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The Underrated Skill You Need In Your Sales Career - Philip Sessions
61 Plays3 years ago
Get in Touch with Philip Sessions https://calendly.com/philipsessions/free-consultation
INSTAGRAM - https://www.instagram.com/iamphilipsessions/
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Thanks to our sponsor Pi Syndicate for this episode!
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Transcript
Taylor's Journey and Podcast Goals
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 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.
Introduction to Solopreneur Mindset
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.
Guest Introduction: Philip Sessions
00:00:43
Speaker
Okay, what's going on, solopreneurs?
00:00:45
Speaker
I'm excited for this episode.
00:00:46
Speaker
We've got something a little bit different in store for you here, and a good friend of mine coming on the show, I actually had the privilege to be on his podcast a few months back.
00:00:56
Speaker
So today we got a Philip Sessions
Philip's Career Transition
00:00:58
Speaker
on the show.
00:00:58
Speaker
Philip, thanks for coming on the show with us.
00:01:00
Speaker
Hey, glad to be here, Taylor.
00:01:02
Speaker
Yeah, I'm excited.
00:01:04
Speaker
And just a little introduction.
00:01:06
Speaker
We did a podcast a few months back, but Philip, he is a speaking coach.
00:01:11
Speaker
He has his business called Speaking Sessions.
00:01:14
Speaker
He coaches people to improve their speaking skills to get on stages and really just improve their communication.
Speaking Skills in Solar Industry
00:01:21
Speaker
And the reason I wanted to have him on is because if you think about it, so much of what we do here at Cell and Solar Panels involves speaking.
00:01:28
Speaker
Think about it.
00:01:28
Speaker
You got to be a good speaker to sell the panels.
00:01:30
Speaker
You got to be a good speaker to train other sales reps, to run a company.
00:01:34
Speaker
A lot of different ways you can apply it.
00:01:36
Speaker
And so it's a topic I've been pretty interested in for a while.
00:01:39
Speaker
And yeah, I'm excited to have Philip on to kind of share how we can improve this crucial skill.
Entrepreneurial Influences
00:01:44
Speaker
So, Philip, do you want to share with us, I don't know, maybe your background, a little bit how you got involved in the...
00:01:51
Speaker
coaching people on to speak better?
00:01:53
Speaker
Yeah, so I'm still full time at BMW manufacturing.
00:01:56
Speaker
Actually, I'm a logistics automation engineer for them.
00:02:00
Speaker
So basically, I program robots to deliver parts to the line.
00:02:04
Speaker
But at one point while I was there, I got into HR with training development for the company.
00:02:10
Speaker
and how I got into the whole speaking part was through this job.
00:02:14
Speaker
So there was an opportunity to help with leadership and professional development, and one of the things was presentation skills for the entry-level management.
00:02:23
Speaker
And it got me thinking, okay, this is something that's being sought after here at BMW.
00:02:29
Speaker
I bet there's other places like that.
00:02:30
Speaker
And you know what?
00:02:31
Speaker
I want to get on stage, and I want to speak, and I'm sure there's other people that are in that same boat.
00:02:36
Speaker
So if I'm already developing this here at work, why don't I develop this for outside of here?
00:02:42
Speaker
And I had been in the fitness coaching space for a while and I was really wanting to make a pivot into something else.
00:02:47
Speaker
And so it almost kind of fell on my lap, if you will, but I feel like it was something that was destined to start happening.
00:02:54
Speaker
So at the beginning of this year is when I really started diving into the speaking coaching.
00:03:00
Speaker
And so I've got a group coaching program.
00:03:01
Speaker
I do one-on-one coaching.
00:03:03
Speaker
Of course, I've got the podcast and been on several stages myself and created one stage so far of my own.
00:03:10
Speaker
So continuing to do that and be able to help people out with that.
Engineering vs. Entrepreneurship
00:03:13
Speaker
Yeah, that's awesome.
00:03:14
Speaker
And yeah, I think when I came on your show, we probably talked a little bit about this, but I don't see too many like engineers that have kind of that entrepreneurial desire to go out and start something on their own.
00:03:26
Speaker
So I don't know, were you, have you always been kind of like an entrepreneur too?
00:03:31
Speaker
Or what made you, I guess, decide to try to start like monetizing this instead of just kind of doing it on the side?
00:03:38
Speaker
Yeah.
00:03:38
Speaker
So engineers, definitely, they think way too much into everything.
00:03:44
Speaker
Before getting started.
00:03:46
Speaker
And even though I may be an engineer, I feel like I'm the total opposite because I'm like, Hey, what do I need to know just to get started?
00:03:52
Speaker
So I feel like I'm more on that salesperson side, even though I wouldn't claim to be a salesperson
First Speaking Event Challenges
00:03:57
Speaker
either.
00:03:57
Speaker
Although I'm having to get better at that as I get into creating my own business and selling my coaching services.
00:04:04
Speaker
Yeah.
00:04:05
Speaker
But with engineers, they definitely don't like to do that.
00:04:09
Speaker
And really with my background, a lot of my family are entrepreneurs.
00:04:14
Speaker
Both grandpas on both sides of my family.
00:04:17
Speaker
They had farms, which you could say that's kind of one of probably the original entrepreneurship things.
00:04:23
Speaker
But they had farms growing up.
00:04:25
Speaker
And then my dad, he had a landscaping business and an uncle who had a maintenance shop for diesel mechanics stuff.
00:04:32
Speaker
And then I had my, one of my grandpa's then went from farming or so I was great grandpa.
00:04:37
Speaker
And then the grandpa, he actually got into the muffler business.
00:04:40
Speaker
And so two of my uncles took over that one does it stuff.
00:04:44
Speaker
So.
00:04:44
Speaker
I've got a lot of entrepreneurship blood within me.
00:04:47
Speaker
And just that desire to be able to create my own income and be able to control my income is really what pushed me to get out there and help people.
00:04:55
Speaker
Because
Lessons from Event Organization
00:04:56
Speaker
in the corporate world, unfortunately, no matter how hard you work, you're limited unless if you're on a commission basis.
00:05:02
Speaker
And even then, depending on the company, you may be limited there.
00:05:06
Speaker
Whereas an engineer, I get a salary and that's it.
00:05:09
Speaker
So I wanted to be able to control more of that.
00:05:14
Speaker
Wanting to control my income more and help people, more importantly, is the desire to go out on my own.
Benefits of Speaking in Sales & Management
00:05:21
Speaker
Yeah.
00:05:21
Speaker
I think it's awesome because I talk about it on my podcast all the time.
00:05:26
Speaker
Probably my least favorite customer type for solar are engineers.
00:05:30
Speaker
No offense.
00:05:31
Speaker
Because, you know.
00:05:33
Speaker
I'm totally offended now.
00:05:34
Speaker
I'm going to hang up.
00:05:36
Speaker
No, please don't hang up the podcast.
00:05:38
Speaker
I'm just kidding.
00:05:39
Speaker
But no, it's just like a lot of them, like you said, they just analyze it like crazy.
00:05:43
Speaker
And they're like, oh, I'm going to read every word of the contract before I sign.
00:05:47
Speaker
I want to know like the exact components of every solar module, where it's made, every single piece.
00:05:53
Speaker
And I'm like, come on, man.
00:05:54
Speaker
Isn't it enough to know that you're going to save money?
00:05:57
Speaker
That's not enough for you?
00:05:58
Speaker
They're like, no, I got to know every detail.
00:06:00
Speaker
So it's cool to see you, you know, not having to have everything figured out and just kind of jump into it.
00:06:06
Speaker
Because I think all of us as entrepreneurs, like we both have that in common.
00:06:10
Speaker
We're trying to build out different things in our coaching programs.
00:06:13
Speaker
The podcast, we never have 100% figured out.
00:06:15
Speaker
We're always trying to make improvements to that.
00:06:17
Speaker
So it's like at some point you just got to dive into it.
00:06:19
Speaker
And I'm sure it's the same with speaking too, right?
00:06:21
Speaker
Just got to start small.
00:06:23
Speaker
Start small.
00:06:23
Speaker
Yeah, exactly.
00:06:24
Speaker
And I actually want to bring a point real quick, which I'm sure we'll get into this later, but knowing your audience is an important thing in sales.
00:06:31
Speaker
So if you know that engineer, they're going to want to know those details.
00:06:34
Speaker
And some of them may not be relevant to actually getting solar on their roof, but for that person or in your mind, it doesn't feel relevant, but in their mind, it is relevant.
00:06:44
Speaker
I want to know what the photosynthesis or whatever the sale is made of and how it absorbs it.
00:06:50
Speaker
And what's the, uh,
00:06:52
Speaker
What would you say?
00:06:53
Speaker
I don't know.
00:06:54
Speaker
What's the, how well does it absorb it and everything?
00:06:57
Speaker
And how, how long does that battery last things of that nature that most people there, is it going to save me money?
00:07:03
Speaker
Okay, cool.
00:07:04
Speaker
But that engineer, they're going to want to know those details that literally the engineering, the way it's made, how it works.
00:07:11
Speaker
the things that you normally wouldn't talk about.
00:07:13
Speaker
So really knowing your audience and be able to speak to them helps.
00:07:16
Speaker
Now you don't have to know every single detail because he can't expect you to know or she can't expect you to know all the details.
00:07:23
Speaker
But if you're able to speak a little bit on that to give them that, that's a good thing to do in sales.
Understanding Product & Audience
00:07:29
Speaker
So you know your audience and be able to speak to them.
00:07:31
Speaker
Yeah, 100%.
00:07:31
Speaker
That's super important.
00:07:33
Speaker
Know your buyer types, know what their hot buttons are, and yeah, whether you're speaking or selling, I think both apply a ton.
00:07:41
Speaker
So yeah, the other thing that's cool, Philip, I was looking at your Instagram all before that, and I think you mentioned it.
00:07:46
Speaker
You just did your first speaking event.
00:07:48
Speaker
Is that right?
00:07:49
Speaker
Yeah.
00:07:49
Speaker
Oh, yeah.
00:07:51
Speaker
So I was reading your description.
00:07:53
Speaker
It sounded pretty up and down, kind of like a roller coaster going on.
00:07:57
Speaker
So do you want to tell us how that went?
00:07:59
Speaker
Yeah.
00:08:00
Speaker
Yeah.
00:08:00
Speaker
Yeah.
00:08:01
Speaker
So it went overall, it went very well.
Handling Event Challenges
00:08:04
Speaker
I was kind of crazy trying to figure things out, really trying to figure out the marketing speakers.
00:08:09
Speaker
Getting those in place was not a problem at all.
00:08:12
Speaker
Beakers were phenomenal.
00:08:13
Speaker
And really coming into it, it was like the goal was to get a hundred people there.
00:08:17
Speaker
And I was kind of, I was called the Upstate Small Business Conference because here in Greenville, South Carolina, we call it the Upstate here.
00:08:24
Speaker
And I know there's Upstate New York, but this is
00:08:26
Speaker
Upstate of South Carolina.
00:08:28
Speaker
And so I was like, okay, I'm going to call it that.
00:08:30
Speaker
It's going to be for business owners.
00:08:31
Speaker
We're going to get like 100 people as a target.
00:08:34
Speaker
Well, had like very low ticket sales.
00:08:36
Speaker
And finally, probably the last month of marketing is when ticket sales started going up.
00:08:40
Speaker
But it only got to about 30.
00:08:42
Speaker
So I had to come in and tell the speakers like, look, I know expectation was about a hundred people plus, but unfortunately I've only made 30 ticket sales.
00:08:51
Speaker
So there's the expectation to have only about 30 people and the speakers were like, Hey, that's cool.
00:08:58
Speaker
You know, that's pretty awesome to get that many sales.
00:09:00
Speaker
Like they were really supportive of that.
00:09:02
Speaker
And then we get to the event, four people show up that aren't the speakers.
00:09:06
Speaker
Oh my gosh.
00:09:08
Speaker
I'm so embarrassed, but the speakers were really supportive.
00:09:12
Speaker
And we're like, dude, no, this is still awesome, man.
00:09:14
Speaker
Like four people, it's better than nothing.
00:09:16
Speaker
And so we're like, man, I know so-and-so that did an event and they're kind of famous now.
00:09:21
Speaker
And it's like, they didn't even have that many people, all this stuff.
00:09:24
Speaker
And they were just really supportive.
00:09:25
Speaker
So we did a pivot within that to go from more of a conference to a mastermind.
00:09:30
Speaker
And thanks to Doug Mitchell, I know a mutual friend of ours, he was the one that really helped with that pivot there.
00:09:37
Speaker
But I was embarrassed, to be honest, because I'm like, ah.
00:09:39
Speaker
man i was supposed to be like 30 people and here's like four people show up but it was still a great event overall great experience and honestly gave me a lot of good credibility within the the public speaking space especially for online within my networks because it's like hey philip was willing to put his name out there and put himself on the line his money on the line to do this he's not just talking about oh yeah build a stage or oh yeah get up and talk like he's willing to go actually create that stage so even though
00:10:06
Speaker
It may have been a failure in a sense of the number of people that showed up.
00:10:10
Speaker
It was still a success because those that were there and attended got a lot out of it.
00:10:15
Speaker
The speakers enjoyed it a lot.
00:10:17
Speaker
And, you know, I did it.
00:10:19
Speaker
Yeah, that's awesome.
00:10:20
Speaker
You know, most people can't say they did that.
00:10:22
Speaker
I know.
00:10:23
Speaker
No, I was super impressed just reading that.
00:10:25
Speaker
I'm like, wow, that takes guts to just try to organize your own thing.
00:10:28
Speaker
Because I remember I actually took like a speaking, I don't know, like a master class.
00:10:33
Speaker
Someone kind of like you that had a business training speakers.
00:10:35
Speaker
And one of the things they had us do when they're coaching is just do like a practice event.
00:10:41
Speaker
So basically just some of my friends and family and get them to come watch you speak and practice your speeches.
00:10:47
Speaker
I remember just doing that.
00:10:48
Speaker
I was like super nervous, kind of embarrassed to like have to bug my friends and family.
00:10:53
Speaker
Just like, hey, we just come to my house and I'm going to do like a practice speech for you guys.
00:10:57
Speaker
Like I'll make cookies.
00:10:58
Speaker
I'll make like food and stuff.
00:11:00
Speaker
Just please come.
00:11:01
Speaker
I'm like, wow, this is this this is this hard to just get friends and family or I can't imagine like running my own event and.
00:11:08
Speaker
trying to organize all that.
00:11:09
Speaker
So I know it's got to be tough, but, um, yeah.
00:11:11
Speaker
So, I mean, good for you for putting yourself out there and trying it, but, uh, yeah, I mean, after now having done it, you have any, uh, I don't know, lessons you learned or like things you maybe would have done different or, uh, or anything like that.
00:11:23
Speaker
I would have started earlier for sure.
00:11:26
Speaker
And then also getting with the speakers about like, Hey, I need things at a certain time that would have helped just with organization, but starting earlier with the marketing and everything and really talking about it more.
00:11:36
Speaker
Cause I had one of my buddies was that we talk a lot on social media
Pivoting to Success
00:11:40
Speaker
even.
00:11:40
Speaker
So it's the algorithm should be showing him my stuff.
00:11:43
Speaker
He's like, you know, I really didn't see it that much.
00:11:45
Speaker
And so trying to find ways to be able to market without just seeing like I'm throwing up on you about my event so much.
00:11:52
Speaker
So but really just pushing it out sooner and then reaching out to individuals directly about that.
00:11:58
Speaker
And one other thing I want to mention as well is I had a couple of sponsors for the event.
00:12:01
Speaker
I had to go and tell them like, hey, I know the expectation was 100 plus people here.
00:12:06
Speaker
We're only at 30.
00:12:07
Speaker
How?
00:12:08
Speaker
how do you feel about this?
00:12:09
Speaker
And I was willing to start giving some money back if they wanted that because I didn't want them to have given me so much with the expectation of 100 people to be there to see their logo and everything else.
00:12:20
Speaker
And yes, that was a hard conversation to have as well, but I knew it needed to be had.
00:12:24
Speaker
And they were pretty awesome and very lenient.
00:12:26
Speaker
We're like, nah, man, don't worry about it.
00:12:27
Speaker
It's kind of a part of business.
00:12:29
Speaker
You know, we try something that doesn't work out.
00:12:30
Speaker
So the sponsorship was very awesome as well and very helpful there too.
00:12:34
Speaker
But
00:12:35
Speaker
Yeah, really the biggest thing just going and marketing sooner, talking to people in the local area and really refining what that was because I kept it a little too open with being for small business owners.
00:12:46
Speaker
If I would have niched down even more, that would have helped as well.
00:12:50
Speaker
So next time I'll definitely niche down more to make that event more specific to somebody so people resonate with that then.
00:12:56
Speaker
Oh, it's for small business.
00:12:57
Speaker
Okay, cool.
00:12:58
Speaker
Yeah, it might not be for me.
Confidence in Sales & Speaking
00:13:00
Speaker
Right.
00:13:01
Speaker
No, that's cool.
00:13:01
Speaker
Yeah, good for you, man.
00:13:03
Speaker
But yeah, I know for our listeners, it's like not everyone is going to go out and organize their own speaking events.
00:13:08
Speaker
But what we're going to get into more here is just how speaking can be applied in solar and especially guys who want to step into management, guys who want to run teams or business owners in solar.
00:13:18
Speaker
I think some of the most powerful business owners are also some of the best speakers.
00:13:22
Speaker
And those people that have grown their solar teams more than anyone are like phenomenal speakers.
00:13:26
Speaker
You see them on stages.
00:13:28
Speaker
They know how to motivate a team.
00:13:29
Speaker
They know how to get people to take action.
00:13:31
Speaker
So that's what I want to kind of segue into here, Philip, for our guys listening that are in solar.
00:13:37
Speaker
I don't know.
00:13:38
Speaker
What would you, besides those, what would you say are like some benefits in speaking or maybe for people that are scared?
00:13:43
Speaker
Because, um,
00:13:44
Speaker
you probably heard this stop, but I read all the time that like people fear speaking more than death itself, like crazy stuff like that.
00:13:51
Speaker
And so like, why, why is it important to learn speaking or maybe what's some other benefits that you could think of to, I don't know, encourage people to learn more speaking skills.
00:14:01
Speaker
So you have to have confidence.
00:14:02
Speaker
I mean, especially in sales, when you get told no, all the time, you don't have confidence to keep going past that.
00:14:08
Speaker
No, you're not going to last in sales long.
00:14:11
Speaker
And not to mention, you need to be confident because people won't believe in you or believe that you believe in your product, especially with solar.
00:14:19
Speaker
So
00:14:19
Speaker
When I was in college, we had this presentation and I had a friend, one of my college friends, he literally did the whole project.
00:14:27
Speaker
I mean, so again, it was an engineering, so we made it or he made an electronic stethoscope for us.
00:14:32
Speaker
Great.
00:14:32
Speaker
A PowerPoint literally 30 minutes before the presentation was like, hey, me and my other friend, he's like, hey, here's what you're going to talk about.
00:14:39
Speaker
Here's how this thing works.
00:14:40
Speaker
Here's what you're talking about.
00:14:41
Speaker
Here's your slides.
00:14:42
Speaker
We go into the presentation.
00:14:44
Speaker
He got the worst grade.
00:14:46
Speaker
And why did he get the worst grade?
00:14:47
Speaker
Because he sounded, I mean, he was so nervous.
00:14:50
Speaker
He sounded unconfident and he sounded like he didn't really know what he was talking about.
00:14:54
Speaker
And due to that lack of confidence, due to that nervousness, even though he got a 90, so it wasn't like he got a failing grade on his presentation.
00:15:01
Speaker
But remember,
00:15:02
Speaker
He did every single thing on this thing.
00:15:06
Speaker
The PowerPoint, he made the electronic stethoscope, the circuitry, all that.
00:15:11
Speaker
And yet he got the worst grade because he was so nervous with his speaking.
00:15:15
Speaker
So let's take this over to sales.
00:15:17
Speaker
Think about that.
00:15:18
Speaker
If you're the one that's nervous compared to somebody else, even though you may have all the knowledge, you may know how to handle all the rebuttals.
00:15:25
Speaker
But if you're nervous, you're so nervous that your potential client, potential customer recognizes that,
00:15:32
Speaker
they're probably not going to want to buy from you because they're not sure if you really know your stuff or not.
00:15:37
Speaker
So being confident is a huge thing when it comes to sales, because people are going to trust somebody more that's confident.
00:15:45
Speaker
I think as well, like when you're walking through an area that you're probably not supposed to be in, but you walk through and you look like you're supposed to be there, people don't stop you.
00:15:53
Speaker
But if you kind of look around like, where am I supposed to go?
00:15:55
Speaker
I'm not sure.
00:15:56
Speaker
People end up stopping you like, hey, can I help you?
00:15:58
Speaker
It's the same thing.
00:16:00
Speaker
If you look like it sound like you know what you're doing, people are going to more likely listen to you.
00:16:05
Speaker
Now, I'm not saying don't know what you're doing, but be confident even if you may not know everything 100%.
00:16:11
Speaker
Because when you're first starting out in sales, especially, you don't know everything.
00:16:15
Speaker
You're not going to know what people are going to come back and give you rebuttals on.
00:16:20
Speaker
So just be confident and you're going to close more deals that way.
00:16:24
Speaker
Let's see.
00:16:24
Speaker
Just like that movie, Catch Me If I Can.
00:16:26
Speaker
You seen that?
00:16:27
Speaker
Where he's pretending to be like, yeah, I don't know, college professor and pilot and all that stuff.
00:16:32
Speaker
But yeah, I mean, same idea with it.
00:16:34
Speaker
I mean, you just got to figure out ways to be confident.
00:16:37
Speaker
And I've been knocking on doors out here in San Diego
Tips for Speaking Confidence
00:16:40
Speaker
for like six years now.
00:16:41
Speaker
And I still get like nervous almost every day when I go out there.
00:16:44
Speaker
So I think a lot of times you just got to, you know, just go out and put your shoulders back, put your chin up, focus on that body language and just...
00:16:53
Speaker
go out and do it.
00:16:54
Speaker
And same thing in speaking, you're never going to be like 100% prepared.
00:16:57
Speaker
You're never going to be 100%, especially starting out, but you just got to start somewhere.
00:17:00
Speaker
So for you, Phillip, like what do you, for people you coach, I'm sure you get people that are still really nervous to get on stages, still really nervous to do that first presentation and whatnot.
00:17:11
Speaker
But what are some things that you do to maybe help your students or people you coach develop that confidence?
00:17:16
Speaker
Yeah, to get out of their own headspace.
00:17:18
Speaker
I mean, think about it when you're on stage and when you're trying to sell somebody product or a service, it's not if you're only focused on you, if you're only focused on getting that commission check, they're going to see that.
00:17:29
Speaker
But when you're focused on them, that confidence is going to come out.
00:17:32
Speaker
And a lot of times that confidence is what when we're focused on ourselves and what people are going to perceive of us, we lack that confidence.
00:17:39
Speaker
And that's what creates
00:17:40
Speaker
creates the nervousness.
00:17:41
Speaker
That's what creates us not doing our best.
00:17:44
Speaker
But when we focus on the other person, we're in that more like giving mindset, if you will, versus taking and receiving mindset.
00:17:50
Speaker
So when we're just trying to pour into somebody else, we're not focused on ourselves anymore.
00:17:54
Speaker
So focusing on the other person and forgetting yourself is what I tell people to do.
00:17:58
Speaker
Because when you stop focusing on yourself is when you can truly serve that person.
00:18:03
Speaker
So remember, whether you're getting on stage or going and knocking on that door and going in for that sales presentation,
00:18:09
Speaker
It's not about you, it's about the person in the audience or that person there on the other side of that door.
00:18:14
Speaker
That's the biggest thing, just getting out of your own head and realizing it's not all about you.
00:18:18
Speaker
Yeah, I love that.
00:18:19
Speaker
And
Improving Speaking Skills
00:18:20
Speaker
one of my favorite sales books called The Greatest Salesman in the World, but that's a big focus of the book is just basically loving the person that's sitting across the table from you.
00:18:28
Speaker
Yeah.
00:18:30
Speaker
And as you, you know, just focus on like the needs of that person.
00:18:34
Speaker
Everyone, everyone wants what's in it for them, right?
00:18:37
Speaker
So you focus on what they want and focus on serving them.
00:18:39
Speaker
I think that comes across in what you're saying.
00:18:41
Speaker
And yeah, same thing in solar too and helping other people.
00:18:44
Speaker
So,
00:18:44
Speaker
yeah it's huge yeah and then i also mentioned knowing your product as well i mean we think about think about a bank teller what do they do and i don't obviously i don't have any money on me right now most of us have cards but what they're taught to do they're not taught to look at every single fake $20 bill or $1 bill whatever fake money what are they told to do they're supposed to know how a real dollar feels how it smells how it looks when you crumble it up how does that feel when you look up in the light how
00:19:10
Speaker
How does that look?
00:19:11
Speaker
When you look at that, they go based on the real thing.
00:19:14
Speaker
They don't practice on the fake thing.
00:19:15
Speaker
So they know that dollar bill inside and out every way around.
00:19:20
Speaker
So when it comes to solar cells, when it comes to speaking about whatever your speech is about, know it, know your product, know your service, know your topic.
00:19:28
Speaker
And you can't go wrong.
00:19:29
Speaker
Don't focus on what you don't know.
00:19:31
Speaker
Focus on what you do know and master that.
00:19:34
Speaker
Yeah, well, no, it's true.
00:19:35
Speaker
I've seen, you know, I've seen people that are supposedly great speakers come out and butcher a speech because they don't know like the topic super well.
00:19:43
Speaker
And then I've seen people that maybe it's like their first presentation ever, but they crush it just because they research the topic.
00:19:50
Speaker
They know their stuff.
00:19:51
Speaker
They sound super sharp out there.
00:19:52
Speaker
So.
00:19:53
Speaker
I think really that's one of the biggest secrets to being a good speaker with sales too is knowing your topic, knowing what you're talking
Aspiring Managers' Advice
00:20:00
Speaker
about.
00:20:00
Speaker
And then even if you're a beginner, even if you're brand new, you can come across as like super polished with this stuff.
00:20:05
Speaker
Would you agree?
00:20:06
Speaker
Oh, yeah.
00:20:06
Speaker
Oh, yeah.
00:20:07
Speaker
And actually, I'll bring up Doug Mitchell again.
00:20:10
Speaker
He talks about legacy so much.
00:20:12
Speaker
And actually, that's what I made him talk about.
00:20:14
Speaker
I was like, hey, you're going to talk about legacy, not building great sales teams.
00:20:17
Speaker
Yeah.
00:20:18
Speaker
At my event.
00:20:19
Speaker
And he had been talking about legacy so much.
00:20:21
Speaker
And he was so nervous.
00:20:23
Speaker
He was up all night trying to finalize his presentation, get it all right.
00:20:27
Speaker
And he got up there and he did awesome.
00:20:29
Speaker
But it's because he's been talking about legacy for so long.
00:20:33
Speaker
And
00:20:34
Speaker
While he still used the slides he had and went through those slides, I mean, he didn't really even need them because he could just talk about legacy all day.
00:20:40
Speaker
And he felt like, oh man, I'm not gonna be able to, but he had been talking about it so much.
00:20:44
Speaker
Just saying the same thing for you in sales, whatever your product or services get consumed by it, know it inside and out.
00:20:50
Speaker
And then you're not gonna need that sales script or that presentation.
00:20:53
Speaker
You can just speak on it.
00:20:54
Speaker
And when you speak from the heart, it comes off so much better than just having a memorized script script and regurgitating it.
00:21:01
Speaker
Yeah, 100%.
00:21:02
Speaker
And yeah, Doug Mitchell is awesome, by the way, for our listeners.
00:21:05
Speaker
He was on the podcast a few months back, so we will throw it in the show notes.
00:21:09
Speaker
But yeah, he gave a great podcast on build and sell teams.
00:21:13
Speaker
So go check him out.
00:21:14
Speaker
Shout out to Doug.
00:21:16
Speaker
But awesome.
00:21:16
Speaker
And so another thing we do with solar is I talked about, you know, building teams, growing teams.
00:21:23
Speaker
And I think the most some most successful solar companies out there have great leaders who are great speakers who can really talk and motivate
00:21:31
Speaker
their teams.
00:21:32
Speaker
So let's say, I don't know, I'm a person trying to get into like sales management, Philip.
00:21:37
Speaker
I'm trying to improve my speaking skills.
00:21:39
Speaker
I want to step
Leadership Communication
00:21:40
Speaker
into like managing a sales team.
00:21:41
Speaker
So what are some like, I don't know, step by step things this sales person could do?
00:21:46
Speaker
Let's say I haven't spoken much before, haven't really done any presentations.
00:21:50
Speaker
So what would you coach this guy up on?
00:21:52
Speaker
Or what are some like steps you'd have this future sales manager take to improve your speaking skills?
00:21:57
Speaker
So start with the end in mind.
00:22:00
Speaker
Begin with the end in mind.
00:22:01
Speaker
What does that end goal look like for you?
00:22:03
Speaker
So it's about becoming that sales manager.
00:22:05
Speaker
And then start looking at other sales managers.
00:22:08
Speaker
What is it that they do that you find successful in them?
00:22:12
Speaker
And then really leverage your skill set.
00:22:14
Speaker
Don't try and recreate who you are because you're unique.
00:22:19
Speaker
Lean into those skills that you have and then also delegate the skills that you don't have.
00:22:25
Speaker
And then work on that speaking because that's going to be a huge thing.
00:22:28
Speaker
And to me, most leaders that don't do that well as a leader are not transparent enough.
00:22:33
Speaker
It's okay to not have every single answer.
00:22:36
Speaker
It's okay not to know everything.
00:22:38
Speaker
But if you let people know that, hey, I don't know that, let me get back to you.
00:22:42
Speaker
Just like in a sales presentation.
00:22:44
Speaker
Yeah.
00:22:44
Speaker
It's okay.
00:22:45
Speaker
But a lot of people, when they go to be a leader, they think they have to know every single thing.
00:22:49
Speaker
They have to be the person involved in everything.
00:22:51
Speaker
And that's not the case, but you have to be able to speak properly and then also be strategic as well.
00:22:56
Speaker
Because as you're leading teams, you have to put people in the right places, put people in the right seats on the bus.
00:23:03
Speaker
So start learning how people work, how people function and be able to put them in the right spots because some people are going to be better at training.
00:23:11
Speaker
Some people are killer at sales, but they suck when it comes to trying to teach somebody else, figure out who works, where, where their strengths are.
00:23:20
Speaker
And if you can start doing that.
00:23:22
Speaker
Before you move into management, that's going to be better.
00:23:25
Speaker
But learn how to also bring that out in people because management is also, in my mind, about coaching people also.
00:23:32
Speaker
So begin with that end in mind.
00:23:34
Speaker
Find the strategy of where people are going to fit on the bus and bring out the best in those and then be transparent about what it is that you do and don't know.
00:23:44
Speaker
Don't just be like, oh, yeah, I don't know that.
00:23:46
Speaker
I'm just going to let you guys know right now I don't know that.
00:23:49
Speaker
Don't come straight out and say that.
00:23:50
Speaker
But as it comes up naturally in conversation, like, hey, I'm not sure.
00:23:54
Speaker
Let me get back to you on that.
00:23:55
Speaker
Or I need to check into that real quick and just let them know where it's at rather than saying something and BSing because they're going to know when you're BSing.
00:24:03
Speaker
They're going to know when you're not telling them the truth or you're just making something up.
00:24:07
Speaker
So just come right out with it.
00:24:09
Speaker
Yeah, I love that.
00:24:10
Speaker
Yeah, no, I think it's good to have goals for sure and kind of know where you want to go with it.
00:24:14
Speaker
But I would say, too, for those looking to get in management, just practice and actual speaking.
00:24:20
Speaker
Like I remember when I first started out in solar cells, I wasn't managing or anything, but I would go to my cells manager and be like, hey, I know you guys train all the time.
00:24:29
Speaker
You probably run out of stuff to train on.
00:24:31
Speaker
Do you mind if I did just did like a training and helped you guys out with it?
00:24:36
Speaker
And they were super happy that I go.
00:24:37
Speaker
Yeah, sure.
00:24:39
Speaker
We do.
00:24:39
Speaker
We do trainings all the time.
00:24:40
Speaker
So by all means, be our guest.
00:24:42
Speaker
And I went up and I remember the first time I asked to do that, we had like 20 potential recruits come in that day.
00:24:49
Speaker
It was like usually we have 30.
00:24:52
Speaker
I don't know, 20 to 30 people there, but we had like 20 extra people that were just checking out the company.
00:24:57
Speaker
So we had like full house, 50, 60 people
Building Leadership Skills
00:25:00
Speaker
in the office.
00:25:01
Speaker
I'm like, Oh freak.
00:25:02
Speaker
What did I get myself into?
00:25:04
Speaker
So many more people here, but like helped a lot.
00:25:07
Speaker
And then, you know, the company owner side was like serious about trying to step into management.
00:25:13
Speaker
They saw I was serious about training other people.
00:25:15
Speaker
So I think that's a good tip that I would say too, for
00:25:18
Speaker
maybe someone that's new that you want to step into management, just go to your management, go to your company owners, say, Hey, I'm looking to like kind of stick the next step.
00:25:26
Speaker
And I want to train other guys.
00:25:28
Speaker
I want to, uh, in the future, be able to run teams, lead teams.
00:25:32
Speaker
Do you guys mind if I started doing some trainings and I guarantee you, well, probably 99% of company owners are not going to say no to that.
00:25:39
Speaker
So they're going to see that you're ambitious.
00:25:40
Speaker
They're going to see that you want to take the next step.
00:25:43
Speaker
And then the other thing that's really cool is the more you teach something, the more you present on something, the more it gets solidified in your head, too.
00:25:48
Speaker
So I think it's another kind of side effect of presenting because for you, do, Philip, I'm sure you learn.
00:25:55
Speaker
You probably learn so much more about speaking as you've started running your business and speaking.
00:25:59
Speaker
Yeah.
00:26:00
Speaker
Because you've got to study techniques and all that.
00:26:04
Speaker
Yeah.
00:26:04
Speaker
Yes, one thing to know something and apply it for yourself.
00:26:07
Speaker
But when you have to go back and teach it, that's when you really learn it or you learn that.
00:26:12
Speaker
Oh, crap.
00:26:12
Speaker
I really don't know that much.
00:26:13
Speaker
So going back and learning that.
00:26:15
Speaker
But I want to kind of point out two things you just mentioned.
00:26:18
Speaker
One, you told the management what it is that you want it.
00:26:21
Speaker
A lot of people also don't do that.
00:26:24
Speaker
So management doesn't know how to manage you either, which goes back to that transparency.
00:26:29
Speaker
It needs to go up the ladder and down the ladder.
00:26:31
Speaker
And then the other thing as well was that you created value of some sort.
00:26:36
Speaker
You didn't just say, Hey, you know, I want to get into management.
00:26:39
Speaker
I get a lot
Effective Leadership Communication
00:26:40
Speaker
of people that say, Hey, I want to get on stage and speak.
00:26:42
Speaker
Okay.
00:26:42
Speaker
Well, what do you want to speak about?
00:26:44
Speaker
How are you going to speak?
00:26:45
Speaker
They don't have any clue, but you said, Hey, I want to get into management.
00:26:50
Speaker
You know, I could come in and do some trainings.
00:26:51
Speaker
You told them what you could possibly do.
00:26:53
Speaker
And then they were like, yeah, let's go ahead and do that.
00:26:56
Speaker
But you also try to provide that value instead of just saying, hey, get me into management and left it at that.
00:27:01
Speaker
Like you took that initiative to say you want it to.
00:27:04
Speaker
But then you also took the initiative to say, this is what I can do to help out with that.
00:27:08
Speaker
Yeah, and probably even better, like saying even a topic, like you said, maybe not even just saying, hey, I want to do training, but hey, I've noticed our team is struggling with with I don't know this specific cell with knocking enough doors or I've noticed that we're struggling with this specific objection.
00:27:25
Speaker
Do you guys care if I do a training on this presentation?
00:27:29
Speaker
Especially if you already have it premeditated, what you're going to speak on.
00:27:32
Speaker
It's going to be like... Yeah, it's blowing out of the park.
00:27:35
Speaker
So that's a good tip for sure right there.
00:27:38
Speaker
But no, and so a ton of different ways we can apply the speaking here.
00:27:43
Speaker
And then as far as like...
00:27:44
Speaker
leadership, how would you say guys looking to get into leadership?
00:27:48
Speaker
How would you say speaking is important and like being a good leader and maybe motivating and I don't know, stepping into more leadership roles?
00:27:57
Speaker
Any tips you'd have on that, Philip?
00:28:00
Speaker
So communication is going to be so important for you because that's mainly what leaders do.
00:28:05
Speaker
I mean, it's not just speaking.
00:28:07
Speaker
Obviously, it's very important, but you also have to learn how to communicate via email and text message.
00:28:13
Speaker
Because while speaking, you can see my emotions.
00:28:16
Speaker
You can see if I'm angry or if I'm happy or if I'm just kind of even kill.
Teaching and Learning
00:28:20
Speaker
But when it comes to a text or an email, people will perceive what they think your emotions are.
00:28:27
Speaker
So finding ways to be able to make sure that if you're trying to say something that, hey, I need to correct you.
00:28:32
Speaker
And unfortunately, it's an email, which is really not a great way to do it.
00:28:35
Speaker
But if you have to kind of do that in an email, you're
00:28:38
Speaker
making sure that you're over explaining something so that way they understand that hey i'm not mad at you i just need to address this the elephant in the room i need to address this situation here in this email and so really learning how to communicate and over communicate even because a lot of times we have all this knowledge in our head just like you all have knowledge about solar if you come to me
00:29:05
Speaker
I know you put it on the roof, it somehow goes into a battery and it powers up the house, right?
00:29:11
Speaker
Instead of using electricity from the power lines, I'm using electricity from the sun that comes through and charges the battery.
00:29:18
Speaker
So I don't know a lot of details about it and maybe you don't either, I don't know.
00:29:22
Speaker
But if you can't explain to me and give me all the details so I can really understand these things as a leader and communicate and over communicate, then it's hard to be a good leader.
00:29:35
Speaker
It's hard for people to follow you because they can't literally follow what it is that you're saying.
00:29:40
Speaker
So make sure that you over communicate and get the things that are out of your head.
00:29:44
Speaker
That common knowledge to you is not common knowledge to the employee.
00:29:50
Speaker
The things that you may learn in meetings and you've been talking about for three months, it's finally just coming around to the employees.
00:29:57
Speaker
So make sure that the employees
Adapting to Audience Needs
00:30:00
Speaker
also know and have that background information.
00:30:02
Speaker
So I always say over communicate, especially when it comes to getting into leadership, because you can...
00:30:09
Speaker
You can never over communicate.
00:30:10
Speaker
Obviously, there's like top secret things, which I don't know about in solar if there's really top secret things.
00:30:15
Speaker
But in the automotive industry that I'm in, there's secret things.
00:30:18
Speaker
We're working on projects for models that are coming out in three, four, five years from now.
00:30:23
Speaker
And so we can't share all that information.
00:30:25
Speaker
So there are things you can't share, but the things that you can...
00:30:29
Speaker
over communicated.
00:30:30
Speaker
I mean, speak like you're speaking to a fifth grader, so they can make sure that they understand not to talk down to them, but just to make sure that the information is passed along and even go back and Hey, did you understand exactly what I was asking about or trying to ask in a way that they can make sure that you can make sure that they actually understood.
00:30:48
Speaker
So ask them to kind of summarize what it is that you asked them to do or told them about just to make sure but over communicate for sure.
00:30:55
Speaker
Yeah, yeah.
00:30:56
Speaker
No, I love that.
00:30:57
Speaker
And I make the mistake all the time because being in solar six years now, it's like sometimes I forget that new guys are coming in their first day and I'm like almost acting like they should know all these things.
00:31:10
Speaker
So especially for people that are experienced in solar, a lot of new guys and especially...
00:31:15
Speaker
If you haven't learned already, people you're selling, you got to make things as simple as possible and do baby steps.
00:31:21
Speaker
And like Philip said, don't overcomplicate it.
00:31:24
Speaker
Just make sure they really understand things.
00:31:27
Speaker
And I think that's a big secret in training other people and also in yourselves for sure.
00:31:31
Speaker
And training the audience to think about it.
00:31:34
Speaker
I just learned this that and it makes sense.
00:31:37
Speaker
But I would think that in order to be able to
Presentation Preparation Framework
00:31:40
Speaker
sell some solar panels, you'd probably have to go on the roof and take a look at it or especially maybe more so in roofing than solar.
00:31:46
Speaker
But really, you don't need to.
00:31:48
Speaker
You could go on Google Maps or some kind of map and then map it out and say, OK, you're about this many square foot for your your house, your roof, whatever.
00:31:56
Speaker
And you can give an estimate kind of based on that.
00:31:58
Speaker
And I think it's a little bit more on roofing side than solar.
00:32:01
Speaker
But still, you don't have to actually go climb up on the roof anymore to make sure you can go look at some Google images and see, OK, so we can do for you.
00:32:10
Speaker
kind of thing yeah educating on that as well so over communicating that because as somebody in solar for six years you're like yeah well duh i don't have to go on a roof anymore but for me if i'm a customer i'm like oh man you got to come out to my house and check on this and i gotta find the time but when all along you never even had to come you could have just been like hey what's your address okay plug it in
00:32:33
Speaker
All right, cool.
00:32:33
Speaker
I see you got, you know, 2,100 square foot house, you know, probably be about this many solar panels.
00:32:39
Speaker
This was going to look like, you know, obviously you wouldn't go and tell me all the price and stuff like that over the phone, but still you could get a lot of information before coming in.
00:32:47
Speaker
Although I feel like you're going to have to come out and look at it and it's going to take a lot longer.
00:32:51
Speaker
So really just explaining all that stuff.
00:32:53
Speaker
Yeah.
00:32:53
Speaker
Yeah.
00:32:54
Speaker
Yeah.
00:32:54
Speaker
And there's lots of tools that we have in solar to be able to do that and, you know, show them digital images and all that.
00:33:00
Speaker
So hopefully.
00:33:00
Speaker
Yeah.
00:33:01
Speaker
But explaining those tools and showing those tools.
00:33:03
Speaker
Yeah.
00:33:03
Speaker
Yeah.
00:33:04
Speaker
Maybe they don't want to know, but you might get that engineer that, Oh, they want to see all that cool stuff.
00:33:08
Speaker
Other people may not, but just giving them more information they need.
00:33:12
Speaker
Don't overwhelm them with information, but like, Hey, let's show you this.
00:33:16
Speaker
And they'll give you signs if they're like, all right, this is too much.
00:33:19
Speaker
Like eyes are getting glazed
Storytelling in Sales & Leadership
00:33:20
Speaker
over, rolling back.
00:33:21
Speaker
But,
00:33:22
Speaker
pay attention to them and over communicate.
00:33:24
Speaker
Yeah.
00:33:24
Speaker
Yeah.
00:33:25
Speaker
And you can always, that's another secret I think in sales and speaking to is you can usually tell when people are getting overwhelmed or checking out of your presentation, checking out of your,
00:33:34
Speaker
sales talk, whatever.
00:33:35
Speaker
So I think that's another big secret is paying attention to other people and, um, you know, how you're being perceived out there as you're doing your presentations.
00:33:45
Speaker
Um, so yeah, big secrets.
00:33:47
Speaker
And then, um, just to kind of start wrapping up here, Philip, another thing I think I struggle with and I still struggle with sometimes is just preparing my actual presentations to our teams and,
00:33:58
Speaker
Even, you know, like for podcasts, sometimes I just get brain dead and just have no idea what I'm going to talk about.
00:34:04
Speaker
And then sometimes it's like I spend way too much preparing and just overthink it.
00:34:08
Speaker
So do you have any, I don't know, advice for people that maybe they're trying to prepare like a presentation for their teams or just, you know, maybe they're speaking to whatever, speaking at church, speaking in their community or
00:34:22
Speaker
Stuff like that.
00:34:23
Speaker
What's your, do you have like a framework for preparing presentations or stuff that helps you to not like spend hours and hours and not overthink it and just be more effective in that?
00:34:34
Speaker
Yeah, so I do podcasts a little differently.
00:34:36
Speaker
I'll start there.
00:34:37
Speaker
So podcasts, usually it's, I have a couple questions I have in mind.
00:34:41
Speaker
I know their background a little bit.
00:34:42
Speaker
I don't do a ton of research.
00:34:44
Speaker
Most people I get on, I kind of already know them a little bit.
00:34:47
Speaker
But if I don't, I'll do some research and I'll have a few questions based on who they are and the...
00:34:53
Speaker
So my goal of my podcast, my podcast is to help people get better at public speaking and get on stage.
00:34:59
Speaker
So I
Emotion-Driven Communication
00:35:00
Speaker
had that goal in mind.
00:35:01
Speaker
And then I take whatever their background is.
00:35:03
Speaker
So for you, we talked about sales and how pretty much the same kind of conversation, but for
00:35:08
Speaker
flipped where how does speaking help you in sales?
00:35:12
Speaker
And you talk to me about that on the podcast, but just basically taking that what your expertise is in and be able to ask questions around that.
00:35:20
Speaker
So that's what I do with the podcast.
00:35:22
Speaker
Now, when it comes to speaking,
00:35:24
Speaker
and having a presentation, I usually go with like three to five points.
00:35:28
Speaker
I don't like to go for more than that because then it becomes too much information for people to absorb.
00:35:34
Speaker
So if you're trying to speak on a specific topic, again, begin with that end in mind.
00:35:38
Speaker
What is the end goal?
00:35:39
Speaker
What do you want people to take away from your presentation?
00:35:42
Speaker
first of all, and then reverse engineer that, you know, work backwards and say, okay, here's three or five points that would support that end goal that I want to have for them.
00:35:52
Speaker
And then talk about those three to five points and really give stories with that because you don't want to just give facts.
00:35:59
Speaker
You actually want to tell stories as well to draw emotion.
00:36:03
Speaker
right think about with solar cells if i just came to you and i'm like all right look this is what your how many square feet your house is your electric bills this much if we did this kind of solar you could pay it off the next amount of years and really wouldn't cost anything out of pocket but you're going to save this amount of money for a month like okay cool but what does that really i mean besides the money what does that do for me because i feel like oh maybe
00:36:25
Speaker
You're going to be in my space because you have to get on the roof and you're going to install it.
00:36:28
Speaker
And it's going to be so inconvenient for me.
00:36:31
Speaker
So again, understanding that audience, but then telling a story with it and bringing out emotion and using those other testimonials from previous clients
Creating Impactful Presentations
00:36:40
Speaker
and like how this, oh, this client, they were worried about how it was going to mess up their roof.
00:36:45
Speaker
And it really didn't because of X, Y, Z and how we take care of this and make sure that the roofs are up to spec and whatever, that they're always going
00:36:55
Speaker
really in really good shape and everything.
00:36:57
Speaker
And then they were able to save all this money and they were able to go maybe on a trip to Disneyland or something like that, but just trying to draw off that emotion and tell those stories.
00:37:05
Speaker
So keep it to three to five points and tell stories within that presentation to really draw off those emotions for people.
00:37:14
Speaker
So important.
00:37:15
Speaker
That's nugget for sure.
00:37:16
Speaker
Yes.
00:37:16
Speaker
Stories are so powerful in sales and everything we do.
00:37:20
Speaker
And so, okay.
00:37:22
Speaker
But yeah.
00:37:22
Speaker
And so stories, yeah, just so important to draw out that emotion and help people.
00:37:27
Speaker
Yeah.
00:37:29
Speaker
create a buying decision or help people take action.
00:37:32
Speaker
Because if you're training a team, a lot of times if you're just spitting out facts and figures and all that, they're not going to take action.
00:37:39
Speaker
It's like, hey guys, let's go hit 50 more doors today and you can make an extra $20,000.
00:37:45
Speaker
Most people don't care about that money, but if you can get people to understand the why behind it, whether it's sell-on or whether it's motivating your team, that's what's going to cause them to take action on it.
00:37:55
Speaker
If you can tie whatever that monetary thing is to, hey,
00:37:59
Speaker
I don't know, you can buy your mom a car or whatever.
00:38:03
Speaker
Help people figure out what their deeper whys are.
00:38:07
Speaker
And same in sales.
00:38:09
Speaker
If you can tie in a story, hey, we just helped your neighbor cross the street.
00:38:11
Speaker
She was on medical equipment.
00:38:13
Speaker
She was on a fixed income.
00:38:14
Speaker
Going solar literally helped her not afford food this month
Effective Sales Communication
00:38:20
Speaker
because she was tied up in bills.
00:38:23
Speaker
She's on a fixed income.
00:38:24
Speaker
Now we're helping someone be able to
00:38:26
Speaker
like go out to dinner and extra time and not have to stress about their bills being on a fixed income.
00:38:31
Speaker
So stuff like that, super important and so effective in yourselves and in your speaking, I think for sure.
00:38:37
Speaker
Yeah.
00:38:37
Speaker
Or even right now in California with all the brownouts and rolling blackouts and, you know, whatever other color outs you got going on out there.
00:38:46
Speaker
I mean, that's another thing.
00:38:47
Speaker
Like, how inconvenient is it to not have electricity at your house?
00:38:52
Speaker
Well, guess what?
00:38:53
Speaker
The sun is always out every single day.
00:38:55
Speaker
You're always going to have electricity no matter how the power grid is right now.
00:39:00
Speaker
I don't know exactly how it's set up, but I'm guessing that y'all aren't on some kind of crazy shared thing where even though you create energy, you have to go give it to the company, then they give it back or whatever.
00:39:10
Speaker
Yeah, lift that battery.
00:39:12
Speaker
There goes another example.
00:39:13
Speaker
Like, hey, do you want to be without power?
00:39:16
Speaker
Get some solar.
00:39:17
Speaker
You're not going to be without power again.
00:39:19
Speaker
We can make sure that you have...
00:39:21
Speaker
a battery large enough that'll last all night for sure.
00:39:24
Speaker
Yeah, make sure you're selling them a battery if you tell them that.
00:39:28
Speaker
Yeah, yeah.
00:39:31
Speaker
Out here, people, it's optional to get a battery.
00:39:33
Speaker
But if they don't get a battery, they're still relying on the grid.
00:39:36
Speaker
But my mistake, but I've told a couple times in the podcast that I didn't know that.
00:39:39
Speaker
So I was telling my customers that they'd always have a power.
00:39:42
Speaker
And then when they didn't, I was getting calls of pissed off customers all the time.
00:39:45
Speaker
So make sure you know what you're saying.
00:39:48
Speaker
Well, that's an upcharge.
00:39:49
Speaker
No, I'm just kidding.
00:39:50
Speaker
I mean, I guess technically it is.
00:39:52
Speaker
It is.
00:39:53
Speaker
But yeah, if you want that, yeah, make sure you get that battery.
00:39:56
Speaker
See, I know that.
00:39:57
Speaker
So I know something for solid.
Contact and Resources
00:40:00
Speaker
You knew more than I did starting out.
00:40:02
Speaker
Nice.
00:40:04
Speaker
But yeah, know your product, know your audience.
00:40:07
Speaker
There you go.
00:40:08
Speaker
So awesome.
00:40:09
Speaker
Philip, it's been awesome having you on here today.
00:40:11
Speaker
And so if people want to hear more about you or check out your podcast, what's the best way to do that?
00:40:17
Speaker
Can you give a little call to action for our audience here?
00:40:20
Speaker
Yeah, website is speaking sessions.com.
00:40:23
Speaker
You can find my coaching, my podcast, things like that.
00:40:26
Speaker
You can just go look up speaking sessions.
00:40:28
Speaker
That's the name of the podcast, or you can find me on Facebook at the real Philip sessions.
00:40:33
Speaker
That's with one L best places reach out to me and happy to offer a free 30 minute consultation.
00:40:40
Speaker
Anybody that wants to talk about speaking, see how I can give you a couple of tips to help you get better at speaking.
00:40:46
Speaker
Awesome.
00:40:46
Speaker
Yeah.
00:40:47
Speaker
So guys, go check Philip out and check out his podcast because what we're doing in sales, speaking is a crucial part of that.
00:40:54
Speaker
So I'd recommend everyone that's doing sales training, add speaking training to that.
00:40:58
Speaker
So it's only going to help you in whatever you do.
00:41:00
Speaker
And it's the more you train, the more it's going to be solidified in your head.
00:41:03
Speaker
So keep that in mind as you're out there learning new sales techniques and training your teams.
00:41:08
Speaker
So thanks again for coming on the show with us today, Philip.
00:41:10
Speaker
Go reach out to him on what's your Instagram if people want to connect with you there, Phil.
00:41:15
Speaker
I am Philip Sessions.
00:41:16
Speaker
Okay, easy enough.
00:41:17
Speaker
Okay, we'll put that in the show notes.
00:41:19
Speaker
So everyone go shoot him a message.
00:41:21
Speaker
Let him know you appreciated him coming on the show.
00:41:23
Speaker
And thanks again.
00:41:24
Speaker
So hopefully we're gonna have you again sometime in the future when you got a million people at your event.
00:41:29
Speaker
How about that?
00:41:30
Speaker
Nice.
00:41:30
Speaker
That sounds great.
00:41:31
Speaker
Maybe we can do it before then though.
00:41:33
Speaker
That might be a little bit, but it'll happen for sure.
00:41:36
Speaker
All right.
00:41:37
Speaker
Yeah.
00:41:37
Speaker
Okay.
00:41:37
Speaker
We'll get you some more people.
00:41:39
Speaker
Yeah.
00:41:40
Speaker
Awesome.
00:41:41
Speaker
I appreciate it, man.
00:41:42
Speaker
All right.
00:41:43
Speaker
Thanks.
00:41:43
Speaker
Yep.
00:41:44
Speaker
Yep.
00:41:44
Speaker
What's up, solopreneurs?
00:41:46
Speaker
Hope you enjoyed the episode.
00:41:47
Speaker
Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
00:41:58
Speaker
One of the top questions I get asked on Instagram, on Facebook by our listeners is, Taylor, where should I start?
00:42:05
Speaker
What episodes should I listen to in the podcast?
00:42:08
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:42:13
Speaker
So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solopreneur.com.
00:42:26
Speaker
We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet.
00:42:35
Speaker
So go download it right now.
00:42:36
Speaker
It's going to be at top10.solarpreneurs.com.
00:42:40
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
00:42:45
Speaker
Don't forget the S on solarpreneurs.
00:42:48
Speaker
We will have that in the show notes.
00:42:49
Speaker
Go download it right now.
00:42:51
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
00:42:57
Speaker
That's going to show you how.
00:42:58
Speaker
So go download it and we'll see you on the other side.