The One With Stephen Jones
The you're listening to the key but I think more noble radio show helping you transform your deepest fears into your greatest strengths is your host key notable Welcome back to another episode D listener. Viewer however you're catching us. Welcome back and this week I have got my guest. Even Doan's Stephen Goons Stephen Jones. The business disruptor those of you who listen to some of my previous shows We call it Stephen Year ago this this time where we're going to be highly focused around all around the fears around around sales in a really interesting one. He's got a rather different take on it so it's not stuff that you've heard before but for those of you who haven't come across Stephen All maybe those of you happen just kind of refreshing. Let me give you a little bit of a little bit of his bio while he was always going to run his own business basically when he was ten he went right into other houses in the area doing chores for cash then in he realized that his friends who wanted money could do the work for him. I could just collect some of the money deal with clients. Pay His friends half. Many's the lesson was learned to that time that he draws upon even that. This is the age of ten. You can see. This is quite remarkable guy. He tried to real jobs several Saturday jobs. He didn't like the concept of Working Hawk for somewhere else. The prophet just never seen fat phosphate university not final year election campaign against Hilary Benn job interview. The publishing house and suddenly he graduated is talking about pension schemes mortgages life insurance. He ran to Australia. Obviously he set up a little sales consulting in business reviewing sales teams and sales processes. Yes this was at the age of twenty one and he was published efforts then took a year off went to the. US wrote a gold wing around. Now that's an episode. We need to record. Sometimes you're in Canada setting investments which he did well. Let's what's on the by the late. Nineteen ninety he had established a venture capital company with offices in Dallas and in London. He has lost everything having twice. He's rebuilt twice been divorced twice and he's a single father twice yesterday. Kids doesn't do things by half off. He doubles up. That's my yesterday Stephen. Jones Hey Steven how you doing after that. I'm doing quite well. You sound amazing take you into my networking events with me fantastic. Let's negotiate the rates laid off of the commission learning absolutely absolutely so yeah. Your sales. Destructive businesses do sales disruption option as. Well it's it's born of a concept the a quick back story on it two thousand and three. I lost the money the first time. Two thousand five six I was back in the UK rebuilding. Nobody would hire me because I was unemployable. Because because I've been running my in business for so long didn't have sector the specialist in some is set up the networking events and set up Managed Growth Program Program for small businesses. Realized that everybody hates selling because it's really difficult to that's really weird because I've been selling most most of my life and technically one way or another we will ask selling whether it's woven into without mates on Friday night to wife or girlfriend you know so whether it's why we can't go to parents Christmas this year. We're all trying to think of ways to sell stuff but we don't call it selling. And then I went went off to the Middle East and of land and several years later on back in the U K next the networking events realized. People don't know how to sell the scared of it. It's a problem problem and and it took a while for it to sink. In the reason people scared of sales as if we sat in a room now with a thousand or one hundred thousand people that got one. Give me the first. We'll do it. Give me the first thoughts. Come into your mind. If I say sales person who character traits you always do this. Put me on the spot at my job to put on this disrupt. What can I say they do? uh-huh salesman you're gonNA think you're going to think lease is the first one the first one that has known the first one or second of a get variations fat. You know shiny suit pushy. Talks too. Much doesn't listen Blah Blah Blah Blah Blah Blah. So you're hypnosis you talk about an l. p. and hypnosis all the rest of these these are the brain retuning things his me sitting here running my own business and and I realize I have to start selling but when I think about sales people think of negativity I think of to say hold on regular beheaded later but we don't think of Nice genuine people we think of horrible stuff and then we think okay. Now go out and sell so your brain is basically telling yourself you've got to become something that you despise or fear is we don't like being sold to and then people wonder whether or not very good at it because they've created this system wet right from the beginning there already negatively and in a position to quote you'll you'll works folks here so the reason I called. Stop selling start growing what I called. It was because people need to stop associating what that doing going to grow that business with selling a make it more about growing the business so that the very basis of it is that we we stop selling selling your stuff to people we start engaging in conversations with people who might be in a position to buy what we have so we're trying to create an environment. Where if somebody comes to you and bias from you rather than you shing stuff in that sites you know the history? Ibm Sort of doing it. that the different levels of IBM you had to wear a different color kind of tie so you knew robots all those guys and sales all those guys to Agnel the guys management based on the color of the suit and tie only for Chrysler would they would turn up. I guess sixty fifties sixties seventies with a briefcase. They'd put them down and take an older stuff. Nego- could be see. This is I don't pony show and all this stuff and all these things and features advantages benefits. This is a book. The facial book your white advantage because what's the benefit you've got something to write too much more intelligent intelligent much more open to the concept of Y. I so now. If you're going to buy something whether it be a service or put chances are you'll go online. The chances are you're going to research it. If you're working in a company you probably have to get three quotes anyway so you WanNa make sure that if you're quoting you've actually got a chance of winning the business before you start growing thing but the whole thing feeds back into that fear in that if you'd started off on the wrong foot I I'm trying. I'm just telling trying to sell and trying to sell your always going to have that resistance in your own. Mind before you have it in this and that resistance crates more resistance. Sure absolutely absolutely absolutely I mean. We'll we'll go on to look a little bit about the whole stop selling side of things in in a a couple of moments because that's fascinating really want us to dive dive into even though we've only got about twenty five minutes in this episode. We can still do a shallow dive. We Ah I mean. We talked very briefly. And you mentioned that people escape selling I always. You've you've done a lot of sales training and what with a lot of people. Wh what kind of the big. The most common fears that people have around selling so again. I think the biggest one is this whole concept of what sales is in a way and again we're selves that negatively because we instantly think of bad things when we think of salespeople ago I have to become a bad thing and then people start saying things to me like oh well I don't like talking on the phone I've had women tell me I don't like talking on the phone. I've never met a woman yet. That doesn't like talking on the Frank Friends and we have to take a timeout. Sorry sorry policies that the BBC view the Kid walking in isn't it. I don't have a nanny to come dragging the kid up just badly badly prepared right. I'm sorry about that. The Nizam hopefully bright basic success for me comes from that it stems from that basic concept of the beginning of ICON do something. Because it's very negative. Very Bad ed that steps to start it again people talking on the phone guys tend not to like to talk as much on the phone. If it's they go friend or the why for the mother but if you put down in front of the mate in the pub or talk for hours so again if we can disassociate selling on pushing something to people will start talking about having a conversation with someone that has indicated they might be a potential user of what it is that advice that I I do or offering has then we're basically creating a paradigm shift in the brain which is probably what y'all hypnosis does with people Louis Schedule spiders and things in that are no longer thinking. I've got to sell to this person to sell this person instead. You'll having your initial call with somebody with the lead so you have lied and that lead you haven't initial conversation with defined that if they are a prospective client own off your qualifying them so you're not saying think only I I'm I'm Steven. I do I do business. DEVELOPMENT PROJECTS ON BUSINESS IS NOT GONNA fix problems on. I have to have this problem. I fix that and then I do. Listen to that and I'm not going to have any problems in my business houses in one about all in the case of a guy. That's it's in my stocks group. He doesn't actually have a business. He's a personal trainer. He's being targeted by an action by a well known company does coaching to sign up the history course. It doesn't sorry business coach. Somebody haven't don't even go company in place yet. It's ridiculous concept so the idea is is. I'm going to have a conversation for example with you keys and I'll say hi Cathy. I'm Satan Statement. I understand through whatever the direction the lead came to me is whether through networking I saw coming on facebook. I understand that you'll having issues in your business I'm talking about that. was going on so simple as wow now. If we built up some sort of re pool or we yeah. We've we've come into together face a little bit and ask you that question. The chances are you're going to say well. Yeah inaugural poem the vessel that appliance or the client leaves. I'm getting inverting inverting. Invoicing people properly. I lose track of where I'm with my clients. Whatever the problems are as you start to talk to that your creating my proposal so all the problems are then things can come back and say they will okay? I understand what you're saying about. You don't have enough clients. I'm not a lead generation specialist by any stretch imagination. What I can do though? I'm going back then. I will give examples like that. Where if I can't help you when something I will be saying during the compensation and that's not something that I specialize in I could do this? I could do that and I could recommend somebody to help you with the other. But that's not something that I concentrate on. Why am I doing that? I'm doing that because I'm engendering. A position of trust best between the two of us were on being not actually kind of help you that he's not just trying to sell me. Something interest in swam now becoming a consultant. Help help you solve your problem so again. The the biggest various sort of contingency do that love the biggest it is. We used to do so cold and I used to Dyal royal twenty to thirty miles an hour. Sit there with the folks in the Crock of the neck. You have special things you could probably showed if you want to just just basically dial numbers and I'll get five an hour which was enough to get out one canal which was enough for me to get out nuff books today that close minimum minimum two units a week one hundred thousand units and. That's that's what we did and we would bring people into that environment and the Oh because then went to say no bills. They'll say a lot worse than knowing him up. And you're selling oil wells. Believe me because some people love money and oils EPA fuel bandits. I've had an their issues that we had one guy who went through the whole process. That guy accepted the dining fix Ready in the check in the in the in the contract in the Senate back we started flips in the morning whipped. Whip up this one and the guy had taken the dunk in the envelopes. Oh Nice and sent back. That's that's a level of rejection. Most people don't do missile. No on the phone is is nothing compared to exactly right Luckily wasn't those overlook that day so I was quite happy but the the idea is if we can shift off thinking from thinking I've got to sell to this person and shifted to an environment where we say. Actually this person might want to play while I have housed. We should be removed that fear in Thailand. It shouldn't be an issue. Got It so I guess a lot of people's so when they're making that initial always or go to make a sale whereas what you're actually doing and she simply make having a chat with them figuring yea. Is there anything that you usually do to help this person absolutely. Let's let's take a step further. You gotTA lead. I'll use example. Could you sit in that on my call your Keith. I'm John told me to give your coat. He said you having some problems you business. I understand yeah you might just being bantered the pub. Or whatever but I've helped how quiet of businesses lust countries isn't GonNa do to help left. Do what what what what's going on. What was that? What was the issue that you actually? I'm fine I didn't have a problem. if that changes his my number on my email facebook whatever happened to have a chat. It's no commitment twenty minutes so what's going on and see if I can help done. That's the worst that can happen. Yeah realistically because you can't reach through the phone and hurt me okay. Well we're not going to get into the whole week. Could hurt me with words because but but but my attitude is okay. If somebody's somebody's come to me is a lead and I don't care how they've come to music lead that that tells does need they are potentially somebody that I could help with a problem and that for me is the key because if I'm thinking I'm going to pick up the phone and and speak to somebody not speaking to people for twenty minutes half an hour The nipper paid me. But they've got off as Jesus you know what guys done. I'm from is amazing. Free doesn't matter because that's my marketing costs me twenty minutes of my time. Somebody's happy they're gonNA talk about me or they're gonNA mention people have done announced that you actually need to speak as he helped. Moving like problem. the worst is going to happen. Is You're going to say no interested. That's fine Is obviously you. It is a problem. Didn't call co you out of the blue out of a telephone book before There was a genuine inquiry of some. I'm description and I followed up on that Trans if I can help you. Why am I going to be scared of helping people? And that's the power shift. I think people need in selling is to stop thinking Carr's a as a as an archaic horrible scary Tussle and fight Chechens and they're gonNA say they've got a call the I should go to the vet is the dog This month that have to pay the bills to make sure they can afford it because the phones but be renewed in January and December rewards. Olga's August is always an excuse to say no and if you're in a sales battle somebody's GONNA win. Somebody's GONNA lose and I don't. It will like fighting. I'm not I'm if I have to fight if I must have I will but I don't want to go into a situation where I'm finding from the start and that's what most people doing comes to sales. That's the biggest mistake in sales. It's a fight. I'm going to win all they're GonNa win if you watch film boiler-room things they've got quite like. Everybody wins on the sales quoting the he wins by convincing. You want. He's not going to buy from you. Will you win by convincing him. Why he is make a fight out of it? Jesus if you I need help I'm here. I can help if you don't want my help. That's fine but if you wanted to talk about why you might need it. Make sure if you do 'cause when I'm qualifying people. I'm along fine to see if I can work for them more with them. I'm calling fund a safe. I won't Miss Person Working with me and taking up my time is is there a little problem clients out there. Tell me about it. I think that is a very important point that you made night. It's worth reiterating so when you when you're having your your initial show chat with someone it's not a case so we we've already covered off on you don't say hey Yes by myself going to work. But you're also it just as much as you're seeing if you can help them and ask seeing whether they feel they could work view the reverse is also true. y'All uh-huh basically saying do I really want to with them. Can they be a good client for me. I guess that's something going off track slightly. It's still it's still on. I see it as part of the important paradigm shift to stop people. I didn't have a magic one to wave and say go in there and go sell because it's not going in and selling isn't GonNa work anymore the way that it used to do you go to a car. I used to use the example. If you went out had you to buy a New Sofa for example and you'd spend a couple of weeks line you look different styles with the prices. You know your budget you walk into into DFS or any other ration- of Sofa shop on Saturday morning with a significant other or on your own if you don't have one sells walks. Can I help you the first thing your mouth is nearly always going to be. No thanks just looking. You mind busted what you want. Then she wants to spend and you know what the material is it you want on it but you said no to a salesman because it's okay to lie to salespeople you gotta help for that but because you know he's going to try and sell you something you had to by something something you don't want to be sold to the other example you get your podcast shorter than an hour. So that's an example. You're you basically boil it down to I want to I something I go into adult. Those in the shop says would you like to buy something I say. No good point you might just weird some of the the way that we do and these things an techniques the you you've got to start thinking swallow was laugh about. Let's get outside out of the box. I've never lived in a box. I always being with my life but if you think about that for example you don't want to be so too who so. Why the hell do you want to their? You don't read those emails that come in from the spammy Malcolm ends and stuff that you wanted to look at things from each delete them or they go straight he junk box. Why do you think people are gonNA reviews if if you examine your behavior? And why you buy. What motivates you to buy from people? Then you'll start to understand how you can get people to buy from a brilliant thing that if you don't want to buy from me no matter how good I am a salesman the closer you not going to buy from me is still inside a tip. I've worked in environments where people have been persuaded cajoled cajoled whatever attempts you want to use into buying stuff and again films like boiler room and Wolf Wall Street those environment. I used to be in and I've seen people by I didn't want to by by being pushed into it. Bullied controlled mocked whatever and guess what they make. Crappy claims I can imagine yes. You're selling oil room stock. You don't give it down about your clients and you just want the money ahead bully people into it and don't worry about giving them money back when they complain or whatever and see how long your your success loss if you want to build a truly successful business and and and really have good. Relations appliance take the time to understand the the needs and deliver on those needs. And you'll never sell in your life ever. Yeah got it got it. I'm still thinking back to that. So for example you gave Dave I guess really the The salesperson there is the one who almost killed a sale as approach. And I guess the approach should be making it easy easy for the person who comes in to feel safe and to feel that when they're ready to buy they know the person to. Hey you know. I'm interested in this over his his a silly Alexandra how that can be done station training on this people but customer walks into the store an anomaly. The sales cosby gathered around like like like fi news awarded watching her wedding for fresh meat. And and and they'll be a power line and they'll be the guy that gets the first one and they get so the Komo the hunting already set of doing that separate yourselves around the store. We'll grand move things around you know fix the cushions on this show for the book on the Coffee Table. Able on their whatever When you see something else hi I'm guessing you're just browsing going to say that anyway the way right up upfront? I guess you're just browsing but is there any particular styler so if you're looking for the day no thanks. I'm just browsing Sitcom say that anymore. Because he's yeah well. Yeah we're looking for a two seater okay. Well we've got some exit one over there. I'M GONNA take a look at anything you need help with some. Give me a shout. My Name's John. B B to chat with you see if we can get the right so the stall your needs and they walk off the whether to going. He's silliness anything. Negative almost GONNA take you a scenario going taking away. The opportunity for them to be sold out and then we'll hang on him and I wanted to be so and off. They go see my thing on three packages. You'll you'll see people actually push Russia cheap option and look at the most expensive in the and the middle one knowing that they're going to go for the mid one you take away the most expensive one takeaway options from people you. The objections is that people come up with at the end as to why they're not going to buy you use the front end for the qualification process. So you say I know you're probably just browsing browsing just want to have a look around. That's fine is there any particular style you're looking for banks suddenly you've just you've just changed. The kind of that stole Briggs. Now people are thinking. Let's the cell to me. That's good. I'm actually I did have a question. I wanted that style but with that material. Is that possible actually yet. Now you're GONNA conversation about buying not being sold to in that same Kaya. That's the point of this is to stop selling. I think that is a brilliant point at which to To join join us through those. I know there's a lot more stuff that you can share with people Those who want to get in touch and have a chat to find that little bit more about. What do we just chat about? Some of the problems they're having what's the best way to find out more from the beginning touch with you speak on my facebook page. The businesses disruptor It's easiest way to get in contact with anybody anymore. Facebook I have got separate group on facebook which is stop selling stop growing group and and that's designed for people that maybe don't want to take the plunge and spend money on one to one training or they don't have a group of people or teams and they just want to sort of the ease themselves into it and just twenty quid a month so they can get on there and The Guy I was talking about full on the personal trainer. He doesn't have a a business but he's been on there and he doubled his sales and paid for foyer. With of course in the I I think it was four weeks Bama in life going I can live with those recommendations and testimonies. They didn't have it so if they want to find your juice look up the business. Business disruptor on fund. You really. Well Stephen it has been an absolute blast as always generally. I never know where these things are Toco. Robbing we have some really cool stuff in that Anybody who wants to say anybody WANNA find out more. You can get all of Stephen Finding that the businesses through facebook all check out the website for this episode. You'll find all of the episodes at Keith Blakemore. Noble Dot dot com slash. Show the couple's episode with Steven Jones. You'll find more information you find. More contact details show notes summaries et CETERA. I'm not really. Is it for this episode. Thank you dear listeners. For Ambulance for joining us. Thank you Steven for joining us without that. It'd be very weird episode as always. I'M GONNA leave us all with my guess. Favorite quote and Stevens favorite quote is sorry this is this slept so long. I didn't have time to write a short one. You've been listening to the Keith Blakemore. Noble Radio Show helping me transform on your deepest fears into your great strengths to find out more lease visit. Keith bike more noble dot com.