Sales Action - Become An Action Taker In Sales, Business & Life | Justin Quinton | Skillshare

Sales Action - Become An Action Taker In Sales, Business & Life

Justin Quinton, Author & Coach

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8 Lessons (1h 2m)
    • 1. About This Course

      1:45
    • 2. Introduction To Sales Action

      4:42
    • 3. What Controls Our Sales Actions

      9:38
    • 4. How To Love Sales Work And Be Naturally Pulled To Act Vs Having To Push Yourself

      10:11
    • 5. The Truth About Reprogramming Your Mind For Sales

      7:42
    • 6. Sales Action Exercise

      18:52
    • 7. Sales Action Exercise Part 2

      6:14
    • 8. The Next Step In Your Sales Action Journey

      2:38

About This Class

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Welcome to the Sales Action 

If I had to guess, I'd say that this isn't the first Personal Development content you've seen...

Maybe you’ve started watching videos from sales training experts like Grant Cardone, Gary Vee, Tai Lopez, Dan Lok, Tony Robbins, Alex Becker or any of the other Clickfunnels, youtube or social media marketing masters. Or maybe you're already an entrepreneur or business owner who’s in charge of making sales.

And while that stuff is amazing, a lot of people still find themselves frustrated with a lack of results. Not because of the of a lack of information, but because of a lack of action in their business or sales career.

See we all "know" what we should do in life when it comes to sales...

We all "know" sales scripts and the perfect sales pitches, but at the end of the day, we struggle to take the action we need to take to make more sales...

This is not a sales "knowledge" issue... This is a psychological one around fear and anxiety...

Be honest with yourself...

Do you struggle to create results in sales

Are you constantly trying to get the latest and greatest sales training course but not fully applying it...

Do you have to motivate yourself with the latest Grant Cardone video just to have the courage to contact that lead or ask for someone's business?

Does the thought of following up with sales leads and or going out and making sales in whatever industry you’re in feel exhausting or draining?

Listen I get it…

I've been there, and I would like to invite you to join me on a very different approach to fixing this issue.

This isn’t another sales training or sales persuasion course...

This is a mini psychology course for people in sales who want to take more action in their business and sales careers. 

Quit beating yourself up for not “working hard enough” or “closing more sales” or “lacking motivation”. If you don’t understand the inner workings of why you take action or not, you're fighting a losing battle.

So join me in this short, but insightful mini-series as we explore the psychology of sales actions and motivation.

Imagine enjoying the process and naturally and effortlessly feel compelled to go out and follow up with sales leads.

Stop having to PUSH yourself to make sales

& Start feeling PULLED to make them.

If you're in sales of any kind. You need to hear this.

I'll see you inside.

- Justin

Transcripts

1. About This Course: a way to stop and just notice your left foot really quickly just noticed. Look down and notice your left foot. Maybe you feel the fabric of your sock hanging onto it or a shoe. Or if you're not wearing anything, maybe you feel some carpet underneath it or a hardwood floor. Whatever it is, just notice the sensation of your left foot. Now I want to point something out. It's not that you weren't feeling that sensation before. It's just that now that I brought it to your attention, he became aware of it well, there's a lot of things that are like that, and one of those things is fear and anxiety. It's like a background hum in the back of your brain that's causing you. Do not take action. See, a lot of us really know what we should do in life, right? We know we should make more sales calls. We know we should go walk into that office and put in a sales pitch right. We know someone we should contact toe, get more business, right? We know a lot of things, but we don't take action right. We spend a lot of time thinking about it, but we don't actually go and take action. Or maybe you do take action. Maybe you do make the odd sales call and you're shaking the whole way through it. And you don't feel super confident while you're doing well. I want to invite you to join me on a little miniseries where I'm going to break down exactly what's happening psychologically when it comes to taking action. What's the difference between people who do take action versus those who don't who do get results versus those who don't? This isn't a marketing seminar. This isn't another Get rich quick scheme. I teach psychology. I teach how to create change and how to take more action. I'm gonna teach that for you right now, So go ahead. Do that right now. Take some action 2. Introduction To Sales Action: Hey, with some My name is Justin. And welcome to the miniseries. We're gonna go in step by step and explain how you could become an action taker with sales . See, we all know what we should be doing, right. We all know that we should be making calls going out and getting new leads. We should be following up with those leads. But at the end of the day, when we go to take action when we go to actually pick up the call, you know, we're very shaky. Were very hesitant, were nervous, right? And this is a normal reaction. But here's the problem. See, we know exactly what to say. We have the scripts written out. We know all the sales techniques. We knew our product really well. We're very well prepared. But when it actually comes to taking action, when it actually comes down to making the call, are going into the office to make the sales pitch. Whatever it is, you get nervous. You feel anxiety. Feel that source sensation internally, and that stops you from really being congruent. What you're selling, right? People can feel that on you, right? They can feel this guy's in fully there. He doesn't really know what he's talking about. He seems nervous, and you know it's internally. On the flip side, too, is that this stuff is scary. See where you know, if you see if you study the stuff, you probably This isn't your first course that stuff. My point. This is probably not your first kind, of course, but typically with these courses, you're kind of looking towards, you know, sales pitches the perfect, you know, sentence structures, the ultimate sales course or how to really, you know, manipulate someone's mind or really beeper more persuasive, right? These sort of things. That's not what this course about. What this is really about is helping you understand fear and helping you understand that inside you feel internal. Because of the end of the day, it's gonna come down to you taking action. See, personal development is on Leah's good as the behavioral change it causes. I could sell you tons of different programs. You probably taking a few before, and the reality is, is that if you're not applying it, if it's not actually changing your behaviors, it's absolutely useless. Sure, I could make you feel good I could get you all hopped up. Yeah, Okay, let's do this. And some people, that's what they use this personal moment kind of stuff for, But that's not really what I'm interested in right now, And that's not really what I'm here to teach you what I'm here to teach you. Is the psychology off nervousness of anxiety of that back internal beer, That little thing, the back your head. I'm gonna help you understand that. And the reason I want you to understand this is because when you can figure this out when you can start to understand how you function, what it is that makes you tick, you don't have that sensation anymore. You can actually eliminate that. So your brain is a computer and you can program it as you want. But right now it's probably running the default setting. When it comes to fear, Abbey honest with you that default setting that comes from Paleolithic time error that comes from old school, you know, program in that fight or flight response. You're just like a God. I don't want to like bears myself. I don't wanna fail. I don't want to get rejected. These sort of things. And those are totally normal fears back in the day, back in our Paleolithic air. But today they don't serve us. In fact, they massively stifle our ability to take action. They massively stifle our ability to really just, you know, go out and make the life we want for ourselves, right? Going and taking action, making those calls see the reality. The fact is that if I didn't gun to your head right now, it's like you have to produce a result. You have to do it right now. Sort of thing. I guarantee you would go on, make that sale. You go make that call. But you're like, OK, well, Justin, you got a gun point in my head. You know, obviously that's likes, you know, obviously that I'm gonna do it right. Well, what is it? What is it about that? Why can you access it with certain amounts of pressure? But other times you can't. Well, this really is coming down to How do you create that pressure on yourself? But here's the flip side. We don't want to live in this constant state of like. God isn't saying pressure. What we want is for to be effortless, where we don't have to motivate ourselves. We don't have to, like, rile ourselves up or have a gun to your head. For us to really start to take action. We want taking action to be something that we can do consistently, something that we can repeatedly do. And it's just part of who we are. We don't even think about motivation. I didn't come into play, but in order to get there, we gotta understand. We gotta have some awareness on what's actually going on behind the scenes behind the curtains of your mind, and that's what this is gonna be. I'm going to teach you some step by step stuff that you can apply right now in this four part series, just a little like taster, just to get you a little bit on more understanding about what's going on and excited to jump in here with you. So say for signing up, Let's get started 3. What Controls Our Sales Actions: Hey, what's up, guys? Welcome to lecture one here. Let's dive right on it. Now, when I started my private practice, one of the things I became really good at was making change in individuals. See, I, you know, went to school for psychology. And, you know, I read all the different personal development books, in fact, has actually raised on personal development. So this sort of information was super super, you know, common day knowledge. Me. I knew a lot of stuff. I knew a lot of different models and ways to influence people, motivate people, make change. And people I knew all this stuff. And when I actually started my practice, I was very successful route. That that because when I would work with people, I knew exactly what to do, what to say, how to really get that affect, how to create breakthroughs really quick. And this is actually became known for people Knew me is kind of like this, like wonder kid in terms of making changing people got very good at creating psychological change in my clients. Now, this is where the problem started to come up because I started getting praised for this. People started hearing about this. My clients were raving. They were just like, Man, you're literally the next Tony Robbins. I hear that is something that is not going your head right like young kids did next. Tony Robbins. They don't want to psychology Donna sick. But what is happening is that I got tons of praise, right? And people who were friends of friends be like man, What did you do to them? They're like a different person. This is like work on me next working, fix my problems, right? And so I was getting a thonon ton of praise people really boosting my ego, right? Really? Just stroking my ego, if you will. And what ends up happening is that I develop what's known in psychology as a winner's complex. Now winner's complex essentially states that I started to identify with being a winner with being successful being, you know, this wonder kid, the next Tony Robbins, this sort of stuff. And while I was awesome, right, I felt really good. The problem was, I stopped taking action. Now what I mean by this Well, even though I'm not a marketer, right, I'm a coach. Even though I'm not a salesman. I still have to make sales. I have to get new clients. I have to go and pitch my services to people. And one of them happening was that, as I started, really identified with this sort of thing. I stopped taking on clients. I would only work with the clients I knew wanted me. They begged me, right? The clients, I kind of knew in the back my head like I could probably say anything and they're gonna change pretty quick, right? I knew that I was working with people that were safe and what happened as well as I stopped going after new clients get leads. But I didn't make the call. I didn't go into offices and offer my services. I didn't actually go and get new business. Now here's the raw truth of it. Is that Yeah, I still saw myself. Is this like, awesome, like, you know, psychology genius sort of thing. But I didn't actually take action on it. Now the winner's complex Halasz function Is that because I identified with this, you know, winner sort of thing? The next 20 Robbins, the pleasure I was receiving from that doesn't equal to the pleasure I would get from, you know, just reinforcing it. Because at a certain point I had enough data reference. I had enough experience like, No, no, I am this good. I'm actually this good. So for me to go out and challenge that identity, it would, you know, copy pain. It wouldn't actually reward me the same way that not going and taking action would. So ultimately, when people get winners complexes, they're used to being a winner and they can't handle, you know, taking on the new identity of possibly a bit of a loser. Not as good as you think. And obviously, this is where we start. Get problems when it comes to taking action. See a lot of us taking content from, you know, Brian Tracy, Grant, Cardone Tai Lopez, different Internet marketers, right? This sort of stuff. And Gary v, these business minded people, and we really get our confidence that we start to identify with, you know, being an Internet marketer with being a salesman, with really taking control of her life, not going into the 9 to 5, right, being a business owner, these sort of things. But the problem is that as we start to identify. To a certain point, it's awesome because we start to challenge when you're not a winner and you're just taking in all of this kind of content and you're like boosting your psychology up. Yeah, it's easy to take action. Those initial approaches you feel is just my first time, right, like this sort of thing. But realistically, when you get to a certain point and maybe get a little bit of success, then you're going to see that is tough to take calls and stuff to go and get Leeds. It's tough to go and actually walk into an office, introduce yourself and give a sales pitch, and this is a huge problem, right? We're not taking action. We're not making money. We're not actually getting results. Sure, we can get it with our old clients. We can go to people that beg us to work with them. But ultimately, if you're struggling with getting more clients, it's gonna come down to how many calls you're making. Now, you know this. You've heard all this stuff from other, like personal development teachers. Like I said, I'm not a sales expert. I'm not gonna teach you How to, you know, persuade people? What's the right sales copy? How do you approach it? How do you add value dot it on. That's not what I'm here to do. What I'm going to teach you is what's going on behind the scenes of your mind. What's causing you to take action versus not what is the fear that's running in the back of your mind that's driving your decisions is driving your actions. What's that anxiety that little hum that's stopping you from going out and creating change but getting more customers? So what you're going to notice in want this lecture is really about is that winner's complex See, when you recognize is that by challenging the winner's complex by challenging the fact that , like you're like a man like this identity that you built up by watching all the self help content, which is great stuff. But when it builds you up, you gotta you know, you gotta have some back into it, and you can know a lot of stuff in A lot of people know tons of stuff. I know so much about psychology, but I'm last summer actually applying. It's pretty used within lasted changes. My behavior, it's useless. That's the raw truth. I could sell your tons of different personal moment products. But like I was saying earlier, if it doesn't change the behavior, it's absolutely useless. So when we look at you taking action, right, picking up the phone, making the call going and taking the risk of walking into an office and actually pitching someone these sort of things right, we have to recognize that the pain of possible rejection, the possible loss of our identity as a winner is greater than the pleasure we're going to get from challenging and reinforcing it. And the flip side, if the pleasure we're gonna gain from the new business something doesn't match the pleasure receiving from maintaining that identity, we're not going to take action. We can push ourselves and try and motivate ourselves and get all riled up and hopefully take some actions like you know what? I'm in a good mood, you know, when you're seeing things in a different light. So at that point, when you're all riled up, right, you're just like you walk in there yet, but they're like, Oh, yeah, no, no, no things Then you just no words. Next one, let's go. Right. But the goal is not to have to rile ourselves up every time we want to make a pitch. It's just not sustainable. You won't be able to do that all the time. You're gonna burn yourself out. So what we want to do is make this part of our identity now an election in the next lecture were actually talk about how we make shifts in our identity. But I want you for now to stick with me. Glad you watch this video. Thank you for joining on the journey I hope you found is pretty insightful as we peeled the curtain back and look at what wiring is of our brain because this is really what's gonna make the difference for people who take action versus not we have to gain awareness on what's happening, what's function, how our brain operates. So then when we know the variables, we can adjust them based on what works for you. All right. So the challenge that I'm gonna have you do right off the bat is I'm going toe. Have you start to identify the sensations you have? I want to get really honest with yourself. Okay? Take out a piece of paper or pull up your notes on your phone, whatever it is, and I want you to take just 20 minutes. Just take 20 minutes toe right out. What? You identify us? Just say, Like when you answer the question. Who am I? I want you to write that out When you think about who? My my business. Right that out. Just right out. Whatever first comes into your head now you're gonna notice. You're like, I'm a salesman. I'm like I'm a master at closing. I'm like a high ticket closer. I am like lead generator. I help businesses get other business. Like also, like, just write it all out, get identified with it. Just really recognize what it is that you're identifying. So answer that question first and then next, I want you to answer, and I want you to really just start to identify, like, imagine picking up the phone or going in the office. Really start toe, feel the sensations you feel. And I wanted to record them. So first we talk about what we identify with. The second thing is, I want you to identify what it is that you're feeling. OK, so as you start to pick up the phone, you probably were shaking. Call God. Okay. Notice your heart rates increasing. Look at your posture. Look at what the thoughts of going through your head really start to start yourself. Just become aware. Become familiar with that sensation. Don't change it right now, but I want you become familiar. That's your homework. Super simple. It's gonna take 20 minutes, maybe a little less. But make sure you do it. I'll see them. 4. How To Love Sales Work And Be Naturally Pulled To Act Vs Having To Push Yourself: Welcome to the second lecture of this series. First things first. Did you do your homework? Now? I remember, like a little homework at the very end. Well, if you didn't do your homework, I got a bit of a message for you. It was super simple. It was 20 minutes and then become a little bit awareness to start to notice how you feel with something. Now, if you didn't do that, that's probably wrapped a bad one of the reasons why you're not getting results. Why you're not getting the actor taking the action you need to take the hard reality of fact is how you do anything is how you do everything. How you do those little things. A little exercise I just gave you is how you do everything right. So you're probably not going full bore stuff. You're probably not taking it seriously. So he didn't do the homework. That's probably good indication you're probably not gonna get results in this program, just as you're probably not getting results in other programs. But, you know, it was a test. Ultimately, that was a test. But, you know, I want you to just stick with me here. Okay? It's not the end of world if you didn't do the homework, just become aware of this becoming aware of the fact that you're not going for war something. And that's why that right there off the bad if you're not even applying the information Like I said, personal development is only as good as the behavioral change it elicits in us the actions it causes us to take the behavioral difference If it just fills us up with knowledge. If it just juices this up, these great I feel I feel good. I feel motivated, but it doesn't matter. Produce results. It's fucking useless. That's our reality. So with that said, if you did do your homework Well, congratulations. And you know, you probably noticed right off the bat that as you start to spot things, I wanted you toe really Look at what is it that you are getting rewarded for? What is the identity and then notice what that feels like to challenge right? What does it feel like when you look whom you know, when you feel that anxiety or maybe feel the dullness of lime? There's not in the mood. I don't want to do it. I don't want to go and make the sales call. Whatever was just noticed the reaction you get to challenging that identity Now here's another thing, too. I want you to look at that list, look at the things you're identifying with and ask yourself what's external and what's internal. So what on that list is based on external things that you actually don't have? Control it. You don't have control in, You know, the weather. You don't have control. Really add that much control into how people react to you. There's a lot of persuasion stuff in NLP and these perfect sales scripts and stuff like that. But a lot of it really is a numbers game, ultimately, but we sore toe have a little bit of influence in people, but ultimately we really don't have as much as it is usually being, you know, suggested. But what I will say is this We sort of have a little bit control over people. But if we start to identify with our ability to change people right like I was doing initially with coaching, we're just gonna not even challenge it. So when we look at what we identify with how much of that list is based on external factors , things you can't control and how much of it is based on things you can't control. See, we can control our emotions. We can control our focus. We can control our thoughts, the language we use in our heads, our belief systems. We can even control our opportunities. We can really start to spot mawr opportunities. We can control our resourcefulness, thes air, all internal states that week control and manifest in us and what we can do that when we identify with being a positive person or a resourceful person or a motivated person, we sort of identify with those things. Then we just act in accordance to those. But if it's something that we don't have controlling, then it's going to risk that confidence when we don't want to build confidence that waivers up and down, where sometimes you in the mood and sometimes you're not. We want something that's built into your psychology, where you don't actually have to motivate yourself. So that brings us into this next lecture, the topic of motivation. Now this has been really overdone, and there's probably, you know, you probably heard quite a bit. So I'm gonna keep this super simple and trying to sum up, you know, assuming you know, a little bit about motivation. But realistically, there's two major thoughts. The first thought is, if you need to motivate yourself, you're probably not in the right industry sort of thing. You're probably not doing the right thing. The other side is like motivation is like bathing. You gotta do it every day. You gotto consistently motivate yourself all the time. Well, I want to tell you that you know, they're both kind of right on. The one side is like if you would need to motivate yourself if motivation comes into play like you can't even go and take action consistently. Yeah, like it's probably not something you identify with. It's probably not something that you know right now at that current moment you identify with and is part of who you are as a person. On the flip side, though, you know you shouldn't be motivating yourself every day, but you should be proactive about identifying with behaviors and actions you should have to . Just because you don't identify with something doesn't mean it's not right for you. It just means you need to do a little bit of work, a little bit of proactive work, changing a bit of wiring in the back of your brain to make yourself want to do that sort of stuff, and that's totally in your control. So, yes, both are right. But what I really want to talk about in this lecture is identity Now. We talked about this winner's complex before, but ultimately, what I want to point out to you is that you will act in accordance to your identity. Whatever you identify with will probably determine the actions you take. Realistically speaking, if you don't identify with something you're not going to take action on, let's take, you know, working out, for example. Well, for a lot of people, where that starts is really just watching YouTube videos of like Brandon Carter, Greg O Gallagher or, you know, the hajj twins or any of the other different workout guys on YouTube and or these get a gym buddy, they start hanging around people that are really into fitness. And as they start to do this as they start to surround themselves with other people, their personal standards go up Now, you probably hear that whole thing before, Like you're the collection of five people you keep around. You're actually Mawr. The collection of the input You feed your brain, right? So if you're not around buff people, you can still work out, right? But you're really the collection of the input you're putting into your brain. But on top of that, it's not just the input you're putting into your brain. It's what you identify with. See, as you start to see images of like, these guys were buffing. They're going to the gym all the time. That becomes your normal. And as you enjoy that and you find humor in, then you start to relate to them. You are starting to identify with their behaviors with their standards. And as you start to identify with something, motivation doesn't even come into play. You just do it right. You just identify with being a certain way like, Oh, yeah, I just go to the gym was going to tell me not to rile yourself up. To go to the gym is just part of who you are. See, that's where we really want to take into account. What's going on with this identity stuff? Now that's the major component of this lecture. Is understanding identity. Now I'm going to break into a little video here, and this is something super simple. It's from a program mine called The Fear, which is really diving into a massive sort of thing that breaks down identities and helps you recondition new ones and make identity level change. But for now, here's just a little snippet. A little quick little tip. You can start doing a little exercise. You start doing route the bat that's going to really help you to make some changes, just implementing this into your life. Okay, so I hope you enjoy, and I'll see you in the next lecture. If you want to start to change your identity, if you want to change the way that you relate to things right, how you can best do this is by understanding that when you look at things that you like, announced, just go ahead and like I was like, That's like me any time you do something you like. Any time that you're like you act confident or you went and you approach someone or you talk to a new person or you wrote, you raise your hand in a meeting or, you know, you said yes to doing like public speaking or something like that or taking on a leadership role. Any time you do something you like, that's confident that benefits you. That makes you feel good right now. We should do more of that. Just say that's like me. And if you think to yourself every time you think back in all these different actions, you take, you go. That was like me. That's like me that's like me that's like me Just keep saying that because when you do that , when you go and say, that's like me, that's you relating to something And we relate to all sorts of stuff, like a sever staying away from theoretical for now, But we relate to all sorts of things beliefs, objects, people, you know, this is how you're able to be like C A T shirt and like, That's not like me or that's like me. Like I said, those words that's like me. Then every time you do something that you don't like or say, it feels something you don't like go ahead and say the opposite. That's not like me. That's not me. Every time you do something that you know, you're just like I do this right, and you can do this as well, for I know we're talking about conference, but you can actually use this for addictions. You can use this for any sort of compulsive behavior in your life, right? Every time you do something you don't like, just go ahead or something that you want to change. Just go ahead and be like That's not like me. That's not like me. I'm not like that. And then every time you do something to do, like that's like me, right? So you're trying to quit smoking, smoking and cigarette that stuff, right? When you start smoking and you're like how on you cave to the the craving, then you can just go ahead and be like This isn't like me. This isn't like me. And as you stop identifying with things, you just not gonna do it any more. I know it seems simplistic, but this is really how our identity controls our behaviors, and that controls how we feel about certain situations. So go ahead and start doing this. Say that's like me to the stuff you like, and that's not like me stuff you don't. 5. The Truth About Reprogramming Your Mind For Sales: Hey, with something. Welcome to lecture. So I want to talk to you today about something. Imagine right now you get that list of leads and you're going to call them up. And as you're calling them up your hands shaking right now. Hello. I I was just hoping Teoh speak to and you have a shakiness in your voice. Now I want you to again imagine going into an office, right? And you're trying to pitch someone on a service or whatever the case is, right? Maybe. Let's just take something that you know you should be doing right. That's going to help in action you can take, but you're feeling a little nervous to take it. That's totally normal. In fact, if you don't do any active effort, that's the automatic setting, the automatic setting of the brain. And that's because your wired for Paleolithic time living you're wired to react that way, to rejection, to react that way to possible embarrassment. Right? So we want to change that. We don't want you to have a kind of nervousness. When you're going to do is we want this to feel so effortless. It's just like it's like you know, going and like checking my phone, it's like, feels that effortless. And the reason we want that is because when it's like that, it's not this big, grandiose thing to go and take action. Now here's the horror reality of this. Okay, this is biologically wired in us. Which means that the stuff you're typically going to find on how to change that because really imagine that. Imagine being able to make a call and have a total rock solid confidence. And they could hear in your voice there was incongruent. See in your message when you're talking, you're like Yet I offered this. This is what I'm all about. Data done. I don't know your sales script, but you get the point, right? So what we want to do is give you that core confidence. Now a lot of people are like, Well, it happens through exposure, right? I just gotta keep doing it over and over and over. Well, as part of it, that's part of it. You're sort of there. But the problem is, is that you probably noticed as you're doing that it's always kind of nerve wracking, right? It's always Irving. It almost never goes away. This is because we're not really understanding how the brain programs in new wiring. So I'm going to cut to a video from the Fear Program or actually talk about how to rewire the brain. And before do that, though, I just want to touch on one last point. I want to touch on the point where when we're starting to really discover, you know, in terms of Nero plus ISTEA, I'm gonna try and keep this simple. But here's some psych jargon for you. We're really seeing in the new research around near plasticity is that there's different degrees of it. So it's one thing for me to change a belief system, right? You know, to change the monkey mind a bit, right to change, like the frontal lobe and things like this and memories and we can we frame them. We use, like an LP and stuff like that. But ultimately, when it comes down to our biological programming, what that is is part of our limbic system. It's the part of us that controls the fight or flight. Now that is our lizard brain. That's the stuff where we don't really have a lot of control or in sight terms. It has the lowest levels of Nero plasticity. So it has the lowest levels of actually being ableto manipulate and change it. Because we can change new synapses and stuff like that. We can really change how someone's like, You know, with enough condition we can change the biological chemicals that are being released right ? The like, really someone giving someone more dopamine or serotonin and stuff if they start to identify with other things way, see all that stuff but in terms of actually changing that fight or flight response in terms of actually making ships to that, we got to tap into the limbic system because the limbic system is where it's coming from. But the problem is the limbic system has the lowest levels of Nero plasticity. It's the hardest one to change. So things like meditation, things like, you know, NLP your like cognitive behavioral therapy. They don't really affect it too much. Affected a little bit, but not too much. There's one major way that the limbic system learns, and that's through trauma, and we're gonna talk about that in the Fear program. But essentially it's controlled trauma. It's the only way that limbic system can actually strengthen and harden and change. We learn through intense emotions, and we're gonna talk about it in the other video. But I wanted to bring this up because what? I don't talk when the video is how when it comes down to sales and stuff. Like I said, if it's something that's a big grandiose thing, we're just not gonna take action on it. We're just not gonna do it mean we might push yourselves. Might have to get all riled up. Look, Okay, Mr Customer, make this call. I don't want it to be that way for you. I wanted to be able so you can just go and pitch it with ease and confidence. And you'll notice that as you do mawr of that where you're more relaxed in it, then it's like, OK, yeah, no worries. But how do we get there? Well, we gotta focus on how our body is reacting to fear how we're producing anxiety in our system. So I want to dive on into this. Thank you again for signing up. Thank you for going through this with me. You know, I really do appreciate attention I hope you get a lot out of this. And I'm excited to see you in the next lecture. All the best, right off the bat. I got to give you a couple heads up. I want to give you a kind of a Well, like a broad stroke picture of what to expect here. Right? This is unlike anything you've ever went through before. And the reason I can tell you that is because I went through a ton of this content myself. I've seen what's out there, and this is something that's going to push you. This is unlike anything you've probably ever experienced is very, very anxiety provoking at times. And it's very, very discomforting. That's the point. All right, we're going to baby step our way. They're gonna hold your hand through this process. Now, a lot of the stuff is kind of How am I doing this right? This feels embarrassing of this. Feels uncomfortable. Why am I doing this? Is doesn't feel like it's helping in a certain sense, but I want you to understand something. It's not the action itself. It's the contextual element that we place to that action. We are meaning making machines. So we actually just look and feel and do these things, and then our brains make meaning to it. We place meaning to stuff when we experienced trauma of any type. When we experience any sort of discomfort, when we do it with the right context, we expose ourselves in a way that re programs how we experience fear. So I wanted to see this is earning your 1% every single time you experience discomfort on purpose. You did it on purpose. By your control, you earned 1% 1% more confident. That's the message of this program. We need to get you those 1% daily. We need to constantly get you those 1% and it does happen through a bit of a slower process , right? You can take this at your own leisure, but realistically get that 1%. Push yourself daily, get your 1% when you get 1% better. Even if you get rejected, even if you go and talk to strangers like get the hell away from me. Loan check, right. Even you get the craziest, most extremely actions. You should be able to go like man. Got that 1% right? That's what I want you to get. That 1% 1% more confident, 1% less anxious, your 1% better. And you're getting yours by doing this process by facing your fears. That's how you do. You don't do it. The mindfulness, you don't you don't do it through the meditation. You do it through getting your 1%. That is what the fear is all about us by getting yours, improving 5%. 6. Sales Action Exercise : So in the last part of this course, we're actually gonna do some exercises right now. It takes some actual action right now. So if you don't have a pen and paper in front of you posits right now and go do that, just trust me on this. I know. Party years ago. Just wanted loose soon. No, no, no. You have me here now. Let's just go and do the work together while you have. All right, So you have to go through this twice. Just get the piece of paper out and, you know, have some time for you to actually pause and do the exercise, right? We're gonna have some music playing in the background or whatever. And you know, let's get it done right now is to do the work. All right, So let's begin. So part of human nature and our survival tendency in life is to minimize effort while maximizing result. Evolutionarily, we are obsessed with this. It's what it's allowed us to evolve. And progress is a species. Now, on a personal daily level, though, and in our modern societies, this can cause a huge problem. And that problem is complacency and laziness. It's really an obsession with comfort and instant gratification, right? We just want things right now really quick. It's fast, get it sort of thing, like what's the fastest kind of way? And that's awesome to some degree because it has helped us as a species. But you know, now that we don't have evolutionary pressure on ourselves like we did in our Paleolithic era, well, units causes a bit of an issue because it makes us complacent. It makes us lazy, makes us not want to take action. And that's because we are wired, evolutionarily speaking, to minimize effort while maximizing results. Right? So what's the least amount of effort Aiken do well, getting the most in return? That's the essence of evolution. In a certain sense, right? We just want to see how much we can push it right. We're constantly trying to optimize, to get better to more efficient, and those were the most efficient survived, so we naturally don't want to do more than we have to, all right, so let's just accept that as part of our hard coded wiring, so this obviously effects our ability to take action, but another way it really affects us is in our ability to think. See, most people don't ever consciously think. And I'm not talking about reacting to stress or over analyzing because we are when we all do that too much, right? We're always in our heads again and listen to the banter back and forth, right? I'm talking about adding some consciousness and becoming crystal clear as to what you want and why you want it. This is actually taking time out of our day to stop and really articulate in a lot of detail and really specifically what we want for our actions. Here's the truth or a little secret into, ah, human nature. We all want more money. No matter how much you have, you'll always want more. You'll never be at a point where you don't want more. Even when you have a lot of money, you're gonna be like Well, okay, I still want some little nest eggs here. You know, I'm nervous what people taking it. So I want have more money toe higher for security and all these things and protect me and you'll never have enough. You'll never feel like you have enough, and this is because you're wired to again Minimize effort will maximize and result. But what that translates into is that you'll always want more resources. You'll always want more control, more security, cause that's kind of ultimately what we get out of money, right? We get security a sense of like, OK, I'm fine. I can pay my bills. I can, you know, feel good about all this. And I'm not worried about stressed. I could help people who need it. I can help. You know, the people around me, this sort of that we want security. We want that certainty. So this is what we want. We're always gonna need want that. And we believe that the more money we have, the more will get that we've made that link in our heads. So here's the thing. The only time you're not gonna want more money is when you become grateful for what you have right now. But we have to understand that this is really two different things at play here because that action of gratitude towards what you have right now that really is, you know, a psychological thing. You're doing tea kind of, you know, let's call it suppress that biological urge toe always want more, but that biological urges still there Now we can use the gratefulness and stuff to really be like, OK, you know, I have enough. I know what that amount is for us, but biologically speaking where wire to constantly trust, get more. What's more, I want bigger, larger want more reasons is like we're talking about. That's that survival tendency right now. Here's the thing That's a never ending race, so we're always gonna want more. But here's the thing. We never really bothered to set a limit to what that amount is in the kind of daily, immediate thing that we're trying to do because we think, Well, you know, heck, that's not enough, right? Safer, like OK, I just want to earn an extra 1000 bucks a month, right? And you're kind of like OK, well, you know, that's good. And I feel motivated. I can do that. I could do that's obtainable, but that's not enough. I kind of want, like 5000. Well, that's not old. I'm not gonna have that security really want I want I want, like the 10,000 Okay, Doyle, That's getting how much more month you know, And now you're said it is where people come over there like, I want to $1,000,000,000. You know that some of these extreme amounts, but we live in a world of cause and effect, which means that, you know, there are variables. There's a recipe for creating all the different things we want, right? So if you want a lot more money than what's gonna have to happen is that, you know, you're gonna have to have a lot more action to get you there, right? There's gonna be a lot of things you have to give up. That might be, You know, this family life that might be friends or social life. Sometimes that's what it kind of comes down to, because if you take in tons of action, then yet it's obviously take up time. You're gonna have to, you know, give a little to get it. So a lot of people don't actually need that $2 billion extreme amount. What that really is is just that biological tendency to really, really want security uncertainty. All right, so if we can kind of brings awareness to this and kind of recognize that that's what's going on behind the scenes. What we want to do is we want to get crystal clear on what we can do right now. That's going to produce results. Now, I know it's a little annoying, right? You're like, Well, okay. All right. I can tell. This is this is going towards goal setting, and I have done some goals before, and that's not what I want to do right now. Justin. OK, listen, we gotta do it. We're here right now. Let's do it. I know part of its like, Well, I do. So I kind of know in my head like I have a goal in my head. No, no, no, no, no. We can't have this just be bouncing around in our heads. We need to write this down. We need to actually articulate this on a piece of paper. And there's a very good reason for this. And it's because the hard reality is that you're not consistent emotionally, right? Your emotions are constantly changing. So when you're in a really bad mood, that means your desires are also going to change. So, you know, one moment you like only $10,000 another moment, like Listen, if I could get 500 bucks right now would be awesome. We got to recognize that as our emotions change, so do our desires. They're very heavily linked. And because of this, when our desires and our goals are kind of just like flopping around in our brain, just kind of like getting pushed back and forth and regularly, I kind of sort. And I know what we'll always have wanted an extra 5000 month or something. I've always wanted extra to make $10,000 a month. Okay, that that's fine. I'm saying, let's just write this down. Get really clear as to why we want it. We have to do it. I know. It's like, Well, I know it in my head. No, no. Trust me on this. You just need to get it out of your head. That's the whole point. Because what have we really been doing? We've been thinking, right. We've been over thinking we've been, like, reacting to the stress orthotics. Okay, I know I should do this. I know I gotta do this. That's all we've been doing. We have been taken action, right? So we need to get this out of our mind and on to the paper. So now we can actually act based on the paper. We can actually do the action. I know it seems super simplistic, and it is. But here's the raw realities. Sometimes this stuff doesn't have to be complex. We're making a complex. We wanted to be complex. We want that, like, snap like, Ah ha moment sort of thing when reality reality of this sort of thing is really we just gotta do the work. We got to sit down and do the work, and we have to add consciousness to it. We have to actually go and sit and ask some questions to ourselves every day. Because if we don't, what happens? Wow. Will be naturally pulled towards trying to minimize effort, maximize results. So we kind of get a little off course, right? We kind of get a little, you know, like, oh, you know, and for my business, I gotta make a logo. Now. I gotta I gotta, you know, make the website. I gotta do this little thing on here. Well, you know, I got it right. This, like sting. That's gonna change the sales copy or I gotta do this, like little thing. No, no, no. We got a look at what the end goal is We gotta look at OK, Is that money that you're trying to learn? Is that what the goal is right now is that we need to take action on like, you need to see tangible financial improvement. Do we need to ask ourselves, What can we do right now That's going to create that result. What is going to actually create that result? Not something that's gonna lead to it. Or you think it may help or something like that? No, no, no. What can you do right now? That would bring about result. What is the end goal? What's the major focus? Is it finances? Okay, how can we get more money? How can we earn some extra cash? What can we do right now? Actionable things, Measurable observable action that we could do right now that's going to help with the end goal. Get very clear on this. What can we do right now? That would lead to results. Answer that question right now. Let's go. - All right. The next thing I'm gonna ask you is how do you know it's completed? What is the exact measurable change and improvement that would indicate that what you did was a success. Alright, Write that down right now. I want you to articulate it. How do we know what it is? And when it's completed? Write that down. How do we know it's completed? What is the measurable thing we can see? - All right. Last question. When will you have this done? Today. When is this gonna be done? And if you're listening to this at night or something like that? Like I don't care. Just figure out how to get this done. Or at least right now, schedule the exact moment you're going to do it. And no matter what, follow through with it. Make sure you can actually go and do it. And you're writing this down and write out what you're going to do right out fully. I am going to call Mr Customer here. I am going to follow up with this lead. I am going to, you know, reach out to whatever business, right? Whatever the action is, do that right now or schedule the exact time you're going to do it. And it better be either tomorrow or, you know, is that the military, the Sooners, you could pull this off, right? I know there's business cards and stuff, but you get my point. When will you have this done? Okay, good. Now go execute this. Go do it. Actually, take action on it. Right? I know. It's like, OK, this is minor. This seems like, simplistic. Just do it. Okay. And there's a second part to this, and I don't want you to listen to it until you've actually done this. Okay, Until you've written all this out what you've should have been doing as we're going along, and now you've actually done the action. Okay? And maybe it didn't give you the exact results you wanted right now, but it definitely should have given you some insight into what you need to do or what went wrong. Or how you can improve or something along these lines. Just make sure you did the action before you go on to part two. All right, take care. Now. 7. Sales Action Exercise Part 2: All right. Welcome apart to do not listen to this until you did the thing from the last exercise. Okay, if you did. Excellent. If you didn't come on, men, you're actually gonna rob yourself of a really powerful insight that you will Onley really get if you completed the 1st 1? Because if you listen to me, it's just gonna be like any other programming, like, Okay, all right. And, you know, you really miss out, up, kind of set this up so that they're separate. So you kind of get that like, Oh, who kind of sensation, right? So something can actually stick here. But if you did do it, let's continue. Now. Remember that whole minimize effort maximize results. That survival tendency thing we talked about in the last exercise. Okay, that is exactly why we have to do what we just did again. Because you don't want to, because you won't want to until you do. That's the hard reality. You got to continually do this process daily. This is really about re reminding yourself of this and forcing past that biological survival tendency. It's forcing thought It's like forcing that consciousness to the thing you want to improve . See, you can't let yourself become complacent or comfortable on the area that you're trying to improve. This is what we want to do, and this is how we deviate. This is how we end up kind of doing a bunch of stuff that's not really what we should be doing. Or it's all the little means things that we think are gonna lead to the goal. We have to look at the end goal, the end actual thing we're trying to do, get very serious and conscious and really ask ourselves, What can we do right now to produce a result right now, Gun to the head, produce that result We need to do this daily. If you don't, what will happen and it's become complacent, uncomfortable your brain will distract you or deviate you from that goal. So what needs to happen is that you need to habituate and become comfortable with being uncomfortable. Essentially, you have to really get used to that intensive consciousness and apply that focus so it takes a little less effort to do because you're kind of good at it, thus maximizing the result and how, if you can do this. If you can repeatedly do this every day, practice this even if you're just at the beginning of your day before you start the day before you go to bed, you have a little white board right down. This is what I personally I write down the actionable things that I need to do, the actions that I have to get done and I make them realistic things I could do that day. I have another kind of like border binder, starting where I write down what my months goals are and stuff. But I'm talking about that daily consciousness of like, OK, what can I do today to get me closer to the thing that I'm trying to improve? You have to do this. You have to add consciousness to it. Because if you just let yourself go passive, if you just let yourself go on that automatic setting, that automatic setting will deviate you from action. It will do everything it can tow. Make sure you don't do anything, but stay has You are all right. That's the biological tendency for survival. Okay, hopefully this is stuck. Hopefully recognized that this is a bit of a frustrating thing that you have to do is a lot of work. But realistically, once you figure this out, once you can habituate this and you can do this consciously, you get a lot better at it and you stop having to kind of put as much effort to it because you get really good at it. But I'm gonna be honest with you and full transparency. You keep getting better at it. You actually keep getting smarter and keep improving on your ability to do this. So for someone like myself who have practices for a long, long time, the degree and intensity to which I'm doing this actually is a lot higher than the average person. I'm able to do this watch a lot more intelligently, a lot more effectively than most people. But it was only able to get there because I did this on the ground floor. Did this where we're just starting out where it was like Okay, I guess I'll be conscious every day about all this stuff, right? Once you can do that, you'll get a larger range that you're able to access so you can start producing results very quickly. I'm not here to really brag to you about what I'm able to do with with this sort of thing. But I have been able to break into industries that I am brand new into, had no experience, learn an entire industry, learn many marketable skills, start producing results in an industry in less than a couple months. And I'm talking like, turn a business from nothing at all toe actually generating a profit and a passive income in a couple months. This is so what I've been able to do because I'm able toe access a large range of this because I keep refocusing my brain. I keep re fine tuning and adding consciousness to it. And if you can do this and you get comfortable doing this and you get better at it, you brought in that range and it really doesn't end it. So, you know, I still want to be lazy. I still want to, like, not do stuff. But what ends up happening is that you get obviously rewarded for you get a lot of positive results from doing this. So much so that when you start to get comfortable and used to those results when you no longer have it. You're like, Oh, God. And you start to feel pain that you're not getting those same type of results and that, again becomes part of your identity becomes part of that whole pain and pleasure stuff we talked about. Yeah, this right here. That's kind of the grand model of it. I hope you've enjoyed. I hope this has been very enlightening. I hope this has been very insightful. I'll talk to you later. 8. The Next Step In Your Sales Action Journey: All right, congratulations on making this far. And you went through all the content. Bravo, man. A lot of people don't do that, but you did. And that's what kind of tells me that you might be ready for the next step. The next step in this journey is a program I created called the Fear, and I want to personally invite you to take that journey with me where I walk you through how to make deep identity level change to your self esteem and confidence, right? This is really core confidence. Conditioning is what I mainly known for, and it's how we make ships to our identity. We talked a little bit about it in this series, but I want to go really in depth with you because what we can do together is really make lasting ships to the way that you perceive fear the way they react with fear. And like we learn in this series, that's what stops a lot of from taking action. So while this is really on confidence, this is something that really helps people get, convey ruined and crystal clear into who they are, what they're offering and have that ability toe, not feel fear when they go to make sales, right? This is something I've tested on thousands of people. This has gotten raving raving reviews, and I'm excited to offer to you. So I encourage you to go ahead and get the link below. We're doing a promo for this with the discount, so take advantage of that. Well, it's still going on here. It's not gonna last. That's just a sales price. For now, I know that's a little bit of that, like scarcity, marketing and urgency. But realistically, you know, I'm just I know that if you take action on this, if you follow through with me on this, it's going to create a massive shift in your life. And that's what I want for you, man. I know how it feels like just taking all this content toe. Learn a bunch of great stuff, entertaining fun, but it doesn't really change your life. But I really want you to take advantage of this right now, and so I am putting an urgency thing on it because I know that's gonna push you a little bit further, and if I can push you a little bit further if I can get you into this program, I know the effect is gonna have on you. I know how much of a drastic change is going to make to the amount of action you take in life and that actions going to dictate results. And that's what I want for you. So I encourage you to join me in the fear program. It's my master class. I'm very excited to get started with you, and I hope to see inside Click the link below and I'll see you there.