I Trained 2,500+ Sales Pros — Most People Are Stuck At Level 5…
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I've trained over 2,500 salespeople and small business owners over the past 10 years through our Salesman.com Academy program. And over these years, I've noticed that almost every single person that I've worked with made the same couple of just simple, basic mistakes that have cost them

tens of thousands to, if you're a small business owner, it might have cost you millions of dollars a year in lost income. And they did this year after year after year before they started working with me. Now, I fix these mistakes on the first onboarding call that I do with every new student who joins the salesman.com account for your program. But to be quite frank and to be quite honest, I'd much rather help fix much more complex and

and pressing issues rather than repeating myself over and over and over again. So I'm going to give you the fixes to these issues for free right now so you don't miss out on closing deals and so that I don't have to cover all this stuff quite so often.

There are four mistakes that I see over and over, so let's get right into them. Now, most sellers think that having not just some success, but massive success in sales comes down to luck, and this could not be further from the truth. And this is because luck is random. Sales, on the other hand, is a

game. And I want you to think about it like this. A game, any game, it doesn't matter whether you're playing chess, you're playing Street Fighter on your PlayStation, you're playing whatever it is, all games have inputs. So I move the chess piece on the table. They then have variable outcomes. So my king gets taken and I lose the game. And they also have feedback loops. So I move my king into somewhere it shouldn't have gone. I wasn't paying attention. I lose the game. And that is the feedback to not do that stupid move again.

And B2B sales is exactly the same. It has inputs, it has variable outcomes and it has feedback loops. The inputs that I might put into the marketplace, the system, right? The game, it might be that I send an email to a CEO about the sales training that we offer.

I can then have a variable outcome from that. I either book the meeting or I get told that I'm an idiot and I should never contact that person again. Then there's a feedback loop based upon that variable outcome. Did it work? Yes. Do more of it. Did it not work? Okay. Do something

different. That's probably the key part here. If you keep doing sales activities, if you keep putting inputs into the marketplace, the game of sales, and you're not getting what you need out of the other end via the positive variable outcome, then you need to use that feedback to change the loop.

Nobody does this. It's so simple. All you got to do is measure your inputs into the marketplace, track what works and do more of it. It is literally as simple as that. And on top of all this, sales, B2B sales specifically, is almost always a zero sum game. And what I mean by that is only one vendor, one supplier wins B2B.

the business. It then comes down to, and if you want to get more granular with this, are you a winner or are you a loser? And it's important to decide this ahead of time because a winner will understand that sales is a game. They will understand you're not going to win all business. And they will understand that you will take that feedback and you'll improve the game that you're playing. You'll improve your sales skillset over time. Losers go, "I'm

"Our product is rubbish. We don't have a discount running right now. Marketing are providing terrible leads."

That is the attitude of a loser. And anyone who comes into our program, well, they typically don't get into the program with that kind of mindset. I typically head that off on the call that we have before they get the invites to start working with us. But if that is the case, that's the first thing we've got to just smash on the edge. We've got to knock it out of people that there's no point in playing the game of sales if you're not trying to win it, because there is absolutely no prize for second place.

The next thing that salespeople and small business owners get wrong is, I can't state this strongly enough, the buyer does not give a shit about you. It

It doesn't matter if you're sending your first prospecting email or you've been working with them for a decade. They don't care. They will drop you or ignore you if a better opportunity comes along like it is absolutely nothing. Now, the goal is obviously to drive revenue, to give value to these individuals, to exchange that value for some cash. So what do your buyers actually care about? What do we need to give them so that we can exchange that value of a product or a service

for their cash so we can make a load of money. What do they care about? Well, they care about themselves. And that is why you've got to reframe everything that you're doing in B2B sales. Everything that you do has to communicate what your buyer is going to get from within the context of what I call the reality gap.

the transformation that they're going to get, the service, the value, the reduction in pain, all again via the reality gap. Every single email, call, call, proposal, follow-up, closing conversation must be structured in this specific way where we communicate clearly the buyer's current reality, the future reality, and then what I call the reality bridge.

how we help them look awesome, how we help them get from where they are right now to where they want to be. The messaging in our call to outreach, in our follow-up, when we get the buyer group together, and perhaps we have a Zoom call with seven people, 70 people, whatever it is, depending on the complexity of the deal. Every single person needs to know on two levels, for them and then the business, for them more important though, because we're all these selfish creatures, right? These selfish, emotional human beings. Where are they?

where they're trying to get to, and how does our product or service help them get from one side to the other? That is essentially the reality gap method. And this is just a total game changer for people who've... Maybe they've even had some success running a business or selling a product or service,

As soon as they go, okay, I'm going to make more money by rephrasing, repositioning everything that we do to help the buyer understand this process of going from one side of the current reality to the future reality, and even just defining those two terms. Most buyers don't even know what they're trying to achieve. They don't know. They might have a pain, but they don't know what that bigger, brighter, bolder future reality looks like.

As soon as we just define those two terms and say there is a way to get from one side to the other, you'll have people hooked. And this is absolutely mega if you're struggling to book meetings or you're getting ghosted after that first meeting. Typically what is happening is the buyer goes, "Okay, I know I need to solve this problem, but I don't think you are going to offer the right value, service, product, whatever it is, technology tool to get me from one side to the other." And you've got to micro-close this throughout the entirety of the process as well. Is this where you feel like you are right now? Okay, great.

Does this bigger, bolder future reality seem realistic to you? Do you think you can get there in the next three months, 12 months, whatever the number is? Okay, great. I think I can help you get from one side to the other. Do you believe that this product, service, idea, implementation can help you get over there? Okay, great. Well, I might be able to help, blah, blah, blah, blah, blah. So we go down the rabbit hole of the rest of the sales process there.

But for people who haven't implemented this, this can change their results overnight. Next up, we have something that it isn't just salespeople, business owners, entrepreneurs, marketers. Everybody has weird beliefs about money. And I have to immediately tackle this because almost

every single person who joins our salesman.com academy training program, they have these weird issues. And it's an important one to tackle because these issues can come from culture, they can come from media, they can come from friends, family, they can come from situations that people have been in. They come from all kinds of disparate locations and places and timeframes. This might happen when you're young, it might happen when you're old, it might happen somewhere up

between. And so this can only really be solved one on one. But there's one basic concept that I want you to take away from this video. And that is that money isn't some magical, mysterious thing. It's simply just a way to exchange a little bit of your life for a little bit of someone else's life. And I know that sounds a little bit abstract. So let me explain. So you're going to give up a little bit of your life to sell something, right? You get paid. So you've given a bit of your time, a bit of your energy, and then you get paid. You got some cash.

you then spend that cash on, let's say, a fancy meal out. Now, if somebody gave up a little bit of their life in exchange for the money that you just paid them at that restaurant, whether it's the people cooking the meal, people running the restaurant, building the building in the first place, whatever it is. And this cycle goes over and over and over. It continues forever. The people in the restaurant who've all been paid, they all then exchange that little bit of cash for someone else's portion of their life because they're getting this goods or service from them. And the cycle continues.

And when you think about money this way, it becomes obvious that the goal for you, for me, for everyone is to increase the amount of money that you get in exchange for the time, the physical time it takes you to provide that service. And you watching this video right now, you probably do that by improving your sales skills so you can close more deals in less time or

bigger, larger deals, more profitable deals in less time. And when you think about money like this, where it's just an exchange of energy, it's just an exchange of people's finite, the only finite resource that we have, right? Their time, their life.

That hopefully takes away all of the emotion and the stress and the pressure from this weird concept that we have as money. And it makes generating more of it, again, just a game. Improve your sales skills, close more deals in less time, close bigger deals in less time, and you're winning. That's how you win the game of money. And it's no more complex, and there's definitely no more emotional than that. And then we have the final elements that almost everyone coming into salesman.com academy, they struggle with.

This is tough for most people to swallow. I've had to improve my coaching skills over the years to be able to communicate this effectively without just pissing people off. But salespeople, small business owners, typically they have such a big ego that they think that they are great at sales when in reality they are terrible. They suck. I think some of this is down to the fact that you need

you need somewhat of an ego and a high level of self-esteem to even just go in sales or start a business because there's so much rejection that's going to be thrown at you that a salesperson's ego is typically a bit of a self-defense mechanism against all that negativity that's thrown at them day in, day out, which I get, I understand. But your larger ego is probably holding you back

back from having massive success. And within salesman.com academy, the ego of anyone who knew who's starting typically just gets eroded in an instant on the first group coaching call that they jump on, where they see in real time. And it's not me communicating this. This is other people in the program who share this, who talk about it. There are people in the program who are literally making millions of dollars a year. They're the people in the program making more money than I am as a business owner.

and all of them tend to have a healthy ego. There's a massive gap between new salespeople or tenured salespeople who haven't really evolved, haven't really progressed their sales career over the past few years,

having large egos versus people who are having massive success tend to have much smaller egos. So the goal for me typically is to help these people have a bit of a hit to the ego. I want to knock new starters in the program's ego down a few notches. Something that we do then is to level up the self-esteem. And people think ego and self-esteem are similar, that they're both healthy. Well, I'd rather work with someone who has a low ego but high self-esteem.

And I define self-esteem as a person's general sense of self-worth. A strong sense of self-worth means that rejection bounces off you because you just don't care. You feel like you have value to the marketplace, your customers, your friends, your family, your community. So you don't really care if some random person says something rude to you over a cold call or an email. Rejection bounces off.

Importantly, this high level of self-esteem also helps the seller break through the harsh reality that they are just not as good at sales as what they think they are.

think they are. And this is important because there are two types of salespeople, right? There are salespeople who come into the industry with low levels of self-esteem. They essentially, via the Dunning-Kruger effect, where they think that they know more than what they actually do, they have maybe a little bit of success, but then they get hit with the harsh reality that they don't know what they don't know. They start panicking about it, they start stressing about it, and then they go off a cliff with their motivation. They

lose any success they had in the first instance via either a fluke or just via ignorance as to how the sales process works. They drop off a cliff, have no motivation, form a negative feedback loop and end up quitting sales.

Inversely, salespeople who join the sales workforce, whether that be in a B2B sales role or it be a small business owner where you're doing founder-led sales, if they have a high level of self-esteem, they still get to the same point where their ego is high, they've had a little bit of success, they are facing the Dunning-Krug effect.

where then they drop off a cliff slightly where they realize, oh shit, I don't actually know as much as what I thought I knew. But because their self-esteem is still high enough to get through all the rejection, they can then plod on until they do know what they don't know. And essentially, they can understand that sales is a game, all the other points that we talked about in this video thus far, and they can reach a higher level of sustainable success on the other side of that little bit of it.

It's kind of a difficult concept to communicate over a video, right? Rather than a one-on-one conversation. But most salespeople, again, the premise is they think that they are better than what they are. They don't know what they don't know. And typically, if they have high ego, but low self-esteem, they can't get through the hump of having that realization or having someone tell it to them, which is what we do at sales.com academy. We're just dead straight and blunt with things.

because we want people to have success as quick as possible. Or the sales manager tells them this, or the market tells them this, because they just have a lack of success at a certain point in their career. And having high levels of self-esteem allows you to get past that little bit of a hump, gets you over the hill, and gets you to the point where you now have been in the business for five, 10, 20 years, whatever it is.

you've got the business acumen, you've got all the case studies, you've got the personal anecdotes, you've mastered the steps and the skills of the sales process, you're playing the game, you're leveraging feedback loops, you're measuring all of your steps of action of all your steps of progress so that you can implement feedback loops to constantly over and over again improve. And that's where salespeople end up making hundreds and hundreds, if not millions of dollars. And small business owners, well, at that point, the sky is very literally the

the limit. And with that said, if you feel like there are gaps in your sales knowledge, the quickest way to find them, if not just get rid of them, is to download our free book, Seller Made Simple. It's a big old thick book. You can grab it complete for free using the link below this video. If you're a B2B seller and you'd like to find and close more deals in the next 30 days with a simple selling process, then listen closely.

After interviewing a thousand sales experts on the world's most downloaded sales podcast, with data from over 14,000 sellers completing our sales code assessment, I've uncovered a step-by-step sales process that works so well that it's allowed me to help over 2,000 sellers beat their sales quotas whilst working less hours with less overwhelm and far, far less stress.

I've used the same process myself to build our training business to over a million dollars in revenue, selling many of the world's top brands like Salesforce, LinkedIn, Microsoft, or media sponsorships. So if it works for me, I know it can work for you. In fact, I'm so confident that we can help you find and close more deals in the next 30 days. That if you qualify to work with us, I guarantee that you will find and close more deals in the next 30 days

or you can ask for your money back. It's really that simple. I've used the Seller Made Simple method to help over 2000 sellers smash their quotas and they've generated over 262 million in personal bonuses and commissions since working with us. I've helped sellers like you not just fly past their sales quotas, but to do it consistently, confidently, and without feeling all salesy and slimy. The Seller Made Simple method works fast. It doesn't require you to grind out sales activities or make thousands upon thousands of

boring cold calls. We will overhaul and simplify your entire sales process from value proposition to creating the reliable meeting booking machine to leveraging a closing framework that makes you rejection proof. Remember, we guarantee in writing that if you follow our process exactly, that you'll find and close more deals in the next 30 days or your money back. And if you don't, I will personally continue to work with you for free until you do find and close some more deals.

So head over to salesman.com forward slash call. That's salesman.com forward slash C-A-L-L. Right now and book a call with me personally, and we'll see if you're a good fit for our process. That's right. No weird high pressure sales team or other shenanigans. You'll speak with me directly. And if I think we can help you, then I'll explain the process, how it works, and you can let me know if you want to get started.

So head over to salesman.com forward slash call right now. And this is a limited time offer, so don't miss out.