 Good scripts always work. I mean, I think the rock made about 60 million dollars last year, and what does that dude do? He reads, he memorizes scripts and regurgitates them on camera. Okay, what does Jimmy Kimmel do? He asks questions created in advance, okay, and asks them in an entertaining way. So have your script, which means have your questions open big, close big, okay, and let the rest just take care of itself, and sales can get quite easy. What's up, everybody, and welcome to the show today. We drop great content each and every week, and we want to make sure that you guys get notified, and in order to do that, you're going to have to smash that subscribe button and hit that notification bell. And if you've gotten a lot of value out of this, make sure you give us a like and share our videos with your friends. You entice people by paying close attention to what your competitors are doing and differentiate yourself in a meaningful way, and then you convince people and close people through curiosity, whether that curiosity is on Facebook Messenger or on WhatsApp or on LinkedIn, it doesn't matter. The principles are the same. So mastering the principles are far more important than the tactics and the hacks and the strategies for all these different ways to get from point A to point B. And that's been our overarching theme in all of our programs over the last 10 years. Online dating has changed, how people market and sell their businesses have changed, but the principles stay the same because humans are not evolving faster than technology. Our DNA is not evolving that fast. So those same strategies will work over the telephone will work in direct mail will work online if you understand the principles behind it. Well, I was just gonna say and just like reading a book to get something different out of it as you have gained perspective and you're looking at it from a different position, what the way you view the world of 20 is going to change the way you view the world at 30, at least I would hope so. And because of that, these same principles that we're talking about, whether it's sales or persuasion, you're going to see them. It's going to be the same principle, but now you're viewing it through a different lens. You may appreciate it more because now you have more time spent with it and you have a better understanding of that principle. People will come through our programs and it's like, well, isn't that the same program the guy just took a few years ago? Well, yeah. Well, the guy came in and he had X problems and he worked through those and now because he's worked through those and sees life from a different advantage, he wants to take the same program because it's going to deliver a different perspective because he's changed. Yeah, for sure. So in starting out in your sales journey, were there skills or gaps in yourself that you felt that most people now starting out in sales need to really figure out to get started or do you really believe you just throw yourself in it and you start to make sense of it? Because many people I know that are listening to the show are like, I still don't know about sales. It's complicated. It seems like it's for other people who are extroverts or XYZ. We all have excuses and you are now on a different part of your journey in terms of learning sales. But if you think back to when you started, what would you tell yourself on that starting line? Well, you do have to jump in. You can't steer a parked car. Okay. I've been doing jiu-jitsu now four and a half years. We always laugh about, you know, oh, that guy's been watching YouTube videos. It's like, you know, Mike Tyson said, you know, nobody, you know, everybody has a plan until they get punched in the mouth. Yeah. Right. You've got to be willing to get punched in the mouth and sales. Hear that. No, get that objection. Okay, because there's two ways to learn, right? One is repetition. But the other is adrenaline, right? Emotion. And so, you know, the case and point is like, I'm sure y'all remember exactly where you were when you heard the news about the 9-11 tower attacks, right? I know exactly where I was. Right? That only happened one time. But the emotion, the chemical dump you created in your brain and your body seared that memory into your psyche forever. Okay. So when you get frustrated, when you think you have a sale and you've lost it, and then you take the time to unpack it, to unwind it, to watch the game feel like, where did I go wrong? You know, you don't make that mistake again if you care about what it is you're doing. Okay, I've got certain moves in Jiu Jitsu. I remember specifically when I failed and I sought somebody out and they showed me the fix. And it was, the fix is always very simple. It's literally a stitch in time saves nine. You know, Jiu Jitsu is very simple. There's just, you just do the 1000 different moves at the exact right, one of the 1000 moves at the exact right time and adjust it based on what injuries you're suffering from. But other than that, it's very simple. Right? And so, but as I learned those, I don't make that mistake again. Like, okay, and I remember who taught me the fix, right? Or, you know, whether it's a, you know, wrist lock or a leg lock or whatever. So you got to jump in and get yourself in the mix. Listening to tapes and watching videos is fine. But you got to go engage. You know, that's what's going to build that muscle memory, you know, and get you, get you good, get you strong, you know, but remember, you really are, you're just seeking the serve. If you, you know, beginner's luck is a real thing because you show up enthusiastic. You show up happy just to have a prospect. So you're, you're, you're serving them, you're answering their question, you're taking notes, you know, you're earnest, sincere. And that comes in there like, you know what, he didn't know everything, but you know, the nice guy, I'll give him a chance. You know, I feel like he really is trying to help me. So then you, once you become too, too cheesy, you come across as manipulative things get hard, right? So, so stay true, you know, but they always say, you know, people are more afraid of giving a speech than dying, right? So, so if they attend a funeral, they would rather be in the casket than delivering the eulogy, you know, but the key to delivering a speech, they say open big, close big. If you know how you're going to open and you know how you're going to close, assuming you know your material, right? It's the subject that you're well versed on, but if you know how to open, you know how to close, the stress really goes away, right? So, so role play this thing out, script it out, you know how to open. Okay, it's a 30 minute meeting. It's a one hour meeting, whatever it's one person, it's two people, it's 10 people. I know how, I know why we're here. I know how I'm going to open and I know where I want to take them. Everything else is filler, right? Because you have, you know, begin with the end in mind, open big, close big. So from that sales call, again, people are very predictable, you know, Johnny, though I hate those glasses, Johnny, I love that jacket. So I mean, how if I know how to open to create the response that's going to tilt the odds in my favor, you know, practice that if people get tired of it, but it, it always works. Right? What's a nice girl like you doing in a place like this? Oh my gosh, like what a script, right? That so then people say scripts don't work. No, bad scripts don't work. Good scripts always work. I mean, I think the rock made about $60 million last year. And what does that dude do? He reads, he memorizes scripts and regurgitates them on camera. Okay, what does Jimmy Kimmel do? He asks questions created in advance. Okay, and asks them in an entertaining way. So have your script, which means have your questions open big, close big, okay, and let the rest just take care of itself and sales can get quite easy. We drop great content each and every week and we want to make sure that you guys get notified and in order to do that, you're going to have to smash that subscribe button and hit that notification bell. And if you've gotten a lot of value out of this, make sure you give us a like and share our videos with your friends. Well, you bring up a great point that there's nothing better than experience. You can watch the YouTube videos and you could hear other people using that script, using that statement around an objection or getting to the close. And you're like, yeah, that makes sense. I totally see how that works. And then the second you're on the phone, you stumble over it. It doesn't fit with your personality and delivery. And it doesn't work because you haven't field tested it. You haven't actually had it come out of your mouth in that moment with the emotion with the adrenaline going through your own veins. Yes. And, you know, Johnny and I laugh. We'll watch YouTube videos on sales strategies. We'll trade them in our Slack and then I'll try to bring it into the call in the first few times. It doesn't work. It's someone else's line. It's someone else's strategy. And you have to work it into how you talk to people, how you relate to people. And it's going to change slightly, right? So you can't be tied. But that core is there. Exactly. And I think in today's day and age role as technology, I think we have to draw the line in the sand too of what is, what is actual training and experience. Because if you're nervous, you're going to perform to the level of your training and reading books or watching YouTube videos is not training. That is an understanding of the information so that you can then start training with it. People then they're like, Oh, I've read all the books or I watched six hours of YouTube videos. Let me add them. Okay. Now you're going to start training. No, I've been training. I watched six hours of it. No, no. That was you absorbing information. There is a direct light of that. And then and also for ourselves, we have a program called our core confidence program with directly why it was built so that people have a safe setting to practice some of these skills that allow them to deal with their emotions and and focus on the task at hand. Yeah. Much like sales. Yeah, you're going to have to get out there because the car isn't going to steer if it's it's in park. However, you're going to make a lot of errors getting out there. And you have to be comfortable with that. Yeah. You know, they say if it's a job worth doing, it's worth doing well. No, if a job is worth doing, it's worth doing poorly. It's worth, worth, worth sucking at and endure. Yes. Embrace the suck until you get good at it. Okay. And you get after it. You know, they say rookies practice until they get it right professionals practice until they can't get it wrong. All right. So for those in our audience who are starting out in their sales journey and want to learn more on how to work with you, what's the best place to find some information less? Man, just get my book. Get my book. You got to go old school, get off the technology, get pen and paper, go to 79stories.info. And you can link to my website from there once you're there. But get my book. It's it'll come from me. Don't go to Amazon because it won't be signed. I'll sign it for you. All right. If you pay extra, I won't sign it. Okay. You know, start there. Yeah. And it's called The Sales Whisperer Way. And it's a compilation of what I have stuck with. I write the weekly whisper. And it's a compilation of about 85 of those I've written over the years on sales and marketing and entrepreneurship and mindsets. And, you know, a few crazy things I throw in there. That's as good a place to start as any, because from there you'll see other other things that in the podcast and in free reports and whatever. But you know, you didn't actually read it, right? Don't be a collector. Get it, read it. Put it to work. Put it to work, right? And maybe only read the first three chapters. If something hits you in chapter one, go apply that. Then come back and read chapter two. You know, it's all, you got to take action. Well, we love asking everyone of our guests what their X factor is. What's the skill set or mindset that not only makes you unique, but has unlocked immense success in your life? What do you think your X factor is, Wes? You know, I always say great salespeople have great empathy. Okay. And empathy is different than sympathy. Empathy is being, putting yourself in their shoes, seeing things from the perspective of your prospect. And I don't know how I've developed it, but I mean, I'll work with a chiropractor one hour. I'll work with a massage therapist the next. I'll work with, you know, I wrote copy for an asbestos remediation training company, you know, and then turned around the same weekend and wrote for an executive portrait, you know, photographer, Jackson Hole, Wyoming, like $20,000 sessions, you know, like literally same weekend. So I don't know, I can put myself in their shoes, understand what their prospects are going through, the questions that they're asking, the worries and concerns, and been able to address them. So, you know, work on your empathy, your empathetic skills. So develop your empathy. Love it. Thank you for joining us, Wes. Hey man, thanks for having us. Good to see you.