Практика Shadowing: Brutally Honest Advice About Sales in 19 mins - Изучайте разговорный английский по видео

Выберите режим практики

Каждый режим открывает полноэкранную комнату практики.

325 предложений

Если предложения слишком короткие или длинные, нажмите Edit, чтобы их изменить.

If you're in sales, you're in a career path that lets you earn more than 90 % of people your age.

It is statistically proven that sales produces some of the highest income earners in the world.

But the big catch is there's no barrier to entry, no degree necessary, you don't need connections, you don't need permission, like no one has to let you in.

You just start.

But that's also the exact reason most people in sales never make any money.

Because it's so easy to get in, they don't treat it like a real profession the way you would if you were a doctor or a lawyer.

Nobody wakes up one morning and decides they're going to try

and become a surgeon for a few months and see how it goes.

But people do that all the time in sales.

And there are truths in this world of sales that if you don't respect them, this becomes the most fruitless thing you can spend your time doing.

But if you do respect them, you don't have to be a natural, right?

You don't have to be the smoothest guy on the floor you just have to be a professional about it

and that's really the whole gap you'd be pretty dumb to click off this video

because most people who get into sales quit about month four

and just tell everybody

that sales wasn't for them it usually wasn't sales my name

is micah vu i've had nearly a decade in sales

and i actually started cutting my teeth door knocking in high school for donations

and since then professionally i've knocked thousands of doors i've made over half a million cold calls

and generated over 12 million dollars in revenue for my businesses

and to this day i still pick up and dial the phone

so in this video i'm going to give you the seven truths about making money in sales not necessarily tips

or scripts these are the seven things i tell a rep

on my own floor right from day one some of these

are going to sting a little bit all of them will make you money

if you let them truth number one the calvary is not coming What do I mean by that?

In a lot of ways, sales is war.

Battle every single day.

If you're in a battle, say in ancient Rome or I don't know, pick your era, you're out there, you're losing and you're waiting for backup.

You're waiting for the Calvary to come over that hill and save you.

And here's what happens when you're waiting.

You don't perform at the level that's required of you.

You're half in it.

Part of your brain is doing this math on

when help is going to show up and then the Calvary just doesn't come.

And so what happens?

You literally die.

The mentality of waiting is what kills you.

Let me give you an example.

January 1879, South Africa, the British and the Zulu are at war with each other.

And there's a little British outpost in the middle of nowhere.

It's a church, a small hospital and a stone wall.

That's it.

There's about 150 guys and 35 of them are sick in bed.

They can't even stand up.

That same morning, a few miles away, the main British army gets completely wiped out.

1 ,300 men gone in about an hour.

So the backup, the guys who would have come and helped them, they're already dead.

They just don't know it yet.

Then a rider comes in and tells them 4 ,000 Zulu warriors are headed this way and there's nobody behind you.

Here's the whole point.

The British soldiers didn't wait.

They knew nobody was coming and they lined everything up around that.

They didn't have walls, right?

It's a supply post.

So what did they have?

They had bags of corn and wooden crates of biscuits.

That's it.

So they spent two hours building a wall out of food.

Grain sacks, stacked chest high, crates on top of that.

They're smashing holes in the hospital wall with their rifles so they can shoot through them.

And then they fight all night, 12 hours in the dark behind a wall made out of corn.

And they hold the line.

17 of them die.

11 of them get the Victoria Cross, which is basically the British version of the medal of honor

11 guys in one night that's still the most that's ever

been handed out for a single fight this is what happens

when you're all in in sales what i see constantly is

people waiting what do they wait for they wait for the

list to refresh they wait for new contacts to get added

they wait for a new territory to open up right they

want a new campaign to launch in our model we're fractional

meaning we run campaigns for different companies it's i'll turn it on

when i get a good campaign

and in some ways it doesn't look like quitting feels like you're being patient it looks reasonable.

But two things are wrong psychologically during that period.

Number one is you're training your mind to be weak.

You're training yourself not to own the outcome.

You're waiting for a miracle, which means you're now susceptible to whatever the environment hands you, whatever it gives you, that's your ceiling.

And number two, and this happens because you're already in that weakened state, you start feeding the narratives, right?

These leads suck, the dialers suck.

I need a better dialer.

I need a better CRM.

I need to send more emails.

I need better data, right?

I need more tools.

I need, I need, I need.

And the reality is you just need to put in more work and own the outcome.

That's it.

If the cavalry's not coming, you just need to figure it out.

It's that simple.

You look at what you've been handed and you go, okay, did I get a wooden sword?

Did I get a steel sword?

Or is this a butter knife?

And if it's a butter knife, then you need to figure out how to kill 4 ,000 Zulus with your freaking butter knife.

That's just the reality.

That mentality, like I'm going to figure it out.

I'm literally going to do the impossible here.

That's the thing that unlocks the impossible.

100

Even on the Glen Cocoa sales floor, we have to break this belief every single day.

101

It's not something you break once and it's gone forever kind of thing, but there's different degrees of it.

102

You can slip back into that mindset, that victim mindset happens all the time.

103

And especially if you're a growing sales organization, obviously you've got new reps coming in constantly with that victim mentality.

104

I'll wait till I have a great campaign.

105

I'll wait till I have a great list.

106

I'll wait till there's a client that pays me more, one that's actually worth my time.

107

And I probably shouldn't say this out loud, but on our floor, the best campaigns and the best leads are reserved for the people who already embody that mentality.

108

And how do we know they embody it?

109

Because they figured it out first and the campaigns and lists

110

and the contact and whatever crap we gave them when they first started.

111

Now, sometimes we just ask them straight up.

112

Do you truly believe you can figure this out?

113

And sometimes then we tell them flat, Hey, like this is the mentality you need to have here.

114

But honestly, most of it is from observation.

115

You know, how do they respond to the coaching?

116

How do they respond to adversity?

117

And so that tells us a lot.

118

That tells us pretty much everything.

119

Here's what you need to plant into your mind.

120

Whatever it is you're waiting on right now, write it down and then work today like it's never coming.

121

Not forever, just today.

122

So if you're waiting on leads, they're not coming.

123

Where do I find leads?

124

Do I need to go scrape it myself?

125

Do I need to go purchase some from a broker, right?

126

The CRM sucks.

127

We're waiting for a new CRM in like three months from now, whatever it is.

128

It's not coming.

129

So figure it out.

130

The Calvary is not coming.

131

Truth number two, the leaderboard doesn't lie.

132

And this is the meritocracy truth.

133

Sales gives you honest feedback daily.

134

And that's the gift most careers never give.

135

Here's the claim.

136

In most jobs, you can actually be mediocre for years.

137

Why can you be mediocre for years?

138

It's because mediocrity lives in the shadows.

139

It exists, but no one really knows it's theirs.

140

Some people call this the status quo.

141

In sales, the leaderboard tells you your results at the end of the day, every single day.

142

Your excuses and your numbers sit on the same screen.

143

Everyone works the same market and someone on your team is closing in it right now.

144

And so brutal feedback is fast feedback.

145

The board also shows you exactly how far you are from the person to copy.

146

Exactly.

147

Back in the day when I was dialing full -time, I'd usually flip -flop with, there's a rep named Anthony and there's a rep named Kaven.

148

Kaven's with Glyn Coco now.

149

We boom, boom.

150

One, two, three, right?

151

We're back, back and forth, back and forth, back and forth.

152

And then one week I'm like, number eight on the board.

153

And I'm like, holy smokes.

154

Have I lost it?

155

Do I suck now?

156

What's going on?

157

Is this even for me?

158

And then I said to myself, here's how to think about this, quit arguing with the board and go study the person at the top of it.

159

Ask to sit on their calls.

160

Most reps never do that.

161

Listen to their calls.

162

But the board has a quiet failure mode too.

163

And it sits in the comfortable middle.

164

And that's the next truth.

165

Truth number three, comfortable is the career killer.

166

Here's what I believe about sales.

167

The most dangerous number in sales is a base salary that's just barely enough.

168

It buys off exactly the hunger that makes reps good.

169

And so personally, I've worked sales gigs where it's 100 % commission.

170

I've also worked sales gigs where I have a nice cushy base and some good upside.

171

A rep who's covered either way works differently, behaves differently than a rep whose output pays them,

172

where the upside is uncapped and makes a significant portion of their income them.

173

Everyone in sales has seen both versions of themselves.

174

Now, I get it.

175

There's folks out there.

176

You should provide liabilities.

177

You got a mortgage.

178

You got bills to pay.

179

You need a safety net.

180

And I think that's great.

181

Maybe you're at the stage in your career where the base is what you need.

182

But some of the best sales reps I've met at one point or another had to kill what they ate, had to sing for their supper.

183

They take that mentality and they run up the score as much as they can.

184

So performance pressure with zero floor can break people too.

185

Nobody here is saying, you know, starve yourself into greatness.

186

Just don't let the comfort pick your ceiling.

187

And mentally, how do you approach this?

188

Whatever your comp plan is, track the number that pays you, right?

189

Every single day, every single week, for the most part, and put it where you can see it.

190

Comfort hides in vague numbers.

191

Here's the next Thanks thing that's going to annoy some people because it's about the advice industry itself.

192

Truth number four, most sales advice comes from people who actually don't sell anymore.

193

And why am I saying this?

194

This is the strongest, most contrarian truth.

195

I'm not saying every guru and every coach out there and every trainer are useless.

196

There are some people that were actually genuinely good in their era of sales, have great coaches out there that have great systems

197

that you can draw from

198

but the reality is sales is an evolving game there's techniques there's angles there's strategies

199

that are cutting edge of the sales game a huge share

200

of the sales content you watch is made by people whose last real pipeline was years

201

and years and years ago sometimes decades ago

202

and it's for one simple fact teaching sales pays better than doing it

203

and it shows in the advice here's how you can tell

204

if it's legit

205

or not the advice from non -sellers is really clean frameworks

206

with no mess in them no real examples objection trees where

207

the prospect cooperates perfectly every single time role plays where nobody's

208

kids scream in the background like real calls aren't clean

209

so how do you sift through all the noise filter every

210

piece of the sales advice through one question has this person taken a cold no recently

211

if you can't tell assume not and weigh it accordingly

212

that includes this video

213

which is why everything in it comes straight off the sales

214

floor speaking of what actually happens on real deals here's where most of them die

215

and it's after everyone has already hung up

216

so truth number five deals die after the call not on it

217

and this is the process truth this is the unsexy back half of selling where the money actually leaks out.

218

So here's what I see.

219

Reps obsess over what to say live, then lose the deal in the days after.

220

The recap that never got sent, the follow -up that slipped, the next step nobody locked in.

221

The call is the performance.

222

The follow -through is the paycheck.

223

Buyers almost never tell you they drifted or they forgot or they just go quiet.

224

And quiet is usually a follow -up you didn't send.

225

What happens on our sales floor?

226

How do you cure this disease that so many sales organizations suffer from, which is not following up with prospects?

227

The gold is in the follow -ups.

228

80 % of your deals will come from follow -ups.

229

The second, third, fourth, fifth, sixth touch on your prospect.

230

What we do on our floor is number one, we give our guys like automated sequencing and follow -up tools.

231

But oftentimes the conversation is the best form of follow -up.

232

And number two, if a lead being worked is not followed up on within three days of that last touch, it gets sent back into the pool.

233

It gets sent back into the general list where every other rep can go and attack it.

234

Okay.

235

So number one, they get enabled and they know exactly what they should be following up every single day, but it's a choice.

236

It's actually a choice not to work it, but it's, you know, things slip through the crack.

237

Reps go on vacation.

238

That lead needs to get worked.

239

So guess what?

240

Someone's got to work it back to the pool.

241

And I see this across tons of organizations.

242

So we had this large business communications company that we worked with.

243

They paid us $100 ,000 a month to generate appointments for their channel partners.

244

So we had 40 of their top channel partners that we were calling on behalf of.

245

And out of those 40 channel partners, guess how many actually followed up and didn't blame the leads?

246

Guess how many?

247

Two.

248

And I still remember them because I love those guys because we would send them a deal.

249

And two years later, they would close a deal.

250

Two years later, after we booked a meeting, they would close that deal.

251

Why?

252

Because they followed up and they were pleasantly persistent quarter after quarter.

253

And they eventually close them down.

254

Statistically, that's one in 25 % of sales organizations, at least for that sample size.

255

And this was 40 of their top channel partners.

256

Okay.

257

Here's what you need to understand.

258

Never end a conversation without the next step booked on a calendar, and you need to send the follow -up before you dial the next number.

259

And it's boring on purpose.

260

The boring parts are where the money is.

261

And if the thing stopping you from all this volume is fear of the bad calls, the next truth is for you.

262

So truth number six, nobody remembers your worst call.

263

Nobody.

264

This is the emotional truth.

265

This, I'm going to deflate your fear that keeps you from dialing and asking and continuing to ask and continuing to dial.

266

So think about this.

267

We've all had just that awful call, that awful sales pitch.

268

It was so embarrassing.

269

You said so many stupid things.

270

The prospect yelled at you, telling you to never call him again, whatever it was.

271

You're thinking about you're replaying that at 2 a .m in the morning.

272

The prospect already forgot about you.

273

Your team already forgot about it.

274

You're a 10 second interruption or a 30 minute interruption on a stranger's Tuesday.

275

So for me, you know, after half a million dials, the disasters blur together.

276

What sticks is the skill you built from working through them.

277

Here's the nuance with this is this is permission to be brave and the preparation is still on you.

278

Prepare properly.

279

Then remember the other person has already moved on.

280

So here's how to think about it.

281

When a Zoom call goes badly, write down one thing you did well and then one thing you do differently.

282

Just one thing and then go to the next, right?

283

Whether that's the next cold call, the next sales call, and you want to do it immediately after before you even

284

get a chance to think about it okay one truth left

285

and it's the reason all the hard ones are worth it

286

so truth number seven sales is the last career

287

that ignores your resume no other high income career asks this

288

little permission no degree gate no pedigree gate no five -year ladder

289

if you can create meaningful trust -based conversations solve problems and close sales the market pays you now.

290

Here's why this is true.

291

At this point, I've interviewed a couple thousand reps, and the people I've hired come from everywhere.

292

Uber drivers, door dashers, failed actors, musicians, software engineers, digital nomads,

293

psychology majors, college students, across the board.

294

And not once does our leaderboard ask where anyone went to school.

295

What we do look for is number one, the effort.

296

And are there times in your life where you've shown effort beyond what's required of you?

297

Number two is active coachability, which for some might be a new skill where, you know, when they come in with us, but it's not only that you're coachable when given feedback,

298

but also that you're actively seeking that constructive criticism.

299

And then number three, do you value the team aspect of work and the team aspect of sales?

300

Because at the end the day if

301

if you think you're just a lone wolf you know let

302

me get my work done let me make my money you're

303

probably coming from a sales environment where that's the normal

304

and you know maybe it's doggy dog it's every man for himself

305

but the best sales teams i know have both a competitive

306

and a collaborative element to their organization

307

so think about all seven of those for a second the

308

pipeline is on you the board is public comfort is punished the advice is mostly noise, the follow -through is graded, the rejection is constant, and none of your credentials matter.

309

But back to the very start of this video, the reason most people never make money in sales is that anyone can walk into it.

310

So almost nobody treats it like a real profession, meaning those seven brutal things, that's the actual filter for success.

311

So if you respect them, you are already past most people who started when you did.

312

The honest part and the good part, And the job that tells you the truth every single week is a job you can actually get better at.

313

Lots of careers and most careers never tell you the truth at all.

314

People spend 20 years in them wondering why nothing's changing.

315

So at the end of the day, if I had to start over from zero, I'd pick sales as a career every single time.

316

And it's not about the money.

317

It's because sales teaches you communication and it's the hardest version of communication.

318

And if you can communicate properly, you can connect with people.

319

And if you can genuinely connect with people, you can get pretty much whatever you want out of life.

320

So that's all seven.

321

If you're a B2B company and you want a team that lives this stuff every single day, booking your sales meetings for you and your closers, that's literally what we do at glenncocoa .com.

322

Link's in the description.

323

And if you want to see what all seven of these look like over one very long day, watch me lock myself in a room until I close the deal.

324

That's right here.

325

So we'll see you over there.

Скачать приложение

Всё для свободной речи

ИИ-оценка произношенияОценка каждой фразы

Практика IPAОсвойте каждый звук

СловарьСоберите свой словарный запас

Игра со словамиУчитесь играя

Сканировать QR

Download on theApp Store Get it onGoogle Play

Тот же канал

FOR YOU

Лексика и советы по произношению к этому уроку

В этом видео 325 предложений и 3535 слов для шедоуинга. Речь длится 18:34. Говорящий говорит быстро, около 190 слов в минуту, поэтому звуки часто сливаются и сокращаются. 86% слов входят в 3000 самых частых слов английского языка; остальные стоит разобрать перед занятием.

Ключевая лексика этого видео

15 менее частых слов из видео с произношением и значением:

rep /ɹɛp/ (существительное) — репс. A fabric made of silk or wool, or of silk and wool, and having a transversely corded or ribbed surface.
mentality /mɛnˈtæləti/ (существительное) — менталите́т, склад ума́. A mindset; a way of thinking; a set of beliefs.
prospect /ˈpɹɑspɛkt/ (существительное) — вид. The region which the eye overlooks at one time; a view; a scene; an outlook.
dial /ˈdaɪ.əl/ (существительное) — цифербла́т. A graduated, circular scale over which a needle moves to show a measurement (such as speed).
suck /sʌk/ (глагол) — соса́ть, вса́сывать. To use the mouth and lips to pull in (a liquid, especially milk from the breast).
feedback /ˈfiːdˌbæk/ (существительное) — о́тзыв, о́тклик. Critical assessment of a process or activity or of their results.
cavalry /ˈkæ.vəl.ɹi/ (существительное) — кавалери́ст. An individual unit of this arm of service.
comfort /ˈkʌm.fət/ (существительное) — удо́бство, комфо́рт. Contentment, ease.
knife /ˈnaɪ̯f/ (существительное) — нож, но́жик. A utensil or a tool designed for cutting, consisting of a flat piece of hard material, usually steel or other metal (the blade), usually sharpened on one edge…
butter /ˈbʌtɚ/ (существительное) — ма́сло, сли́вочное ма́сло. A soft, fatty foodstuff made by churning the cream of milk (generally cow's milk).
slip /ˈslɪp/ (глагол) — поска́льзываться, поскользну́ться. To lose one’s traction on a slippery surface; to slide due to a lack of friction.
differently /ˈdɪf.ə.ɹənt.li/ (наречие) — по-друго́му. In a different way.
gate /ˈɡeɪ̯t/ (существительное) — воро́та, врата́. A doorlike structure outside a house.
awful /ˈɔːfʊl/ (прилагательное) — ужа́сный. Very bad.
skill /skɪl/ (существительное) — уме́ние, на́вык. A capacity to do something well; a technique, an ability, usually acquired or learned, as opposed to abilities that are regarded as innate.

Фразовые глаголы, которые вы услышите

think about /ˈθɪŋk əˌbaʊt/ (глагол) — обду́мывать, обду́мать. To ponder.
come in /ˌkʌm ˈɪn/ (глагол) — вступа́ть, вступи́ть. To enter.
go on /ˈɡoʊˌɒn/ (глагол) — продолжа́ть, продо́лжить. To continue in extent.
wait on /ˈweɪt ˌɑn/ (глагол) — служи́ть, обслужи́ть. To provide a service to (someone); to act as a servant to (someone); to serve (someone) as a waiter or waitress in a restaurant.
buy off (глагол) — откупа́ться, откупи́ться. To pay off, convince to refrain etc. by corrupt payment or other service.
come over (глагол) — подскочить, подъехать. To affect in a sudden, unprecedented or surprising manner; to overwhelm a person's ordinarily contrary impulse.
figure out (глагол) — разбира́ться, разобра́ться. To come to understand; to discover or find a solution; to deduce.
get in (глагол) — входить, войти. To get into or inside something, literally or figuratively.

Произношение, на которое стоит обратить внимание

Говорящий использует 86 сокращённых и редуцированных форм, например you're, don't, I've. Произносите их коротко, так, как слышите.

Звуки «th»: sixth /sɪksθ/, mathematics /mæθ(.ə)ˈmæt.ɪks/, theirs /ðɛɚz/
Звуки «sh» и «zh»: profession /pɹəˈfɛʃ.ən/, shadow /ˈʃædəʊ̯/, vacation /veɪˈkeɪ.ʃən/, preparation /ˌpɹɛpəˈɹeɪʃ(ə)n/, observation /ˌɑbzɚˈveɪʃn̩/
Длинные слова — следите за ударением: mentality /mɛnˈtæləti/, differently /ˈdɪf.ə.ɹənt.li/, genuinely /ˈd͡ʒɛn.ju.ɪn.li/, statistically /stəˈtɪs.tɪ.kə.li/, mediocre /ˌmidiˈoʊkəɹ/

Как заниматься с этим видео

Прослушайте всё видео один раз молча и выпишите незнакомые слова.
Начните со скорости 0,75×, повторяйте предложение за предложением и вернитесь к обычной скорости, когда станет легко.
Запишите себя и сравните с оригиналом, обращая внимание на такие слова, как rep, mentality, prospect.

Грамматика в этом видео

Конструкции, которые говорящий использует чаще всего, с точными словами из видео:

Конструкция	В видео
Present Perfect have/has + причастие прошедшего времени — прошлое действие, важное сейчас	i've had · i've knocked · you've been handed
Пассивный залог be + причастие прошедшего времени — важно, что происходит, а не кто это делает	are headed · been handed · you've been handed
Придаточные определительные who / which + предложение — уточнение о человеке или предмете	people who get · guys who would · Cross, which is

Что такое техника Shadowing?

Shadowing — это научно обоснованная техника изучения языка, изначально разработанная для подготовки профессиональных переводчиков и популяризированная полиглотом доктором Александром Аргуэльесом. Метод прост, но эффективен: вы слушаете аудио на английском от носителей языка и немедленно повторяете вслух — как тень, следующая за говорящим с задержкой в 1–2 секунды. В отличие от пассивного прослушивания или грамматических упражнений, Shadowing заставляет мозг и мышцы рта одновременно обрабатывать и воспроизводить реальные речевые паттерны. Исследования показывают, что это значительно улучшает точность произношения, интонацию, ритм, связную речь, понимание на слух и беглость речи — что делает его одним из самых эффективных методов для подготовки к IELTS Speaking и реального общения на английском.

Техника шедоуинга: читать полное пошаговое руководство →

Практика Shadowing: Brutally Honest Advice About Sales in 19 mins - Изучайте разговорный английский по видео

Выберите режим практики

Скачать приложение

Тот же канал

Give me 8 minutes, and I'll improve your sales skills by 176%

I made 500,000 cold calls and learned this

What a Sucessfully Booked Meeting Looks Like #coldcalling

Alex Hormozi's Advice on Cold Calling

Рекомендуемое видео

How to Make Money So Fast It Feels Haram

Harness The Negativity | Free Sales Training Program | Sales School

Your First Question Is Losing the Sale (Stop Saying This)

how to make an extra $4-5k every month around a busy schedule (FULL BREAKDOWN)

Technical Sales Engineer Personality

How To Be Successful At B2B Selling (B2B Sales Secrets)

10 AI Sales Tools That Will Make You Question Everything You Know

If I Had 90 Days To Start A Business, This Is My Plan.

She Made Over $20 Million Doing THIS

The #1 Career Mistake Women Keep Making

Лексика и советы по произношению к этому уроку

Ключевая лексика этого видео

Фразовые глаголы, которые вы услышите

Произношение, на которое стоит обратить внимание

Как заниматься с этим видео

Грамматика в этом видео

Что такое техника Shadowing?