Coach Chris Video Collection
And The Transcripts
Coach Chris Process Leads People
Coach Chris Get Out of Your Own Way Video
Overcoming Objections - It Costs Too Much
Overcoming Objections - I need to think about it or pray about it
Coach Chris How It Got Started
Coach Chris Mistakes Help You Learn
Overcoming Objections - Another Decision Maker
Coach Chris Sales Hustle
welcome
00:08
Chris Michel right yes that's it
00:12
is that michelle n****rlean* that would
00:15
be French yeah uh so yeah you could you
00:17
could tie it to n****rlean* but no uh my
00:19
family is actually from
00:20
mo***al partly from fr**ce uh uh okay
00:23
i'm going all the way you are you're
00:25
going i want your
00:26
place all over the place and i'm trying
00:27
i'm trying to stay in in
00:29
on this continent and you're going nuts
00:31
really just no i'm really from
00:32
i'm from i'm a mutt from the euro**an uh
00:35
area
00:36
yeah there you go and do you live you
00:37
live in georgia now oh yeah i'm here in
00:39
woodstock
00:40
okay and you're from uh you went to
00:43
illin**s played football right
00:44
correct so i'm originally from uh
00:46
illin**s i moved
00:48
i lived outside of chic*go um and then
00:50
went to the university of illin**s
00:51
moved to st lo*is lived there for about
00:53
12 13 years then moved down to atlanta
00:56
and i took a detour and went to mem**is
01:00
for about four years there you go
01:01
and then i came back that's where my
01:02
family's from is mem**is i've been to st
01:04
lo**s too you like atlanta better than
01:06
both of them
01:08
yes i will say that say st lo**s is a
01:11
nice little
01:12
big town um so you've got all the big
01:14
amenities you've got the the culture
01:15
you've got the sports you've got uh
01:17
all the things you can do baseball
01:19
that's it and hockey
01:21
and they used to have a football team
01:23
and they used to have a basketball team
01:25
but that was back in the 60s and 70s
01:27
yeah yeah spirit yes spirit but um
01:30
but yeah they before they lost the
01:33
basketball and football
01:34
i mean again they had a lot of there
01:36
were a lot of things to do there
01:38
there's again there's a lot of culture
01:40
and there's a lot of things that you can
01:40
do the museums and the
01:42
the theater and all that stuff right so
01:44
it's a great city to go and visit and
01:46
see all that stuff
01:47
but there's nothing like atlanta i mean
01:49
atlanta is just
01:50
it's it's a southeastern n*w y*rk right
01:53
yeah i mean it's a southeastern l*a it's
01:55
a
01:56
mosh pit for um just people from all
01:59
over the place
01:59
so it's a good business town yeah yeah i
02:02
like i like st
02:03
lo*is too i like mem**is uh you know i
02:05
don't think i would
02:06
live in mem**is and and i probably
02:08
wouldn't live in in st
02:09
lo*is but i like to visit him but i
02:11
could certainly see myself living in
02:13
chic*go for years
02:14
outside of chic*go because it's more of
02:15
a atlanta type
02:17
city um and i certainly have lived
02:20
outside n*w y*rk for it for
02:22
for a decent amount of time uh now it's
02:24
like decent amount
02:25
you know i was young it was like six
02:28
months and i was seven months that's a
02:29
long time
02:30
that's a that's a good amount of time to
02:31
spend in n*w y*rk and then it's time to
02:32
go yeah
02:33
of course but i could i could see myself
02:35
buying a condor a hotel up there or a
02:37
condo or
02:38
something up there to go four or five
02:40
times a year i love the city
02:42
yeah it's really nice so you made your
02:45
way from
02:46
from mem**is down to atlanta what year
02:48
was that so i moved to atlanta actually
02:51
right before 9 11
02:52
from st lo*is and then i moved to
02:55
mem**is in
02:56
08 came back in 2012. um
02:59
and did you have the same jobs at all
03:01
those places or where do you switch jobs
03:02
and when did you start uh
03:04
your consulting business i started my
03:06
consulting business three months ago oh
03:08
congratulations there you go so um
03:11
but i've been working on this ever since
03:13
i mean i've been in
03:15
so when i moved to atlanta shortly after
03:17
i got here about three years after i
03:19
moved here
03:20
i got into heating and air conditioning
03:21
and so i've been in heating and air for
03:23
the last 15 16 years before i started my
03:26
own business
03:26
and that really taught me
03:30
what i wanted to do it really showed me
03:32
that i love the consulting piece the
03:34
coaching the training
03:35
you know i love helping people do what
03:38
they want to do
03:39
further their business and and get so
03:40
much better in what they do
03:42
so that's where that came from so yes i
03:45
i moved to mem**is to run a heating and
03:47
air conditioning company moved back to
03:48
atlanta to run another heating and air
03:50
conditioning company
03:51
and um worked for a manufacturer for the
03:54
last couple of years and now
03:56
here i am doing it do you find yourself
03:59
because you were
04:00
in that industry those are a lot of your
04:02
clients to service based industries
04:04
initially yes that's that's kind of been
04:06
my focus because it's who i know
04:08
right and so i know a number of people
04:10
in that business that need
04:11
somebody like myself but i'm not
04:13
restricted to that
04:14
which is kind of cool because um i mean
04:17
i can help anybody who
04:18
has sales people sure who has a need for
04:21
a sales person
04:22
or even the solopreneurs i'm finding
04:24
that even the solopreneurs
04:26
these individuals that are running their
04:28
own businesses they know their business
04:30
they know about marketing they know
04:32
about uh programming they know about all
04:34
these other things they just don't know
04:36
sales very well and so they
04:37
they find themselves tripping over
04:39
themselves right and yeah
04:40
they get stuck on well now what do i do
04:43
right well they said no
04:44
i guess i walk away when you say no to a
04:47
sales person they're like okay
04:48
challenge accepted you know let's go a
04:50
little bit deeper let's
04:51
try a little bit harder right and and so
04:54
you have to position it because our
04:56
natural instinct is to say no to things
04:58
so 100 i mean i i think that uh you know
05:03
the way out we have a lot of we have a
05:04
lot of uh of service based businesses
05:07
kind of the bedrock of what i built this
05:08
business on
05:09
and when i was by myself and you know 09
05:12
10 11 before i took on a partner and we
05:14
kind of built this thing out but
05:16
they need sales help because they're not
05:18
sales people at all
05:20
you know you have businesses that have
05:21
sales people that work for their for
05:23
them
05:24
but a one truck heating air person is
05:27
not a salesperson
05:29
typically they're not yeah you know
05:31
there are some i have a friend that's a
05:33
heating
05:34
or a plumber that he's a sales dude
05:37
disguised as a plumber you know what i
05:39
mean yeah so uh
05:40
you know shout out kevin kevin long but
05:42
he's uh he he runs a uh
05:45
mr rooter in in tallahassee he's just
05:47
really good at sales
05:48
but a lot of times that that's not a
05:51
trend they don't that doesn't translate
05:53
you know so i feel like consultants
05:55
really can help
05:57
those service based businesses out a lot
06:00
especially in the
06:02
three to five truck below because hey
06:05
how do i
06:06
take my ticket and and make it go up a
06:07
little bit how do i sign contracts
06:09
you know right how do i how do i how do
06:11
i get these people where they're that
06:13
i have a base of business so they're not
06:14
just going to go when something else
06:15
goes wrong they're going to call another
06:17
person and come back out here and that's
06:18
important
06:19
yeah and and it's again it's getting
06:21
back to helping people right how do you
06:23
get from
06:24
the 100 000 to 200 to 300 to 1 million
06:28
right to the two and a half to now the
06:29
five right how do you make that
06:31
transition between those different
06:32
pieces
06:33
how do you know when to bring on a
06:34
salesperson how do you know when you
06:36
just keep using the technicians the
06:37
plumbers
06:38
to be your sales people right and and
06:40
when you do that it's
06:41
it's trying to understand those things
06:43
enough to say yeah now it's time that i
06:45
can
06:45
i can bring somebody on as a salesperson
06:47
and they can start doing this stuff
06:49
yep and it's it's a difficult transition
06:51
and again i've been around businesses
06:53
i've run
06:54
i've run businesses that were
06:57
17 people right you got a couple of
06:59
sales people you got a bunch of
07:00
technicians
07:01
installers right and then some office
07:03
folks so
07:04
it's it's trying to figure out what
07:07
makes sense and and
07:08
you know do i really want to have a 10
07:10
person company right
07:11
that's am i okay with two or three
07:13
people right well there's there's that
07:15
you know and this is this is the
07:16
question right this is always the
07:18
question is
07:19
i have 10 people i've got one really
07:21
good sales guy
07:22
i make this amount well then
07:25
the next five people you make less
07:27
amount probably
07:28
you know maybe maybe but maybe not but a
07:31
lot of times
07:31
you grow you have to step down a little
07:33
bit before you go up it's going to be a
07:35
small maybe a small step maybe a big
07:36
step
07:37
you got to invest that in and there's a
07:39
lot of people like
07:40
i just like where i am and that's okay
07:43
if you if that's where you want to be
07:44
well then you get into the headaches
07:46
right i mean more people means more
07:47
headaches and it's
07:48
unfortunately it's it's just dealing
07:50
with people right and how comfortable
07:52
are you dealing with people so
07:53
and again that's where and and you
07:55
understand this as a as a business owner
07:57
you get to help people
07:58
kind of get out of their own way right
08:00
so too often i see
08:01
owners of businesses small businesses
08:04
they're
08:04
trying to do everything and they're
08:06
trying to be their own i.t person
08:08
they're trying to be their own sales
08:09
person they're trying to be their own
08:11
accounting person right they're trying
08:12
to do all these different things it's a
08:13
train wreck waiting to happen yeah and
08:15
they're just burning themselves out
08:16
because
08:17
now they're like well wait a minute i
08:18
could i could hire so and so
08:20
and pay a little bit of money to do this
08:22
over here you know and
08:23
and manage my sales team or you know run
08:26
my sales or
08:27
run my marketing or do my it right
08:31
because i can't build a website in a day
08:33
or two
08:34
right i need somebody else to do it
08:35
otherwise i'm gonna be here for the next
08:37
three months building up my own website
08:38
which is crazy because it doesn't cost a
08:40
lot to do that anymore
08:42
anymore it doesn't you know it used to
08:44
but it doesn't you can you can get a
08:45
basic website for
08:47
you know you know i would say a really
08:48
good one for two grand yeah
08:50
you know which is it's just a cost of
08:51
doing business save up and buy it
08:53
and do not waste your time that's just
08:55
not what you make money off doing
08:56
exactly stated to what you're doing and
08:58
that's another thing is when do you take
09:00
you know when do you take the cells out
09:02
of the technician's hand like i said
09:03
when do i take the operations out of my
09:05
salespeople's hands because they they
09:07
still do a lot of their operations sure
09:09
and it's a it's it's a struggle to go
09:12
because that person is a way more
09:15
well-rounded salesperson because they've
09:17
done those things
09:20
and they've been there but once you get
09:21
to a place where like i just don't want
09:23
any of my sales people dealing with that
09:24
because i want them
09:24
i want my sales people to sell that's
09:26
old right you know that's that's that's
09:28
an old saying i want my sales people to
09:29
sell
09:30
but the sales person that knows how to
09:31
do that is a better sales person than
09:32
the other one
09:33
correct it can make them a better
09:35
rounded person and and more
09:36
understanding
09:37
when they do their sales and more
09:39
helpful to the backend
09:41
processes right because as we all know
09:44
problems don't start until they sell
09:45
something right
09:46
and that's that's it once you sell
09:49
something now we're in trouble right now
09:50
we've got to perform now we've got to
09:51
we've got to react to that right so the
09:54
salesperson's a little whiny
09:55
whiny person going put it in i sold it
09:57
put it in i sold it and the operations
09:59
people were going
09:59
no we don't want the deal you couldn't
10:01
put it
10:02
we can't in right you sold you sold
10:05
something impossible
10:06
yeah but yeah that's it you're you're
10:09
you're hitting the nail on the head
10:11
you've got to let your sales people sell
10:13
you've got to let your service people
10:14
service you've got to let your
10:15
operations people operate yeah of course
10:18
i mean you've got to let the people
10:20
and again as a small business that's
10:22
hard because you
10:23
you have to do a lot of things you have
10:24
to wear a lot of hats
10:26
but you don't have to that's the beauty
10:28
of of what
10:29
people like myself are doing now is
10:31
we're affording you the opportunity
10:33
to focus on what you do best when i come
10:36
in and i say hey i can help you with
10:37
your sales
10:38
i can set up the metrics i can set up
10:40
the kpis the key performance indicators
10:42
right i can set up the processes
10:44
the sales tools that help you automate
10:45
it exactly and so it just makes it
10:47
easier for you to run your business so
10:48
that when you do get ready to bring
10:50
somebody on
10:51
now it's an easy on-boarding process
10:53
you're not taking six months to show
10:54
them the ropes
10:56
i think my my biggest problem as a young
10:59
entrepreneur and when i started hiring
11:01
people
11:02
was doing a really good interview with
11:06
somebody and going i'd rather have you
11:08
right here
11:09
and because i'm a pretty good
11:11
salesperson
11:12
i could talk them into doing that
11:14
something they didn't want to do
11:15
and it just never worked out so when it
11:18
very rarely worked i will say that the
11:21
batting average was not hall of fame
11:22
[Laughter]
11:24
it was bad it'd be like me telling uh
11:26
tristan our our producer like
11:28
hey we want you to make you know cold
11:30
calls you know two or three hours a week
11:32
and i'm like i don't i don't want to do
11:33
that
11:34
yeah because that's not what he does but
11:36
i think that that was probably one of
11:37
our
11:38
in hiring and that was one of and hiring
11:40
is one of the
11:41
every business has to deal with that at
11:43
some point yeah you know they have to
11:44
they have to hire at least one person or
11:47
you know they have to do something most
11:48
businesses anyways and
11:50
that was my biggest failure as a young
11:52
entrepreneur was
11:53
trying to talk somebody into doing
11:55
something that they weren't
11:56
good at right but i needed that in my
11:59
business and
12:00
and what i should have done it goes well
12:01
we don't have that available and
12:02
interviewed somebody else
12:04
right well and uh give a shout out here
12:08
to jim collins in in good to great right
12:10
he wrote a book called good great
12:11
one of the things i got out of that was
12:13
you've got to have the right person
12:15
on the right seat on the bus yep number
12:18
one you gotta figure out they don't even
12:19
belong on the bus right do they fit your
12:21
culture
12:22
and and who you are and what you're
12:23
trying to do number two are they in the
12:25
right seat right
12:26
because no offense if you take jordan
12:28
and you stick her in an admin role
12:30
she's not built for admin she's built
12:31
for sales right
12:33
she's got to be out selling and giving
12:35
her operational things to do
12:36
doesn't help she doesn't she's not
12:38
liking the paperwork that she's filling
12:40
out or doing the back end stuff and
12:41
trying to get all these other things set
12:43
up
12:43
she wants to be out there selling right
12:45
she wants to be out there doing the
12:46
thing that she does best
12:47
that's where she belongs that's the seat
12:49
that she belongs in is the sales seat
12:51
not the admin
12:52
sheet yeah so yep and and i you know i
12:54
can i can tell people just all the
12:56
mistakes that i made because
12:58
man if you don't make a lot of mistakes
12:59
man you're not doing it right i don't
13:01
think
13:01
i mean you want to lessen a little bit
13:04
but
13:05
small failures lead to success
13:07
absolutely so you got to learn
13:09
you got to learn that you got to learn
13:11
the ropes but uh and you know
13:12
just don't quit well that's what they
13:15
tell you right the the way to find out
13:17
if somebody's successful is not the
13:18
amount of times they've
13:19
fallen down but the time the number of
13:21
times they've gotten back up
13:22
right if you fall down seven you get up
13:24
eight so right
13:26
it's just one of those things that you
13:27
just you've got to keep getting up
13:29
from all the mistakes that you make and
13:31
the only way we learn things is if we
13:32
make mistakes
13:33
we don't typically learn by winning no
13:36
no not at all of course don't tell that
13:37
to jordan and you know the the bulls in
13:39
the 90s but you know that's a different
13:41
story but he went through his
13:42
he went through his hurley's against
13:44
pistons and all that so he did
13:45
he did he didn't always win when he got
13:47
the championship he always won
13:49
but it took him a minute to get there i
13:50
think he was in the league 10 years
13:52
before they would before they before
13:53
they went so yeah he he
13:55
he fell too there was something yeah he
13:57
wasn't always the greatest
13:59
but right there in the the middle is
14:01
like there were other people like ah he
14:02
might be better than him but when he
14:03
started winning championship like
14:05
that guy's just better right the guy's
14:07
just better than everybody
14:09
and he was and he was let's
14:12
let's talk about your business we're
14:14
talking about the businesses that you
14:15
service
14:16
how are you finding your your
14:19
your customers and what is your
14:23
you know first a to z or first a to c
14:26
of hey this is what i'm gonna do to help
14:28
you
14:30
so the biggest thing that i do is um i
14:32
help people
14:33
figure out number one i do a business
14:35
assessment that's if i'm going to spend
14:37
any time with you i want to do a
14:38
business assessment i want to find out
14:40
where you're at currently so we can do
14:41
some benchmark right so we can figure
14:43
out
14:43
kind of draw a line and say okay here's
14:45
what we are now so we know what the
14:47
progress looks like right because too
14:48
often in business
14:50
people have no idea what they're doing
14:51
and they have no idea the ups and downs
14:53
and where they're at
14:54
so it's it's nice to draw a line in the
14:56
sand if you will
14:57
so i do a full-on business assessment
14:59
and with that business assessment i sit
15:01
down with you after
15:02
after sitting with you for a while and
15:04
understanding your business and the key
15:05
players and
15:06
where you're at i basically
15:09
print out a 100-plus page report with an
15:12
executive summary that says here that
15:13
here are the top things that you could
15:15
work on
15:16
and then we sit down and we go through
15:18
all that
15:19
and then we say does it make sense for
15:21
us to move forward or is this okay for
15:22
you to do on your own
15:24
now i'll tell you every one of those
15:25
assessments i've done we move forward
15:27
with me
15:27
because it only makes sense for me to
15:28
help them out sure but
15:30
what i do the first couple of things i
15:32
do is i want to work on processes
15:34
i want to know what processes we can put
15:36
in place because nine times out of ten
15:38
they don't even have a process they've
15:40
got no idea what the process is
15:43
and so jordan may be excellent at sales
15:45
and jordan knows
15:46
all about sales and she can in her mind
15:49
put together a sales process
15:51
and you have no idea how to put together
15:53
a sales process because you're an okay
15:55
salesperson you know and there's nothing
15:57
wrong with that you
15:58
you just need some training you need
15:59
some coaching you need some help
16:01
and so your experience yeah so you're a
16:03
c player
16:04
and i'm gonna take you from a c player
16:06
to a b player because i'm going to pick
16:08
jordan's mind i'm going to pick your
16:09
mind and i'm going to put some other
16:10
things together and i'm going to show
16:11
you what the process should look like
16:13
so now you can take this process and you
16:15
can step forward and become a better
16:17
salesperson
16:18
better at closing better understanding
16:20
leads
16:21
we also define where they come from
16:22
right where do your leads come from how
16:24
are you getting them what are you doing
16:25
with them and that's all
16:26
in the assessment yeah that's all part
16:28
of this if you were to break out the
16:29
you know this this 100-page assessment
16:32
is when you
16:33
you do the assessment and have a
16:34
100-page report right yeah
16:36
tell me the top three things in the
16:38
assessment
16:39
the biggest thing is process people
16:41
don't have a proven and repeatable sales
16:43
process
16:44
they just don't and because of that
16:46
that's what's hindering most sales
16:47
people
16:48
okay most or most businesses today is
16:50
they don't have a process that they can
16:52
repeat
16:52
that they can hand over to jordan that
16:54
they can hand over to you and say
16:55
here here's the process follow the
16:57
process and you'll be successful
16:59
number two they have no idea where their
17:01
leads are coming from and as a result
17:02
they have no idea how much the leads
17:04
cost
17:05
so they're paying a thousand dollars for
17:06
a lead that goes nowhere
17:08
yep and they're paying three dollars
17:11
because
17:11
you know jordan and you said jordan you
17:13
need to do this
17:15
and and this is awesome and she goes
17:17
yeah and she's if you're doing it i'm
17:19
doing it
17:19
exactly and she becomes a huge client
17:21
and guess what that cost me a beer
17:22
because i took you out for beers one
17:24
time and we get
17:25
we decided to do business and all of a
17:26
sudden you're telling all your friends
17:28
right but that's that's an anomaly right
17:31
that's not
17:32
the norm but where do those leads come
17:34
from how much are they costing me mm-hmm
17:36
what am i am i paying per click right so
17:38
i'm doing seos correctly am i doing the
17:40
things that i need to be doing from a
17:41
marketing standpoint
17:43
now i'm not a marketing guru let me just
17:44
stop and say that right now
17:47
i understand certain things and i have
17:49
people that i work with that i'm
17:50
that i'm close with that help me to
17:53
figure all those things out for you
17:55
in your business so those are the things
17:58
is processes and then it's people and
18:00
then once i start working with the
18:01
people
18:01
i can start coaching them i'm not a huge
18:04
fan of a trainer
18:06
being one that comes in and hey you've
18:08
got a day with this person and
18:10
and that's it good luck hope you do
18:11
really well
18:13
i'm a coach and a coach it sounds just
18:15
exactly like what it is
18:17
i come in and i help you on a regular
18:19
basis to perform consistently
18:21
so that becomes part of who you are and
18:23
what you do sure so weekly you come in
18:25
and and talk to them uh and kind of
18:28
really you're you're
18:30
looking more than anything and probably
18:32
not only talking but
18:34
looking and and going hey this is not
18:36
what we talked about this is not
18:38
you know what what we planned yeah uh
18:41
because i would feel like that's the
18:42
hardest thing is changing
18:43
what somebody has done for you know even
18:46
three or four years
18:47
is go you look you got to stop that
18:49
because this becomes for this
18:50
the process right yeah and the really
18:53
cool thing about what i get to do is
18:55
because i'm an outsider
18:58
i'll take joy i keep piticon on jordan
18:59
that's okay she's easy to pick him
19:03
but but it'd be like you telling jordan
19:05
hey jordan you need to stop doing this
19:07
and do this hey jordan you need to stop
19:08
doing this and do this hey jordan stop
19:10
doing this and do that right stop saying
19:11
this
19:11
stop saying that right stop looking this
19:14
direction
19:15
if i come in as an outsider i'm
19:17
perceived as an expert
19:19
number one yep and she's gonna listen to
19:21
me more she's gonna listen to you 100
19:23
and so again the advantage of me coming
19:26
in and doing that is
19:27
she now is going to recognize hey wait a
19:29
minute this guy probably knows what he's
19:30
doing because this is what he does for a
19:32
living
19:33
and no offense he doesn't like this guy
19:35
because he's my boss and he gives me a
19:36
hard time all the time and he makes me
19:37
do
19:38
all this admin work that i hate right
19:40
yeah for sure but
19:42
um so that's one thing but the the other
19:44
piece of it
19:45
is really um i'm i'm like a sales
19:48
manager for hire
19:50
i'm a part-time sales manager for hire
19:52
so i get the ability to come in
19:54
and and observe and like you said i can
19:56
kind of hover
19:57
and see what's happening i can pick up
20:00
reports
20:01
i can pick up uh sales you know things
20:04
that you're doing
20:04
in just in conversations and i can tell
20:07
you this is what's happening
20:08
this is what you're doing and this is
20:10
what you probably ought to be doing yep
20:12
and so because i've been in sales for so
20:15
long and i've seen so many things and i
20:17
like you i've made so many mistakes
20:18
right i see it before
20:20
i see the train wreck before it's going
20:21
to happen and i can i
20:23
i can actually look at you and say
20:25
that's great and it sounds like you're
20:27
heading this direction but maybe if you
20:28
took a left turn here it would help you
20:30
out
20:30
right i love that that you say that
20:32
because it's so true that uh
20:33
i can i could talk to to any of my my
20:36
sales people
20:36
and and uh and and give them
20:40
the way hey this is the way but then
20:43
they'll go to another office or
20:46
something like you know what
20:47
i should be doing this i've been telling
20:49
you that for years
20:51
what are you talking about tune in next
20:52
week yes uh we get to hear how chris
20:55
actually is working with business that's
20:56
right that's it that's it
20:58
we used to be able to do that because we
20:59
had marketing companies i
21:01
in my early age i owned a company in uh
21:04
in jacksonville as a marketing company
21:05
and they were all over the nation so
21:06
we'd send road trips up and
21:09
one of the biggest you know pros to that
21:12
is the managers weren't didn't work
21:14
against each other so
21:15
we would train each other's people it
21:17
just didn't in a different way
21:18
personality was a little different and
21:20
they'd come back from the things like
21:22
yeah i learned this and this and this
21:23
and my all right get out of here
21:24
that's awesome you know yeah you know so
21:26
which is great which i would have
21:27
thought about yeah that's right that's
21:29
right
21:29
i've never thought i've never done that
21:31
before man that happened like with my
21:33
husband he'll give me advice
21:34
and then i'll come to work you'll tell
21:35
me something i'm like hey jay told me to
21:37
do this and he's like
21:38
i've been telling you this for months
21:40
that's it same thing happens all the
21:41
time
21:42
yeah same thing you know it's just it's
21:44
it's a
21:45
you know it's it's the same thing as i
21:48
say
21:49
i've been doing sales for 20 plus years
21:51
and
21:52
that doesn't mean that jordan that's
21:54
been doing sales for a year
21:56
can't go sell some money that i couldn't
21:57
sell to because i've had that happen
22:00
before
22:00
i've hired a rep that went out and sold
22:02
where i've been
22:03
in my prospecting that person for two or
22:05
three years
22:06
this person just walks in right timing
22:09
they they mesh together whatever
22:11
personality everything and they go
22:13
yeah i'll do it and i just walk back and
22:14
start laughing i'm like i've been at you
22:16
for three years
22:17
because well you know i figured that i
22:19
would just sign up with her i'm like
22:20
that's fine or him or whatever i'm like
22:21
i don't care you're with us so we're
22:23
good yeah but it's it's just uh
22:25
it's funny it's funny well and it's i
22:28
think it goes back a lot to
22:30
it's the psychology of selling right i
22:31
mean you get into all that kind of stuff
22:33
but
22:34
it really comes back to growing up as
22:36
kids right
22:37
who did you listen to you respected your
22:39
parents some of you wrong you you
22:40
more than likely you respected your
22:42
parents but boy when the neighbors kid
22:44
you know when their parents said
22:46
something to you you know
22:47
you stood tall yeah when when when i was
22:50
growing up corporal punishment was still
22:51
available in high school and
22:52
and school and that kind of stuff right
22:55
so we we respected our teachers we
22:57
respected our
22:58
you know we respected other people
22:59
around us um that we admired and we
23:02
looked up to and we listened to what
23:03
they had to say and our parents probably
23:05
said the same thing over and over again
23:06
but we didn't listen as much right so
23:09
same concept
23:10
it definitely is uh but it's funny still
23:13
the same because you're like
23:14
i've told you this for years but you
23:16
know it is what it is it's why i
23:18
encourage my kids hey go talk to them
23:20
absolutely go talk to them and
23:22
coaches are a big thing too you listen
23:24
to coaches and
23:25
and and you know that's why i think it's
23:28
sad that
23:29
like participation in sports in general
23:30
have gone down there's more people so
23:32
it's like
23:33
you know you're you're an athlete so
23:36
that
23:37
built a lot of your personality in your
23:39
in your young adult
23:40
age right um and you got disciplined
23:44
from it too
23:44
yes and you just get invaluable stuff
23:47
that helps you in life
23:49
from that yeah that's the beauty of
23:51
athletics right i mean
23:52
athletics will teach you a ton of stuff
23:54
i mean the other
23:56
i got a lot of my work ethic growing up
23:58
from um working with my dad he owned his
24:00
own landscape company
24:01
so we were free labor yeah so
24:05
i i got to do that a lot during the
24:07
summer you weren't free per se
24:09
well i paid for my room and board yeah
24:11
that's it
24:12
whereas most you know most kids don't
24:14
get the opportunity to do that that's it
24:17
so but yeah and i grew up um
24:20
playing in in high school i played three
24:22
sports i played football basketball and
24:24
track
24:25
and in the summers if i was if i wasn't
24:27
working the summers i was playing
24:28
baseball right
24:29
so i was always trying to play athletics
24:31
i was always around that and so
24:34
there's a lot of valuable lessons that
24:35
you can learn from that again it's it's
24:37
the resiliency it's getting back up
24:38
again and it teaches you a whole lot
24:40
but it also teaches you how to listen to
24:42
other people and how to get information
24:44
from other people and get input so
24:47
i've always loved the coaching piece of
24:48
it and and hence
24:50
why i call myself coach chris now and
24:52
why others call me coach chris
24:54
um sometimes i get hey what do you coach
24:57
i coach sales people coach business i
24:58
coached salespeople that's what it just
25:00
flows
25:01
yes chris sounds good
25:04
i like jordan already man yeah see see
25:07
i always say that that the your best
25:09
teacher as a salesperson is the field
25:12
you know like you're i could sit down
25:14
with my guys and i've said this
25:16
over and over i could sit down you for a
25:18
month and teach you
25:20
at this table but you're not going to
25:22
retain but x amount
25:24
but you go in the field and then you
25:25
call me with a question and go
25:27
hey i've never heard of this particular
25:30
software and i go okay well
25:31
and that's how i teach people i can't
25:34
tell you all the software i can't tell
25:35
you that
25:35
you got to go out there and learn it on
25:37
your own and then you got to call me and
25:39
then we'll answer those questions that's
25:41
how you learn
25:41
you learn in that experience so uh you
25:44
know the field
25:45
is a better teacher than all of us right
25:48
well and and
25:49
that's the difference between book
25:50
learning and and process learning right
25:52
so i can learn from from being involved
25:55
in a process a whole lot quicker than i
25:56
can from a book
25:58
for sure and so no offense i'm not going
26:01
to give you a piece of literature and go
26:02
here
26:02
here's the best way to do this that
26:05
usually doesn't work
26:06
well it's it's almost like this like
26:08
sales book i've read i've read
26:10
like hundreds of sales books sure but
26:13
uh they don't give you
26:17
none of the sales books give you a
26:19
blueprint
26:21
it's just anecdotal and anecdotal
26:25
say that word for me please anecdotally
26:27
yeah anecdotal
26:28
that's what it is yeah yeah yeah i
26:31
couldn't say it
26:31
i couldn't think of great goose today
26:33
either that's okay you know so
26:35
um i need to drink more water my brain
26:37
needs water but uh
26:40
it's not going to tell you you can slide
26:41
any book across the thing it's not going
26:42
to go okay if i read this book i'm going
26:44
to be successful
26:45
no but it's going to help you and it's
26:47
going to put your mental in the right
26:49
place
26:49
over and over and over and over and over
26:52
and reading those books and then going
26:54
on the field and doing this it puts you
26:55
in a really good mental state
26:57
to do it and you're learning in multiple
26:59
ways of how to be successful
27:01
right and of course you need mentors you
27:03
need people that have done that before
27:05
you need people
27:06
that that have done that specific
27:08
industry really
27:09
at whatever you're in um and if you can
27:12
get all those pieces in place
27:13
you'll be successful yeah i think it was
27:17
um eleanor roosevelt who said um
27:20
you're better to learn from other
27:21
people's experiences because you don't
27:23
have the time to make all the mistakes
27:25
that's right yep so we learn a whole lot
27:28
more from the experiences of other
27:30
people and
27:31
in the books to your point you're right
27:33
i can read a book and that doesn't mean
27:35
a thing to me until i get into the field
27:36
and then i see it firsthand and i go
27:38
wait a minute now let me go back and
27:39
read that book again
27:40
because now it makes so much more sense
27:42
now it means so
27:43
so much more what brian tracy was trying
27:45
to say about the sales psychology of
27:47
sales and the sales process and all that
27:48
other stuff right
27:49
so yeah until you get in the field until
27:52
you experience these things
27:55
you don't you really don't know what
27:57
you're doing
27:58
right and so you're going to make
27:59
different mistakes on the front end of
28:01
not knowing and then going in the field
28:03
seeing it then coming back and reading
28:04
it again and going okay now i can make
28:06
that mistake again the right way
28:07
absolutely absolutely we're probably
28:09
going to wrap up here in a minute but
28:11
what i would like for you to do is
28:12
tell me how to get a hold of you what
28:14
what's your business name
28:16
uh coach coach chris and then uh
28:19
how can we help you who are you looking
28:21
for specifically
28:22
and how can the people that are
28:23
listening to help you sure so
28:26
you can always reach me by a cell phone
28:28
and i'm just throw that out there cell
28:30
phone 404
28:33
944-2851 that's my cell phone
28:35
call text anyway um my website is coming
28:38
it's coachchrisconsulting.com
28:42
coachchrisconsulting.com it's all one
28:44
word all together uh that's probably the
28:46
easiest way to reach me
28:47
i'm on linkedin that's one of my biggest
28:49
things that i use right now is is going
28:51
through linkedin
28:52
sure um and uh you're gonna hear about
28:55
this
28:56
so i'm gonna tell you about it so you
28:57
can you can think about it i'm writing a
28:59
book it's going to be called the red
29:00
share experiences
29:02
um if you go onto my linkedin page
29:04
chrismachelle84
29:06
um linkedin you put chris michelle 84 at
29:08
the end you'll see my profile
29:10
but uh go and check it out um that's
29:12
what i'm doing
29:13
so um my ideal customer it's really
29:16
somebody who has ten
29:17
uh two to ten sales people okay um and
29:20
they
29:20
they are managing sales the owner's
29:23
trying to manage the sales team and they
29:25
really shouldn't be
29:26
right um right now the the specific
29:29
person that i'm looking for
29:31
is i'm looking for a young sales person
29:34
you decide hey you know what jordan's
29:35
been doing such a phenomenal job in
29:37
sales
29:37
i'm going to make her my sales manager
29:39
now jordan has no clue what she's doing
29:42
okay and no offense to jordan but she's
29:45
young and she
29:46
and she's green and she knows how to
29:47
sell and you said hey that's a natural
29:50
fit we'll make her the sales manager
29:52
that unfortunately is a bad position for
29:54
her because she's going to fail so many
29:55
times over it's not even funny
29:57
i'm looking to help jordan i'm looking
29:59
to help that new sales manager
30:01
who doesn't know what they're doing who
30:03
who is looking to be basically i can
30:04
help them to be the hero right
30:06
i can help them grow exponentially like
30:08
you said because of my experiences
30:09
i can i can put them in a place to
30:12
succeed and do very well
30:13
so call it a interim interim sales
30:16
assistant
30:17
coach assistant yep it's a sales mentor
30:20
right i mean it really becomes like you
30:21
were talking about earlier becomes the
30:22
salesman i become a sales mentor
30:24
i again i'm i'm a fractional sales
30:27
manager outsource sales manager i'm a
30:29
sales manager for hire part-time sales
30:31
manager for hire
30:32
i'm not interested in doing this all the
30:33
time for you but i can do it for
30:35
uh basically my engagements are about
30:37
four hours or eight hours a week
30:39
is what i do and i work on a contingency
30:41
basis you know every month
30:43
it it just makes sense for me to do it
30:45
that way and i'm doing stuff in the
30:46
background
30:47
setting up processes and that kind of
30:49
stuff but yeah it's it's four to eight
30:51
hours a week that i spend with you and
30:52
i'm available 24 7
30:54
you know to talk to so those are the
30:56
things uh
30:57
contact information you ask for best
31:00
clients
31:01
oh that's that's right did i miss
31:02
anything no i think you're good i think
31:04
you did it
31:05
i think you did well congratulations on
31:06
the new business i know you're gonna do
31:08
well
31:08
i could tell already and uh jordan
31:10
thanks for bringing
31:12
you know dragging him in here and doing
31:13
this podcast yeah thanks for coming
31:15
she dragged me by my hair in here that's
31:16
it that's it it's all out you dragged
31:18
hard
31:18
you dragged so i don't have hair anymore
31:20
there you go well thank you guys uh
31:22
everybody out there be kind to each
31:30
other
31:33
you
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