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Do Sales People Need Therapy? - Cory Clark
71 Plays2 years ago
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Transcript
Taylor Armstrong's Success Journey
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
00:00:31
Speaker
What is a solopreneur, you might ask?
00:00:33
Speaker
A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery, and you are about to become one.
00:00:40
Speaker
All right, what's
Introducing Corey Clark and Sales Therapy
00:00:42
Speaker
going on?
00:00:42
Speaker
We are here back again at SolarCon 2023, and I'm here with someone that I've been wanting to connect with for a while.
00:00:49
Speaker
He's doing amazing things in the space, something that is much needed.
00:00:53
Speaker
We've got Mr. Corey Clark coming on the show with us.
00:00:55
Speaker
Thanks for coming on.
00:00:56
Speaker
Hey, thanks for having me.
00:00:57
Speaker
It's good to be here.
00:00:58
Speaker
Yeah.
00:00:58
Speaker
And now we ran into each other, jump on a podcast, knock it out.
00:01:01
Speaker
Let's do it.
00:01:02
Speaker
I know.
00:01:02
Speaker
I actually caught him right before he's going to walk out the door.
00:01:05
Speaker
Just like, Hey, do you want to do a podcast?
00:01:07
Speaker
Now we're here.
00:01:09
Speaker
Let's let's run it up.
00:01:11
Speaker
Corey, he runs the
ADHD in Sales and Emotional Challenges
00:01:13
Speaker
sales therapy.
00:01:13
Speaker
You are known as a sales therapist.
00:01:15
Speaker
That's the name of your company.
00:01:17
Speaker
Okay.
00:01:19
Speaker
And it's something that's, and we're gonna talk more into this, but it's something that's a huge need in the industry.
00:01:25
Speaker
I don't know if you would agree with this, but being in sales, like all of us have ADD, all of us, you know, like- Definitely, we're all on the spectrum in some extent with ADHD.
00:01:36
Speaker
I mean, really anybody, but there's definitely some of us that are like, I'm over here.
00:01:40
Speaker
Yeah, for sure.
00:01:42
Speaker
It's practically a requirement to be in sales, I think, is that you have to have- It's a common one.
00:01:47
Speaker
But no, a lot of I think it's a superpower in a way and a lot of ways.
00:01:52
Speaker
But yeah, there's a lot of I think, you know, I've seen guys struggle with like addictions and cells and just mental things going on, emotions.
00:02:01
Speaker
And so we're going to talk about that.
00:02:02
Speaker
But yeah, I want to hear like, what's your background?
00:02:05
Speaker
Why did you start, you know, cells therapist?
Corey's Path to Sales Therapy
00:02:08
Speaker
And how did you end up in this industry?
00:02:09
Speaker
So really, really simply put, because I want to bore you, but
00:02:14
Speaker
I worked in sales all through my undergrad and then through graduate school.
00:02:18
Speaker
I always wanted to become a therapist, so I did.
00:02:20
Speaker
And it's been the best thing for me.
00:02:23
Speaker
Like I absolutely, that was always the vision.
00:02:25
Speaker
I always wanted to become a therapist.
00:02:26
Speaker
So I was always a pretty high performer.
00:02:28
Speaker
What was your best year in Pest?
00:02:31
Speaker
Pest, I sold like 300 accounts.
00:02:33
Speaker
So I was like, nothing crazy.
00:02:34
Speaker
And I was fine.
00:02:36
Speaker
Again, it was just, I needed money.
00:02:37
Speaker
And so that's why I did it.
00:02:41
Speaker
But I also was at high risk of feeling more emotionally drained than I wanted to feel.
00:02:45
Speaker
And I stayed in it because of the money, but I'm always, I'm here kind of struggling a little bit, feeling a little more emotionally drained and still doing my thing for me.
00:02:53
Speaker
But people were like, do your morning routines, be positive, like be grateful.
00:02:58
Speaker
And I was like, dude, this is just not solving whatever this is.
00:03:04
Speaker
It's not quite solving it for me, you know, just by doing these things for me.
00:03:08
Speaker
And noticing that this was obviously a common issue for other people too in the industry.
00:03:12
Speaker
And it always kind of bothered me, yada, yada.
00:03:13
Speaker
But I became a therapist and I'm like, holy frick, dude, this is what the sales world needs.
00:03:19
Speaker
And it's funny, I was working and I was seeing like 20 clients as a grad student in therapy, as a therapist, and then knocking doors at the same time.
00:03:27
Speaker
And then I was just like, put these two worlds together.
00:03:30
Speaker
Like, it was just like, it's a really interesting time in my life.
00:03:33
Speaker
It was like,
00:03:34
Speaker
And I just felt like I needed to do it.
00:03:36
Speaker
And so I ran with
Mental Health in Sales
00:03:37
Speaker
it.
00:03:37
Speaker
My sales experience started shifting as I created change with myself.
00:03:41
Speaker
And then that's kind of when the idea started of like, maybe this will work for other people.
00:03:45
Speaker
And then I just, after grad school, I just ran with it, man.
00:03:48
Speaker
So four years later, almost four years later, here we are.
00:03:52
Speaker
thousands and thousands of clients later, here we are.
00:03:54
Speaker
So it's pretty cool, man.
00:03:55
Speaker
It's been fun.
00:03:56
Speaker
Yeah, it's good.
00:03:57
Speaker
And yeah, it's something that like we're talking about doesn't get mentioned as much as it needs to.
00:04:01
Speaker
And a ton of people struggle with it.
00:04:04
Speaker
So I'm glad there's more people.
00:04:05
Speaker
We were just talking before you hit record.
00:04:07
Speaker
There's more people, I think now focusing on the mental
Overcoming Mental Blocks in Sales
00:04:10
Speaker
side of things.
00:04:10
Speaker
Yeah, they are.
00:04:11
Speaker
Yeah.
00:04:11
Speaker
Emotional side of things, because I think we're starting to see more and more that people struggle with it.
00:04:16
Speaker
And
00:04:17
Speaker
maybe a lot of people that if we can help them fix and you've probably seen this too, maybe have stories that were, that they just have like some mental box and they could be really good reps and masks, but it's probably a lot of people that just cause that they're out of the industry now where they just have the tools and resources.
00:04:31
Speaker
Yeah, you get reps that are like, give sales a shot and then they quit and they kind of hold this weird resentment towards sales.
00:04:37
Speaker
Like, oh, sales isn't for me.
00:04:38
Speaker
Like frick sales, you know?
00:04:39
Speaker
You know what I'm talking about?
00:04:40
Speaker
Yeah, yeah.
00:04:41
Speaker
And it's, and the whole reason they're holding that weird emotional resentment, which you shouldn't feel towards a job really ever, but they do towards sales because it brought out parts of them that like, they've never really had to address.
00:04:53
Speaker
Yeah.
00:04:53
Speaker
Because sales is weird like that.
00:04:55
Speaker
It does that.
00:04:56
Speaker
But I think where the sales industry has done such a good job for years is the sales industry has always preached like, work hard, grind hard, achieve, be the best you can be.
00:05:06
Speaker
Right.
00:05:07
Speaker
Yeah.
00:05:08
Speaker
And that doesn't go away with this.
00:05:09
Speaker
Yeah.
00:05:10
Speaker
Like clients know that like when we start working together, I'm like, this isn't some crutch now you get to lean on.
00:05:16
Speaker
Like, oh, I have mental health issues.
00:05:17
Speaker
I won't perform.
00:05:18
Speaker
Right?
00:05:19
Speaker
It's like, no, dude, we're going to understand and work through crap
00:05:23
Speaker
because it's good to do.
00:05:25
Speaker
And we're going to level up and we're actually going to achieve more and work harder because we're, we're alleviating some of these constraints, mentally and emotionally.
00:05:33
Speaker
So that's the dope part is that it actually isn't a crutch.
00:05:36
Speaker
It actually is an advantage.
Sales Therapy vs Traditional Therapy
00:05:38
Speaker
So, and more people are jumping on board and seeing it and getting, you know, results and experience from it.
00:05:44
Speaker
So it took a little bit to get traction, you know, to be like,
00:05:48
Speaker
Therapy is actually pretty cool.
00:05:50
Speaker
It's allowed.
00:05:50
Speaker
Now you got other people in the space, right?
00:05:52
Speaker
We just talked about Jens.
00:05:53
Speaker
He's in it now too, and he's getting some traction too, and people are working with him.
00:05:57
Speaker
So there's other people now.
00:06:00
Speaker
on the same train.
00:06:01
Speaker
Yeah, that's cool to see.
00:06:02
Speaker
And yeah, you guys are helping a lot of people.
00:06:04
Speaker
But yeah, in solar, it's like we struggle with all these things.
00:06:06
Speaker
Not only we're on the doors, but it's, you know, a little bit different in pest control where a lot of us are having to manage accounts.
00:06:13
Speaker
And I've unfortunately been through some bad situations with installers where they're not doing their job correctly.
00:06:20
Speaker
And then the customer, like all they care about, they're coming to me with their problems.
00:06:24
Speaker
They're not really going to the installer.
00:06:26
Speaker
So it's just a lot of things that we can stress over in solar cells specifically for sure.
00:06:33
Speaker
Yeah.
00:06:33
Speaker
Like for you, why did you decide or like with your therapy, I know there's a lot of therapy out there is, would you say that cells therapy, is it like different than what you would do with just like a regular client?
00:06:45
Speaker
You know, that's, that's, that is an interesting question.
00:06:47
Speaker
So I think sales is definitely like a net target niche, right?
00:06:50
Speaker
Like, and there's, it's very unique.
00:06:52
Speaker
And I think,
00:06:54
Speaker
Really my biggest problem right now in my business is finding the right people to scale with in regards to therapists.
00:07:00
Speaker
So I'm kind of at this point where like, so this is my last summer of doing my business by myself.
00:07:05
Speaker
Come fall, I'm gonna bring on more therapists to grow with and scale with.
00:07:09
Speaker
My biggest anxiety though has been like,
00:07:12
Speaker
finding the right fit to grow with.
00:07:16
Speaker
Because of my sales experience, I do understand what it's like to feel the pressure, to be there, to experience the ups and downs.
00:07:24
Speaker
I haven't sold solar, but I feel like I have out at this point.
00:07:26
Speaker
It's funny.
00:07:28
Speaker
But like you're saying, there is a lot of fluctuation.
00:07:33
Speaker
You can find consistency.
00:07:35
Speaker
But fluctuations happens, right?
00:07:37
Speaker
And when that fluctuation is on the low end, do I trip out?
00:07:41
Speaker
Do I say, oh man, this is going to crap now.
00:07:44
Speaker
It's like, no, chill out.
00:07:45
Speaker
And so I think being able to have experiences where
00:07:50
Speaker
it has been 5pm and I don't have a deal yet.
00:07:53
Speaker
And know those emotions, know the pressure, know that experience and work through even those moments effectively.
00:07:59
Speaker
It's like, I think it helps me a ton with my clients.
00:08:04
Speaker
And so, and it, cause sometimes we, it is pretty sales specific, right?
00:08:08
Speaker
What we're talking about to where I've used that knowledge and tailored it to the therapy world.
00:08:16
Speaker
To answer your question in a very long way out of way, it is a little bit different, but I use the same core principles to create change with my clients for sure.
00:08:24
Speaker
Okay.
00:08:24
Speaker
Makes sense.
00:08:25
Speaker
And I do, I do have conversations with clients about like, let's talk about you, where you come from, upbringing.
00:08:32
Speaker
Because a lot of times it's like sales is about relationships.
00:08:36
Speaker
So how you've handled relationships for 20 plus years, how does that not have an impact on a job?
00:08:40
Speaker
It's all about relationships.
00:08:41
Speaker
You know what I'm saying?
00:08:43
Speaker
There's patterns, there's emotional patterns, they're all within that.
Self-Awareness in Sales
00:08:46
Speaker
So like, we got to be aware of it.
00:08:49
Speaker
We don't have to ignore it, just build awareness so we can solve it and work through it better.
00:08:53
Speaker
Yeah, 100%.
00:08:54
Speaker
Yeah, and I'm no therapist, but I know for me personally, like I have we're both married.
00:08:59
Speaker
Yeah.
00:08:59
Speaker
You know, if I have a fight with my wife or issue with my wife or things are going on bad in relationships, it definitely affects me being on the doors out there, too.
00:09:09
Speaker
It's like it gets in your head.
00:09:10
Speaker
Dude, 100 percent.
00:09:11
Speaker
Especially as like a husband, dude, I feel like all of us husbands just like.
00:09:16
Speaker
You feel this responsibility to make sure your wife's okay.
00:09:20
Speaker
And when you know she's having a harder time, it's hard to be present where you're at.
00:09:25
Speaker
If I know my wife's not happy with me, I'm like, I'll do anything to fix that first.
00:09:30
Speaker
And this is a job where you gotta be in the right mental headspace for sure.
00:09:36
Speaker
door to door.
00:09:37
Speaker
But yeah, so like, would you say that people in solar, do they have to realize that there's a problem?
00:09:44
Speaker
Is there like, most of your clients, are they coming to you being like, yeah, I have, there's a huge need for it.
00:09:50
Speaker
Is there, do you think in a way everyone needs therapy or who is this therapy?
00:09:54
Speaker
You know, I think that's why I always do like a free call if anyone's interested in working together, because it's not always the best fit.
00:10:00
Speaker
Okay.
00:10:02
Speaker
Most of the time it is.
00:10:03
Speaker
Yeah.
00:10:03
Speaker
Right.
00:10:04
Speaker
But,
00:10:06
Speaker
I do that call because I'm like, we have to make sure that before you invest your own money to work with me, like, let's just, well, first we got to chat it up and buy it, you know?
00:10:14
Speaker
Like, I want you to feel like you can connect with me and then we're going to create change, right?
00:10:19
Speaker
Because we will, but the relationship has to be there.
00:10:24
Speaker
Do I think everybody needs therapy to experience that?
00:10:27
Speaker
No, I do believe everybody needs to build self-awareness and understand themselves on a deeper level.
00:10:32
Speaker
Yeah.
00:10:33
Speaker
which will create more change in regards to just things.
00:10:37
Speaker
And then therapy is one aspect to develop a very high increased self-awareness to who you are, your patterns, and then to be able to break from things that might be holding you back.
00:10:51
Speaker
And then also just continue to level up the way you're doing.
00:10:54
Speaker
So it's an avenue to create that, but you don't have to
00:10:58
Speaker
experience therapy to be able to get to that point.
00:11:00
Speaker
Okay.
00:11:00
Speaker
I like that.
00:11:00
Speaker
Yeah.
00:11:01
Speaker
I just asked because I have done some therapy, but I remember before I did therapy, I'm like, Oh no, I don't need that.
00:11:07
Speaker
Like, yeah, that's for like, people are super depressed or like crazy mental issues and stuff like that.
00:11:14
Speaker
But as I did, I came to realize that you don't have to be like some crazy, it's like, word patient to have therapy.
00:11:21
Speaker
It's like full transparency.
00:11:22
Speaker
I mean, for me, that paradigm shifted for me as a grad student.
00:11:27
Speaker
Like I'm here becoming a therapist because I'm like, I want to help people, which is, I do.
00:11:31
Speaker
That's why I became a therapist.
00:11:32
Speaker
Like I love connecting.
00:11:34
Speaker
I love helping people.
00:11:35
Speaker
I love being involved in the details.
00:11:37
Speaker
I just love that.
00:11:38
Speaker
I love the feeling.
00:11:39
Speaker
I like the emotional side of it.
00:11:41
Speaker
But that was the game changer that my paradigm shift was like, dude, why is mental health treated like this weird crutch, negative thing when in reality, it's like, it's literally it levels up your life if you let it.
00:11:56
Speaker
For sure.
00:11:57
Speaker
Yeah, so I definitely recommend if you haven't done some type of therapy, I think for a lot of people, they just maybe they were like me that they didn't know there was a need for it.
00:12:06
Speaker
Maybe they know it could be helpful.
00:12:07
Speaker
Yeah, like you don't have to be some messed up person.
00:12:09
Speaker
There's a lot of things that you can realize as you're doing it.
00:12:13
Speaker
But yeah, so as you're working with people, Corey, what are some shifts you have?
00:12:17
Speaker
I don't know if you have any stories of people you've worked specifically in solar, but what are some shifts or what are some patterns that you see that you help them overcome and things like that?
Process vs Result-Oriented Thinking
00:12:27
Speaker
I'd say for someone who's starting out in solar, is that cool?
00:12:31
Speaker
Yeah, yeah.
00:12:32
Speaker
Someone who's just starting out, I'd say one of the biggest things I noticed is like...
00:12:39
Speaker
It's obviously in the industry, it's talks, you know, deals, deals, sales, sales, sales, sales all the time, right?
00:12:46
Speaker
When you get your next sale, yada, yada.
00:12:49
Speaker
And I think it's so easy to become result oriented thinking.
00:12:54
Speaker
And when am I going to get my next deal, deal, deal?
00:12:57
Speaker
And the industry pushes that thinking, which I don't understand why.
00:13:01
Speaker
Yeah.
00:13:02
Speaker
Well, I do understand why it's all about the money.
00:13:04
Speaker
Yeah.
00:13:06
Speaker
But in reality, the most effective mindset for a sales professional to be in, whether you're a rookie or not, is process oriented thinking.
00:13:15
Speaker
It's deals and sales are a byproduct to the process that I trust.
00:13:21
Speaker
Right?
00:13:22
Speaker
You feel that, you know that you believe that's true.
00:13:24
Speaker
Yeah.
00:13:25
Speaker
Some who's been here for six plus years in the, so it sounds older, right?
00:13:28
Speaker
It's like you don't really have to worry about deals.
00:13:31
Speaker
Deals will come.
00:13:33
Speaker
as you trust the process within a level of consistency, fluctuation is allowed, right?
00:13:38
Speaker
It's not allowed to fluctuate is my effort.
00:13:40
Speaker
Right.
00:13:41
Speaker
So that's where like rookie reps or just people, even reps in general, just, they get so wrapped up and win the deal, win the deal, win the deal.
00:13:47
Speaker
And it's not about that.
00:13:49
Speaker
Just have a system mentally and emotionally, but also logistically, if I can do this, sales will come and keep filling the pipeline.
00:13:58
Speaker
You know?
00:13:58
Speaker
And that's the other thing too, with solar is like,
00:14:01
Speaker
the initial stage of filling your pipeline is really hard.
00:14:04
Speaker
But once it's filled, don't get content.
00:14:07
Speaker
Because a lot of guys fill their pipeline, they get paid, and then they're like, oh, dude, I can chill out.
00:14:11
Speaker
It's a curse
Contentment and Growth in Sales
00:14:12
Speaker
of solar.
00:14:12
Speaker
And I'm like, dude, if you chill out, your pipeline's going to drain.
00:14:15
Speaker
And then you're back at the refill stage.
00:14:18
Speaker
For sure.
00:14:20
Speaker
Which with cancels or things that just happen naturally, right?
00:14:22
Speaker
Yeah.
00:14:24
Speaker
It's not fun.
00:14:24
Speaker
So if your pipeline's filled, you're going to be way less attached to deals because you're focusing on filling the pipeline, the process.
00:14:31
Speaker
It's one of the healthiest mindsets that live is.
00:14:33
Speaker
I love that.
00:14:34
Speaker
Yeah.
00:14:35
Speaker
And that's super important for new reps, especially like you said, it's so many times sore.
00:14:40
Speaker
We get these big commissions and we talk about it all the time.
00:14:43
Speaker
People make, you know, a $10,000 commission and they're like, all right, not working for less than a month.
00:14:48
Speaker
Well, dude, I was literally just on a phone call this morning with a client that he made like this month, this month he'll do like 40K.
00:15:00
Speaker
40 grand.
00:15:01
Speaker
It's his biggest month he's ever had in his life.
00:15:03
Speaker
Right?
00:15:03
Speaker
Ever.
00:15:05
Speaker
And his biggest constraint right now is like, I just feel, I feel like I feel so content.
00:15:15
Speaker
And I'm like, why are you like content is a positive emotion.
00:15:18
Speaker
It sounds like I'm at peace with myself.
00:15:21
Speaker
I'm at peace and I don't because I'm like, bro, how old are you?
00:15:24
Speaker
He's like, I'm 24.
00:15:24
Speaker
I was like, do you need more than 40 grand a month?
00:15:27
Speaker
He goes, no.
00:15:28
Speaker
I'm like, because you don't, right?
00:15:29
Speaker
So of course, 40 grand is going to get you to a spot where you feel content.
00:15:33
Speaker
It should.
00:15:34
Speaker
But I said, welcome to the club.
00:15:38
Speaker
Welcome to, I was like, most sales reps never actually get to a point where they're feeling content.
00:15:43
Speaker
I'm like, you just made it to a next level.
00:15:47
Speaker
Now where you get to choose is despite being content, I'm gonna keep growing my wealth.
00:15:52
Speaker
But a lot of reps, they experience the content, which is a positive emotion and they chill out.
00:15:58
Speaker
And then they're back, dude, and they're in the freaking, they're here again.
00:16:01
Speaker
And they're trying to catch up again, catch up again.
00:16:03
Speaker
Where I'm like, dude, you know how hard it is to get to a spot financially where you feel content?
00:16:08
Speaker
It's not easy.
00:16:09
Speaker
And so I'm like, if you experience that, congratulate yourself and say, dude, I freaking made it.
00:16:15
Speaker
And then keep working and push yourself and know that now there's a vision, there's purpose.
00:16:18
Speaker
And you can keep making more money.
00:16:20
Speaker
Yeah.
00:16:21
Speaker
It's funny, the old school way.
00:16:22
Speaker
Isn't that interesting?
00:16:23
Speaker
Yeah, I think the therapy for like all the old school sales leaders was just like, they tell other guys to go spend all their money because they know they're not going to be motivated unless their bank account is at zero.
00:16:33
Speaker
Dude, that actually is...
00:16:35
Speaker
Yeah, it's like make a ton, spend a ton, then they're back, right?
00:16:38
Speaker
But I'm like, dude, no.
00:16:40
Speaker
If you feel content, and I'm not talking about complacent.
00:16:43
Speaker
Complacent is like, I'm not really making that much, but whatever.
00:16:47
Speaker
It's not a big deal.
00:16:48
Speaker
I'd suck at it anyways.
00:16:50
Speaker
That's complacent.
00:16:53
Speaker
Content is, I feel at peace, which can turn into complacency if you get lazy.
00:16:57
Speaker
But if you're feeling content, congratulate yourself and keep working.
00:17:01
Speaker
And recognize it's actually a good thing to be there.
00:17:04
Speaker
It's like you're actually...
00:17:06
Speaker
and a whole nother percentage that most reps won't ever get to.
00:17:08
Speaker
Definitely.
00:17:09
Speaker
So with that rep, did you say, like, did he realize that he's motivated now?
00:17:14
Speaker
Yeah, that mindset shift helped him realize because he was actually viewing content as a negative.
00:17:18
Speaker
So I helped him see it was as positive.
00:17:21
Speaker
And now you have a choice.
00:17:23
Speaker
Because if you take the choice of, now I'm not gonna work as hard, you will become complacent and your pipeline will drain out and you will be back at square one.
00:17:31
Speaker
It's like, do you want that?
00:17:32
Speaker
He goes, no.
00:17:33
Speaker
So realize your content, realize it's actually like a level up.
00:17:37
Speaker
Now you get to use your agency to choose what to do with that situation.
00:17:40
Speaker
And so now he's like, all right, I'm gonna choose to work.
00:17:43
Speaker
That's good.
00:17:45
Speaker
So it's just a mindset shift.
00:17:46
Speaker
Yeah.
00:17:47
Speaker
Much better than the up and down.
00:17:48
Speaker
Yeah.
00:17:49
Speaker
Like so many people, it's just like they're content and then they wait till the stress gets super high again.
00:17:55
Speaker
And it's just like, then you live, you know, probably a lot.
00:17:58
Speaker
And everyone has their own, you know, price limit to what content, where they'll feel content.
00:18:02
Speaker
But yeah.
00:18:03
Speaker
Yeah, definitely.
00:18:04
Speaker
Yeah, well, something I wanted to ask you too, as we start wrapping up here, Corey, I know this is a high intensity job, a lot of stress, a lot of anxiety.
00:18:14
Speaker
Like, you know, I've had such, like I was telling you, I had situations where I get calls from customers upset.
00:18:19
Speaker
And then of course, we're dealing with stuff on the doors, people upset or coming to their doors.
00:18:23
Speaker
Yeah.
00:18:24
Speaker
So a lot of ways where we can have stress build up.
00:18:27
Speaker
Yeah.
00:18:28
Speaker
So what do you do with people?
00:18:29
Speaker
I'm sure it's something you see a lot.
00:18:31
Speaker
How do you help the people you work with deal with like the stress, anxiety?
00:18:35
Speaker
What are some tips you have
Addressing Stress and Anxiety
00:18:37
Speaker
on that?
00:18:37
Speaker
I'd say the biggest thing one is like try to pinpoint what it is really that's creating anxiety.
00:18:43
Speaker
Like I'd almost say don't call it stress and anxiety.
00:18:46
Speaker
Okay.
00:18:46
Speaker
Call it what it is.
00:18:48
Speaker
So like maybe it's I feel unwanted.
00:18:51
Speaker
Right?
00:18:52
Speaker
See how that's different than I'm anxious?
00:18:55
Speaker
Or I feel out of control.
00:18:59
Speaker
Or like with a customer, I feel disrespected.
00:19:03
Speaker
Or I feel misunderstood.
00:19:09
Speaker
Right?
00:19:10
Speaker
You see the difference?
00:19:11
Speaker
Just label it something different.
00:19:12
Speaker
Yeah, there is a concept around name it to tame it.
00:19:17
Speaker
And calling it anxiety doesn't actually name it.
00:19:20
Speaker
So there's that process around like really trying to understand what's going on and then label it and can help you feel like you have a little bit more power and control over it to be able to work through it.
00:19:31
Speaker
So with, for example, if I'm on the doors and everybody's being cold towards me, right?
00:19:42
Speaker
Which is every day.
00:19:44
Speaker
Yeah.
00:19:44
Speaker
Right.
00:19:45
Speaker
Actually, I have a whole mindset shift in regards to that.
00:19:48
Speaker
I'll use you put it in a nice way.
00:19:49
Speaker
Yeah.
00:19:50
Speaker
I was a dick.
00:19:51
Speaker
Come on.
00:19:52
Speaker
Right.
00:19:53
Speaker
But if I'm like, for example, we'll use the example of like if I'm on the doors and I'm feeling a little overwhelmed and I start feeling it's 5 p.m.
00:20:01
Speaker
I have a deal.
00:20:01
Speaker
I feel inadequate.
00:20:02
Speaker
Yeah.
00:20:03
Speaker
Right.
00:20:04
Speaker
I call it someone would call it anxiety, but I'm going to call it what it is and it's inadequacy.
00:20:09
Speaker
And you're like, can I even sell today?
00:20:10
Speaker
Right.
00:20:12
Speaker
Call it inadequate.
00:20:14
Speaker
And then maybe now ask yourself, okay, what is now, now you get to choose.
00:20:17
Speaker
I'm going to let this emotion own me or I'm going to own it.
00:20:22
Speaker
That choice is really important.
00:20:24
Speaker
Most of the time that emotion owns the rep, which then
00:20:30
Speaker
Not, you know, we can call it burnout, but emotional exhaustion happens because people feel the same emotion every day and they never actually solve it.
00:20:38
Speaker
So for example, let's say you feel inadequate.
00:20:41
Speaker
Now you get a choice.
00:20:41
Speaker
I'm going to let that emotion own me or I'm going to own it.
00:20:44
Speaker
What does inadequacy want you to do?
00:20:47
Speaker
Uh, yeah, just stop working, stop working.
00:20:51
Speaker
Maybe go in the car, maybe just like knocked in emotions, complain.
00:20:55
Speaker
Right.
00:20:56
Speaker
So the second you do those things, you're really actually reconfirming the beliefs that you are inadequate.
00:21:04
Speaker
Right.
00:21:04
Speaker
And the brain knows that that's the wild crap about it.
00:21:08
Speaker
Wow.
00:21:09
Speaker
Right.
00:21:09
Speaker
And so now you get to choose what am I going to do?
00:21:11
Speaker
So what's the last thing that inadequacy would do?
00:21:16
Speaker
Probably knock doors.
00:21:18
Speaker
Probably knock more doors, right?
00:21:19
Speaker
And so like your manager goes, oh, dude, freaking just knock more doors, right?
00:21:22
Speaker
Which invalidates and yada, yada.
00:21:25
Speaker
That's a whole other thing.
00:21:26
Speaker
But you're self-aware, so you're taking a step back.
00:21:28
Speaker
You recognize you're feeling inadequate.
00:21:30
Speaker
And then you tell yourself, okay, I'm actually going to go knock doors because I'm feeling inadequate.
00:21:36
Speaker
Because that's the last thing inadequacy would do.
00:21:38
Speaker
So now you go and you go have conversations with people and you have good experiences.
00:21:41
Speaker
And what does it do to the brain?
00:21:45
Speaker
I guess I'm not inadequate.
00:21:47
Speaker
Right?
00:21:47
Speaker
And you actually create change.
00:21:48
Speaker
So that day, and so now tomorrow, the chances of inadequacy creeping in, way lower.
00:21:55
Speaker
Because you actually solve the emotion at the core a lot more effectively.
00:22:00
Speaker
Yeah, that's so that is like a gold tip right there.
00:22:02
Speaker
Yeah, it is.
00:22:03
Speaker
It's cool.
00:22:04
Speaker
So yeah, I hope that's helpful.
00:22:05
Speaker
Whoever's listening that that resonates.
00:22:07
Speaker
I hope that's helpful for you.
00:22:08
Speaker
Yeah.
00:22:08
Speaker
Well, that just shows that this stuff can like actually help you sell better.
00:22:13
Speaker
It's probably a lot of people that go.
00:22:14
Speaker
It's not going to actually help you.
00:22:16
Speaker
That's why I do a money back guarantee with my clients.
00:22:18
Speaker
I say you invest with me.
00:22:19
Speaker
I say if it doesn't help you make more money, I give it back.
00:22:22
Speaker
Yeah, because I'm like it.
00:22:23
Speaker
It will.
00:22:24
Speaker
Yeah, seriously.
00:22:26
Speaker
Yeah, I mean, just making that mental shift.
00:22:28
Speaker
That's, that's powerful.
00:22:30
Speaker
I
Positive Affirmations and Communication
00:22:31
Speaker
like that a lot.
00:22:31
Speaker
And something I've always heard, I know we get like the Brian Tracy training where we're doing like the affirmations on the doors.
00:22:38
Speaker
I like myself.
00:22:39
Speaker
I love myself.
00:22:40
Speaker
Got the best job in the work.
00:22:41
Speaker
Is that something you talk about too?
00:22:42
Speaker
Is that therapy or is that like?
00:22:44
Speaker
No, there's a concept around it.
00:22:45
Speaker
You know, like positive affirmations, there's value to it.
00:22:49
Speaker
It's a proven concept that can work.
00:22:52
Speaker
It's going to work best when there's self-awareness.
00:22:54
Speaker
So if I, same example, if I'm feeling inadequate, maybe my positive affirmation is,
00:23:00
Speaker
Look, I know I'm feeling inadequate, but I know that that's just like, just because I'm feeling it doesn't mean I am.
00:23:05
Speaker
Yeah.
00:23:06
Speaker
See, so it's like me knocking doors and actually working hard actually is what shows that I am adequate.
00:23:11
Speaker
That's what I'm going to do.
00:23:13
Speaker
It's a positive affirmation, but it's tailored to a core constraint.
00:23:16
Speaker
Okay.
00:23:17
Speaker
So if I'm just waking up in the mirror and I'm like, I'm strong, I'm brave.
00:23:21
Speaker
Could it help?
00:23:22
Speaker
Sure.
00:23:23
Speaker
But most guys look at that and go like, I've been doing that.
00:23:25
Speaker
It doesn't really understand what's going on and then use an affirmation or something that solves that core constraint.
00:23:31
Speaker
Typically it'll hit a little harder and actually create change.
00:23:33
Speaker
Yeah.
00:23:34
Speaker
Is it, is it important to do this stuff?
00:23:36
Speaker
Like actually vocalize it or if I'm just thinking as I'm on the door, I'm a big pro into like vulnerability.
00:23:43
Speaker
Yeah.
00:23:43
Speaker
Like being real, being vulnerable.
00:23:45
Speaker
I mean, like, even if you chat with Jens, me and him have had very, we're the only two in the space to full transparency.
00:23:50
Speaker
I was like, I was really the first one.
00:23:52
Speaker
Right.
00:23:52
Speaker
And so when Jens came in initially, I was like, Oh, someone's here feeling like feeling jealous, feeling threatened.
00:23:59
Speaker
Right.
00:23:59
Speaker
Cause he's got some connections that I don't quite have and yada, yada.
00:24:03
Speaker
And I'm like, dude, I can either let this phone me or,
00:24:05
Speaker
or own it, right?
00:24:06
Speaker
Yeah.
00:24:07
Speaker
And so one of the first times I met Jens, I was vulnerable and I shared that with them.
00:24:11
Speaker
I said, hey, dude, part of me has felt this way and I don't want to feel this way towards you.
00:24:14
Speaker
Yeah.
00:24:15
Speaker
And ever since we're homies, dude.
00:24:16
Speaker
Nice.
00:24:16
Speaker
You recognize the same moments.
00:24:18
Speaker
There's not a part of me that feels threatened by the guy.
00:24:20
Speaker
Nice.
00:24:20
Speaker
There's not a part of me that feels jealous of the guy.
00:24:22
Speaker
But it's because I've worked through the emotions that have actually creeped in because I'm human.
00:24:26
Speaker
Yeah.
00:24:26
Speaker
Right?
00:24:27
Speaker
That's good.
00:24:28
Speaker
And there's room and there's 100% room for both of us here.
00:24:31
Speaker
Yeah.
00:24:31
Speaker
You know?
00:24:31
Speaker
Yeah.
00:24:31
Speaker
It's just silly to think there's not.
00:24:33
Speaker
Yeah.
00:24:34
Speaker
That's what the brain does, right?
00:24:35
Speaker
So I'm very big into being real, being vulnerable.
00:24:39
Speaker
owning your truth, be aware and just be real.
00:24:42
Speaker
Whereas a sales space, sometimes it's big, big.
00:24:45
Speaker
That's good on the front.
00:24:46
Speaker
You know, that's awesome.
00:24:47
Speaker
Yeah.
00:24:47
Speaker
Braxton, what you preach.
00:24:48
Speaker
Yeah.
00:24:49
Speaker
That's cool.
00:24:50
Speaker
And well, yeah, another question is this is like for me personally, I struggle with like, I'm a people pleaser.
00:24:57
Speaker
Yeah.
00:24:57
Speaker
Yeah.
00:24:57
Speaker
So I'm just thinking of like a personal thing.
00:25:00
Speaker
I went through in my career where I was in a situation where I don't think like I probably should have moved on different company, got in a different situation.
00:25:08
Speaker
But because I'm such a people pleaser, I like say, and just totally work now.
00:25:14
Speaker
So I don't know if you've seen that in people you're coaching work.
00:25:17
Speaker
It's like, maybe they should move on, but they're nervous too.
00:25:20
Speaker
And they're just like, I struggle with being decisive and things like that.
00:25:23
Speaker
Yeah.
00:25:24
Speaker
So what would you say for someone like that?
00:25:26
Speaker
Or what advice if I could go back and your coach me, I'm like, man, I want to leave, but I don't want to let them this person.
00:25:32
Speaker
Yeah.
00:25:33
Speaker
Um,
00:25:34
Speaker
Yeah.
00:25:34
Speaker
And I'd say I'd say the big thing would be, first of all, obviously, you've proven yourself to be
00:25:41
Speaker
you know, a high performer in this space, right?
00:25:43
Speaker
Yes.
00:25:45
Speaker
And so I think there's a people pleaser.
00:25:48
Speaker
There's a lot of us in the space that are leaning towards a people pleasing realm.
00:25:52
Speaker
Some of the best sales professionals I know are is your ability to connect and be real or just love somebody and help them feel loved and valued.
00:26:00
Speaker
It's high, right?
00:26:00
Speaker
Yeah.
00:26:01
Speaker
Yeah.
00:26:02
Speaker
And so a lot of people when they'll talk to you, they feel they do feel loved and valued.
00:26:06
Speaker
So
00:26:06
Speaker
So that's a positive trait to have.
00:26:09
Speaker
But you are right in the sense that sometimes it's like, I don't want to step on their toes.
00:26:13
Speaker
I don't want to be, you know, I don't want to, you know, like you're doing this relationship.
00:26:18
Speaker
I mean, that's what's best for you.
00:26:20
Speaker
Yeah.
00:26:20
Speaker
Yeah.
00:26:20
Speaker
Sacrificing your needs for the sake of someone else.
00:26:23
Speaker
And I'd say having the ability to have hard conversation, that's where vulnerability is so such a true principle because vulnerability is the, the,
00:26:34
Speaker
The ability to communicate at your core what's going on without offending somebody, right?
00:26:40
Speaker
Yeah.
00:26:41
Speaker
So it's like in that situation with when you want to leave, vulnerability would look like, what's your, we'll not say your manager's name.
00:26:47
Speaker
We'll just call him Jimmy.
00:26:48
Speaker
Yeah, yeah.
00:26:50
Speaker
So say, hey, Jimmy, I'm really having a hard time.
00:26:53
Speaker
Like, part of me is coming to you right now.
00:26:55
Speaker
I'm not sharing this to complain.
Handling Career Decisions with Vulnerability
00:26:57
Speaker
I'm really just sharing this to keep this off my chest because it's weighing on me.
00:27:00
Speaker
I really value our friendship.
00:27:03
Speaker
And there's nothing more, like, I really care about our friendship.
00:27:07
Speaker
Part of me is really feeling uncomfortable, though, because I also have this part of me that is, like, entertaining this idea of leaving.
00:27:14
Speaker
And it's hard because, like, I care about you.
00:27:16
Speaker
I care about this company.
00:27:17
Speaker
But then I also, like, feel like
00:27:19
Speaker
something's pulling me here.
00:27:20
Speaker
I'm having a hard time with this decision.
00:27:23
Speaker
See that?
00:27:24
Speaker
That's good.
00:27:25
Speaker
And they can't be mad about that.
00:27:26
Speaker
No, they can't be mad because they're like, okay, they might try to persuade you to stay, but they're going to see you as real.
00:27:33
Speaker
They're going to see you as a human.
00:27:34
Speaker
Right?
00:27:34
Speaker
So a lot of it's like, can I increase my abilities to communicate and show myself where I'm really at and be loved to anyone?
00:27:42
Speaker
Yeah.
00:27:42
Speaker
Because your fear might've been, man, he's not going to love me anymore.
00:27:46
Speaker
Yeah.
00:27:46
Speaker
Respect me anymore.
00:27:47
Speaker
In reality, if you get real and vulnerable like that, actually most all only what you will get is love and respect.
00:27:52
Speaker
Yeah.
00:27:53
Speaker
Whereas the sales space, like don't show that side of you because you'll get, oh dude, you're freaking wussy, whatever.
00:27:59
Speaker
In reality, like, no dude, you'll get more love and respect by being real.
00:28:04
Speaker
If you can communicate it the right way.
00:28:05
Speaker
And that's why I say complaining is not vulnerability.
00:28:09
Speaker
There's never a space for complaining.
00:28:11
Speaker
Yeah.
00:28:12
Speaker
And you don't have to burn bridges.
00:28:13
Speaker
Like I wish I would have done it more like that.
00:28:16
Speaker
I felt like I tried to do it in a way, but unfortunately still people get offended.
00:28:20
Speaker
Yeah.
00:28:21
Speaker
And then no matter what you do.
00:28:22
Speaker
Yeah.
00:28:22
Speaker
You can only control so much and you did.
00:28:25
Speaker
Yeah.
00:28:25
Speaker
Yeah.
00:28:26
Speaker
Yeah.
00:28:27
Speaker
But yeah, no.
00:28:27
Speaker
So I think that's good too, because I know people have anxieties with maybe like I talked to people or companies where leadership was just like drawn into things like that.
00:28:36
Speaker
And that can cause a lot of anxiety too at times.
00:28:38
Speaker
So yeah, important to manage.
Connecting with Corey and Sales Therapy Programs
00:28:41
Speaker
Well, Corey, I know you got to get to dinner here, but if people want to hear more about what you're doing and potentially work with you, what's the best way to do that?
00:28:50
Speaker
Just follow me on Instagram.
00:28:52
Speaker
So that's the big thing.
00:28:53
Speaker
I post free content every day.
00:28:55
Speaker
I'm not about just posting, here's just enough to make you curious.
00:28:58
Speaker
I love giving value and actually providing value.
00:29:02
Speaker
So I try to post content and create content that's valuable.
00:29:05
Speaker
So yeah, follow me on Instagram.
00:29:07
Speaker
I do a free call with anybody interested in working together.
00:29:09
Speaker
Super chill.
00:29:10
Speaker
I'm happy to help even in that call.
00:29:12
Speaker
But most of the time it makes sense to work together.
00:29:13
Speaker
So we do.
00:29:16
Speaker
But the sales therapist, these sales therapists, yeah, type it in, it'll pop up and let's connect.
00:29:22
Speaker
Do you do trainings for companies or just for individuals?
00:29:26
Speaker
Yep.
00:29:26
Speaker
So most of my time spent working with individuals, but I do a lot of companies will have me come out and do trainings and events or
00:29:36
Speaker
All the time.
00:29:36
Speaker
So that is definitely a thing.
00:29:37
Speaker
I used to let companies contract me out.
00:29:41
Speaker
Right now, just because of scalability issues.
00:29:44
Speaker
There's only so much time in a day.
00:29:45
Speaker
I'm really just focused on individuals that are willing to invest their own money in themselves, which is honestly better anyways.
00:29:52
Speaker
But with companies, I do come out and do trainings and events.
00:29:56
Speaker
I'm always down for that.
00:29:57
Speaker
Sweet.
00:29:57
Speaker
Okay.
00:29:58
Speaker
And then if people want to work with you, what's like the length of time that you typically work with someone?
00:30:03
Speaker
Yeah, that's a great question.
00:30:04
Speaker
So I typically do.
00:30:05
Speaker
So you get like access to like my online course.
00:30:07
Speaker
So I have a whole online course content you have access to.
00:30:10
Speaker
And then I do eight sessions.
00:30:12
Speaker
So it doesn't have to be like eight weeks in a row, but you get access to eight sessions.
00:30:17
Speaker
And then I let every client have access to voice message me in between sessions because long term change in the brain happens with how we handle in the moment distress.
00:30:25
Speaker
Yeah.
00:30:26
Speaker
So instead of like struggling, booking a call and it's four days away, now we're talking about a problem that's four days ago.
00:30:32
Speaker
We can actually hash it out in the moment.
00:30:35
Speaker
That's awesome.
00:30:36
Speaker
And we rock and roll.
00:30:37
Speaker
Once we get started, it's like, let's do this thing.
00:30:39
Speaker
That's cool.
00:30:41
Speaker
And yeah, like we talked about, I know your guys are getting better sales results too.
00:30:45
Speaker
So guys, it's not just about the sales training.
00:30:48
Speaker
You got to focus on the mental side.
Mental Focus in Sales Success
00:30:51
Speaker
And I would argue that that's sometimes more important.
00:30:53
Speaker
Sometimes we almost have too much sales training and not enough of the mental stuff.
00:30:57
Speaker
And that could be the key that we're missing.
00:30:59
Speaker
So definitely hit Corey up.
00:31:01
Speaker
And if anything, shoot him a DM, let him know.
00:31:04
Speaker
You appreciate him for coming on the show today.
00:31:07
Speaker
And thanks again for coming with us.
00:31:09
Speaker
Love to have you on in the future too.
00:31:10
Speaker
Yeah, absolutely.
00:31:11
Speaker
Thank you.
00:31:11
Speaker
I appreciate it.
00:31:15
Speaker
Hey Solarpreneurs, quick question.
00:31:16
Speaker
What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day.
00:31:26
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
00:31:38
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
00:31:49
Speaker
And it's called Solcitee.
00:31:51
Speaker
This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45 a day.
00:32:09
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled.
00:32:16
Speaker
So go to SoulCity.co to learn more.
00:32:20
Speaker
and join the learning experience now.
00:32:24
Speaker
This is exclusively for solopreneur listeners, so be sure to go to solcity.co and join.
00:32:31
Speaker
We'll see you on the inside.