Shadowing Practice: Brutally Honest Advice About Sales in 19 mins - Learn English Speaking with Video
Bir pratik modu seçin
Her mod tam ekran bir pratik odası açar.
325 cümleler
Cümleler çok kısa veya çok uzun ise, ayarlamak için Düzenle'ye tıklayın.
1
If you're in sales, you're in a career path that lets you earn more than 90 % of people your age.
2
It is statistically proven that sales produces some of the highest income earners in the world.
3
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.
4
You just start.
5
But that's also the exact reason most people in sales never make any money.
6
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.
7
Nobody wakes up one morning and decides they're going to try
8
and become a surgeon for a few months and see how it goes.
9
But people do that all the time in sales.
10
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.
11
But if you do respect them, you don't have to be a natural, right?
12
You don't have to be the smoothest guy on the floor you just have to be a professional about it
13
and that's really the whole gap you'd be pretty dumb to click off this video
14
because most people who get into sales quit about month four
15
and just tell everybody
16
that sales wasn't for them it usually wasn't sales my name
17
is micah vu i've had nearly a decade in sales
18
and i actually started cutting my teeth door knocking in high school for donations
19
and since then professionally i've knocked thousands of doors i've made over half a million cold calls
20
and generated over 12 million dollars in revenue for my businesses
21
and to this day i still pick up and dial the phone
22
so in this video i'm going to give you the seven truths about making money in sales not necessarily tips
23
or scripts these are the seven things i tell a rep
24
on my own floor right from day one some of these
25
are going to sting a little bit all of them will make you money
26
if you let them truth number one the calvary is not coming What do I mean by that?
27
In a lot of ways, sales is war.
28
Battle every single day.
29
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.
30
You're waiting for the Calvary to come over that hill and save you.
31
And here's what happens when you're waiting.
32
You don't perform at the level that's required of you.
33
You're half in it.
34
Part of your brain is doing this math on
35
when help is going to show up and then the Calvary just doesn't come.
36
And so what happens?
37
You literally die.
38
The mentality of waiting is what kills you.
39
Let me give you an example.
40
January 1879, South Africa, the British and the Zulu are at war with each other.
41
And there's a little British outpost in the middle of nowhere.
42
It's a church, a small hospital and a stone wall.
43
That's it.
44
There's about 150 guys and 35 of them are sick in bed.
45
They can't even stand up.
46
That same morning, a few miles away, the main British army gets completely wiped out.
47
1 ,300 men gone in about an hour.
48
So the backup, the guys who would have come and helped them, they're already dead.
49
They just don't know it yet.
50
Then a rider comes in and tells them 4 ,000 Zulu warriors are headed this way and there's nobody behind you.
51
Here's the whole point.
52
The British soldiers didn't wait.
53
They knew nobody was coming and they lined everything up around that.
54
They didn't have walls, right?
55
It's a supply post.
56
So what did they have?
57
They had bags of corn and wooden crates of biscuits.
58
That's it.
59
So they spent two hours building a wall out of food.
60
Grain sacks, stacked chest high, crates on top of that.
61
They're smashing holes in the hospital wall with their rifles so they can shoot through them.
62
And then they fight all night, 12 hours in the dark behind a wall made out of corn.
63
And they hold the line.
64
17 of them die.
65
11 of them get the Victoria Cross, which is basically the British version of the medal of honor
66
11 guys in one night that's still the most that's ever
67
been handed out for a single fight this is what happens
68
when you're all in in sales what i see constantly is
69
people waiting what do they wait for they wait for the
70
list to refresh they wait for new contacts to get added
71
they wait for a new territory to open up right they
72
want a new campaign to launch in our model we're fractional
73
meaning we run campaigns for different companies it's i'll turn it on
74
when i get a good campaign
75
and in some ways it doesn't look like quitting feels like you're being patient it looks reasonable.
76
But two things are wrong psychologically during that period.
77
Number one is you're training your mind to be weak.
78
You're training yourself not to own the outcome.
79
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.
80
And number two, and this happens because you're already in that weakened state, you start feeding the narratives, right?
81
These leads suck, the dialers suck.
82
I need a better dialer.
83
I need a better CRM.
84
I need to send more emails.
85
I need better data, right?
86
I need more tools.
87
I need, I need, I need.
88
And the reality is you just need to put in more work and own the outcome.
89
That's it.
90
If the cavalry's not coming, you just need to figure it out.
91
It's that simple.
92
You look at what you've been handed and you go, okay, did I get a wooden sword?
93
Did I get a steel sword?
94
Or is this a butter knife?
95
And if it's a butter knife, then you need to figure out how to kill 4 ,000 Zulus with your freaking butter knife.
96
That's just the reality.
97
That mentality, like I'm going to figure it out.
98
I'm literally going to do the impossible here.
99
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.
Uygulamayı İndir
Akıcı konuşmak için ihtiyacınız olan her şey
AI TelaffuzHer cümleyi puanla
IPA AlıştırmasıHer sesi ustalaştır
Kelime BilgisiKelime bankanızı oluşturun
Kelime OyunuOynarken öğrenin
Aynı Kanal
B21
Give me 8 minutes, and I'll improve your sales skills by 176%
Business EnglishWorking Adults
B22
I made 500,000 cold calls and learned this
Business EnglishWorking Adults
B21
What a Sucessfully Booked Meeting Looks Like #coldcalling
TOEIC PrepBusiness EnglishDaily Conversation
B23
Alex Hormozi's Advice on Cold Calling
Business EnglishInterview EnglishWorking Adults
FOR YOU
Video Öner
B21
293 cümleler
How to Make Money So Fast It Feels Haram
Business EnglishWorking Adults
B21
73 cümleler
Harness The Negativity | Free Sales Training Program | Sales School
Business EnglishWorking Adults
B21
465 cümleler
Your First Question Is Losing the Sale (Stop Saying This)
Business EnglishWorking Adults
B21
283 cümleler
how to make an extra $4-5k every month around a busy schedule (FULL BREAKDOWN)
Business EnglishWorking Adults
B21
10 cümleler
Technical Sales Engineer Personality
Business EnglishInterview EnglishWorking Adults
B24
40 cümleler
How To Be Successful At B2B Selling (B2B Sales Secrets)
Business EnglishWorking Adults
B21
253 cümleler
If I Had 90 Days To Start A Business, This Is My Plan.
Business EnglishWorking Adults
B22
71 cümleler
She Made Over $20 Million Doing THIS
Business EnglishDaily ConversationWorking Adults
B21
125 cümleler
The #1 Career Mistake Women Keep Making
Business EnglishWorking Adults
B21
135 cümleler
How To Price Your Coaching To Get To 100k FAST
Business EnglishWorking Adults
Bu dersin kelimeleri ve konuşma notları
Bu videoda gölgeleme çalışması için 325 cümle ve 3535 kelime var. Konuşma bölümü 18:34 sürüyor. Konuşmacı hızlı konuşuyor, dakikada yaklaşık 190 kelime; bu yüzden birbirine bağlanan ve zayıflayan sesler duyacaksınız. Kelimelerin %86’i İngilizcede en sık kullanılan 3.000 kelime arasında; geri kalanına başlamadan önce bakmakta fayda var.
Bu videodaki önemli kelimeler
Videodan daha az kullanılan 15 kelime, telaffuzu ve anlamıyla:
- suck /sʌk/ (fiil) — emmek. To use the mouth and lips to pull in (a liquid, especially milk from the breast).
- feedback /ˈfiːdˌbæk/ (isim) — geri bildirim. Critical assessment of a process or activity or of their results.
- cavalry /ˈkæ.vəl.ɹi/ (isim) — süvari. An individual unit of this arm of service.
- comfort /ˈkʌm.fət/ (isim) — konfor. Contentment, ease.
- knife /ˈnaɪ̯f/ (isim) — bıçak. 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/ (isim) — tereyağı, yağ. A soft, fatty foodstuff made by churning the cream of milk (generally cow's milk).
- gate /ˈɡeɪ̯t/ (isim) — kapı. A doorlike structure outside a house.
- awful /ˈɔːfʊl/ (sıfat) — berbat. Very bad.
- skill /skɪl/ (isim) — beceri, maharet. A capacity to do something well; a technique, an ability, usually acquired or learned, as opposed to abilities that are regarded as innate.
- sword /soɹd/ (isim) — kılıç. A long bladed weapon with a grip and typically a pommel and crossguard (together forming a hilt), which is designed to cut, stab, slash and/or hack.
- knock /nɑk/ (fiil) — çalmak, tıklatmak. To rap one's knuckles against something, especially wood.
- wooden /ˈwʊdn̩/ (sıfat) — tahta. Made of wood.
- filter /ˈfɪltɚ/ (isim) — filtre. A device which separates a suspended, dissolved, or particulate matter from a fluid, solution, or other substance; any device that separates one substance from…
- corn /ˈkɔːn/ (isim) — darı, tahıl. Any cereal plant (or its grain) that is the main crop or staple of a country or region.
- ceiling /ˈsilɪŋ/ (isim) — tavan. The overhead closure of a room.
Duyacağınız deyimsel fiiller
- go on /ˈɡoʊˌɒn/ (fiil) — devam etmek, sürmek. To continue in extent.
- buy off (fiil) — rüşvet vermek. To pay off, convince to refrain etc. by corrupt payment or other service.
- figure out (fiil) — açığa çıkarmak. To come to understand; to discover or find a solution; to deduce.
- get in (fiil) — içeri girmek. To get into or inside something, literally or figuratively.
Dikkat edilecek telaffuzlar
Konuşmacı you're, don't, I've gibi kısaltılmış biçimleri 86 kez kullanıyor. Bunları duyduğunuz gibi kısa söyleyin.
- “th” sesleri: sixth /sɪksθ/, mathematics /mæθ(.ə)ˈmæt.ɪks/, theirs /ðɛɚz/
- “sh” ve “zh” sesleri: profession /pɹəˈfɛʃ.ən/, shadow /ˈʃædəʊ̯/, vacation /veɪˈkeɪ.ʃən/, preparation /ˌpɹɛpəˈɹeɪʃ(ə)n/, observation /ˌɑbzɚˈveɪʃn̩/
- Uzun kelimeler — vurguyu doğru yere koyun: mentality /mɛnˈtæləti/, differently /ˈdɪf.ə.ɹənt.li/, genuinely /ˈd͡ʒɛn.ju.ɪn.li/, statistically /stəˈtɪs.tɪ.kə.li/, mediocre /ˌmidiˈoʊkəɹ/
Bu videoyla nasıl çalışılır
- Videonun tamamını konuşmadan bir kez dinleyin ve bilmediğiniz kelimeleri not edin.
- 0,75× hızla başlayın, cümle cümle tekrar edin ve kolaylaşınca normal hıza dönün.
- Kendinizi kaydedin ve orijinaliyle karşılaştırın; suck, feedback, cavalry gibi kelimelere özellikle dikkat edin.
Bu videodaki dil bilgisi
Konuşmacının en çok kullandığı yapılar, videodaki sözcüklerin aynısıyla:
| Yapı | Videoda |
|---|---|
| Present perfect have/has + fiilin üçüncü hâli — geçmişte olan ama şimdi de önemli olan bir eylem | i've had · i've knocked · you've been handed |
| Edilgen yapı be + fiilin üçüncü hâli — kimin yaptığı değil, ne olduğu önemli | are headed · been handed · you've been handed |
| İlgi cümlecikleri who / which + cümle — bir kişi ya da şey hakkında ek bilgi | people who get · guys who would · Cross, which is |
Gölgeleme Tekniği Nedir?
Gölgeleme, başlangıçta profesyonel tercüman eğitimi için geliştirilen ve çok dilli Dr. Alexander Arguelles tarafından popüler hale getirilen, bilim destekli bir dil öğrenme tekniğidir. Yöntem basit ama güçlüdür: ana dili İngilizce olan bir sesi dinler ve hemen yüksek sesle tekrar edersiniz — konuşmacıyı 1-2 saniye gecikmeyle takip eden bir gölge gibi. Pasif dinleme veya dilbilgisi alıştırmalarının aksine, gölgeleme beyninizi ve ağız kaslarınızı gerçek konuşma kalıplarını eşzamanlı olarak işlemeye ve yeniden üretmeye zorlar. Araştırmalar, telaffuz doğruluğu, tonlama, ritim, bağlı konuşma, dinleme anlama ve konuşma akıcılığını önemli ölçüde geliştirdiğini göstermektedir — bu da onu IELTS Konuşma hazırlığı ve gerçek dünya İngilizce iletişimi için en etkili yöntemlerden biri yapar.