Podcast
Questions and Answers
What is the primary benefit of repeatedly reviewing call recordings, especially at increased speeds?
What is the primary benefit of repeatedly reviewing call recordings, especially at increased speeds?
- To memorize scripts verbatim for better delivery.
- To identify flaws in your communication style.
- To reduce the amount of time spent on training.
- To internalize the material to the point of unconscious competence. (correct)
What does the speaker suggest doing with pitch and objection handling scripts to enhance learning?
What does the speaker suggest doing with pitch and objection handling scripts to enhance learning?
- Send them to a manager for review before practicing.
- Use them during calls to ensure accuracy.
- Rehearse them out loud until they feel natural. (correct)
- Read them silently multiple times.
According to the video, what is the main reason for scripting out the pitch and objection handles?
According to the video, what is the main reason for scripting out the pitch and objection handles?
- To ensure every possible scenario is covered during a call.
- To have material to read from during sales calls.
- To shorten the amount of time spent reviewing sales material.
- To create neural pathways in the mind through repetition. (correct)
What is the recommended approach for new team members regarding external sales advice?
What is the recommended approach for new team members regarding external sales advice?
What should sales team members do to maximize feedback sessions with their manager?
What should sales team members do to maximize feedback sessions with their manager?
What is the suggested first step when a manager returns a call breakdown for further review?
What is the suggested first step when a manager returns a call breakdown for further review?
What does the content creator say regarding the amount of time spent in meetings?
What does the content creator say regarding the amount of time spent in meetings?
What should a sales team member do to boost their certainty when starting?
What should a sales team member do to boost their certainty when starting?
What should you do if you notice a gap in your knowledge regarding a specific testimonial?
What should you do if you notice a gap in your knowledge regarding a specific testimonial?
What does the speaker emphasize regarding time management for top performers?
What does the speaker emphasize regarding time management for top performers?
What is the key message regarding 'Extreme Ownership'?
What is the key message regarding 'Extreme Ownership'?
What method does the speaker suggest to maximize learning during 'net time'?
What method does the speaker suggest to maximize learning during 'net time'?
What's the primary reason for a sales team member to review their own recorded calls?
What's the primary reason for a sales team member to review their own recorded calls?
How does behavioral flexibility play a role in making a sale, according to what the speaker is saying?
How does behavioral flexibility play a role in making a sale, according to what the speaker is saying?
What is the main point the speaker is trying to make when they talk about how they recorded webinars word for word?
What is the main point the speaker is trying to make when they talk about how they recorded webinars word for word?
What does the speaker mean by "repetition is the mother of skill"?
What does the speaker mean by "repetition is the mother of skill"?
What is the main goal of practicing questions out loud and with team members?
What is the main goal of practicing questions out loud and with team members?
In the context of sales, what is the purpose of 'flushing out' objections during discovery?
In the context of sales, what is the purpose of 'flushing out' objections during discovery?
What strategy does the speaker advocate for dealing with objections?
What strategy does the speaker advocate for dealing with objections?
What mindset should you adopt when addressing feedback from your manager?
What mindset should you adopt when addressing feedback from your manager?
When is it acceptable to expect your manager to spend extra time providing feedback?
When is it acceptable to expect your manager to spend extra time providing feedback?
According to the speaker, what is the best approach for newcomers to the team?
According to the speaker, what is the best approach for newcomers to the team?
Which of the following actions is most beneficial for building certainty about a product or service?
Which of the following actions is most beneficial for building certainty about a product or service?
According to the video, what's the consequence of not respecting the time of team meetings and training?
According to the video, what's the consequence of not respecting the time of team meetings and training?
What metric should sales team members be aggressive about after analyzing their data?
What metric should sales team members be aggressive about after analyzing their data?
How does the speaker describe the importance of time?
How does the speaker describe the importance of time?
What should one do with their own call reviews?
What should one do with their own call reviews?
What does the term "tiny hinges swing big doors" refer to?
What does the term "tiny hinges swing big doors" refer to?
Why is active attentiveness in team meetings emphasized?
Why is active attentiveness in team meetings emphasized?
What did the speaker notice about new sales people lacking?
What did the speaker notice about new sales people lacking?
What sign is there of an early-stage salesperson lacking?
What sign is there of an early-stage salesperson lacking?
What is the video really about?
What is the video really about?
What approach should trainees take towards the provided material?
What approach should trainees take towards the provided material?
What does the content creator mean by 'volume'?
What does the content creator mean by 'volume'?
What is the purpose of going through the product details in the early phase?
What is the purpose of going through the product details in the early phase?
Why do you want to rehearse and practice for the mind?
Why do you want to rehearse and practice for the mind?
Why should people cut off other sources and gurus?
Why should people cut off other sources and gurus?
What should you do when getting push back and resistance?
What should you do when getting push back and resistance?
Getting your own calls reviewed is valid.
Getting your own calls reviewed is valid.
What is the cost if half asking on feedback?
What is the cost if half asking on feedback?
What does the product need to give you?
What does the product need to give you?
Why does the speaker recommend going over the training time and time again?
Why does the speaker recommend going over the training time and time again?
How long should breakdowns take?
How long should breakdowns take?
What does a half baked review tell the reviewer?
What does a half baked review tell the reviewer?
How can sales team members best utilize 'net time' to enhance their skills?
How can sales team members best utilize 'net time' to enhance their skills?
What is the recommended approach for integrating newly learned sales techniques into your existing skillset?
What is the recommended approach for integrating newly learned sales techniques into your existing skillset?
In the context of sales training, what is the significance of 'repetition'?
In the context of sales training, what is the significance of 'repetition'?
Why should sales professionals rehearse scripts and questions out loud rather than just reading them silently?
Why should sales professionals rehearse scripts and questions out loud rather than just reading them silently?
What is the purpose of 'flushing out' objections during the discovery phase of a sales call?
What is the purpose of 'flushing out' objections during the discovery phase of a sales call?
What does adopting 'Extreme Ownership' entail for a sales team member?
What does adopting 'Extreme Ownership' entail for a sales team member?
Why is it important to go through the product details during the early phases of sales training?
Why is it important to go through the product details during the early phases of sales training?
What is the primary reason for sales team members to aggressively track and analyze their sales data?
What is the primary reason for sales team members to aggressively track and analyze their sales data?
According to the content, what is the key benefit of reviewing your own calls?
According to the content, what is the key benefit of reviewing your own calls?
What is the significance of the phrase 'tiny hinges swing big doors' in the context of sales?
What is the significance of the phrase 'tiny hinges swing big doors' in the context of sales?
Why is attentive listening during team meetings and training sessions crucial for sales team members?
Why is attentive listening during team meetings and training sessions crucial for sales team members?
What does the speaker suggest regarding the balance between product knowledge and customer interaction in the early stages of a sales role?
What does the speaker suggest regarding the balance between product knowledge and customer interaction in the early stages of a sales role?
What does the speaker imply when discussing the importance of respecting other people's time?
What does the speaker imply when discussing the importance of respecting other people's time?
How does the speaker suggest new sales reps build certainty in their product?
How does the speaker suggest new sales reps build certainty in their product?
What is the speaker's perspective on multitasking and dividing attention among multiple sales strategies or training programs?
What is the speaker's perspective on multitasking and dividing attention among multiple sales strategies or training programs?
Flashcards
Drill the Work
Drill the Work
Review calls repeatedly (5+ times) at 1.5x or 2x speed to master the material unconsciously.
Net Time
Net Time
Optimize 'no extra time' (net time) like gym, commute for call reviews to efficiently burn information into your brain.
Scripting
Scripting
Script important parts of the pitch and objection handles to create neural pathways in your mind.
Rehearse Out Loud
Rehearse Out Loud
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One Input Track
One Input Track
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Seek Feedback
Seek Feedback
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Review Your Calls
Review Your Calls
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Build Certainty
Build Certainty
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Value of Time
Value of Time
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Leverage Opportunities
Leverage Opportunities
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Maximize Time
Maximize Time
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Study Notes
Achieving Top-Tier Advisory Team Membership
- Requires significant time and hard work.
- This is achieved by taking ownership of your role.
Drilling the Work
- Review calls extensively, aiming for at least five times or more.
- Listen to calls repeatedly at 1.5x or 2x speed to internalize the content.
- Mastering the material leads to an unconscious level of competence.
- Utilize "net time" effectively: optimize time spent during activities like gym workouts, dog walks, or commutes.
- Burn the material into your brain until it becomes second nature on calls.
Scripting for Mastery
- Script the pitch and objection handles at regular speed.
- The goal is to create neural pathways in the mind through repetition.
- Rehearse and practice the important parts of the pitch and handling objections until it becomes second nature.
Call Volume and Analysis
- Ramp up to 5-10 calls a day, or more if possible, during initial training.
- In the early stages, maintain a handful of calls daily.
- Focus on wins during blueprint/closing calls, aiming for a couple per day.
- Regularly analyze calls to identify strengths and areas for improvement through self-assessment.
Training and Focus
- Review provided training materials repeatedly.
- Focus on mastering one input track initially, avoiding conflicting information from multiple sources.
- Cut off other learning sources and focus on the training provided.
- Repetition leads to skill; repeatedly practice what works.
- Utilize net time to allow information to sink in naturally.
Scripting and Delivery Techniques
- Drill material repeatedly and script the pitch.
- Practice saying scripts out loud.
- When recording videos, write out scripts initially for impact.
- Rehearse scripts out loud to ensure natural delivery.
- Avoid reading scripts word-for-word to maintain behavioral flexibility and make sales.
- Rehearse lines like an actor to become top talent.
Questioning and Objection Handling
- Practice questions out loud, both individually and with team members.
- Script out objection handles.
- Practice objection handling out loud with flashcards, focusing on pacing and financial objections.
- Aim for an objectionless close by addressing objections during the discovery phase.
- Sharpen the ability to overcome objections by drilling.
- Achieve a level of preparedness that makes it impossible to fail.
- Aim to handle common objections effectively.
Feedback and Growth
- Seek feedback to eliminate blind spots, which increases awareness and enables growth. Instead of assuming that you know things
- Actively ask questions of managers.
- Apply feedback and demonstrate growth and learning.
- Review call breakdowns multiple times to internalize the information.
- Reviewing individual calls and getting feedback is crucial for eliminating blind spots.
- Attend weekly training calls to improve.
Call Review Process
- Review your own calls for self-correction.
- Submit self-reviews of calls before seeking external review.
- Provide detailed call breakdowns, investing significant time (e.g., 1-2 hours per call).
- Examples of proper call breakdowns will be provided.
- Half-hearted feedback will be returned for more thorough work.
Building Certainty
- Review testimonials repeatedly during the first week, taking detailed notes.
- Understand the details of each testimonial: who, what, why, how, start, and end.
- Ask questions to fill gaps in knowledge about testimonials.
- Go through the product focusing on pre-launch and post-launch processes to build certainty.
- Believe that joining the program is far better
- Develop certainty that the program is the best option.
Time Management
- Time is the most valuable resource.
- Top performers critically assess how they invest their time in production mode.
- Track data (e.g., dials per sale) to optimize efforts.
- Base data analysis on a sufficient sample size (30-50 calls or more).
- Value and respect the time of managers and colleagues.
- Come prepared to meetings, whether it's a huddle or otherwise.
- Maximize time on the phone.
- Leverage time through trainings, team huddles, team meetings, and role plays.
- Always ask how to maximize time and recognize its value.
- Recognize wasted time and aim for efficiency.
Ownership
- Take ownership of time and responsibilities.
- Focus to get work done and revisit training materials.
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