Secrets to Sales Mastery With Joe Pici

Joe Pici:

[00:00:00] Joe Pici: I'm not gonna talk my way into an appointment because your closing ratios will go down. Your closing ratios in direct proportion to what got the meeting? Was it their idea or was it some cute thing? I said to wedge my way in there. I don't believe in gimmicks. I'm politely direct. I don't confuse people.

[00:00:22] Are you looking to improve your sales skills without compromising your values? Welcome to Sales Made Easy, a podcast for business and personal growth. Join Harry Spaight, author of Selling With Dignity, your Formula for Life-Changing Sales Results as he hosts sales experts and business owners who share their journeys of personal growth and business success without resorting to pushy sales tactics.

[00:00:50] Now, here's your host, Harry.

[00:00:53] Harry: what is the good word? Today you're going to enjoy a great conversation with the one and only [00:01:00] Joe Pici. And if you don't know Joe, he's got quite a reputation. Global Gurus has ranked Joe number one in the world as far as sales trainers. And he's been now, I think number one for like three years in a row, if I'm not mistaken.

[00:01:18] Harry: So we are in great company if we're gonna talk about sales and we will be doing that. So Joe is a strategist for top sales professionals and a coach specializing in results driven training. Check out his website, peachy and pg.com and see what Joe has to offer because he is great.

[00:01:39] Harry: So, Joe, welcome to the Sales Made Easy podcast. What's the good word? Well, thank

[00:01:45] Joe Pici: you so much. But we've been trying to do this for a while. We have, and we finally

[00:01:50] Harry: got it done. Yes. Well, you know, it's seven o'clock in the morning on the East Coast and I asked Joe if we could podcast early, and I know [00:02:00] Joe gets up pretty early.

[00:02:01] Harry: So seven o'clock is probably halfway through the day for you.

[00:02:05] Joe Pici: Well, it's a, it is perfect time to do this. The sun's coming up and you know

[00:02:11] Harry: Exactly. And I had to get a head start before the the landscapers come by. Of course. So, all right, so, excuse me. So let's talk sales a little bit, Joe. Sure. What is it exactly that you're doing today to help serve the community and business?

[00:02:29] Joe Pici: Well, the biggest thing for us is whether it's corporations B two B, Or B two C. Our specialty area really is of about 80% of what we do is tactical training, where we help people physically generate leads 20 to 40 ways. Then we help 'em pick up the phone and book appointments, navigate the gatekeeper, get return phone calls, so get to the decision maker, which I think is our niche.

[00:02:57] Joe Pici: Okay. From there, we teach consultative [00:03:00] sales. Whether it's virtual live negotiation. So because so much of our training is skill-based, we work in so many markets. Okay, so, so vertical one is consultative tactical sales training. Vertical two is we work as speakers, coaches, trainers, and consultants, not on how to talk, not on how to write, but how to run a profitable business and how to make money with their talent and intellectual property.

[00:03:30] Harry: Yeah, great stuff and the, and the world needs it. There are so many people that are. Struggling with sales. I mean, quotas, people. I mean, if you talk to any business owner that has a sales team, they talking about that the percentages of people at quota, it's sales for some is just not easy. So what would you say is the biggest challenge, well, maybe not the biggest challenge, but let's talk about the private, the single individual that's [00:04:00] starting a business and they just don't know how to sell.

[00:04:05] Harry: So how can you help them? What are some thoughts that you have in mind? I think

[00:04:09] Joe Pici: first of all, the problem is they think the business is the business. They don't understand that their product, their service does not sell itself. So they'll spend money on their websites. They'll buy new clothes, you know, they'll do all the, you know, You know, they'll actually build out a building at times.

[00:04:30] Joe Pici: Hmm. Yeah. And then when I finally get across the table from them and, and things aren't going so well, they've run outta money, you know, and they say things to me like, well, well, can you help us out? And I say, well, I'm running a business and business costs money and you know, and And what would you recommend we do?

[00:04:49] Joe Pici: I said, I recommend you make an investment in the most important aspect of business, which is sales. So I think the number one problem is they put sales on the back [00:05:00] end and they don't realize that is their business. A hundred

[00:05:04] Harry: percent and it's, you find this out very quickly. I was interviewing a c e O of yo Mama's Foods one time, and he just simply said, without sales, you don't have a business.

[00:05:19] Harry: You have a hobby, whatever, right? So, yeah. So you must come across this quite a bit, it sounds like. So as you try to help somebody, if they've never had sales experience, where do you suggest that someone starts? I.

[00:05:33] Joe Pici: Well, fundamentals. I mean and one of the things that we've really held, aligned with, so I mean, just like in our sales bootcamp, we allow 24 people, all right?

[00:05:43] Joe Pici: From all over the country. We'll get 18 different industries. Yeah. But we'll get entry level right? To 37 years experience. Well, let me tell you something, I don't change a methodology because I don't believe you can talent, you can coach talent [00:06:00] charisma. Or personality. So everything we train is processes, skills, messaging, and communications.

[00:06:09] Joe Pici: And I've had people, I've, I've got a coaching client who's been in the medical sales industry 37 years. He comes to every sales bootcamp Okay. To sharpen his sword. And so I think the fundamentals is really important. I. One more thing on that. Yeah, I, when people take a sales job or when people hire a salesperson, I don't think you're, either one of them is honest about what is my job here?

[00:06:37] Joe Pici: What do I need to master to be successful?

[00:06:40] Harry: Right. Yeah, I mean, you just touched on so many good things there, Joe. So first thing that comes to mind is sharpening the sword and being better. So, Let's just touch on that a little bit. Why is that important?

[00:06:56] Joe Pici: Well I don't care what the profession is. [00:07:00] You've been around a long time.

[00:07:02] Joe Pici: I don't care if it's a doctor, a lawyer, a realtor, they have ongoing education and then a salesperson takes a Dale Carnegie class 25 years ago and they think I got this. You know, the sad part is, and you and I both know some tremendous authors, Well, books are not being read like they once were read, especially by sales professionals, you know, if they're out on the road, I'm gonna tell you when they get in off the road, they're gonna turn on E S P N.

[00:07:33] Joe Pici: They're gonna drink their, their favorite beverage, eat a pizza, and the last thing sometimes you're gonna do is open up a great sales book. And I'm not saying they don't, but I'm saying they need to. And so the whole professional growth and they need to look at sales as a profession. You know, I do. I do all our training, coaching and speaking, but I do all our selling and I better stay on the cutting [00:08:00] edge of what's going on out there.

[00:08:01] Joe Pici: I.

[00:08:02] Harry: Yeah, exactly. It's so true. I mean, that one sales training you did a hundred years ago not you, but someone that does the Dale Carnegie or whatever, not that, that, that's a bad thing. Or Sandler, whatever. Things have changed the buyers, the. Everything changes. I mean, it's like I was talking to someone recently and they said it's difficult to do outbound.

[00:08:29] Harry: It's like you can be on a years ago, it's like you could be on a do not call list. Now it's even harder, you know, when people put you on a list, it's hard to get through people who are, you know, auto I forgot what you call it, but the machines that whatever the technology that answers the phone, whatever you call that.

[00:08:49] Harry: And yeah, it's just hard to get through decision makers sometimes. Well, it's,

[00:08:53] Joe Pici: it's, and I'm not disagreeing with you, but this is my world, you know, because of [00:09:00] cybersecurity where email marketing has taken a, a shot, right? Yeah. Because any company in America that deals with cybersecurity, what are they telling their people?

[00:09:09] Joe Pici: Don't open cold emails. Right. And so I believe the phone is still the most effective tool, and we prove it every training. I mean, in our sales bootcamp in our last sales bootcamp, 24 people, 18 different industries, they ranged from entry level to 37 years. Okay? A hundred different target markets. Were in the room and we made 500 calls on day three live.

[00:09:36] Joe Pici: We booked a 77% conversion to appointment. Got through 92% of the gatekeepers, got 47 same day return phone calls, and actually went into some virtual sales and closed a couple hundred thousand in business. Now we do that every time. Why? Because we focus on the main thing. I don't try to train everything.

[00:09:58] Joe Pici: Okay. Yeah, [00:10:00] I, I wanted to be an expert at the hardest part of sales. How do you get in front of the person with the checkbook? So

[00:10:09] Harry: good. Yeah. And what would you say is maybe for someone who is afraid to pick up the phone, what would you say to that person?

[00:10:21] Joe Pici: Well, I think again, fear comes from lack of.

[00:10:26] Joe Pici: Knowledge and repetition. Okay. I mean, let me give you an example. We go through three days in our bootcamp. I will not take a corporate training if it's not a minimum of two days because I need prep time. I. I need a lot of time on communications and value propositions and scripting and yes, I believe in scripting.

[00:10:49] Joe Pici: Okay. And all of the components up to the time where you picked up the phone. So one of the reasons why people don't like the phone is they're handed a list. They're handed a script they never bought [00:11:00] into, and go get 'em, buddy. And they get three no answers, two hangups, and one no. And they're done. Okay, so what happens is we do all this training on day three. People saunter into that room and it's like quiet, really quiet. It's like it's a funeral and nobody's touching the Danish and nobody's touching the coffee and and then they get there and we spread 'em out. I got permission to use the lobby.

[00:11:27] Joe Pici: I got out by the pool. We spread 'em out and it's slow going. It's like starting a car in Michigan in February, but then all of a sudden they go, wow, this works. These people aren't mean. Okay. And the minute the person on the other end of the phone realizes they're talking to a real person, not a robocall, it changes the game.

[00:11:48] Joe Pici: So now all of a sudden repetition creates confidence and I'm, I'm around the whole time and I'm helping 'em through the whole thing, and, and I have literally taken the phone outta [00:12:00] somebody's hand and helped them. This is what you said. This is how you said it. And so all of a sudden, after an hour and a half, we have defeated the giant, the hardest part of sales is getting a qualified appointment.

[00:12:15] Joe Pici: Once a person can do that, they own the keys to the castle. And that's why we decided to make that a focal point of our train.

[00:12:23] Harry: Yeah, it makes perfect sense. And what you said about the, you know, the scripting there, Why is that important, especially early on?

[00:12:34] Joe Pici: Well, you know, I go into companies or people go, you know, I never like scripting.

[00:12:38] Joe Pici: So I say something like, well, you know the best actors in the world like Pacino, de Niro, Stallone, they're all Italian, right? And I said, they're all scripted, but they're so well rehearsed, it doesn't sound like a script. And so we have scripts for how you get a return phone call, how do you navigate a gig?

[00:12:56] Joe Pici: And so now they're prepared in preparation. Is [00:13:00] always better than winging it. And so it takes the emotion out of it and now all of a sudden becomes tactical. Okay? And so they're not on the fly trying to figure out, now what am I gonna say to this person? And what am I gonna say to that person?

[00:13:17] Harry: Yeah, exactly.

[00:13:19] Harry: And when you say the scripting, it's like what you mentioned, it's, you've gotta know what you're talking about and eventually you might lose the script a little bit, but it's not like you're suggesting read a script that's not natural, but you, but eventually, but in, in the beginning,

[00:13:37] Joe Pici: in the initial, they will be reading it.

[00:13:40] Joe Pici: Yeah. I mean the very first sales call ever, I got 56 straight nos one time. And then I heard something about scripting and I couldn't find any good script. So I created one. It was horrible, but the very first time I used a script, the guy said, are you reading this? He, I said, yeah. He goes, yeah, okay. I'll meet with you.

[00:13:56] Joe Pici: It sounds pretty good. And I went, what am I doing here? You [00:14:00] know? So now I just need to learn my script so well that it is very fluent. Exactly. And I can tell you this, the biggest learning point these people have is when they get off a script and the phone call starts going off, there's a point in our script where all I do is I point to that.

[00:14:21] Joe Pici: They read it and it pulls it back into a quality meeting. Yeah,

[00:14:26] Harry: exactly. And what about like, so sometimes does it go into like the. Potential buyer saying something along the lines, what is it you have? And again, the caller starts to get confused. And what's your thought there?

[00:14:44] Joe Pici: Well, that's, that's. If you use a process, so like my process is very simple, we generate the leads no matter how we get leads, I don't care.

[00:14:54] Joe Pici: Inbound, outbound 90%, you can see my, my [00:15:00] board behind me. You see that?

[00:15:01] Harry: Yes. That's six months and has got a gigantic whiteboard and what is on that

[00:15:06] Joe Pici: shelf? That's six months of proposals. Okay. And the only proposals that go out of this office are at the end of my sales meeting. I say, do you want a formal proposal?

[00:15:15] Joe Pici: So in the first half of the year, I got over 200 proposals out. Now, so I generate the leads, then I pick up the phone and I literally read my own script. Now I don't have to read it 'cause I own, I own it, but Right. If they start asking questions, it triggers me into what I call my sales core story.

[00:15:37] Joe Pici: Now I kick that into gear. I don't react. I'm very proactive, not reactive, so everything I do has a process and I don't care what the sale is. I, I don't run a retail store here. This is consultative sales. This is not transactional sales. 85% [00:16:00] of sales happens between a sixth and a 15th contact.

[00:16:03] Joe Pici: 67% of the population processes information slowly. Which means 83% of the people in the world are not ready to buy today. And yet people are out there wanting the one call close. Get to yes or no as fast as possible. So they leave so much money off the

[00:16:25] Harry: table. Yep. Yeah. I love it. The, yeah, and you've got the reputation.

[00:16:31] Harry: So if you, if you don't know Joe on this, he lives it. So he doesn't just preach it, he actually lives it. And I've been on the receiving end of Joe's phone calls for a couple of years. And Joe, you never, once you tell the story and how somebody can benefit, it's not like you're calling and putting pressure on people and making him feel guilty.

[00:16:55] Harry: What is your, I don't know. I don't want to I guess what [00:17:00] is your thought in making these follow up calls that you said it's gonna take six to 15 times? Okay.

[00:17:06] Joe Pici: So here's the thing. 92% of sales professionals don't follow up after the first No answer or no, they, they just don't. Yeah. So just by following up, and then here's, here's the key, and you folks who are listening, write this down, don't mistake pressure with professionalism.

[00:17:24] Joe Pici: Professionals, professional business owners, sales professionals follow up. It took me 10 years to get Calwell Banker. It took me 12 years to get Blue Cross and Blue Shield. I didn't hammer 'em. I didn't chase 'em. I stayed in touch with them and I followed up. Usually in our sales bootcamp, 80% of the people that are in the room that bootcamp.

[00:17:50] Joe Pici: The first time I talked to him might've been two or three years before. But I stay, I have a full funnel. Consistent

[00:17:57] Harry: full funnel. Yeah. [00:18:00] Just touch on that for what a full funnel

[00:18:03] Joe Pici: means. Well, I have many, many people at different areas of sales. So in other words, I have a lot of people entering our lead generation.

[00:18:14] Joe Pici: Big part of the funnel. You've gotta have multiple ways of generating leads, and I don't pay for leads. I refuse to pay for leads. So we're very proactive. All right. Then from there, the next part of the funnel is our outreach. Our outreach is not an email. It's not a long, convoluted note on LinkedIn. If I get a phone number, I'm picking up the phone and we're going to work right from that funnel.

[00:18:41] Joe Pici: A portion of those are gonna want to go to a meeting that's the next part of the funnel. From that meeting, they're either gonna want a proposal or not. That's the next part of the funnel. From there, they're either gonna wanna move forward or not, which is a deposit and contract. So, so you've gotta have [00:19:00] people if, if you don't have people at every stage of that, there's gonna be peaks and valleys in your business.

[00:19:06] Joe Pici: You're gonna have times of great. And you're gonna have times where, you know what? You got nothing. And you're sitting there going, oh, I gotta start over. See, I'm, I don't wanna start over. Sure. I mean, what's today, what is today's date? We're doing this July 21st. All right. So as of, and it's early in the morning, so today doesn't count, but as of July 20th, which was last yesterday, I got 20 formal proposals out this month.

[00:19:33] Joe Pici: Now, I don't know how many of those will close. Right now. All I know is the, if you have a full funnel, you will never pressure people. Mm, exactly. They buy when they're ready. Not when I want 'em to. Oh,

[00:19:49] Harry: such money, Joe. So do you consider yourself like a strong, closer type? No. A, B, C.

[00:19:59] Joe Pici: Always be [00:20:00] closing. Don't believe in.

[00:20:00] Joe Pici: I don't believe in that at all. Okay. I believe I provide benefits, results, solutions. We establish their timeline. Okay. I stay in touch with them. I have never had to refund a dime. I've been doing this for a long time. I've been doing this for 20, more than 25 years. 30 years. I started selling in in 92.

[00:20:24] Joe Pici: Now that's a while. You use a cheap clothes. Cheap technique and, and look, I know all about, well, we are gonna shorten the sales process. Shortening the sales process is about me. Exactly. Yeah. I don't believe sales is about me. I believe if a person buys the results, benefits, and solutions when they're ready, and you're not gonna have a remorse buyer, you're not gonna have somebody you know, say, I wish I wouldn't have done this.

[00:20:54] Joe Pici: Maybe I made a, a wrong decision. All right. Again, if the funnel [00:21:00] is full, they're gonna buy when they're ready, if they're buying, when they're ready, then when you get into that training environment, a training room, a bootcamp, a coaching, they're there, ready to go to work, you're not having to fight with them.

[00:21:14] Joe Pici: A mutual friend of ours the other day Kurt Meka, Dante 'cause just a great friend coaching client, been to our boot camps. He's got a coaching business too, and he goes, Joe, do you ever have a problem with your coaching clients not doing what you recommend? I said, no. He goes, why? I said, because my coaching clients come.

[00:21:36] Joe Pici: Become part of my coaching after they've experienced my training. I don't have to prove my worth. They've already booked appointments, they've already closed it. They already know my methodology works. And, and, and back to what you said in the original, our sales training program. Forget Joe Peachy. Forget what Global Gurus say about Joe Peachy.

[00:21:56] Joe Pici: Joe Peachy's not important. What's more important is our sales [00:22:00] training program has been ranked four years in a row, the number one sales training program in the world, and you can't buy that. This is not pay per play, you know? So we're more excited about that. Our system works for anyone. Yeah.

[00:22:16] Harry: And so when you think of these, you know, all these promises that are made.

[00:22:21] Harry: People are going to, like you mentioned, shorten a sales cycle. They're gonna increase results by a gazillion percent, and you know, it's, it's gonna be this magical closing line. It seems like it's just loaded with shortcuts. What I'm hearing from you is like the first, one of the early things that you said is like, you have to talk to people between six to 15 times, but that's, that's the national average, right?

[00:22:50] Harry: When people who are listening to you and they hear all of this logical common sense data, proven stuff that makes [00:23:00] perfect sense to me. The shiny object says, look, I can bypass all of this and I can listen, or I can follow somebody, or I could go to one of their online courses for $9,997 or whatever, and I'm going to just get the magic pill to close business because I need the magical close.

[00:23:24] Harry: What's, what do you say to that person?

[00:23:27] Joe Pici: Well, the problem, the magical pill is one sided. The the prospect isn't going to that course. The prospect isn't taking that magical pill. It's not about us. It's about them. Okay? It, it's when they're ready. If they're ready. Look, I don't get all the deals. I don't, you know, I, I lose deals to other competitors, and that's part of life.

[00:23:54] Joe Pici: All I know is I know what makes us unique. I sell our uniqueness if they [00:24:00] want what we deliver and they're ready. You know, people don't say no to me, okay? Because of our pricing. They say no to me because they're not ready, and there's nothing you can do to make somebody ready that's not ready. There is no magic.

[00:24:18] Joe Pici: There's no psychology in that.

[00:24:20] Harry: Oh my goodness, Joe this raises the question I've heard people try to overcome the objection, if you will, or concern of we're not ready, and the response is by the seller. Something along the lines. Well, what could be more important than growing your sales? And when people say that something along those lines, like their product is the most important thing, what's, first of all, what's your thought about a seller[00:25:00] saying something along those lines?

[00:25:02] Joe Pici: The one thing I don't wanna do, I never want the potential client. To feel like this is an ultimatum. Number two, that if they don't go with me, I'm in trouble. Look, I'm there to provide, I know the results we can deliver. I tell people, you can call 100% of my clients. People say, well, do you have references?

[00:25:28] Joe Pici: I say, if I give you references, you're gonna go, you gave me the best ones. I said, you can go all over my website. You can go my LinkedIn. You can see we work with hundreds of companies, work with thousands of people. Call any of 'em and just say, did you get a return on investment? Did you get what you, what you came for?

[00:25:46] Joe Pici: Right? How long did it take you to get your return on this thing if you followed the training? But it's still up to them. Are they ready? I had a guy tell me yesterday, [00:26:00] I know you can help us. I know you're the right one. I know the methodology. We are not ready. I said, fantastic. Would you like me to stay in touch with you? He goes, absolutely, because I'm gonna wake up one morning and we're gonna be ready. You know, I'm not a big person at teaching gidgets and gadgets of over. I do not overcome objections to get appointments. Now listen, if they don't want the appointment, I don't want the appointment.

[00:26:29] Joe Pici: I'm not gonna talk my way into an appointment because your closing ratios will go down. Your closing ratios in direct proportion to what got the meeting? Was it their idea or was it some cute thing? I said to wedge my way in there. I don't believe in gimmicks. I'm politely direct. I don't confuse people.

[00:26:52] Harry: So refreshing. I love this is, this is like the complete opposite of what [00:27:00] many do now, but not the great ones. This is exactly what the great ones do. There's no magic. Do the right thing. You, you, you said something along the lines about making your prospect well, putting the pressure on them, and now you're going to alienate them, right?

[00:27:21] Harry: Right. So, Like say you've got this great, oppor, great whatever, targeted account, c e O, they tell you that sales are down. You are having this conversation. They say, we're not ready. If you were to say to that person, what can be more important than hiring me, coming in and helping you with your sales? Now you said there's a chance of alienation.

[00:27:48] Harry: What would the follow up calls be like if you alienated yourself by saying something

[00:27:55] Joe Pici: that's guilty? Well, the problem, that's where you don't get 'em to answer the phone because now they don't want to talk to [00:28:00] you. Exactly. Alright. Yeah. But because of the, and I don't have time to go into my actual meeting because of the way I do a meeting.

[00:28:08] Joe Pici: I know before the end if they're ready because of the questions I ask. Yeah. I, I believe a good, a good quote unquote seller is more about questions than statements. Alright. Exactly. Yep. And so I spend a lot of my time in discovery.

[00:28:30] Harry: Yeah. Excellent. That's great advice and all. You can have a prospect, like you mentioned for 10 years and you know.

[00:28:39] Harry: Right. It doesn't, unless, I mean, Whatever. But if you're not, if you're thinking you're not gonna be in business two years from now, why would you alienate your potential buyer? Just, it makes no sense to me. Be respectful. Follow what they're directing you just exactly as you say. And ask permission even, would you mind if I [00:29:00] followed up?

[00:29:00] Harry: Most people are gonna say, sure. And so that's makes it easy for us. Well,

[00:29:06] Joe Pici: we go back to the word funnel. I think when you don't have a full funnel, you will pressure people. You will use gidgets and gadgets. Why? Because you need that sale. If I don't get this sale, I don't hit my quota. If I don't hit my quota, I don't get my bonus.

[00:29:23] Joe Pici: If I don't get my bonus, man, that new car I bought, I'm in trouble. So we pressure our clients because of our own lack of consistency. You know one of my coaching clients, he was upset with a missed deal. And I said, well, why are you blaming them? What do you mean? How many calls did you make that day?

[00:29:47] Joe Pici: Well, one of our businesses, we have Peach and Peach. We got a second business called Sell More Virtually, and I invite anybody to go on a Sell More Virtually site. There's an, actually, there's a free masterclass, the eight Essentials of [00:30:00] Sales Success and and so. We every Thursday night, the members that are available, it's all recorded too.

[00:30:09] Joe Pici: We do a live coaching training mastermind, and he said, Joe, how long does it take you to get off of a no? And I said, I can't afford to let NOS hurt me personally, or I would stop doing this. And we're sitting in the same room. We're sitting, this is not my studio, this is my war room, this is my office. And he's looking at my board.

[00:30:32] Joe Pici: He goes, well, what's that? I said, well, those are my proposals for six months. He goes, six months. I said, look, I'm not telling you gotta live my life, but every sales professional business owner has to say, how much money do I need to make? When do I need to make it? Why do I need to make it? And what does it take to do that?

[00:30:54] Joe Pici: What we're gonna find is there's over a 90% turnover in outside sales, [00:31:00] outbound sales. Why? They weren't prepared and they didn't know what they were getting themselves into, but it looked cool and they thought, Hey, I can go sit at Panera and, and put up my laptop and do some work and, you know, and meet my wife for lunch and go get my hair cut.

[00:31:18] Joe Pici: It's a lot of hard work to have outbound sales, right? Yeah, it's, it's tough. I would never, I would never accept coaching on outbound sales from somebody that doesn't do outbound sales because it's different than inbound sales. Yeah, a hundred

[00:31:35] Harry: percent. Yeah, a hundred percent agree with you. You are the grand master, in my opinion, of living.

[00:31:43] Harry: Exactly what you preach and just the approach is so aligned with selling with Dignity. The name of this podcast, sales Made Easy. You don't use the gimmicks, you don't put the pressure on, you know, you just follow up respectfully. You [00:32:00] do the right thing for your client. You let, let the prospect make the decision.

[00:32:04] Harry: Just there's so much great stuff in here, not tiring out. You know, someone says no a couple times, you're still respectful. You know, they're not ready five years from now they may be,

[00:32:16] Joe Pici: right? Yeah. And what if they're not? Does that mean they're not good people? No. It just means they're not ready. Yeah. Can I give a free gift?

[00:32:25] Joe Pici: Of course. All right. If everyone would take out their cell phone and go into your text area, and you're gonna put into the message box the word sales edge. S A L e S E D G E. Now some phones break it up. It's gotta be one word, so you may have to put quotes around it. You're gonna send Sales Edge two, text it to the number 5, 5, 6, 7 8.

[00:32:49] Joe Pici: That's gonna send you to a peachy and peachy link. Hit the link. Could take you to a splash page. There's a free webinar. There's free courses. Also [00:33:00] subscribe to my podcast, the Sales Edge. Harry's been on it. We've got great people on it. We just found out our podcast is ranked in the top 2% podcast in the world.

[00:33:12] Joe Pici: And I don't say that bragging. I'm just saying we don't even know how that happened. You know, we just found out from somebody, a pod fest. Who asked me to put an application in possibly speak at their conference. Right. That our podcast is the top 2%. It's a, it's a very tight podcast. Comes out every Tuesday, log all content.

[00:33:36] Harry: Yeah. It's great stuff. And one more offer.

[00:33:38] Joe Pici: Sure. Absolutely. Any of you who would like to have a complimentary cup of Joe and just call 4 0 7 9 4 7 2 5 9 oh. You know, I'm not gonna use any gadgets. I'm not gonna try to convince you to do anything, but we'll take a couple minutes, maybe I can give you a tip or two.

[00:33:57] Harry: Beautiful. You can definitely do [00:34:00] that. And folks, I encourage you to text the number and I'll put that in the show notes and Joe brings the value. Thank you so much for joining us on the Sales Made Easy podcast. Sir, I expect you'll probably be making a call or two today. I

[00:34:16] Joe Pici: have to.

[00:34:17] Harry: All right. Appreciate you, Joe.