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D32 is a premium business growth network where business leaders and experts in Perth and across Australia form meaningful relationships so they can leverage the time, contacts and activities of a vast network. D32 supports the little guys (and gals) and the 7-8-figure businesses. We’re a community that has each others’ backs. This podcast is about all things business, entrepreneurship and connectiom.
Sale Habits
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Kingsley: [00:00:00] Welcome back to the District 32 podcast, and today in the studio, Dean, great to have you back. Brilliant. Great to be back on the Gold Coast. You just mentioned one of my favorite words when you were telling me about what's happening here. Oh. And this is probably something that not a lot of people have actually thought about, putting these two words together.
Yeah. A lot. So I love the word habits, as you know. Yeah, yeah. But then you're talking about sales and you put sales habits together. Yeah. I cannot wait to dive into what you're going on about here. Yeah.
Dean: Oh, brilliant. Well, I think that the key word is, is, is consistency. And I mean, you'll learn, from, if you're consistent of what you're doing, you, you'll learn from what's working and what's, what's not working.
Whereas you're jumping from one strategy to another, you just, you just won't learn. So consistency is a key part. I. For me, in terms of activity, a, a big one for me is the phone. So I, I, I'd recommend everyone, you should be on the phone, every day, but again, set yourself targets around that. It could be one [00:01:00] call a day, it could be two, or it could, it could be 20.
So, but, but pick a goal that's not too hard. And I can't remember the guy's name. Eat, eat the Frog. And
Kingsley: I hear you
Dean: talking about, yeah. Yeah. So I, because when you say to kind of business owners, generally they're geniuses of what they do, but they struggle with. The business development, the phone, can be particularly, a big hurdle for 'em to overcome.
So, if you kinda set yourself a call, I only do four calls today. Do, do them merly, the relief you'll feel.
Kingsley: Yeah, it's true. It is very true.
Dean: Yeah. And even if you stuff it up like you, like I, I found when I started on the phone, I was terrible. But I just persevered and just by persevering I got more comfortable.
It, it started to flow. So expect to be terrible, but you can, it can only go one way and, and that's it. But the phone is, is a great habit to get into using every day. We don't have time for coffees or zoom calls and sometimes the phone is good. It's, it's very personable. You're hearing someone's voice and it's quicker than obviously, go traveling for a meeting and having a meeting and traveling back as well.
So the phone would be. A big tool for me in [00:02:00] terms of, a habit every day.
Kingsley: And you're right, you can actually reach a lot more people and get a lot more done by sitting at a desk and just consistently making good quality phone calls to the right
Dean: people. Exactly. Exactly. And again, it's such a valuable touch point on the customer journey as well.
Kingsley: Mm-hmm.
Dean: Absolutely.
Kingsley: What's another habit?
Dean: Definitely, a perseverance, like you're gonna get tested, in the sales arena. As you're saying, like it's generally you're gonna get more negatives than positive. So perseverance, and you gotta remember, it's you're bringing people on, on a journey. So you don't just enter a room, by my wid you, so that it takes time to build that trust for people to have those touch points.
And interaction. Again, depends. So some products it could be, it could be months or it could take a couple of years depending on the product as well. Not every product is, people are ready to buy within a week. So perseverance is a key. I. Kind of a habit to have, be successful in,
Kingsley: in the sales arena as well.
I remember listening to a guy one time, and I'm not sure if I was talking to [00:03:00] you about this or not, but he, he was saying that. Because he hated getting the objections. Yeah. Hated getting the no all the time and being, and that's what happens in sales. Anyone who's done a bit of sales knows you're gonna get yelled at, you're gonna get abused, you're gonna get all sorts of stuff.
It's just part of the game. Yeah. Part of the game. And he said he turned his mindset around to he would aim for as many nos as he could possibly get, breathe and every, no. Yeah. Yeah. He got excited for, 'cause he knew he was almost there. Salsa. Yeah. Yeah. I thought it was. Such a grain. Like you talk a lot about the mindset with sales.
I thought it was a great mindset. Yeah.
Dean: Embrace, embrace the nose. Yeah. Yeah. Yeah. Hundred percent. I think another habit as well, like, is asking, asking for the referral or asking for the business. I mean, I've come across, business leaders who it's done the hard part. They've made the contact, they've had the meeting, but they don't ask for the business or they don't ask for, for the referral.
So, so generally, particularly in the network environment, I find people are generally there to help you 'cause they, they've all got involved, for a reason. So don't be shy [00:04:00] about stepping forwards. Hey, hey, I wonder if you can help me. I'm targeting construction engineers. Is anyone in that space you could introduce me to?
'cause people will go outta way in, in that environment, but I find in general, we're business leaders. If, once the, once there's some decent amount of trust, they, they, they would be open to kind of helping. So, so get in the habit of, of actually actually asking for an introduction or asking for a referral.
Someone can open a door for you as well.
Kingsley: I know being at some district 32 meetings. , and then you go and do a one-on-one with other people. When you actually do those one-on-ones, which is really interesting, people will often say to you. How can I help you? Or what do you want to do in your business?
Yeah. And people love to help. Yeah. They actually want to help other people, so Yeah. I I love that.
Dean: Yeah. And yeah, like it's, yeah, but we, just to get in the habit of actually asking I, when you're going to a network and event, or you're gonna have interaction with other people, don't, and. Don't be shy about asking.
Again, it is a habit. 'cause [00:05:00] uh, sometimes, it can be hard to ask. So probably a philosophy I have is, give give first, 'cause it's easier to ask, ask later. So, uh, as you said, ask, ask that question, how can I help you? Or, who are you looking to meet in the next month? Or who you're targeting, who's a good referral partner for you?
Because if, if you can kinda support people there, they're, they're probably. That'll probably return the question really quick. Well, what about you, Kingsley, you looking get in front of it in the next month. So if you kind of adopt that kind of philosophy, it pays dividends, o over time as well.
Yeah, no, that's brilliant. I
Kingsley: love
Dean: that.
Kingsley: Love that.
Dean: And I suppose like, like we touched on it as well, like living, living your CRM, that's probably an exaggeration, a wee bit, but you should be on your CRM every day. I mean, any interaction you have. Anyone you meet for the first time, any business cards, get any introductions, everything should be in the CRM.
Get it, get it outta your head because over time you will forget. , and if it's outta your head, you know, okay. It's in a system. So have you, using your CRM is a great habit of getting into, it's interesting. I'm sure you've crossed paths with you. They have a CRM but has dust on it. Yeah, [00:06:00] yeah, yeah.
So it's a majority. Yeah, it is. A hundred percent. Or they don't have one. So, so use the CRM. It's such a valuable tool. For, for building a picture, bringing people on the, on the journey and just for getting outta your head, you have enough going on in terms of activity and life in general. So get stuff outta your head and into the CRM.
So, so you should be on that daily, up in inputting and updating, what, what's happening as well. It's stuff that's, I know it's close to your heart in terms of habits is routine. And so, so, so getting a, have certain things that are in your diary that are routine. That could be you're doing your LinkedIn activity.
Great tip I got from a plumber years ago is he does nine before nine. So he does nine LinkedIn activities, which could be liking, sharing, or putting up a post himself. That's so, and it's in his, physically in his diary. So job done. So look, look at all your sales activities that way. Your one-to-ones, your networking, your phone, your phones, phone calls, et cetera, sticking in the door.
It's in your door. It's kind of hard to ignore it. Yeah. Whereas if [00:07:00] you're just on autopilot, all of a sudden it's five o'clock. Oh, sure. I've spent the day in operations, I got no, business development activity done. So I think routine, I think you've switched on a good few times over, over the last year.
In our conversations, you actually feel a bit more relaxed because it's in the diary. It's a routine. It's something you do, every day. And you find the most successful people in the sales arena, they're are very routine driven about their activity as well.
Kingsley: Yeah, no, that's very true. Routines are amazing.
Yeah. But that's, I like that one you just mentioned there, the nine before nine. That's, that's a great habit.
Dean: Yeah, yeah, yeah, yeah. Exactly. And it's done. I was interested, I was thought, I was trying to get an point with a sales guy myself years ago and said. You meet me Wednesday afternoon. He goes, no, I can never meet anyone on Wednesday afternoon.
I said, what are you doing Wednesday? How come? I thought I was gonna say medical appoint, but he said, I'll do all my calls Wednesday afternoon straight through two to five. So he said, I don't shift that for anyone. Not even you, Dean. So I said fair enough. But, but that's a good example. Like, so he knows when he gets to Friday, whatever calls he was doing, they're, they're done.
[00:08:00] 'cause Wednesday afternoon is non-negotiable. Yeah. So, yeah. So I mean, you've given some great advice over the years on last couple of years to me, even around routine and the benefits, in terms of, reducing stress and all that good stuff.
Kingsley: I love habits and I think routines, and I think they're awesome.
I hated to put them in place in, in the first place. 'cause I'm just not a routine guy. Yeah. But once you do it, like you said, the freedom that comes amazing.
Dean: Yeah, yeah, yeah. It's just, again, it's getting stuff outta your mind. You're, you're on auto play, you know where you're going, what you're doing, or, or, or what activity, again, touching on, on, on the habits as well.
I mean, just from a mindset point of view. It has a phenomenal impact as well.
Kingsley: Yeah, absolutely. Absolutely. That's fantastic, Dean. I love that habit side of things. That's, that's brilliant. So I'm gonna make a habit of putting my habits in to follow
Dean: them and just be consistency. If you're consistent, you're in control.
And that's a big part of, say that again. If you're consistent, you're in control. And that's a big part of, being successful as well in, in the sales arena. That's awesome. Brilliant. Dean, thank you so much. No worries. [00:09:00] Great to chat. Talk to you soon.