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94: 3 Sales Lessons Learned From Lightning Mcqueen
43 Plays6 years ago
3 SALES LESSONS LEARNED FROM LIGHTNING MCQUEEN
Life can be overwhelming at times and that can affect your closing. Who would thought that an animated anthropomorphic stock car can teach us so much about elevating our sales? Listen to this podcast for some nuggets of wisdom from Lightning McQueen!
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Transcript
Introduction to Solopreneurs
00:00:00
Speaker
What do you call an underground group of solar professionals on a mission to create a more sustainable world?
00:00:05
Speaker
We call ourselves solopreneurs.
00:00:08
Speaker
And while some might call us crazy, foolish, and dissatisfied with the status quo, we're the ones taking action to create a better future for ourselves and the
Mission and Mentorship of Solopreneurs
00:00:17
Speaker
world.
00:00:17
Speaker
Solopreneur is dedicated to give you, the solar professional, the tools, skills, technology, and mentorship to take the industry by storm and sell more solar with less effort.
00:00:30
Speaker
We are solopreneurs, and this is our story.
Lockdown Experiences and Virtual Selling
00:00:33
Speaker
Boom, what's going on, solopreneurs?
00:00:37
Speaker
I am currently in Utah, so before I start this episode, I want to preface it by saying I have some allergies out here.
00:00:45
Speaker
Utah is lots of dust and stuff getting kicked up in the air, so if you hear some sneezes, that's what's going on.
00:00:54
Speaker
It is the lockdown, so that's why I'm here.
00:00:56
Speaker
I'm doing some virtual selling.
00:00:58
Speaker
Well,
00:00:59
Speaker
hanging out with some family.
00:01:01
Speaker
So it's been a good time.
00:01:02
Speaker
I hope you guys are enjoying the lockdown.
00:01:04
Speaker
Hope you're able to use the extra time to spend it with family, but still be crushing it in your cells, closing virtually.
00:01:12
Speaker
If you haven't already, go and check out my episode on virtual closing, virtual selling.
00:01:19
Speaker
And hopefully we can get rolling on door knocking and
00:01:23
Speaker
Meeting in person, not being locked down.
00:01:26
Speaker
I'm in San Diego, so California is still kind of in lockdown a little bit, but looking forward to getting back at it.
00:01:35
Speaker
Starting to get some people who are willing to do in-person appointments.
Listener Feedback and Reviews
00:01:40
Speaker
Anyways, before we jump into the episode, I wanted to just also read a couple of reviews we have gotten from the podcast.
00:01:47
Speaker
And we do all this content for free.
00:01:49
Speaker
We're coming up on almost 100 episodes.
00:01:52
Speaker
Can you believe that?
00:01:54
Speaker
Stay tuned.
00:01:54
Speaker
We're going to do some cool stuff for that century mark too, the 100th episode.
00:02:00
Speaker
But I wanted to read a couple of the reviews we've had.
00:02:03
Speaker
We got a Eric Solar King product.
00:02:08
Speaker
He says, major value add, great resource for anybody in the solar sales industry.
00:02:14
Speaker
Five stars.
00:02:15
Speaker
We got Chuck Gonzalez Jr. I really enjoy listening to this podcast and appreciate the value I receive by being a newly avid listener.
00:02:25
Speaker
Very informative.
00:02:27
Speaker
And then PD Longhouse.
00:02:29
Speaker
This podcast has been very helpful for me with understanding the mindset and different concepts for moving into the industry.
00:02:36
Speaker
Four stars, couple five stars.
00:02:39
Speaker
Appreciate the reviews, guys.
00:02:41
Speaker
And again, reach out to us if you have suggestions, if you have people you want to hear on the show.
00:02:47
Speaker
And we definitely are very grateful for the reviews we've gotten.
00:02:51
Speaker
And if you haven't given us a review, get on there.
00:02:54
Speaker
Come on, it's the least you can do, especially if you've been listening for more than a couple episodes.
00:02:59
Speaker
Have we charged you yet?
00:03:01
Speaker
I don't think so.
00:03:02
Speaker
So go on and leave us a review, por favor, or please in English.
Sales Lessons from Lightning McQueen
00:03:09
Speaker
So to jump into the episode, today I'm going to do an episode that probably has never been done on a sales podcast before.
00:03:17
Speaker
We'll see.
00:03:18
Speaker
If you've heard of a podcast like this, send me a DM, shoot me a message.
00:03:23
Speaker
But this episode is going to be about Lightning McQueen.
00:03:27
Speaker
And if you're thinking, is it Lightning McQueen from that Disney movie?
00:03:32
Speaker
Yes, you're right.
00:03:33
Speaker
It's Lightning McQueen from Cars.
00:03:37
Speaker
I think I've talked about it, but we just had a kid.
00:03:40
Speaker
He is seven months old.
00:03:42
Speaker
He's starting to like Cars, stuff like that.
00:03:44
Speaker
And here in Utah, he's hanging out with his cousin.
00:03:46
Speaker
It's about a year and a half.
00:03:48
Speaker
So they probably watch Cars about 20 times.
00:03:52
Speaker
And I watched it a couple times with them.
00:03:55
Speaker
And guess what?
00:03:57
Speaker
There is some content, some content of gold in this show that can be applied to cells.
00:04:05
Speaker
So go back and watch Cars if you haven't seen it.
00:04:08
Speaker
But I'm going to go through the biggest takeaways I had.
00:04:11
Speaker
I know it sounds crazy, but I'm going to tell you how this applies to your cells and what Lightning McQueen taught us in the movie Cars about cells.
00:04:20
Speaker
Who knew Lightning McQueen was in cells?
00:04:23
Speaker
I didn't think about it until I watched it again.
00:04:26
Speaker
The first time I saw cars, I was, I think in like fifth, maybe middle school, fifth grade, something like that.
00:04:34
Speaker
I think it came out in 2003.
00:04:35
Speaker
So I would have been like 11 years old, whatever grade that is.
00:04:40
Speaker
And we grew up in small town Utah, Kanab, Utah down in southern Utah.
00:04:44
Speaker
We had to drive like an hour to go see this movie when it came out.
00:04:48
Speaker
There was only one movie theater in my town.
00:04:51
Speaker
It didn't get movies usually until like a month after they'd been in other movie theaters.
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So I remember my grandma and grandpa were in town.
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We really wanted to go see this movie.
00:05:02
Speaker
So we literally drove an hour.
00:05:04
Speaker
to Hurricane, Utah, about an hour away to go see this movie, on a school night even.
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Pretty crazy.
00:05:12
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We went and saw the movie.
00:05:13
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I remember it was one of my favorite shows.
00:05:16
Speaker
Thought it was awesome.
00:05:17
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Lightning McQueen, I'm a big fanboy.
00:05:20
Speaker
But I wasn't really thinking sales back then.
00:05:23
Speaker
Now that I go and see this again,
00:05:27
Speaker
and especially doing the podcast, I'm like, huh, there is a lot of takeaways we can take from the movie.
00:05:34
Speaker
So I'm gonna go through them and I'm gonna play a few clips of what Lightning McQueen does, some do's and don'ts.
00:05:42
Speaker
There's some takeaways of stuff that he does awesome and there's some stuff that we can learn from.
00:05:47
Speaker
I'm gonna go through them and I'm gonna share three sales tips from what Lightning McQueen teaches us.
00:05:55
Speaker
So number one,
00:05:57
Speaker
You might remember the very beginning of the movie starts out with him basically daydreaming about his racing.
00:06:04
Speaker
And he's doing some talking to himself a little bit.
00:06:09
Speaker
So we're going to listen to what Lightning McQueen is saying to himself before he starts on the biggest race of his career.
00:06:17
Speaker
So if this clip will play.
00:06:19
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Here we go.
00:06:21
Speaker
Focus.
00:06:22
Speaker
Speed.
00:06:23
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I am speed.
00:06:28
Speaker
42 losers.
00:06:30
Speaker
I eat losers for breakfast.
00:06:34
Speaker
Breakfast?
00:06:36
Speaker
Maybe I should have had breakfast.
00:06:38
Speaker
Oh, brekkie could be good for me.
00:06:39
Speaker
No, no, no, stay focused.
00:06:41
Speaker
Speed.
00:06:44
Speaker
Faster than fast, quicker than quick.
00:06:46
Speaker
I am lightning.
00:06:47
Speaker
Hey, lightning!
00:06:49
Speaker
You ready?
00:06:53
Speaker
Oh, yeah.
00:06:54
Speaker
There he goes.
00:06:55
Speaker
Get you stoked to check out the show, huh?
00:06:58
Speaker
So go back and watch it.
00:06:59
Speaker
But here's the takeaway from this.
00:07:01
Speaker
You notice what Lightning McQueen does before the race.
00:07:05
Speaker
He's not just daydreaming.
00:07:06
Speaker
Yeah, he gets a little distracted thinking about breakfast, which happens to me all the time, especially in morning appointments, the solar deals.
00:07:13
Speaker
But what he does, these are affirmations.
00:07:18
Speaker
So that's takeaway number one, is just like Lightning McQueen does before a race, we as salespeople in the solar industry, we need to be doing affirmations all the time to take our sales skills to the next level.
00:07:30
Speaker
If you haven't heard of affirmations, I'm going to read a quick definition from psychology today.
00:07:39
Speaker
tells us what an affirmation is.
00:07:42
Speaker
Affirmations are simply statements that are designed to create self-change in the individual using them.
00:07:49
Speaker
They can serve as inspiration as well as simple reminders.
00:07:52
Speaker
They also can serve to focus attention on goals
00:07:55
Speaker
throughout the day which in and of itself has the potential to promote positive and sustained self-change so if any of you are self-improvement junkies you should have heard of affirmations talks about them in think and grow rich by the great Napoleon Hill talks about them basically any self-improvement guru that you hear of Tony Robbins he's all about this they all talk about affirmations
00:08:24
Speaker
And the reason for it, they can literally change our state.
00:08:28
Speaker
They can change our being.
00:08:30
Speaker
They can change our mindset.
00:08:32
Speaker
They can change our emotion.
00:08:34
Speaker
And guess what?
00:08:35
Speaker
If we want to change our lives, we need to change these states.
00:08:39
Speaker
We need to change emotions.
00:08:41
Speaker
Because thoughts lead to emotions.
00:08:43
Speaker
Emotions lead to change.
00:08:46
Speaker
Affirmations are a big part of this.
00:08:48
Speaker
So just like Lightning McQueen does, we need to have these affirmations written out.
00:08:54
Speaker
We need to be doing them every day.
The Role of Attitude in Sales
00:08:57
Speaker
I've gotten a little lazy with it, but I used to do affirmations, just clockwork every morning, every night.
00:09:06
Speaker
I think it should be done that often.
00:09:08
Speaker
But if you're just starting out with this stuff, do some type of affirmation just like Lightning McQueen before your big race, which for us is before that big deal.
00:09:17
Speaker
If you've got a big system coming up, get some affirmations on paper.
00:09:22
Speaker
Make these a habit.
00:09:23
Speaker
Do it every time before you go into a big deal.
00:09:26
Speaker
So for me, it's I am the greatest salesman in the world.
00:09:29
Speaker
I can achieve greatness.
00:09:31
Speaker
I am relentless.
00:09:32
Speaker
I am confident.
00:09:33
Speaker
I am brave.
00:09:33
Speaker
I am strong.
00:09:34
Speaker
Stuff like that.
00:09:36
Speaker
Something in present tense, something that even if maybe you're not right now, you're saying this in present tense, and as you say these things, that's what you're going to become.
00:09:46
Speaker
I use these actually when I won for the first time, this was about two years ago, I was pretty new in the industry.
00:09:55
Speaker
But our company has a competition every six months called the Ironman competition.
00:10:02
Speaker
And it's basically a tournament, the winner gets the big trip.
00:10:05
Speaker
I think I've talked a little bit about it.
00:10:08
Speaker
But I think my biggest secret for winning that competition
00:10:12
Speaker
was affirmations.
00:10:13
Speaker
I was just pounding these affirmations.
00:10:16
Speaker
I was knocking six to eight hours a day usually, just trying to get leads like crazy.
00:10:21
Speaker
I was going to as many appointments as possible, but I don't think that was the difference.
00:10:26
Speaker
The difference was, as I was saying these affirmations, I was telling myself I was going to win, even though I knew I wasn't at the time.
00:10:33
Speaker
I definitely wasn't the most consistent salesperson on our team.
00:10:38
Speaker
There are people that are outselling me left and right outside of the competition.
00:10:44
Speaker
But by taking these affirmations, by just drilling that into my head that I can win, that I am the greatest, I'm the top rep in the company, that's what made the difference.
00:10:53
Speaker
I know it sounds a little bit like voodoo magic, but these things do change your life.
00:10:59
Speaker
They will change your state.
00:11:01
Speaker
So that's tip number one.
00:11:02
Speaker
That's the first thing that Lightning McQueen teaches us is always do affirmations.
00:11:09
Speaker
Okay, and the second thing he teaches us, let me see if I can go to the clip of it here.
00:11:16
Speaker
Getting close.
00:11:19
Speaker
The second thing is, if you remember the movie, and again, go back and watch this good stuff, even if you don't have kids, I know it's a little kid movie.
00:11:29
Speaker
He is, after the race, he's in talking to his sponsors, and his sponsors at the time, they're these sponsors,
00:11:38
Speaker
funny old cars they're all rusty they're called a rust ease it's basically this rust ointment that the old cars drum on themselves and you can tell he hates being with these guys he hates every part of men sponsoring him but obviously they're paying the big bucks they're sponsoring his races he's got the logo on his hood so he kinda has to put up with them here's what happens
00:12:07
Speaker
in the aftermath of the race, he goes to the tent and he has to speak to basically his crowd.
00:12:14
Speaker
His sponsors have him up on the stage and he has to speak to the people just endorsing the Rusty's ointment.
00:12:23
Speaker
So here's what happens.
00:12:27
Speaker
Ladies and gentlemen, Lightning McQueen!
00:12:36
Speaker
You know, the Rusty's medicated bumper ointment team ran a great race today.
00:12:42
Speaker
And remember, with a little Rusty's and an insane amount of luck, you two can look like me.
00:12:49
Speaker
Ka-Cow!
00:12:54
Speaker
Oh, we love you, and we're looking forward to another great year, just like this year!
00:13:04
Speaker
There's clip number two.
00:13:06
Speaker
What does this have to do with sales?
00:13:09
Speaker
Here's the thing, if you couldn't tell, Lightning McQueen hates these guys being a sponsor.
00:13:15
Speaker
He has a terrible attitude and, well, if you listen to the audio, you're probably wondering why these people cheering for him, because he was pretty much a dick to all these people that are part of the Rusty's team.
00:13:33
Speaker
He has a terrible attitude, he doesn't smile the whole time, and he's pretty much a jerk.
00:13:38
Speaker
I don't even know why these people put up with him, but somehow they're all cheering still.
00:13:43
Speaker
So what does that have to do with cells?
00:13:45
Speaker
If you are not having a good attitude, if you're not smiling in your cells, you're literally shooting yourself in the foot.
00:13:53
Speaker
That's one of the biggest things I learned early on.
00:13:56
Speaker
I sold pest control with Aptiv.
00:14:00
Speaker
It was actually Altera at the time, but one of the biggest residential pest control companies.
00:14:07
Speaker
They had reps that did, you know, a thousand accounts.
00:14:10
Speaker
I think they're definitely the top selling pest control company.
00:14:14
Speaker
And one of the biggest things I learned in my time in doing pest control is just have that positive attitude and smile.
00:14:23
Speaker
That's the thing.
00:14:24
Speaker
How many people are not smiling in their cells?
00:14:27
Speaker
How many people are not smiling in their objections?
00:14:30
Speaker
Grant Cardone, if you've read his Closer Survival Guide, if you've listened to his stuff, he talks about it all the time too.
00:14:37
Speaker
Just having a good attitude.
00:14:38
Speaker
No matter what objection is thrown at you, no matter if the customer is screaming at you, no matter if you're knocking doors, getting rejected like crazy, smile, smile, smile, smile.
00:14:51
Speaker
That's been another huge key.
00:14:54
Speaker
and anytime I have had success, anytime I've gotten cells that I didn't think I would, is just having that good attitude, just smiling no matter what.
00:15:04
Speaker
And it's something that, for me, I actually got made fun of as a kid because people said I smiled too much.
00:15:11
Speaker
I don't know what it is.
00:15:12
Speaker
I think I was pretty insecure growing up as a teenager.
00:15:16
Speaker
I was definitely overweight, super chubby kid.
00:15:20
Speaker
And I would just try and smile 24-7.
00:15:22
Speaker
So kids would come at me.
00:15:25
Speaker
I was a band geek too.
00:15:26
Speaker
This band was pretty much my life back then.
00:15:30
Speaker
And people would be like, dude, why are you smiling all the time?
00:15:33
Speaker
What are you so happy about?
00:15:35
Speaker
get that smile off your face.
00:15:36
Speaker
I would get made fun of all the time just for smiling too much.
00:15:40
Speaker
And it was kind of embarrassing.
00:15:41
Speaker
I would actually like, I remember just going in my mirror in high school, and I would try to just talk without smiling just because I was so embarrassed that people said I smiled so much.
00:15:53
Speaker
So back then, it was, I thought it was an embarrassing thing.
00:15:56
Speaker
But I'll tell you what, now in cells, if you're not smiling constantly, you're
00:16:01
Speaker
My goal in every appointment I go to is to have my face just a little bit sore from smiling so much.
00:16:08
Speaker
So I just want to project positivity.
00:16:11
Speaker
People are going to buy from sales reps that they like.
00:16:15
Speaker
that they respect, that they make them feel good.
00:16:18
Speaker
So always go into every deal, have a smile on your face, and then no matter what, be positive.
00:16:24
Speaker
And you're going to get, trust me, so many deals that you wouldn't have.
00:16:28
Speaker
You just keep that positivity.
00:16:30
Speaker
So that's tip number two.
00:16:32
Speaker
Don't be like Lightning McQueen.
00:16:34
Speaker
I mean, he's got guys that are sponsoring him, so that was definitely a dick move.
00:16:39
Speaker
But especially in your deals, you've got to get the sell.
00:16:42
Speaker
You've got to bring that positivity.
00:16:44
Speaker
So that's tip number two from Lightning McQueen.
00:16:46
Speaker
Don't be like him.
00:16:47
Speaker
Always smile.
00:16:48
Speaker
Always have your good attitude.
00:16:50
Speaker
Okay, and the third takeaway
00:16:54
Speaker
from
Avoiding Desperation in Sales
00:16:55
Speaker
Lightning McQueen.
00:16:55
Speaker
This actually isn't Lightning McQueen himself, but what happens in the movie, if you don't remember, he is getting towed to California to do his next big race.
00:17:07
Speaker
They tied, so they have to redo their race, basically.
00:17:10
Speaker
He's trying to get there as quick as possible, but the semi-truck that's towing him
00:17:15
Speaker
Falls asleep.
00:17:16
Speaker
He falls out of the truck, basically, and ends up in a town called Radiator Springs, which kind of reminds me of the town I grew up in.
00:17:23
Speaker
Super tiny.
00:17:25
Speaker
Not much going on there.
00:17:28
Speaker
And in this town, he does some damage.
00:17:33
Speaker
So long story short, he has to stay.
00:17:34
Speaker
He has to repair stuff.
00:17:38
Speaker
He has to repair the road that he damaged before they'll let him leave.
00:17:42
Speaker
So he's pretty much locked up there.
00:17:45
Speaker
And what happens is while he's in the town repairing the road, of course he still has a terrible attitude at this point.
00:17:57
Speaker
But there are two cars that come through.
00:17:59
Speaker
In this town it never gets visitors.
00:18:02
Speaker
It's off the main freeway so people never come visit the town.
00:18:06
Speaker
I don't even know how there's businesses there still but all the town folk have their own businesses.
00:18:13
Speaker
Not sure how they're getting customers when no one's going through the town.
00:18:18
Speaker
But these two cars come through and they just get attacked for attention.
00:18:26
Speaker
So if this will play, I'm going to show you what happens with these cars.
00:18:35
Speaker
What you really need is a sweet taste of my homemade organic fuel.
00:18:41
Speaker
No, it doesn't agree with my tank.
00:18:43
Speaker
We're just trying to find the interstate.
00:18:45
Speaker
Good to see you, soldier.
00:18:46
Speaker
Come on, let's charge a surplus hat for all your government surplus needs.
00:18:49
Speaker
Oh, honey, surplus.
00:18:51
Speaker
How do we have too much surplus?
00:18:52
Speaker
I do have a map over at the Cozy Cone Motel.
00:18:54
Speaker
And if you do stay, we offer a free Lincoln Continental breakfast.
00:18:58
Speaker
Honey, she's got a map.
00:18:59
Speaker
I don't need a map.
00:19:00
Speaker
I have the GPS.
00:19:02
Speaker
Never need a map again.
00:19:03
Speaker
Thank you.
00:19:03
Speaker
How about something to drink?
00:19:05
Speaker
Stop it.
00:19:05
Speaker
Flo's V.A.
00:19:06
Speaker
Cafe.
00:19:07
Speaker
Furnace fuel on Route 66.
00:19:09
Speaker
No, we just topped off.
00:19:10
Speaker
And if you need tires, stop by Luigi's Casa de la Tires, home of the Leaning Tower of Tires.
00:19:17
Speaker
We're just trying to find the interstate.
00:19:18
Speaker
But you do need a paint job, ma'am.
00:19:20
Speaker
Ramon will paint you up right now.
00:19:22
Speaker
Hey, anything you want.
00:19:23
Speaker
You know, like the flame job.
00:19:25
Speaker
Oh, thanks, baby.
00:19:26
Speaker
Ghost flames.
00:19:27
Speaker
You like old school pin-slipping?
00:19:28
Speaker
Von Dutch style, huh?
00:19:31
Speaker
Honey, look.
00:19:32
Speaker
Von Dutch.
00:19:34
Speaker
Okay, now.
00:19:35
Speaker
We're gonna be going now, okay?
00:19:37
Speaker
A little something to remember us by.
00:19:42
Speaker
Okay.
00:19:42
Speaker
Come back soon, okay?
00:19:44
Speaker
I mean, you know where we are.
00:19:45
Speaker
Tell your friends.
00:19:49
Speaker
Okay, yes, you bet.
00:19:51
Speaker
Thanks again, folks.
00:19:52
Speaker
Bye-bye now.
00:19:53
Speaker
Psst.
00:19:55
Speaker
Psst.
00:19:55
Speaker
Hey, hey, hey, hey.
00:19:56
Speaker
I know how to get to the interstate.
00:19:58
Speaker
Oh, do ya?
00:19:59
Speaker
Maybe, no.
00:20:00
Speaker
Yeah, yeah, yeah, yeah, yeah.
00:20:02
Speaker
No, not really.
00:20:03
Speaker
But listen, I'm Lightning McQueen, the famous race car.
00:20:06
Speaker
I'm being held here against my will.
00:20:07
Speaker
And I need you to call my team so they can come rescue me and get me to California in time for me to win the Piston Cup.
00:20:12
Speaker
Do you understand?
00:20:16
Speaker
No, no, no, no,
00:20:41
Speaker
If you heard from the audio, obviously you're going to get this better if you go back and watch the show.
00:20:48
Speaker
So do that.
00:20:50
Speaker
But like I said, these two cars come in.
00:20:53
Speaker
The people have no business.
00:20:54
Speaker
There's nothing going on.
00:20:56
Speaker
So what do they do?
00:20:57
Speaker
They just attack these two cars.
00:20:59
Speaker
Every person in the town comes out from it and says, buy this, fuel up, buy my tires, get my kombucha, whatever it is.
00:21:09
Speaker
So they're just getting attacked, attacked, attacked, begged, begged, begged, begged.
00:21:13
Speaker
So what does this have to do?
00:21:15
Speaker
How many times are we begging our customers for the sell?
00:21:18
Speaker
How many times are we coming across desperate?
00:21:21
Speaker
This is tip number three.
00:21:22
Speaker
Don't beg your customers for the sell.
00:21:25
Speaker
You need to flip the script on them.
00:21:27
Speaker
You need to get them begging you for the sell.
00:21:30
Speaker
I've talked about this before, if you haven't heard the episode, go back and listen to my review of the book, Pitch Anything, it's by Oren Klaff.
00:21:38
Speaker
But this is basically the main concept of that book, is you need to flip the script on your customers, you need to frame the cell in your way, and you need to make it so they're asking you for the cell, not the other way around.
00:21:53
Speaker
So this is the other do not.
00:21:54
Speaker
Do not beg your customers for the sale.
00:21:57
Speaker
Turn the tables on them.
00:21:59
Speaker
So again, go back and listen to this episode.
00:22:01
Speaker
But a couple quick tips with it are if you have customers saying, hey, I only have 20 minutes, say, OK, I actually only have 10 minutes.
00:22:10
Speaker
That works out perfect.
00:22:12
Speaker
If you have customers trying to make excuses to you, just think of different ways you can build urgency.
00:22:19
Speaker
So do some brainstorming.
00:22:22
Speaker
But you never want to come across as pushy, you never want to come across as salesy.
00:22:26
Speaker
If you're doing it the right way, this isn't going to happen.
00:22:28
Speaker
But how many times when you were in high school or trying to get the girl, if you were the one begging her to be, you know, be your new girlfriend, how many times did that work?
00:22:42
Speaker
Usually you need to be the one that's hard to get.
00:22:44
Speaker
You need to play hard to get.
00:22:46
Speaker
I just had a conversation with my buddy in college.
00:22:49
Speaker
His girlfriend, well, is now wife.
00:22:52
Speaker
When we were in college, my buddy was just a complete jerk to this girl.
00:22:58
Speaker
He was not nice to her at all.
00:23:01
Speaker
Just, yeah, wasn't a nice guy.
00:23:04
Speaker
Just called her names, didn't have a good attitude around her.
00:23:08
Speaker
And this girl kept, for whatever reason, she kept coming after him.
00:23:13
Speaker
She, like, wanted him so bad.
00:23:15
Speaker
She wanted to get with him.
00:23:17
Speaker
And I'm not saying this works for every girl, but I kept asking her.
00:23:21
Speaker
Her name was Mikkel.
00:23:22
Speaker
I said, Kel, why do you keep going after Carter?
00:23:25
Speaker
I mean, he's like a jerk to you.
00:23:27
Speaker
It's not even nice.
00:23:29
Speaker
She said, I don't know.
00:23:29
Speaker
I just like that bad boy attitude that he has, and I liked it.
00:23:34
Speaker
I have to kind of like go after him.
00:23:37
Speaker
So I don't know.
00:23:38
Speaker
I don't know why girls are like that.
00:23:40
Speaker
I never understood it.
00:23:42
Speaker
But more often than not, girls want guys that play hard to get.
00:23:45
Speaker
It's the same thing with your customers.
00:23:48
Speaker
Your customers don't want to buy from people that are begging them.
00:23:54
Speaker
They want to have to ask to buy from you.
00:23:57
Speaker
So make it exclusive, build urgency, whatever you can do, make it seem like you only have so many people you can do on that street.
00:24:05
Speaker
Obviously you don't lie to the customer, but think of legit reasons why they should buy.
00:24:10
Speaker
The tax credit for solar is expiring.
00:24:14
Speaker
We're doing this bonus while we're here.
00:24:16
Speaker
We're doing some attic insulation for our customers that are getting their documents in and getting their site surveys scheduled.
00:24:25
Speaker
We have this bonus we're doing.
00:24:27
Speaker
We have this promotion.
00:24:29
Speaker
We're giving this cash rebate.
00:24:31
Speaker
I don't know.
00:24:31
Speaker
Just think of things you can do to make them want you, make them want to buy.
Episode Conclusion and Special Offer
00:24:37
Speaker
So there you have it, guys.
00:24:39
Speaker
Those are my three takeaways from Lightning McQueen from Cars.
00:24:44
Speaker
So let me know if there's ever been a sales podcast or anything sales-related done on Cars.
00:24:52
Speaker
Because as far as I know, this is the first one.
00:24:55
Speaker
Hope you enjoyed it.
00:24:56
Speaker
Go and watch Cars.
00:24:58
Speaker
You probably have time if you're still in a lockdown like me.
00:25:02
Speaker
But again, leave us a review.
00:25:04
Speaker
Let us know what you think of the episode and keep crushing it.
00:25:07
Speaker
Go out and close those deals.
00:25:10
Speaker
Peace.
00:25:10
Speaker
Wow, what another value-packed episode of The Solarpreneur.
00:25:14
Speaker
Guys, if you couldn't tell, we spend a lot of time and energy to put these episodes out to hopefully give you just one strategy, one golden nugget that's going to launch your solar career to the next generation.
00:25:24
Speaker
Thank you.
00:25:39
Speaker
And as a gift for leaving us a review, we have a special training package exclusive for Solopreneur listeners over at solopreneurs.com.
00:25:48
Speaker
Remember, you need to leave us a review on iTunes to qualify for the training package.
00:25:52
Speaker
So take care of that now and we'll see you on the next episode.