Episode 2 - How I'm qualified to help you with telesales.

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Well.
Hello there again it's Chris Dabbs!

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Hello. How are you?
I hope you're doing well.

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I hope you're having a great day.
And I hope you've had a great week,

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or however long it's been since you
last spoke. Well, listen to us.

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Ready? Certainly.
Last time I last spoke to you.

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So I hope you're all well. Um.
I'm sure you are.

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And I'm sure if you're listening to
this, you're wondering, well, who is

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Chris Dabbs and who is this fella
who's yapping on in my ears about?

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Well, I don't know, really,
telesales is supposed to be

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talking about, but he's going to
be talking about himself.

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Yeah, that's right,
I am I'm going to be talking about

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myself for the next few minutes.
Um, really, to give you an idea

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of who I am, where I've been,
as it were, what I've done,

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what I've accomplished,
why I've got, well, something to

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say to you about telesales?
Why, I guess telesales is

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something that is important to me.
And I hope that I can help you

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to become.
Well, I suppose better at it. Really?

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Um, it's not really rocket science,
as you can imagine.

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Um, I think a lot of it is to do
with the mindset.

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A lot of it's to do with, well,
confidence, but not overconfidence.

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I think that's the other thing.
It's just about trying to be natural.

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How's that? Anyway?
I'll get into that in later episodes

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and possibly later on as well.
But let me just bore you with

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some intro. Really.
Um, well, I suppose what I am is

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a serial entrepreneur,
I guess a serial founder.

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I'm one of these guys who gets an
idea and kind of runs with it.

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All right?
I run with these ideas and I push

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them forward, and I start them,
and I do the bits I think that

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other people can't necessarily do.
So in other words,

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have an idea and then make it happen,
make something out of nothing.

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I'm quite good at that, I think.
Um, and what that means is sometimes

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that you, you have to do everything.
So, you know,

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if you've come up with an idea about,
well, say, motorcycle couriers

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or motorcycle deliveries, okay,
or van deliveries, which is what I'm

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going to be talking about later.
If you come up with an idea like

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that, you've got to well, you've got
to be able to sort of communicate

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that idea to others. All right.
Uh, and I think that's what I'm

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quite good at.
But we'll get into this then.

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What I'm going to talk about really,
is about how I changed from this

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sort of small entrepreneur kind of
thing into a corporate salesperson,

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um, and worked for some of the
biggest companies in the world.

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I mean, you know,
so proud to work for these people.

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And that's quite a good thing, uh,
to sort of, I guess, learn from

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in terms of training, in terms of
how you fit amongst your peers,

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which is quite an important part,
I think, about telesales or any

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sales actually, for that matter.
And also really looking at how

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corporate sales push well pushes you
and positions you to be successful

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in what you're doing. Right.
So you can't be successful in

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corporate sales unless you are
actually successful.

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Um, you can blag it.
And I think we'll talk about

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Blagging quite a lot.
Um, but before that, before the

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corporate sales I worked for, oh,
gosh, many companies really and honed

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my my skills, my telesales skills,
my psychological evaluation of

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who I'm talking to, skills.
If that doesn't sound too grand,

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but it is.
It is kind of important as well

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to understand those things,
because they're the things that

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really enable you to move forward
and to do what you've got to do.

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Okay, so up to now, I've been a
bit sort of, I don't know,

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not cagey, but I've been a bit, uh,
I guess just trying to be honest.

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And as you can hear, by the way,
I'm talking to you. Right.

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So I'm just being honest.
I'm not scripted. I'm just talking.

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So let's go to my very first
business that I started. Wow.

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Hang on. How far back do I go?
Do I go back to school?

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Yeah, let's go back to school.
So. Oh, here we are.

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I think that I've always been a
salesperson. Okay.

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However, I dress it up and
whatever I do, whatever I say,

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I have always been a salesperson.
And I'm sure that you're probably

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pretty much the same thing, because
if you weren't looking to increase

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your skill level in telesales, you
wouldn't be a salesperson, obviously.

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But you know you care enough about
your career or about what you're

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doing in order to actually be able
to, well, learn more, you know,

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to increase your skill set,
to really push it forward.

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And so because of that, um,
I think that a lot of us are innate

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salespeople, but we'll talk about
that in another episode anyway.

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So for me, I started in secondary
school in London in the UK.

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Uh, my dad was able to get hold of,
uh, office supplies.

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Okay, don't ask me how.
I don't know, but he.

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Well, basically. Yeah. Okay.
He used to get them from his

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work right from his office,
and then he'd bring them home,

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and I would lose them for him.
If you know what I mean.

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So if you had some pens or anything
like that, they would just sort of,

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like, disappear, and I'd have them.
Uh, obviously he knew really what's

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going on, but I'd go to school and
I'd sell them. There you go. Right.

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So I would sell those things, uh,
and sometimes get into a little

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bit of trouble about selling
bits and pieces at school.

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And I don't mean necessarily from,
uh, from the teachers or from

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the school itself, but for my,
uh, my fellow students who

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probably sometimes didn't like
the idea of what I was doing.

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But, uh, you know, at the end of
the day, they, uh, they did buy

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the stuff. So what can I say?
So I would go around and I'd sell

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this office equipment to everybody,
and they'd all be very happy

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with it and things like that.
So then I kind of started working,

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I guess unofficially, if you can
believe such a thing at a local

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store right on the high street.
Uh, I, you know, I guess like,

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uh, well, anyway, it was a local
store that I worked at,

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and part of our payment,
if you like, or my payments for

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working there unofficially was.
I could have some stock right now.

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That was unofficial, too, but I
had stock and sold that at school

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as well, which was kind of good.
And it went down quite well.

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People enjoyed it and people liked
buying things, and obviously I was

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quite good at selling them to them.
I didn't really know what I was

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doing.
All I knew was that I was selling

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it and making a few pounds,
you know, on the side, as it were.

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And yeah, it was great,
but I really had no idea,

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you know, what I was doing.
It was just like one of these

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normal things, really,
where I had the ability to talk

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to people and to say and to ask
them actually for the business.

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And I think that's one of the
things to take away from, uh,

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from this episode, right,
is asking for the business, um,

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irrespective of whether you've been
trained or whether you are working

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hard on, uh, becoming a great
salesperson or whatever you're doing,

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you have to ask for the business.
Um, but again, we'll get to that

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as well in a later episode.
So anyway, if I'm not boring you

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too much, I'll continue.
Um, and so sorry,

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I'm laughing at my own dodgy jokes,
but at the end of the day.

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So if you think about it,
I was selling things at school and

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then a group of friends and I decided
that we wanted to start a business.

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And at the time it was all about,
uh, motorcycles for us.

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So we would have, you know, uh,
the latest bikes that we could

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afford and we'd be riding around.
And it was just great fun.

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And there was a big thing in the
UK in the early 80s.

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This is the early 1980s where, um,
the post office, uh, had been on

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strike a few years beforehand.
And because they'd been on

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strike for quite a long time,
they weren't delivering any mail.

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Uh, no packages were being delivered,
no parcels were being delivered.

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And so that really enabled the
likes of, uh, companies who

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specialized in same day delivery.
So kind of like a taxi or

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nowadays you'd have Uber, right.
Or a cab firm or a taxi on the

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street or whatever.
But they would, you would pay

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them to deliver your packages.
Um, but what happened was that

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it became quite a big thing for
a motorcycle to deliver those.

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So if you needed something to go to a
client, you'd pay however much for a

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motorcycle to deliver it for you.
Okay, quite simple really. I suppose.

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It's kind of like if you look at
Deliveroo or just Eat or any of

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these food delivery things,
it's pretty much the same thing.

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Except instead of food, uh,
we were delivering artwork for

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artists or graphic designers.
We were delivering contracts,

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we were delivering all of these kind
of things and delivering things

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for lawyers as well, as I said,
contracts and things like that.

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So, you know, it was quite important
and it was quite stressful in

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terms of getting a package from
one side of London to another or

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even just a mile down the road,
you know, you companies had to

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trust you to do this.
They had to trust that you had

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the ability to to deliver these
things on time.

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You had the infrastructure to
ensure that there were enough

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bikes around to actually make
the deliveries that they needed.

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You know, you were talking,
you know, ten, 20, 30,

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40 deliveries a day from some of
these companies just within London.

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And so, you know, you had to make
sure that you could do these things.

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And it's not like, say with UPS or
DHL or Fedex or anyone else like

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that, who I'll come on to later on.
Um, but it's, you know,

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where they've got aeroplanes and
aircraft and all that sort of stuff.

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But when they first started,
they didn't write.

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So ups started in the same way
as my company started.

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So that was delivering locally.
And the the history of UPS is that

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they started in the gold rush,
amazingly in the Klondike.

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Of all places, I believe.
Um, but delivering things between

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saloons and between people,
you know, because there wasn't a

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mail service up there.
So that's where they started.

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So a similar kind of thing.
Um, and I think that I had two

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iterations of this company,
and the first one didn't really

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work out because we really
didn't know what we were doing.

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One of my friends was an
absolute computer genius.

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Um, and I probably still is a
computer genius,

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but at the time, he really was.
And he worked out, believe it or not,

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using Pythagoras theorem.
All right, that we could, uh,

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price a delivery that was based
on a per mileage, sorry,

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a per mile charge anywhere in London,
in the City of London.

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Well, not the City of London, but the
whole of London, Greater London.

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So we could any, you know,
pinpoint any any street basically

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near enough um and decided price and
it was all put onto another friend of

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mine onto his computer running basic.
You know the programming language.

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Well, maybe you don't know. Yeah.
Basic programming language.

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Back in the old days, um,
the computer was a RadioShack,

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TRS 80, I believe.
Maybe it moved on to BBC micro

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afterwards, but anyhow, so we could
actually when people called us,

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we could give them a price
because that's what they wanted,

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you know, how much will it cost
us to send a package from,

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I don't know, London EC1 to London
EC3 and we could type it in and

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obviously we would know after a
period of time how much it was.

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But anyway,
we could give them a price.

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So without me knowing it,
that gave us a technological

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advantage that I could sell.
Okay, so we didn't really know

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that or I didn't know that I was
I was doing the sales, um,

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I didn't it was just one of those
natural things that I picked up

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at the end of the of the day.
You need something to differentiate

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yourself from other people.
So we ran the business and it

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kind of went on for a little bit,
and we ended up in debt

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basically because we didn't
really know what we were doing.

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Um, partners left and we kind of
I think we were a bit young.

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Uh, I certainly was.
Anyway,

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so we went we went our separate ways.
And I continued, um,

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with kind of the business kind
of running on with some clients

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that I'd already made beforehand.
And then this is where it gets

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interesting, because for somehow
or other, and I hope I'm not

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boring you too much here.
But just to give you an idea of

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sales and natural sales ability,
without understanding at the

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time that it's really important,
okay, and how important it is to

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your the whole career.
I ended up, um, studying for an MBA.

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Okay, so and this is back in 1980.
Gosh, when 8888 something I don't

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know, something like that a long,
long time ago.

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And so I was studying the MBA and I
was doing it on a part time basis,

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and also riding around as a courier
to earn my money and also to do

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my market research and things.
And I was also working with the

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London Enterprise Agency, who were
and they could still be around,

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but basically they offered a business
mentoring service where you'd go in

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with your business idea and they'd,
uh, 1 to 1 coaching.

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I had, uh, from various business
coaches who were basically seconded

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there by banks such as Barclays Bank
or NatWest, or in the large UK banks.

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And they would, uh, look through
your business plan and critique it,

211
00:13:28,810 --> 00:13:31,690
obviously give, you know,
some ideas to go away with.

212
00:13:32,020 --> 00:13:35,530
And they used to give me targets,
which was quite interesting like, you

213
00:13:35,530 --> 00:13:38,350
know, right. Go away for six months.
Go and get yourself,

214
00:13:38,380 --> 00:13:42,340
I don't know, 5 or 6 new clients
and see what happens.

215
00:13:42,490 --> 00:13:45,910
Um, see if you can run the business
by yourself and get some experience.

216
00:13:46,330 --> 00:13:49,210
Because I had never really had
any experience in this industry,

217
00:13:49,210 --> 00:13:52,600
which was, again, interesting.
So no real experience,

218
00:13:52,600 --> 00:13:57,820
but it was one of those things that I
could really, uh, well, focus on,

219
00:13:57,820 --> 00:14:01,330
you know, getting new clients and
keeping those clients, especially

220
00:14:01,330 --> 00:14:05,110
as I was working part time.
So if I was only available for

221
00:14:05,110 --> 00:14:08,650
work on Mondays, Wednesdays and
Fridays because of my MBA studies,

222
00:14:08,650 --> 00:14:12,550
then you've got obviously
Tuesdays and Thursdays where your

223
00:14:12,550 --> 00:14:16,270
clients have got to use another
courier company and not you.

224
00:14:16,690 --> 00:14:21,610
Okay, so that was quite a feat
of getting clients to stick with

225
00:14:21,610 --> 00:14:26,110
me whilst I wasn't there,
if you see what I mean. Right.

226
00:14:26,110 --> 00:14:29,290
So I tried to get friends to
help me out and that had various

227
00:14:29,290 --> 00:14:33,070
degrees of success.
Um, but really what it was,

228
00:14:33,070 --> 00:14:36,550
what it came down to was that my
clients liked me.

229
00:14:36,550 --> 00:14:39,880
And so they sort of stuck with
me and continued to give me work

230
00:14:39,880 --> 00:14:42,790
when I was available.
You know, it may I may not have

231
00:14:42,790 --> 00:14:45,790
got the majority of their work,
and I probably only got a very

232
00:14:45,790 --> 00:14:47,980
small amount of it.
Um, but at the end of the day,

233
00:14:47,980 --> 00:14:51,790
it was enough to keep me chugging
along, as it were, as a student.

234
00:14:51,910 --> 00:14:56,290
And, you know,
that's that's another sales pitch.

235
00:14:56,290 --> 00:14:58,690
That one was, blimey,
how do I get on to an MBA

236
00:14:58,690 --> 00:15:01,930
without having a first degree?
So without having a BA,

237
00:15:02,200 --> 00:15:05,560
how did I manage to get myself
onto an MBA? Well, I.

238
00:15:05,660 --> 00:15:10,280
I did do some studying beforehand,
uh, to get sort of a qualification

239
00:15:10,280 --> 00:15:13,160
that that enabled me to.
Well, it was kind of a gateway,

240
00:15:13,160 --> 00:15:15,290
I guess, into it.
It's like a foundation degree,

241
00:15:15,290 --> 00:15:18,110
but it was a certificate,
so that enabled me to get on there.

242
00:15:18,110 --> 00:15:22,400
Just so I've been mentioned that.
Um, anyway, I'm really,

243
00:15:22,400 --> 00:15:27,290
really cautious of boring y'all.
So, you know, hopefully I'm not.

244
00:15:27,290 --> 00:15:32,810
But so working with lenta,
the London Enterprise Agency and the,

245
00:15:32,810 --> 00:15:39,170
the mentors that I had there,
I managed to um, also somehow or

246
00:15:39,170 --> 00:15:43,670
other get it into my head that I
needed to get a business partner.

247
00:15:43,670 --> 00:15:45,560
Now,
I think this was because of the MBA.

248
00:15:45,560 --> 00:15:47,270
I realized that I couldn't do
this alone.

249
00:15:47,270 --> 00:15:50,270
I needed someone who was going
to work with me and who would

250
00:15:50,270 --> 00:15:55,280
really sort of bring skills that
I just didn't have, such as, um,

251
00:15:55,280 --> 00:15:58,580
administration skills.
Certainly no administration

252
00:15:58,580 --> 00:16:00,230
skills at that age.
There's no way that would have

253
00:16:00,230 --> 00:16:02,570
happened.
Um, but it was important,

254
00:16:02,570 --> 00:16:05,480
I know I knew at the time if I
was trying to sell this business

255
00:16:05,480 --> 00:16:09,620
or sell or sell the service to
people that I needed to be able to

256
00:16:09,800 --> 00:16:14,840
provide invoicing, for instance,
chase up invoices, uh, look at pay,

257
00:16:14,870 --> 00:16:18,530
you know, employee costs,
employ people, even, you know,

258
00:16:18,530 --> 00:16:22,610
manage them, do the radio work.
So we had to have radios so that we

259
00:16:22,610 --> 00:16:26,480
could talk to the riders when they
were out, uh, delivering to tell them

260
00:16:26,480 --> 00:16:29,210
where their next delivery was from.
You know, nowadays we've got mobile

261
00:16:29,210 --> 00:16:31,700
phones. It's all very simple.
But literally back then,

262
00:16:31,700 --> 00:16:36,020
it was like a fancy walkie talkie.
Um, but there was lots there

263
00:16:36,020 --> 00:16:40,910
were lots of licensing issues
from the governments and all

264
00:16:40,910 --> 00:16:43,220
that sort of stuff.
You couldn't just buy a CB into it,

265
00:16:43,220 --> 00:16:45,860
a CB radio, that is.
So I needed somebody.

266
00:16:46,130 --> 00:16:52,220
So I worked with the business mentors
who said that my business plan was

267
00:16:52,220 --> 00:16:56,690
great, my cash flows looked good,
my marketing ideas were great in

268
00:16:56,690 --> 00:16:59,930
terms of how to get clients.
Everything was great, no problem at

269
00:16:59,930 --> 00:17:03,110
all. It's just that it was just me.
So how am I going to put this

270
00:17:03,110 --> 00:17:06,710
business into motion?
More importantly,

271
00:17:06,710 --> 00:17:09,980
how am I going to put this business
into motion without any money?

272
00:17:10,190 --> 00:17:12,980
Because I had no money, right?
So I was like the seat of the

273
00:17:12,980 --> 00:17:15,740
pants entrepreneur.
So I've got all this, you know,

274
00:17:15,890 --> 00:17:18,290
all these ideas.
I've got ideas of how to do things.

275
00:17:18,290 --> 00:17:21,500
I've got ideas of how to market them,
good ideas of how to do all that.

276
00:17:21,710 --> 00:17:25,100
But how am I actually going to
put that in place? Hmm.

277
00:17:25,460 --> 00:17:29,990
So what I decided was that I
needed a business partner,

278
00:17:29,990 --> 00:17:33,920
somebody to come in who actually
had some skills that I didn't have.

279
00:17:33,920 --> 00:17:37,460
So, you know, as I've said,
somebody who really kind of

280
00:17:37,460 --> 00:17:42,380
knows administration knows what
to do in terms of invoicing,

281
00:17:42,380 --> 00:17:45,350
has some ideas on that,
had some spreadsheet knowledge even

282
00:17:45,350 --> 00:17:48,890
back at these in these days we were
using spreadsheets and things.

283
00:17:49,250 --> 00:17:52,130
Um, and so I needed someone who
was technically able as well,

284
00:17:52,340 --> 00:17:54,380
uh, to do that.
So we both understood what was

285
00:17:54,380 --> 00:17:59,120
going on.
And basically I had my business plan

286
00:17:59,120 --> 00:18:02,900
and part of my business plan I split.
Well, I split it into two, okay.

287
00:18:02,900 --> 00:18:09,470
I split funding it into two parts.
The first part was to fund it,

288
00:18:09,470 --> 00:18:13,400
and just enough so that I could
use some money from this funding

289
00:18:13,430 --> 00:18:17,180
to find a business partner.
Okay, so it was kind of like a

290
00:18:17,180 --> 00:18:22,610
budget, a marketing budget to find a
business partner. Yeah. Understand.

291
00:18:22,820 --> 00:18:28,250
And then part two of the funding was
once I'd found the business partner

292
00:18:28,250 --> 00:18:31,640
who not only had all the skills,
we also wanted to put some money

293
00:18:31,640 --> 00:18:36,920
in as well to build this business.
Then we could use the bank and

294
00:18:36,920 --> 00:18:39,770
they would be more likely to,
um, to help us in the second

295
00:18:39,770 --> 00:18:42,590
round of fundraising.
I guess nowadays that's what they'd

296
00:18:42,590 --> 00:18:48,590
call it, the second round. Right?
So I just it makes me laugh.

297
00:18:49,460 --> 00:18:52,190
So I needed to go to a bank and
I needed to borrow some money.

298
00:18:52,190 --> 00:18:56,720
And at the time I needed to borrow
£3,000, which was a lot of money

299
00:18:56,720 --> 00:19:01,640
really, considering I had no money,
considering that my parents really

300
00:19:01,820 --> 00:19:06,050
couldn't help me with any cash.
And, you know, I was obviously part

301
00:19:06,050 --> 00:19:09,500
time student postgraduate student,
but still a part time student.

302
00:19:09,500 --> 00:19:12,830
And so I thought, well, that's it,
I've done all this work,

303
00:19:12,830 --> 00:19:17,060
I'm going to go and try.
So I would ring up a bank branch,

304
00:19:17,060 --> 00:19:20,810
might start with my own who said,
no, ring up another branch,

305
00:19:20,810 --> 00:19:24,050
make an appointment, send in,
or rather deliver I should say

306
00:19:24,050 --> 00:19:27,590
my my business plan,
which was quite substantial to the

307
00:19:27,590 --> 00:19:32,000
bank before I met the bank manager
so that they had it in advance.

308
00:19:32,000 --> 00:19:35,720
Okay, so that when I went to see
them I could just talk about it and

309
00:19:35,720 --> 00:19:39,320
they should have read through it,
or at least glanced through it before

310
00:19:39,320 --> 00:19:42,500
we got there, before I got there.
Other, um, again,

311
00:19:42,500 --> 00:19:44,720
no one told me to do that.
I just thought that made sense.

312
00:19:44,720 --> 00:19:49,220
Right. Anyhow, so I went to one bank.
Then I went to two banks because

313
00:19:49,220 --> 00:19:51,440
they both said no.
Then I went to a third who also

314
00:19:51,440 --> 00:19:54,110
said no. The fourth one said no.
The fifth one said no.

315
00:19:54,110 --> 00:19:57,140
The sixth one said no.
You're getting the idea here, aren't

316
00:19:57,140 --> 00:20:01,850
you? Seventh. Not chance. Eighth.
No way. Jose, get out the door.

317
00:20:01,850 --> 00:20:07,780
Ninth. No no no no no no no 10th.
No. You're not having it 11th.

318
00:20:07,810 --> 00:20:12,100
No, they said 12th.
They also said no, 13th.

319
00:20:12,190 --> 00:20:19,870
They said yes. What? He said yes.
The 13th bank I went to said yes.

320
00:20:20,740 --> 00:20:27,190
Incredible. Absolutely amazing.
So first this is my first,

321
00:20:27,190 --> 00:20:32,440
if you like, foray into in not
trial closing into closing a deal.

322
00:20:32,440 --> 00:20:34,810
So in other words it is a
numbers game isn't it?

323
00:20:34,810 --> 00:20:38,440
You probably know this by now.
You have to keep going. All right.

324
00:20:38,440 --> 00:20:43,240
So the 13th bank said yes.
And I remember walking out of

325
00:20:43,240 --> 00:20:49,690
that bank with 3000 £3,000 of
overdraft promised to me and

326
00:20:49,690 --> 00:20:54,130
thinking to myself, oh good,
I can pay my phone bill now because

327
00:20:54,130 --> 00:20:56,740
I'd used it to make, well, actually,
I've got somebody else in to do it,

328
00:20:56,740 --> 00:21:00,340
but used it to make some cold calls.
So we did some market research

329
00:21:00,340 --> 00:21:03,850
over the phone,
and she used to come to my flat and

330
00:21:03,850 --> 00:21:07,060
do those calls and use my phone.
So I thought, no, that's good.

331
00:21:07,120 --> 00:21:10,540
At least I can pay the phone bill.
Um, which I'm sure a lot of

332
00:21:10,540 --> 00:21:12,610
people in my position would have
thought as well.

333
00:21:12,850 --> 00:21:19,720
So then it was all about using that
£3,000 wisely in terms of trying

334
00:21:19,720 --> 00:21:24,040
to get hold of a business partner.
Now, really, I didn't know how

335
00:21:24,040 --> 00:21:27,850
to do that. I had no idea.
All I've got is some money and

336
00:21:27,850 --> 00:21:29,800
I've somehow got to find a
business partner.

337
00:21:31,090 --> 00:21:33,910
I think even now it would be
tricky to try and do that.

338
00:21:33,910 --> 00:21:37,480
Certainly would be for £3,000 anyway,
but at least you've got online

339
00:21:37,480 --> 00:21:42,070
advertising and stuff to do.
So what I ended up doing,

340
00:21:42,610 --> 00:21:45,580
I was really quite lucky, I guess.
Well, I say lucky,

341
00:21:45,580 --> 00:21:50,860
it's not necessarily luck, is it?
After looking through everything

342
00:21:50,860 --> 00:21:56,470
and trying to find ways to get a
find a business partner,

343
00:21:57,280 --> 00:22:02,170
I came across and I don't again,
I'm not too sure lost in the

344
00:22:02,170 --> 00:22:06,280
mists of time here, but I won,
um, a small business,

345
00:22:06,280 --> 00:22:12,460
a young small business, uh, persons
kind of award from NatWest Bank.

346
00:22:12,760 --> 00:22:14,920
And that wasn't the bank that
funded me, by the way.

347
00:22:14,920 --> 00:22:19,510
But I won this award, which meant
that that there was a kind of big

348
00:22:19,510 --> 00:22:22,540
business exhibition every year.
And I think it's still going,

349
00:22:22,900 --> 00:22:27,160
uh, and I got a free stand at
this exhibition. They gave it.

350
00:22:27,160 --> 00:22:30,220
I said, yeah, you're brilliant.
Okay, well, whatever they said,

351
00:22:30,340 --> 00:22:32,230
here's your stand.
You've got this for free.

352
00:22:32,230 --> 00:22:36,880
Um, you know, make the best use of
it you can. Wow. Thanks very much.

353
00:22:36,880 --> 00:22:39,400
You know, there's I've never
been to an exhibition.

354
00:22:39,640 --> 00:22:44,230
I had no idea what an exhibition was.
I didn't really know what to

355
00:22:44,230 --> 00:22:48,400
expect at all. So.
And I actually, you know,

356
00:22:48,400 --> 00:22:49,450
I had to ask them.
I said,

357
00:22:49,450 --> 00:22:53,410
so what is what's going on then?
One might have expected to do so.

358
00:22:53,410 --> 00:22:56,290
Basically, they explained that
it's the shell of a, of a kind of

359
00:22:56,290 --> 00:23:00,670
room in a hall with lots of other
people who are exhibiting their

360
00:23:00,670 --> 00:23:04,690
goods or their business services,
and of course, they've decorated

361
00:23:04,690 --> 00:23:08,770
their little room in however,
they've decorated it, uh,

362
00:23:08,950 --> 00:23:11,530
you know, to entice people to come
in and all that sort of jazz,

363
00:23:11,680 --> 00:23:16,180
which was great, except I had no idea
really how big these things were.

364
00:23:16,690 --> 00:23:18,550
Um,
I had no idea how to decorate them.

365
00:23:18,550 --> 00:23:21,910
I had no money to spend on
decorating it and things.

366
00:23:23,110 --> 00:23:27,370
So what I ended up doing, um,
fortunately my friends, uh,

367
00:23:27,370 --> 00:23:29,980
couple of friends of mine,
their dad, they were brothers.

368
00:23:29,980 --> 00:23:34,330
Their dad was a graphic designer,
and their family always let me use

369
00:23:34,330 --> 00:23:39,250
their graphic design equipment to put
together my marketing letters, so it

370
00:23:39,250 --> 00:23:41,950
looked like it was laser printed.
Now nowadays we just print it

371
00:23:41,950 --> 00:23:44,320
out right on a laser printer or
an inkjet printer,

372
00:23:44,320 --> 00:23:47,530
and we wouldn't think anything of it.
But back then we had matrix

373
00:23:47,530 --> 00:23:49,690
printers and so our letters were
really rubbish.

374
00:23:50,260 --> 00:23:54,520
They looked awful, but using their
like top of the range, you know,

375
00:23:54,520 --> 00:23:58,660
£50,000 worth of equipment back then,
I could print it out as if it

376
00:23:58,660 --> 00:24:01,330
was a letter that was actually
professionally printed,

377
00:24:01,330 --> 00:24:05,440
which it really was.
So anyway, so I use that to design

378
00:24:05,440 --> 00:24:10,960
some a two, I think sized kind
of text posters, which basically

379
00:24:10,960 --> 00:24:14,800
just had some blurb on them,
like join me in my business and we'll

380
00:24:14,800 --> 00:24:18,490
make money together or whatever.
And then I had those printed out,

381
00:24:18,490 --> 00:24:22,510
maybe six of them or something
like that, um, and placed onto

382
00:24:22,510 --> 00:24:25,330
some board so that I could stick
them up on the walls. Right.

383
00:24:25,330 --> 00:24:29,290
So that was something at least.
And then I had, uh,

384
00:24:29,290 --> 00:24:33,670
their parent, their dad take a
photo of me on my motorcycle.

385
00:24:35,200 --> 00:24:38,650
Honestly, I've still got this photo
as well, and that's on A2 as well.

386
00:24:38,650 --> 00:24:42,340
And so it's kind of funky looking.
And I got that printed and I had to

387
00:24:42,340 --> 00:24:45,040
have it printed over the weekend.
And I'll never forget being on the

388
00:24:45,040 --> 00:24:47,890
phone and the photographer saying,
yeah, we can print this out for you,

389
00:24:47,890 --> 00:24:50,770
but we're gonna charge you £50
in a rush fee.

390
00:24:50,800 --> 00:24:53,920
£50 back then,
that was a lot of money.

391
00:24:53,920 --> 00:24:56,710
So I paid a fortune for this
photograph. Really did.

392
00:24:56,710 --> 00:25:00,190
No wonder I've still got it.
But anyhow, so I turn up on the

393
00:25:00,190 --> 00:25:05,110
Monday at this exhibition and, um,
it's like, well, what's going on

394
00:25:05,110 --> 00:25:07,590
here? I don't know, I don't know.
Talking to people,

395
00:25:07,590 --> 00:25:10,800
I printed out a few sort of like
mini business plans to give away.

396
00:25:10,800 --> 00:25:13,830
I'd figured that much out.
I think I did that in the matrix

397
00:25:13,830 --> 00:25:15,540
printer so that it would have
looked awful.

398
00:25:15,540 --> 00:25:19,080
But then again, everyone was sort
of expected dot matrix printing,

399
00:25:19,080 --> 00:25:24,360
didn't they back then?
Um, so yeah, so I did that and I

400
00:25:24,360 --> 00:25:26,910
was talking to lots of people
and some of them were impressed.

401
00:25:26,910 --> 00:25:29,520
Other people just like, you know,
looking at me as if I'm crazy because

402
00:25:29,520 --> 00:25:32,880
I'm saying to them, hey, do you fancy
coming and joining me in my business?

403
00:25:32,880 --> 00:25:35,640
Yes, I know you don't know me,
but, you know, this is my idea.

404
00:25:35,640 --> 00:25:37,980
This is what I want to do.
And as we're in a business

405
00:25:37,980 --> 00:25:39,840
exhibition,
you must be like an entrepreneur.

406
00:25:39,870 --> 00:25:43,530
Of course you want to join? Um.
And so got some incredulous

407
00:25:43,530 --> 00:25:48,810
looks and all that sort of jazz.
But two things happened out of that,

408
00:25:48,810 --> 00:25:52,110
which was kind of amazing.
I had been working with my

409
00:25:52,110 --> 00:25:56,490
girlfriend to to put this together,
and my girlfriend I'd met on the MBA,

410
00:25:56,490 --> 00:25:59,160
and she was great, right?
She was real business person.

411
00:25:59,160 --> 00:26:02,730
She knew all sorts of things
because she worked for a massive,

412
00:26:02,880 --> 00:26:08,100
uh, corporate company,
a global corporate company, and was a

413
00:26:08,100 --> 00:26:11,790
business process engineer, say so
somebody a time in motion something.

414
00:26:11,790 --> 00:26:14,370
So in other words, she would be the
person that would analyze the job

415
00:26:14,370 --> 00:26:17,070
that you do to make to see whether
there's any more efficiencies

416
00:26:17,070 --> 00:26:19,380
that you can make in those jobs.
So it's kind of like a

417
00:26:19,380 --> 00:26:23,610
management consultant, really.
And what, you know, she was helping

418
00:26:23,610 --> 00:26:26,880
me with it, uh, which was great.
So she was on the stand with me for

419
00:26:26,880 --> 00:26:30,120
the 2 or 3 days that we did it.
So that was fun.

420
00:26:30,390 --> 00:26:36,870
And strangely enough,
what happened firstly was I

421
00:26:36,870 --> 00:26:41,400
blush whenever I think of this.
A guy came over and started talking

422
00:26:41,400 --> 00:26:45,690
to me, and I started talking to them,
and I didn't really know who he was.

423
00:26:46,050 --> 00:26:48,600
Uh, so I was talking about what
I knew, what I wanted to do and

424
00:26:48,600 --> 00:26:50,310
all that sort of stuff.
And he said to me,

425
00:26:51,240 --> 00:26:55,530
do you realize that I run a courier
company that's not far away from

426
00:26:55,530 --> 00:26:59,280
where you're planning to start?
So I thought to myself, wow,

427
00:26:59,280 --> 00:27:01,920
this guy's a competitor,
and I've just told him

428
00:27:01,920 --> 00:27:04,740
everything that I'm going to do.
And so I said that to him.

429
00:27:04,740 --> 00:27:07,080
I said, oh, great, I've just told
you everything I'm going to do,

430
00:27:07,080 --> 00:27:08,880
and you're going to be one of my
competitors.

431
00:27:09,390 --> 00:27:11,490
And he said, no, no,
don't worry about that. Don't worry.

432
00:27:11,490 --> 00:27:15,450
It's, you know, client sort of
very localized in terms of, uh,

433
00:27:15,450 --> 00:27:17,490
courier companies.
And I said, oh, are they.

434
00:27:17,490 --> 00:27:20,130
Because of course I didn't know.
And he goes, oh yeah, yeah,

435
00:27:20,130 --> 00:27:23,520
don't worry about it.
But he was so impressed that

436
00:27:23,520 --> 00:27:26,490
I'll never forget this.
And I really do owe him, um,

437
00:27:26,490 --> 00:27:30,030
everything, actually,
because he decided that he was

438
00:27:30,030 --> 00:27:34,020
going to send one of our.
Oh, sorry,

439
00:27:34,020 --> 00:27:41,910
one of his top staff to us. Okay.
And I say our son explained in a

440
00:27:41,910 --> 00:27:47,940
second, but top staff to us to teach
us how to run a courier company.

441
00:27:49,430 --> 00:27:51,560
I mean, you know,
you couldn't make it up. Really?

442
00:27:51,920 --> 00:27:59,180
Why would this guy send me one
of his staff members to help to

443
00:27:59,510 --> 00:28:02,960
help a competitor set up?
So, in other words, all of the

444
00:28:02,960 --> 00:28:06,590
administration, okay, that we need.
So the kind of the paperwork that

445
00:28:06,590 --> 00:28:09,740
we need to run a courier company,
job sheets, that sort of stuff.

446
00:28:09,860 --> 00:28:12,200
Obviously the invoicing we kind
of had figured out.

447
00:28:13,490 --> 00:28:17,960
But actually, let me explain
before I go any further.

448
00:28:18,920 --> 00:28:21,260
I keep saying we now,
and that's because my girlfriend

449
00:28:21,260 --> 00:28:24,320
decided that she was going to
leave her corporate job.

450
00:28:24,320 --> 00:28:27,800
On the third day of us doing
this exhibition, she decided she

451
00:28:27,800 --> 00:28:29,630
was going to leave it.
She decided that she was going to

452
00:28:29,630 --> 00:28:33,110
start in business with me, and she
was going to be the business partner

453
00:28:33,110 --> 00:28:37,790
that I was looking for. Incredible.
Absolutely amazing. Gobsmacked.

454
00:28:37,790 --> 00:28:41,450
I was, as they say, and I did try
and talk her out of it, you know,

455
00:28:41,450 --> 00:28:43,940
why are you trying to do this?
I said, you can't.

456
00:28:43,940 --> 00:28:46,760
You've got a great job, you've
got great career. Don't do this.

457
00:28:46,760 --> 00:28:50,780
And no, she she said that she
believed in what I was saying.

458
00:28:50,780 --> 00:28:53,420
She believed in what I was doing.
She liked the way that things

459
00:28:53,420 --> 00:28:55,760
have been going.
And no, she wanted to do it.

460
00:28:55,760 --> 00:28:59,690
So she joined and she decided on
that third day, which is when we

461
00:28:59,690 --> 00:29:03,320
met this guy, this competitor guy.
So he'd met both of us and we

462
00:29:03,320 --> 00:29:08,660
were talking about doing it.
And so, yeah, basically I met him.

463
00:29:08,660 --> 00:29:11,900
Then we had a meeting altogether and
he decided that he was going to help.

464
00:29:12,140 --> 00:29:15,770
So he sent this guy to help us,
and he was like, brilliant,

465
00:29:15,770 --> 00:29:18,380
because he showed us everything
that we needed to do, how we

466
00:29:18,380 --> 00:29:21,830
needed to talk to the couriers,
how we needed to manage clients,

467
00:29:21,830 --> 00:29:23,990
how we needed to do this and the
other blah, blah, blah, blah, blah.

468
00:29:23,990 --> 00:29:27,260
And he stayed with us for a few
weeks teaching us, you know,

469
00:29:27,260 --> 00:29:29,960
we didn't have to pay a penny for it.
Absolutely incredible.

470
00:29:29,960 --> 00:29:35,240
Absolutely amazing.
So that happened, um, and just

471
00:29:35,240 --> 00:29:39,380
briefly on this particular episode,
because you've been very good at

472
00:29:39,380 --> 00:29:43,640
listening so far,
I had to sell this business.

473
00:29:43,640 --> 00:29:46,490
I had to, sorry, I had to sell the
business and get clients, I should

474
00:29:46,490 --> 00:29:50,030
say. Now how was I going to do that?
I had no idea.

475
00:29:50,060 --> 00:29:54,560
Not a clue, but I did it.
I picked up the phone,

476
00:29:54,560 --> 00:29:59,450
I made appointments,
and I went to see people, and I

477
00:29:59,450 --> 00:30:04,100
sold my business services to them.
They believed in what I was saying,

478
00:30:04,100 --> 00:30:06,080
that I was honest enough.
I think this is it.

479
00:30:06,230 --> 00:30:12,140
Honest enough to be able to say, yes,
we will give you this service and

480
00:30:12,140 --> 00:30:16,970
we'll also do it and let you know
when we can't give you this service.

481
00:30:16,970 --> 00:30:19,760
So in other words, a lot to say,
like, I don't know,

482
00:30:19,880 --> 00:30:22,580
delivery companies would say,
yeah, we'll come and pick it up

483
00:30:22,580 --> 00:30:25,670
in half an hour or whatever,
but they'd never turn up.

484
00:30:25,670 --> 00:30:27,590
But you'd be waiting for your
stuff to be picked up,

485
00:30:27,590 --> 00:30:31,460
to be delivered. Right.
So we always said when we couldn't

486
00:30:31,460 --> 00:30:35,150
do something, we were totally
honest and upfront on it, and we

487
00:30:35,150 --> 00:30:38,120
had our proof of deliveries with
signatures and things like that that

488
00:30:38,120 --> 00:30:40,970
people could, could get Ahold of.
But I'm getting far too much

489
00:30:40,970 --> 00:30:46,460
into the technicalities of that.
The issue here is that I went through

490
00:30:46,460 --> 00:30:50,780
all of these steps, all of these
things, to find a business partner.

491
00:30:51,170 --> 00:30:54,470
I ended up with business mentors.
I ended up with a company who

492
00:30:54,470 --> 00:31:00,170
helped me to shape this company,
that new brand new company run by

493
00:31:00,170 --> 00:31:05,360
me who was 20 years old, believe
it or not, not knowing what to do.

494
00:31:05,600 --> 00:31:09,170
But now I've got somebody who's in
on secondment teaching me what to

495
00:31:09,170 --> 00:31:14,030
do from a competitor. Incredible.
I've got a business partner and

496
00:31:14,030 --> 00:31:17,120
I'm selling it.
We had ten staff in this company,

497
00:31:17,210 --> 00:31:22,010
and I was walking the streets from
appointment to appointment telling

498
00:31:22,010 --> 00:31:25,640
people, yes, we can do this,
yes, we can do that eventually.

499
00:31:25,640 --> 00:31:30,860
Also starting to offer international
deliveries through UPS or DHL,

500
00:31:30,980 --> 00:31:35,120
subcontracting to larger
companies as well, such as TNT.

501
00:31:35,600 --> 00:31:39,950
Um, you know, who basically brought
in the UK by Fedex and dealing

502
00:31:39,950 --> 00:31:43,670
with all of these companies and
selling to them over the phone,

503
00:31:44,030 --> 00:31:47,660
really the idea of an appointment
and the idea of talking to me.

504
00:31:47,660 --> 00:31:51,110
So I don't know, you know,
and this is without any training,

505
00:31:51,110 --> 00:31:55,730
don't forget, I could go on for ages.
I might write a book, actually.

506
00:31:55,730 --> 00:31:58,550
What do you think?
Should I write a book?

507
00:31:58,580 --> 00:32:02,690
I'd be really quite interested to
hear from you guys about your first

508
00:32:02,690 --> 00:32:07,160
telesales experiences, and how
you've kind of moved on from there.

509
00:32:07,160 --> 00:32:11,540
And later in, in later podcast,
I'll talk about my corporate

510
00:32:11,540 --> 00:32:15,890
history and I'll talk about my,
again, entrepreneurship and my

511
00:32:15,890 --> 00:32:20,720
telephone telesales and how well
ups and downs really in all of it.

512
00:32:20,720 --> 00:32:24,230
But I want to hear from you guys.
I want to hear what did you do

513
00:32:24,230 --> 00:32:27,320
the first time that you started
telesales?

514
00:32:27,320 --> 00:32:31,220
Or maybe you haven't actually
started telesales yet at all,

515
00:32:31,220 --> 00:32:35,150
and you're in one of that position
where you don't know what to do.

516
00:32:35,270 --> 00:32:38,390
You've only just heard of
telesales because you're trying

517
00:32:38,390 --> 00:32:41,960
to to think about either growing
the business that you've just

518
00:32:41,960 --> 00:32:46,940
founded or you're for some reason,
you're making outbound calls for

519
00:32:46,940 --> 00:32:50,140
an employee employer.
But they're not necessarily working

520
00:32:50,140 --> 00:32:52,990
as well as you'd want them to work.
Okay, if you see what I mean.

521
00:32:52,990 --> 00:32:55,210
So you're not as effective.
You're not making as many sales

522
00:32:55,210 --> 00:32:58,000
as you want.
You'd like to make more sales.

523
00:32:58,030 --> 00:33:00,460
Or maybe you work in an inbound
call center.

524
00:33:00,460 --> 00:33:03,520
And so you'd like to convert more
of those inbound calls as well.

525
00:33:03,670 --> 00:33:06,760
So that that's something that we're
going to be talking about all of

526
00:33:06,760 --> 00:33:10,990
those things, which is great.
But tell me what you think.

527
00:33:11,440 --> 00:33:13,690
Send us an email.
Send us, send us comments,

528
00:33:13,690 --> 00:33:16,990
leave comments. Let us know.
Let's get together okay.

529
00:33:16,990 --> 00:33:19,060
Let's work together.
That's what it's about.

530
00:33:19,060 --> 00:33:23,680
And I'll talk about this.
To work together, to try and get a

531
00:33:23,680 --> 00:33:29,440
sense of you're not the only one,
all right. You might work in a team.

532
00:33:29,650 --> 00:33:31,720
Okay, well,
you might work in a big office,

533
00:33:31,720 --> 00:33:36,550
or you might work by yourself.
And it can seem really lonely doing

534
00:33:36,550 --> 00:33:40,060
that in sales. It really can.
You know, emotionally,

535
00:33:40,060 --> 00:33:44,950
it can be so tough.
I mean, how do you pick up the phone

536
00:33:45,100 --> 00:33:51,040
and talk to someone you don't know,
right, to sell them something that

537
00:33:51,040 --> 00:33:56,710
they don't know anything about,
or that they have no idea whether or

538
00:33:56,710 --> 00:34:02,380
not you can actually provide what
thereafter, if you see what I mean.

539
00:34:02,380 --> 00:34:07,030
So in other words, if I were selling
for a large corporate company, which

540
00:34:07,030 --> 00:34:12,700
I'll talk about in future episodes,
why would somebody decide to buy from

541
00:34:12,700 --> 00:34:18,040
me or to change, more importantly,
to change their supplier from

542
00:34:18,040 --> 00:34:21,040
what they've currently got,
which they are quite happy with?

543
00:34:21,070 --> 00:34:24,190
Don't forget, they haven't called
me saying, oh no, we're unhappy

544
00:34:24,190 --> 00:34:26,650
with this company, blah blah blah.
Can you come in and change

545
00:34:26,650 --> 00:34:30,640
things for us?
I've called them and I've managed to

546
00:34:30,640 --> 00:34:34,000
convince them that an appointment
is a good idea so that I could go

547
00:34:34,000 --> 00:34:37,390
and see them or talk to them again.
And then subsequently they've

548
00:34:37,390 --> 00:34:39,970
bought for me.
They've changed their supplier.

549
00:34:40,630 --> 00:34:44,290
What gave them the confidence to
do that?

550
00:34:44,500 --> 00:34:46,150
Because that's what it's about,
isn't it?

551
00:34:46,150 --> 00:34:50,710
You've got to be confident in
what you're buying if you're

552
00:34:50,710 --> 00:34:54,760
going to make any change.
So in other words, if you have a

553
00:34:54,760 --> 00:35:00,040
certain brand of beer or bread even,
and you see another brand of

554
00:35:00,040 --> 00:35:04,030
bread and you think, oh,
that's cheaper, or it looks nicer,

555
00:35:04,030 --> 00:35:07,420
or the packaging is better,
whatever something is making you

556
00:35:07,420 --> 00:35:12,730
decide. No. Do you know what?
I will give that new brand a try.

557
00:35:13,030 --> 00:35:16,240
Something has persuaded you to
do that.

558
00:35:16,750 --> 00:35:20,890
And so from my point of view,
I was persuading people to make that

559
00:35:20,890 --> 00:35:25,630
change and I had no idea how I was
doing it. But do you know what?

560
00:35:25,630 --> 00:35:31,210
Over the years I have figured
out how it happens and how

561
00:35:31,210 --> 00:35:34,930
people look to make sure that
they make the correct decision.

562
00:35:34,930 --> 00:35:37,420
Because let's face it, if you're
making a decision on behalf of

563
00:35:37,420 --> 00:35:41,290
your employer, the last thing you
need is your boss asking you why

564
00:35:41,290 --> 00:35:46,900
did you change what wasn't broken
to something else that may have

565
00:35:46,900 --> 00:35:51,490
broken or may break in the future?
Why have you changed things?

566
00:35:51,880 --> 00:35:56,170
So that's what I've come to decide
is the most important thing.

567
00:35:56,170 --> 00:35:59,200
You've got to help people to
understand why they're changing

568
00:35:59,200 --> 00:36:01,390
something.
You can't just talk someone into

569
00:36:01,390 --> 00:36:03,430
doing something because they'll
just cancel it.

570
00:36:03,490 --> 00:36:08,050
You've got to try and get them
to I don't know, is it trust?

571
00:36:08,050 --> 00:36:10,960
Could be, couldn't it?
What do you think? Is it about trust?

572
00:36:11,380 --> 00:36:15,910
Is it about offering something
at the right time just when they

573
00:36:15,910 --> 00:36:18,640
need a change?
Is it about offering something that

574
00:36:18,640 --> 00:36:21,670
they haven't had before or, you know.
So in other words, it's something

575
00:36:21,670 --> 00:36:26,500
new to help them. Um, what is it?
What do you guys think?

576
00:36:26,590 --> 00:36:30,250
Tell me, you know, get in touch.
Let's talk this through.

577
00:36:30,430 --> 00:36:32,470
Maybe you want to come on on the
podcast.

578
00:36:32,470 --> 00:36:35,800
You can come on, we can talk it
through and you can share your

579
00:36:35,800 --> 00:36:39,580
ideas with everybody as well.
It's not exclusively about me.

580
00:36:39,580 --> 00:36:43,120
This is telesales unravelled.
You know, this is all about what

581
00:36:43,120 --> 00:36:46,300
other people think.
This is all about how you can

582
00:36:46,300 --> 00:36:50,410
benefit from doing this and how
everybody else can also benefit

583
00:36:50,410 --> 00:36:54,790
this work together. Come on.
I'll have some, uh,

584
00:36:55,690 --> 00:36:59,110
some ideas about that later on
in another podcast as well.

585
00:36:59,110 --> 00:37:02,140
But anyway, listen, I'm going to
leave you at this stage because

586
00:37:02,140 --> 00:37:05,710
you've been very good at listening.
And I think the next podcast, I'll,

587
00:37:05,860 --> 00:37:10,060
I'll get into some telesales ideas,
but this just gives you an idea

588
00:37:10,060 --> 00:37:15,250
of my first proper business and
really how I managed to sell.

589
00:37:15,250 --> 00:37:17,770
Not necessarily telesales at
this time,

590
00:37:17,770 --> 00:37:23,470
but certainly sell a lot without
really knowing that I was selling it,

591
00:37:23,470 --> 00:37:26,710
if you see what I'm saying.
So it's kind of like subconsciously

592
00:37:26,710 --> 00:37:31,480
competent at doing that. All right.
In later episodes, very soon

593
00:37:31,480 --> 00:37:34,300
we're going to be looking at,
um, looking looking at the

594
00:37:34,300 --> 00:37:37,690
technicalities of telesales,
looking at ways to not make it

595
00:37:37,690 --> 00:37:41,950
painful because it is painful.
Believe me, it's a numbers game.

596
00:37:41,950 --> 00:37:45,130
Remember, how many people are
you going to have to speak to in

597
00:37:45,130 --> 00:37:48,070
order to get them to decide to
buy from you, whatever that is?

598
00:37:48,260 --> 00:37:52,340
Service or a unit or whatever.
How many people are you going to

599
00:37:52,340 --> 00:37:54,920
have to talk to?
Okay, this is a golden number.

600
00:37:54,920 --> 00:37:59,450
This is. And you know what?
As a spoiler alert, there isn't a

601
00:37:59,450 --> 00:38:03,530
set figure. It's really annoying.
There is no set figure.

602
00:38:03,920 --> 00:38:07,700
Um, but what it is,
is a change of mindset so that you

603
00:38:07,700 --> 00:38:11,780
know that it is a numbers game. Okay.
So in other words,

604
00:38:11,780 --> 00:38:14,780
how many people are you going to
have to call to make that deal?

605
00:38:15,080 --> 00:38:17,090
Okay, maybe we'll make that the
next episode.

606
00:38:17,090 --> 00:38:19,880
How is that that makes sense.
So for now,

607
00:38:19,880 --> 00:38:23,840
thank you very much for listening.
Please leave your comments below.

608
00:38:23,990 --> 00:38:28,190
If you've got some business nuggets,
you know ideas of business knowledge,

609
00:38:28,190 --> 00:38:31,160
then leave those below as well.
If you'd like to come on as a

610
00:38:31,160 --> 00:38:34,940
guest to talk about what you've
done in your career and what

611
00:38:34,940 --> 00:38:37,850
you're currently doing, then yeah,
come along, let me know.

612
00:38:37,850 --> 00:38:42,260
It'd be great to have you on and
really. Yeah. Fantastic.

613
00:38:42,260 --> 00:38:44,840
Thank you very much for
listening to Telesales Unravel

614
00:38:44,840 --> 00:38:47,990
the Telesales podcast.
My name is Chris Dabbs,

615
00:38:47,990 --> 00:38:52,040
but you can get hold of me on
the email address that's in the

616
00:38:52,040 --> 00:38:56,090
podcast notes. So please do that.
And I hope to hear from me soon.

617
00:38:56,090 --> 00:38:58,790
And yeah,
let's move forward together.

618
00:38:58,790 --> 00:39:01,100
Let's make some money together.
And more importantly,

619
00:39:01,100 --> 00:39:06,350
I think let's prove that by
working together, we can increase

620
00:39:06,350 --> 00:39:10,520
our sales through telesales,
which is normally something that,

621
00:39:10,520 --> 00:39:15,680
you know, is very insular.
It's a very lonely, I was going to

622
00:39:15,680 --> 00:39:19,820
say selfish, but no lonely existence.
But let's get together.

623
00:39:19,820 --> 00:39:23,270
Let's make this kind of a club,
shall we? Let's do that.

624
00:39:23,270 --> 00:39:26,270
Let's all talk to each other and
let's help each other out.

625
00:39:26,270 --> 00:39:30,260
So wherever you are in the world, I
want to hear from you. Get in touch.

626
00:39:30,350 --> 00:39:33,620
In the meantime, I'm Chris Dabbs.
This is Telesales Unravelled,

627
00:39:33,620 --> 00:39:37,610
the telesales podcast.
It's been great talking at you

628
00:39:38,600 --> 00:39:41,870
because that's what it feels like.
I've been great talking at you about

629
00:39:41,870 --> 00:39:45,410
my first business experiences.
And let's move forward together.

630
00:39:45,410 --> 00:39:47,690
See you soon. Bye bye. Take care.