yourself have that accountability seek out knowledge every single day and literally practice it over and over and improve because once you do more let's say you max out then you got to get better so that's how you double your income again and by the way if you can do it simultaneously perfect all right listen you need to tell me that running a business is hard work but if you're still using quickbooks and spreadsheets chances are that you're making it far more difficult than it needs to be that's why it is time to upgrade now to netsuite by oracle stop paying for multiple systems don't give you the information when you need it and ditch all those spreadsheets and old outdated software pros that you've outgrown and just upgrade now netsuite is the world's number one cloud business system bottom line it gives you visibility in control of your financials hr inventory e-commerce and more it's everything you need all in one place best of all netsuite is for everyone whether your business is doing a million dollars or a hundred million dollars a year you're gonna save a ton of money and a ton of time as well with netsuite in fact there were 21 000 companies using that suite right now so you'll be in great company right alongside them so let netsuite show you how they'll benefit your business with a free product tour at netsuite school so one thing that sticks out that you said is really important is you brought up a really valid point that you know in the real world of selling you know yeah you want to have okay i'm gonna do this first this second that third that fourth and that's always you need a starting point but you also need to be proficient enough that you can be flexible to jump around within those things so you can see what's happening and hear and respond and be nimble enough to actually essentially know the know each individual piece so well that you can stop moving them around and actually allow a sale to flow and the only way you can get there is through constant training and retraining and practice and repetition that's the point right 100 percent never stop learning never stop growing always getting better absolutely that'd be the number one tip three scale yep that's leverage people see too many sales people out there are are thinking that they have to do all the hard work and all the things that take time so they can get to an eventual sale well if you just use common sense because it's not rocket science when do they actually get the money they get paid to close deals they get paid to make a transaction they don't get paid to prospect that's just something they need to do they don't get paid to dial the phone that's just something they need to do so so leverage people to do the things so that take most of your time so you get more time to do the things that make you money so you scale by leveraging other people if that makes sense or other give me a good give me a a concrete example in sales of how like the average sales person could leverage well give me a good example of that like for example if i'm if i'm a really good uh salesperson and i'm closing let's say you know 30 closing ratio and i'm talking to 10 people a week well how am i getting those 10 people on the phone i don't i probably don't have an appointment center i'm probably calling these people myself i'm probably trying to get through gatekeepers and get into a selling situation well what if i could just hire a virtual assistant out of the philippines to call and set up appointments with a script and now every day i'm just closing appointments i don't prospect anymore that would maybe that would be me leveraging other people or resources to scale my business because now i'm going full time now another uh you know situation might be now that i'm five days a week eight hours or two 20 hours a day closing closing closing i'm making a fortune but that's all the time i personally have well then i would have to pay somebody to do the same job i am a closer would pay them less than i'm getting to close it right so got it i'm making 10 000 a sale i'll just hire you for 6 000 a sale and now i'd manage a thousand people that's how you scale you have to so what brad's right about here is building a business within your business like really having a sales person is really an entrepreneur there's sort of a business side where number one is recognizing the highest value of your time so what brad is saying which is 100 true that if you're making the most money when you're on the phone closing that's that's that's where your time is really is the value of your time is really being recognized the most if half of your day is spent getting in touch with people and sifting through to try to set up that moment when you actually get on the phone and can apply your craft so to speak right if you could outsource that or bring other people in so you spend more of your day talking to decision makers to close them that's going to dramatically increase your income that's number one and number two if you're in the position where also you have maxed all that out well now you're talking about hiring people that you manage so to speak right where you're managing a sales person or a sales force where now let's say you're making 10 000 a sale you're getting someone you're training them you're supporting them and then they're going to make a you know percentage of what they what you would make and you keep that overage that margin would be your profit as a businessman right absolutely and then you can scale so just remember you know do more get better and scale that would be the best tactical way of ultimately the number one tip i can think of for salespeople love it it's good it's great tell me about lightspeed how do people find out more about lightspeed and and what you teach so is it bradley. com lightspeed vt what is it the uh the website all of the above you can just google bradley or go to lightspeedvt.
