Okay. Okay. I'm really really old. Hello. And welcome. I'm Philipp foods that he had given you a big thank you to the sounds good. Yeah. Thanks. Suresh. Welcome everybody. So let me ask you just want to start by asking a question. Who has, who in this room is this their last class? You don't have any of that? Makes me nervous when it's 60 degrees out and you're next step is just having fun. So do your best on, I'll try and make it brief but interesting. But I know you're all looking forward the outside, starting at weekend. So as Suresh mentioned, my name's Rick stove or I'm a judy graduate. I graduated in 91. Who is born before 1990? One. Anyone? I was here before you all were born. Hemisphere. Graduated with the management concentration. They actually didn't have a sales minor program. I was thrilled to become a sponsor that because sales is one of the most prevalent jobs in the business world. And every day there's definitely whether you're a salesperson or out. So I thought it was a great program and I'm happy to be a sponsor. So when I graduated University of Delaware, just about everybody went and Eric was a business major to be an a which is a local credit card back they were the largest independent credit card issuer in the world. It was a great place to work. They weren't yard, you weren't a lot of hours spent. Culture was amazing. In fact, people didn't work there. I hope people were almost it was almost like oh, but it was great experience. Held various positions. There was a collector calling delinquent credit card bills. I was an analyst, was a loan review and I I ended up managing pension and 401 k plan. After a while though the court or world, I mean, we had 25000 employees. I don't know. Downloadable art of it is it's really hard to make an impact on your mat large company. So a joint PDA, Fitzpatrick in 2001. My father laws keep Fitzpatrick. He started that business back in 1980. And it's been a wild ride ever since. So we are a home remodeling company. So we install windows, doors, grouping side arms. We do it all on existing homes, so we don't build any new homes. And our expected revenue this year is going to be around 80 million dollars in installations. We operate in Pennsylvania, New Jersey, Maryland, Delaware, with 250 employees. 50 of those are in home salespeople. It's actually more than 50 and there's somebody who's going to be joining us today? Yes, sir. But there's some of you will be working with us started in the summer. One thing that's unique about sales and our company is it's a very short cycle sale. Essentially, you meet a customer, you present our product and our company and re hours two to three hours and walk out with a sign on track from anywhere from ten thousand a hundred thousand dollars. So it's a little different than a lot of sales sales programs out there. Some long cycle sales programs. It might take you a year, two years, three years to actually land that file. So something that's a little bit different. The way we do things. I started out as a salesperson. Frankly, I did pretty well at it, but I didn't like it, to be honest with you because it just didn't fit my personality. But I muddled through it. But what I will say is in two beers of selling, I learned more than 10 years of working in NP and it's just the skills you learn are life-long skills that you will use every day, all day. So I'm here to talk to you about some of the Greek bubbles that I read. I've read a ton of them, but I chose three books in particular. Two are ones that I read recently at one, I've read out 10 times. Probably read ten more times with the course. My, my life. Interesting thing now is not all sales books are truly about sales. A lot of them are about psychology and relationship building. So they may not be directly talking to you about sales. If you read them and apply their principles, it will absolutely help you if you're in a sales position. So the three books I'm going to talk about are To Sell Is Human surrounded by idiots in How to Win Friends and Influence People. So the first book I was going to discuss is, and by the way, if anyone has any questions, feel free to interrupt. Just sound assume it by Daniel Pink. Really interesting book. Bursty. One of the things he stresses, selling is a fund. The fundamental human skill, we all have to be salespeople at some point in time. But the thing is, most of us really aren't naturally. So it's something you have to be conscious up at Work Act to become a good salesperson. If you'd look back at some of the texts you sand or I don't know, you guys send texture. How do you communicate that? We still use email? You probably don't, but if you look back at a lot of the texts you may have shared or friends or family. A lot of what you're doing is you're trying to convince somebody that you want to go to this art and they want to go to that RD or where do you want to get lunch? Where do you want to eat dinner? So much of your interaction with people who you truly are selling, even if you don't actually realize it. So what, what Daniel Pink talks about, it's proven techniques and stance. And the first one, whoops. I like having a little about me. Realistic and spaceport. The maximum. So the two, these two techniques are, and when I was marking attunement and clarity and the first one he talks about is, is attunement. And there was a study done with a 150 to MBA students who were, their job is to negotiate the sale of a gas station. The day before they did this presentation, their professors ask them, put them into three different categories. They told the first group to be considered themselves as gods. Basically, that means to focus on what the buyer is feeling. So you want to really try and get in tune with what that buyer was feeling. The second group was persuasive or respective tapes. Not so much what they're feeling, but try and get into mind and think about what the buyers Thank you. And then the third was self-focused and that's really focus on your presentation. Focus on making sure you say the right things and really so inwardly focused. So who wants to guess which of these three was the most successful in selling the gas station. And now it's perspective takers. Yes. Excellent answer. I think the self-focused maybe it's a little obvious, but that wouldn't necessarily be the best technique. But I was a little surprised and I thought it might be MP advisors as well. So what they're saying is the key is to really try and understand what the person you're selling a product 2 is. Thank you. What's important for that? One thing that he talks about is, is perceived power bell essentially receive power and a lot of ways is getting people to do what you want them to do because you're in a position of power. So when I tell my son to take the trash out, it kind of has no choice. Doesn't mean he wants to do it. Hill ultimately do it simply because I have power. However, I'm not very persuasive when I have the power and that's how I get things done. So they talk about when you're dealing, when, when when you have the perceived power, you're actually three times less likely to get the person to do what it is you truly want them to do. So he talks about trying to shift that perceived power to the person you're trying to sway. At an example they said is that you're trying to sell something. You're sitting in a little chair, they're sitting in a big chair. Really try and shift that focus so that the customer feels like that they see our rather than, you know, being way more likely to end up, it'll be way more likely being successful. There was a quote from Socrates, it says on the wisest man alive for I know one thing, I knew nothing. So you don't want to just come off as knowing everything and you want that customer to feel like their opinion matters. What attunement really results in no. Is customers like you and trust you more when you are explaining. And I don't know about you guys, but if something if I'm buying something from somebody, I'm probably not going to buy it from somebody you don't like or I don't trust. So getting people to like you is an absolutely critical skill and Sam, and this will help with you. The second skill he talks about is, is Claire. So the goal of every salesperson is to try and clarify the mode of the person you're selling art. So what, what is there? What will motivate them to take action? He talks about the best way of doing that is by making comparisons. Yeah, sorry. Yeah, thanks, thanks rash. So an example might be, let's say you want to get in shape, which I do, but it's tough. If you think about what you look like now and then what you want to look, but it's a heck of a lot easier and motivate yourself to actually take action. You want to talk to people about a current experience versus the potential experienced, what you have versus what you would want. If you're able to make a good comparison that maximum customer, it moves your chances of success for my tube to attack. So that's enormously effective. So in our in our company. And is anybody here competing into sales competition next month is I don't know if there's any substance or my badge. So we're actually the case study. And one of the first steps in our cell cycle is called needs access. So we don't know customer's home. We want to find out what they are, what problems they're having, what, what are they trying to solve? What do they want? That's we do that in the needs assessment section. So before you try and even sell something during that needs assessment, you can make these kind of comparisons. So an example would be, we sell bathrooms. Most of what we sell bathrooms is to folks over the age of seven me that have mobility issues. You know, if you can picture like your grandmother might be 70 or 80 years old. One of the most challenging things for folks and staying in their home is if they have an old hub, but they actually have to step over into in order to take a shower. Lot of accidents happen. It's very dangerous. Some people move out of their house because they just can't get in and out of the shower or what we do as a company as we remove that and replace it with a low threshold shower that's easy to walk, step. But so when you're meeting with a customer, you can kind of help, help them understand the difference we can make it. So think about how you're feeling now. You wake up in the morning, you want to take a shower, but you're worried because, you know, it's risky for you to step over that time. We could give you a product that you wake up in the morning and you can step into that channel, ease with it, grab our HE slit with invention case. It's hard to stand. So if you can if you can explain that vision and that comparison of what it's like before and after your chance of success is, is significantly increases. Another example is we sell windows. A lot of people buy Windows because they're all ones are drafting. And you're sitting and watching TV and it's the middle of winter and there's a cold draft. Well, I want to brush your shoulders. So if you explain to the customer, Hey, you now have to bundle up and use three blank. Let's imagine if you're sitting there watching TV feeling perfectly comfortable and you don't have to worry about grabbing two or three blankets. Again, helps people envision what it would be like to have your product and it dramatically increases your success. Those were the two key points. There's a ton more in this book. But I think if you, if you get those two points out of it, it'll really help you in your sales career. Any questions about that? Okay? So the second one, the next book is called surrounded by idiots. I went like this title. That's kinda why I read it. But then as I read it, I realized this is really a good book. I don't know if you guys have done any like personality profiles, like taking a disk or you got yeah. Okay. So this is based on this book is based on on the disk. D I asks C, personality profile test you can take. And essentially, this is not really specifically a sales book, but the reason I think this is a good one to read is when you are meeting with a potential customer, understanding what makes them It's pit is extremely important because the way I sell that a red versus a yellow is going to be totally different. So the four categories are red, yellow, green, blue. Most people fall into two of these categories. It's kind of rare to only be in one. Most people fall into, into two of them. So the first one is reds. Reds are just shy away. Competitive. Everything they do is a competition. They tend to be very fast thinkers and look for the shortest paths hex it sets. They don't want to waste a lot of time their emotional losers and they'll let you know what name that they're angry when angry when they lose. They tend to be honest though it's me, I like it, It's whether it be like they're not. But they are, they also tend to be very good in crisis situations because they're very precise, extremely determined, and very results oriented. Anybody want to raise their hand and say that they feel like they would fall into the red category. I know there's some negative things here, a case, Suresh. But there are a lot of really good traits to read. And in fact, most sales folks have a lot of red in there. And that's because they're having to convince people, are having to ask for things over and over. They have to be very high. So red is definitely a trait that many had. Can you think about if you were selling to somebody new, you figure you determine this person is probably array. It helps you to kind of craft your presentation around. Like I said, they don't want to waste a lot of time. They want just the facts get to it is because you don't spend 15 minutes asking me questions about how my family and things like that, they really just want to cut to the chase. So when you're dealing with a red, we have to change your sales technique off. Okay, The second category is say, yellows are typically very popular. You'll never be bored if you meet and talk to a yellow. This is sort of the stereotypical or prototype when he, when somebody says that person's probably going, It's probably a salesperson. They're almost always a yellow. There, the life of the partner. They tend to be very persuasive, very optimistic, optimistic to fall there. The type person who's like, I got a test to study for tomorrow. But they wait to the last second because they always feel like there's plenty of time with you, but they're often late is they feel like I can make it there in 20 minutes and it's really a 40 minute problem. You might even stay though that they have characteristics of like ADD, like they're all over the place. They're not very detail oriented, but man, it really fun to be around. Anybody want to raise their hand if you think your fall and a yellow. There's a few on here. Again, yellow is a really good, really good characteristics for salespeople. Most of our sales folks aren't very high in the red category and very high in the yellow. So people like them. They're very outgoing. But the red side of things also, they get what they want. They'd get the sale and work hard to get the Salem are very competitive. But if you were selling to a yellow, do you think they're really interested, let's say in these statistics about the wing now about how much energy you're going to see about things like anatomy, details like back news, suspected yellow would be interested in. And that probably not. What the yellow ones to think as men, you're going to be, you're going to have the best windows. Every one of the neighborhoods didn't tell us. They want to be the center of attention. So you can shift, you would shift your focus possibly away from details and more towards centering in on them and how they're going to feel when they have that product in that at all. The next category talks about is read. This is the most common. The most common. Almost all of us fall in degree. Most, most people, I think 80 percent have some green in them. I'm very angry when I read this. My wife's like, you. You're all frankly, there's some negative things won't breed. I'll say we, because I'm agree, we tend to be very relationship focused. We want to make people don't want to rock the boat, Unlike a red. And we will tell you, though, those tell you like it is and you might not like it. Uh, greens going to hold back. We don't want to hurt anyone with very conflict averse. My wife has a very high read and she man, she loves she she'll get right into it. Whereas I tended stay away from it and it makes me uncomfortable. Tend to be good, very good listeners. But we also do hate change. So a grain is that person where you want to get them to go out at night. They're just kind of sit there watching TV. It's going to be tough to motivate it green to get up and get moving. Because they feel comfortable where they are. They tend to get things done but at their pace. So another example, if my wife says, Hey, you gotta do the dishes, I'll get them done, but I just don't want you to tell me when to let me let me do it on my timeframe when I'm comfortable. Do they would say they have some greed? Mean this is definitely, as I've said, the most. Evelyn, color and folks, brains do make great employees because they don't make waves. They do what they're told they do their job, they don't they don't cause a lot of issues. When you are, if you're selling to a green, again, you need to be you need to be careful not to scare off, not to make them feel like you're changing too much. Essentially, though, there'll be very good listeners, they tend to be a little bit harder to read because they'll just tell you what you want to want to know, but just understand when you're dealing, agreeing to the active panel them a little bit differently. Next one is blues. This one's fairly rare. It is anybody Are you guys all sales miners? Anybody here like an accounting major or no engineers here. I didn't want to count in nature. A lot of, a lot of folks in analytical positions like engineering or counting tend to eat loops. They're very precise. They want things to be accurate. They like everything in its place. Usually if you go into somebody's apartment or dorm room, you'll know if there are blue, if everything's perfectly organized and write in space it's supposed to be. They love the facts. And they'll also let you know if US, if you state a fact that's wrong, it is they very much want accuracy. They research everything. Yeah, tons of detail. You cannot give a blue too much detail. They do tend to be quiet. Don't like to be the center of attention, but quality is all that matters. So I actually always found selling to lose is the most challenging. As you might be in a home for three or four hours and you just give them enough sales. They'll keep asking you questions. They'll keep asking you for more statistics. And they're not, they tend not to be very decisive because it's almost like it's impossible for them to get as much detail as they can make the decision. So again, in our case where we're trying to sell them in one visit, they can be a challenge because they want to stop and compare to other products and research and so on. But if you're dealing with a blue will understand that they don't necessarily care about their neighbors are going to love what it looks like. We're going to be more comfortable. They want to know how much money am I going to say that when BEPS, how much is it going to increase the value of my home, things like that. So that's one of the reasons you have to, you have to really focus on people differently. Now, as I mentioned, this is not so much of sales book as it is, but all these things are very important to use in sales and even in your interpersonal relationships. So if you understand what makes person say, like I know my wife is a red. So if I want to tell her to do something, I just tell her to do. I don't want to spend five minutes trying to explain why she should do it. She just gets angry and says, Can you please get them? But it's really helpful in sales and also in interpersonal. Any questions about this book? Again, I really enjoyed this book. I highly recommend it. I think you'll get a lot out of it. All right, The final book is How to Win Friends and Influence People. How many of, how many people have heard of this book? Yeah, I mean, this one is one of the top selling. They call it a self-help book. But so much of it again is about sales. It was written in 1936 and yet the concepts still apply today. Think it's sold over 30 million copies. Only. Harry Potter books have sold more than it. So it's an extremely popular. But one thing I really like about this book, it's very short chapters. It's like six or seven pages per chapter. Each one is a technique that you can use essentially to Win Friends and Influence People. I think it's the easiest of all these books to actually apply the concepts. And my God, it works. I mean, it's almost feels unfair, or do you use some of these techniques and they work because the person that you can use them on don't realize you're doing, if you're doing great. But this is a must read. I probably read it ten times now, and I think I'll read it ten more times because it's just that powerful. So I just took, I mean, there's literally like 50 different techniques, but I took the ones that I thought were, I thought the most important. First one is don't criticize, condemn, or complain. Now, the reality is we're all going to complain. Sometimes grow up and up. Okay, friends and family, whoever wins. Let's just understand what it does when you do, when you criticize someone else. It tends to wound they're bride and her sense of reports, it arouses resentment and really only creates temporary change when you criticize somebody, they might change their behavior in front of you, but they're going to go back to doing what they were doing. You know, after you leave. Instead you want to try to complain them or choose a company. Understand. So one of the techniques they talk about in a bit, it's interesting because I've read some books that Kara this but I don't know. Has anybody ever, um, I love the person. Has or has anyone ever heard of a shit sandwich? So, okay, Sounds good at football. So what that is essentially is delivering criticism. It always helps to start out. So first you start out with a piece of bread which was nice, tasty. And that would be like the former com, I'll give you an example. I'm actually having to deal with that high level manager of mine who is man, he is great. I mean, his his results are tremendous. Unfortunately, in the last year is called out sick a lot just have a lot of occurrences where we miss some time. So I have to have this conversation. So you want to start though by saying, man to join an awesome job, good work. I'm so happy to have you. I do need to address an opportunity for improvement. And here it is, you know, unfortunately, a lot of time like I really want to help you. What can I do to help? How can we fix this problem? Discuss it, followed by another piece of bread which is keep doing this great work, great conversation and so on. So it really helps with somebody with that bookend compliments if you need to deliver them criticism. A second that I think is, is very loose on. And this is, this is Teddy Roosevelt has, as a president, he was always, people always were amazed that when they would visit with him, he would have all this knowledge about things they were interested. And people thought he was incredibly smart because of that. But the reality is he would always research who he was going to be beating and find out what they were interested in. And then he would learn about back So he could talk intelligible to them. So if you're talking to someone, the more they're talking and this is, this is really important and sacs, the more your customer toss, the more likely you are. People want to talk about themselves. They're not really interested to be honest. Yes. So the more you talk about herself and your interests, the less interested interested baby. So the more you can focus the conversation on the person you're speaking with interests, the more successful you're going to be. Critical thing here though is you really have to have the beast. It's like people see thriller. If they think you're just taking their brain about something they're interested in and you're not actually interested. So somehow you really have to shift. And I don't know, I'm not going to say force yourself to be interested. People will know if you're just using this technique and they're not actually interested in what they're talking about. Huge one and sales though, as I've said, the more the customer talks, the more likely you are to and Buffalo sale or Debian or who are. Absolutely. And although I will say this, if you're the interviewer, you should be trying to get them to do months to talk. But interestingly enough, what I'm oftentimes I'll sit in an interview and maybe I'm just the observer. Dynamic is very interesting because typically the interviewer wants to do all the talking, but really you want that, you want the person you're interviewing, but you just have to be conscious of. So it's a good point circumstance. It is to be a good listener and this kind of fits with the last one we talk about rule moments. And when you're talking with someone, if you're if you do 25 percent of the talking and they do 75 percent. The interesting thing is he taunts. Dale Carnegie talks about a story where he was at a dinner party and some guy kind of bond 2, I'm going managed to 0 for like two hours. Rijndael said he said maybe three or four sentences, entire conversation. And at the end of the night, as they're saying goodbye and the guy was like, you know, down the best conversationalists I've ever back. Meanwhile, he said like nothing because he sat and listened. The person that was talking to them to them felt like he was just at a world-class conversational. So being a good listener in sales in particular, customers will tell you what they want. But one thing that's a tough one year and it's in the sales process. That is your focus, your thinking, what do I say next or what are they thinking? These things? And if they tell you something and you miss it, they think you're not paying attention and they think you don't care about it. So it's absolutely critical when you're talking to a customer that you really listen to what they say and try and put it in your memory banks so that you can then repeat it if you need to, and they'll know if you're not listening. This is a really tough one. I'd say, don't tell people that they're wrong. Even if they are. It's really tough. And again, all these techniques, like it's your best friend, you can tell them they're wrong all the time. They'll still probably a lot. But if you're trying to, if you've met somebody new or a customer or prospect, you really never want to tell them they're wrong. When you do tell them they're wrong, it really sends a blow to their self-respect. And then it's hard to change. It's very hard to change. Somebody's fine. If you tell them that they're wrong. In fact, they tend to kind of dig in even harder to fight there. When someone tells them that they're wrong. One really good technique to use when you need to tell somebody that they're wrong or you want to try to persuade them to your site. Let's just start by saying, if I maybe wrong. But let's look at the fence. But the key is if you start that sentence just by saying, Hey, you're probably right. In fact, there's a good chance I'm wrong, but then state your case. You'll be amazed at how much people open up a because you're admitting it might be wrong, be you're not telling them there. You're just trying to discuss it openly. And you can often have folks changed their mind and simply just start a sentence. Well, ask a lot of questions. There's unfortunately there's there's one guy that works for me. I knew I was a tiny rubber here. Remains no need for 40 party or 30 years now. And he kinda know sometimes when I'm using these techniques. So if he comes into my office, he had that he has an opinion or he wants to do something. He knows. I think he's wrong. When I say Are you sure? You know, sometimes I say would you just tell me you think I'm wrong? I can start using these down part. Carnegie technique is butter fiber. If you say things like What makes you say that? Are you sure? Again, you're not calling them, they're wrong, but you're hopefully opening up a dialogue. Make each key at least open up a conversation where you might have the opportunity to change their mind. As I said, I'm Tonya, if you just are conscious to some of these things, try amount of crime out in a conversation you're having with that frame. You'll be amazed how well, how well they work. The next, the next thing that really struck home for me, and this might be less about sales and more about customer service, but if you're, if you're wrong, admit it quicker. In fact, don't let the person you're talking to either one to say it wrong. Just to own up and say, say you're wrong yourself for what anything is. No argument really go on. If you say you all. So an example would be if a customer calls in and they're upset about the service, we gave them, whatever it may be. If we defend ourselves, will never win that argument. In fact, it'll be an argument and continued our whereas if we just say you don't want necessarily we mess that. I'm really sorry. We were supposed to show up at a showed up at nine and then all you please accept my apology will try and do better next time. The customer is nothing left planar map. Opposed to saying, Well, Mrs. Jones knew were stuck in traffic or we try calling you, which again, Dr. Fowler. All that it has is for looking harder. But if you know you're wrong, just embed it and it takes all the ammunition away from whoever you're talking about to continue to argue with you. See, keeping in that you really can't win and art. And again, in the book, dale Carnegie tells a story about he was at a dinner party. Again, remember this is like 96, but he's had a dinner party and he's sitting in between two equal ones, a friend ones to somebody admitted that the dinner party. And this guy next to him, he's telling a story. Anybody throws out what that general part of the nose is from a shape steep. Shakespeare play up the guy next to him says it's from the Bible. And says, Hey, wait a minute. My friend next to me teaches Shakespeare the universe. Well, on Shakespeare, This Friend pen and kicks them under the table and says, No, no, he's right, That's from the buyer. So later in their parties like why did you why did you say that? No, that's from shapes basic pleas said because all we do by pointing out that that person is wrong, just make that person feel bad about ourselves and make yourself feel good about yourself. But what did you really around? What was the point of telling them that they're wrong? You know, one of the sayings in the book, man convinced, convinced against his will is of the same opinion still. So again, telling somebody they're wrong will not change there, will not change their mind trying to win an argument. You just don't know. Sometimes in business you really do lack to to win your case. And you may, even when it just by telling somebody you're going to do it your way. But generally if you want people to like you and you want to influence them, just understand you're never going to win mark. The reality is even if you do when it, you'll lose it is the other person feels bad. And if you lose it, obviously, you'd lose it. So the best bet is just to try and avoid that art. There are tons and tons of more examples in this book. I mean, as I said, there's literally, I think PIFP. Different chapter. And they all work. You know, these are the three most recent books I read. There's tons of other great ones. When I ran it applies the psychology of persuasion. Lot of psychology books are very good to read if you're in sales or the management. One of my favorite books is first break all the rules. That's a little bit more of a management book. But it is interesting because essentially it tells you that almost everything we do as managers, we do. So it helps you to think, just like really old and a lot of ways that How to Win Friends and Influence People. It's the opposite of what you would tend to do. So you really have a purpose. And then Zig, Ziglar is, he's written a ton of books. He's really very well-known, at least in our industry, is one of the top sales teachers really in history. So I would highly recommend any his boss. I know I did a lot of talking. These are three of my favorites. Anybody have any questions? And they don't have to even be related to the book. They can be related to anything. Any questions? Yes. That's a good question. As I said, I I tend to focus more on books that talk about like the psychology of why people are the way they are. So it's pretty easy if you just read the words and know whether that's the focus of it. One thing I would also recommend there are, I'll be honest with you. I cheated a little bit on somebody's books to refresh my memory. I just went on YouTube. And when you Google that, when you look up on YouTube, you can find like five or six minutes summaries of these books. And that way before you go out and buy it, you can really get, okay, does this element, does this resonate with me? So I would also recommend that I will say most, most books like this that I read that one frustrating thing if I'm being honest, separate, How to Win Friends and Influence is that they tend to be about two to three times longer than they need to. You know, you read like five pages and I'm like, I get, and then Example number, like Good to Great is a really great book. But I'm a 100 pages into the first concept that I want to tell the offer opera like, again, like you can move on to the next point. Except for How to Win Friends and Influence People. Every single chapter or every single word. Is gold, like big question. Anyone else? Yes. He asked if I could go back in time and chose to work in DNA, what would I do differently? It's a really good question to be honest with you. I would've thought I would have jumped join my father and all P3s, Patrick's business in 999 instead of 2001? The only other thing that I think as I look back on it, it was almost like the easy things. It's good. I work there part-time in college and they offered me a job and I was kind of like, yeah, why wouldn't I take this? That's it. Good job. It's a good paying job. It's kind of cliche to say find something you like. It is extremely important to really try and find a job. But I'm thinking about joy as much as it was a great company to work for. I never really liked what I did. I mean, I guess who likes calling people up when they're behind on their credit cards, tell them they have to pay. But what I would be really selective to try and find a job, but I could see myself really enjoying from years to come. Because again, it's, it's kind of cliche, but if you'd like what? If you like what you do, then you're really never work day. So I might have been a little more rather than just taking the easy job, but one that was there then when I knew I make some money, I would have been a lot more selected. I started working. Good question. Anyone else? I did have one. Suresh said it was okay if I had one sales little sales pitch kind of thing. So as accompany as I said, we're located right here in Delaware. We we have over 50 salespeople. I think one of the things that we are absolutely a sales organization that's obsessed with sounds, training. And it's stuff like I'm talking about here most of the time. If you work for a company and they train you how to sell, it's really just the details of the product and the company. They don't actually teach you the techniques itself. And we do. So it's pretty exciting that we can hire somebody. And you usually within two weeks going through our sales training program, they can be out selling to customers. Our average salesperson makes between 50 and 70 thousand the first year. Our top salesperson last year made $340 thousand. So if you're good at it and you'll likely you can do extremely well. We also have lots now that we're growing, we have lots of room for advancement. You've had multiple salespeople become sales managers, general managers, and so on. But the reality is our industry is not really. I remember I went to a job fair and like Merck was there and Pfizer and all these big companies and where this little home improvement company and was his sales, it was a sales job fair. Everybody want to be good at Merck and everybody wanted to go on. I kept thinking to myself, I began to talk to me. I'm telling you, you'll make more money working for us. You'll enjoy it more, it'll be more satisfying. But we're kind of in an industry that not a lot of people think of making a career in home improvements or an H back or whatever it is. But our sales folks to do extremely well and it's a fun place to work too. So if anybody's ever interested my my information on the last slide one more. You can call me directly, you can email me or the students on Handshake or is that just does is it okay, everybody? We're also we're also on Handshake. But one of the great things about it though, is you can come in with absolutely 0 experience and we will teach you everything you need to know to be successful. Setup, okay, Good. Anything else? I think I think we're good. Unless you have any questions about working for months, What's the more liquid will hopefully local come up and say, all right, yeah, sure, I'll stick around for any one thing that's nice about this program is that folks like myself, even if you have a question about a different job or something else, sport here to, here to be advisors, we're here to help. It doesn't have to be about BJ Fitzpatrick can be about anything. And and as I said, it's truly a two blue end because everything that he had his life think about the world around me. They're very keen about adding people community, but they also serve as men Berkeley students, both in the past and currently at. So if you have any questions, boom, he's got a lot of experience working in industry and working for himself and running his own company. So great resource. Reach out to them if you have questions there. Definitely take a number and contact information. And the Rubber Thank you very much for coming in. Feet are still available for you. If you forget to make sure that you target your life. Yeah. Well, I got Jed, you felt you were to actually part of your family. Well, I read that before. I'm sure. Okay. Atlanta. Yeah. Towards your monitoring because actually he's like pigments already been we've been marked and facial Frank's place, 30-year, radically Quiet, 200 vehicles and that's what's his name again? Jab jab. Jab. Jab. Jab. Jab, right? We have an athlete managed by a 100 trucks and that's why in our casual shorter expense.
Superstar Selling Speaker Series - Rick Stover, PJ Fitzpatrick & Co
From Suresh Sundaram April 08, 2022
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