FAQ
ADVANCED SALES TRAINING
What is included in the sales training?
Every aspect of sales. Most books on sales and the self-appointed gurus teach coercive manipulative closing techniques that only a sociopath would use. Charisma and razzle-dazzle can’t be taught. Instead a realistic approach that anybody can and would want to use is presented step-by-step. Success with honor and service.
What happens on the live calls?
We review the training topics and do role-play to master the methods. You get honest feedback and coaching to perfect your performances. The more calls you attend and actively participate the better your results. Other reps will not comprehend how you rose so fast to be the top rep. Let’s say you get a guitar and play around without being serious and without an instructor. You will sound like a stepped-on cat. You will be too embarrassed to play with someone listening. It will not be fun and your guitar will end up in a closet forgotten. Same with sales. Without proper instruction you will flounder around and be unhappy. You will want to quit if you can. With expert one-on-one instruction and coaching you rise to the top of any team. It will be fun and you will have your long-term career. You can have a life and earn more in a month than most reps make in a year.
Are advanced topics presented on the live calls?
The most powerful sales process I have developed I call the Ultimate Pitch. I only teach it on the live calls. It has proven to be so effective that reps inevitably rise from the Top 10% into the Top 1%. This methodology is not included in the Guide because it requires detailed theory discussions and intensive role-play to overcome hard-wired habitual patterns. Also I am careful who I teach this to. Reps without ethical concerns can use it to override a prospect’s best-interests.
How do I access the training?
Click on Login in the Footer menu and enter the username and password sent to you.
When are the training calls scheduled?
Thursdays at 4pm Mountain. You will receive email reminders.
What happens if I can’t attend at the scheduled time?
Sessions are recorded and can be accessed after you login.
Will the topics be too basic or advanced?
Training was created for a beginner with no clue to a rep with a few years in the game. Basic topics may be relevant for you or can be a good review. Advanced topics will presented step-by-step so you can understand the theory and put them into practice right away.
How do I know that the training will work for me?
The training has been proven thousands of times to take reps from failing or mediocre to the Top 10% or even the Top 1% on any team. The term is month-to-month with a 7 day money back guarantee. The upside is huge and the downside risk is near zero.
Is the price fair?
If the training enables Top 10% performance how much more will you earn every month? The $99.95 includes access to the only complete sales training proven effective. Also 4 live training calls a month with role-play feedback and coaching that I used to charge $5,000 a month to provide to teams I built for clients. It’s up to you to act in your own best self-interests to master sales, build a career or business and have a life worth living.
Everybody likes to call themselves sales experts, what makes you different?
Most reps learned sales by repeating slogans and mantras. These are utterly useless. Hearsay and mythology are the last resort of the incompetent. Sales as a profession, if you can call it that, has a crazy high attrition rate. If reps can’t make sales they are soon fired (salary) or go broke and quit (commission). I was a top 1% rep and then created a company to build outsourced sales teams. I built 145 sales teams in 35 years recruiting, training and managing 20,000 reps. Nobody has come close to this which was only possible since I contracted with client companies. The typical sales manager has never created a team but was hired in to manage an existing team.
Do you have any testimonials?
Yes. What Reps Say.
CAREER
Should I work remote?
A remote sales job can give you the freedom to work the days and hours you prefer. You can live anywhere in the country or worldwide. Your life can be easier working from home or a true adventure. You can choose to live in far away lands that offer enhanced dating opportunities. Your cost of living can be a fraction of what it is now. You can live like the wealthy do in your new home country. Reduced overhead will give you true peace of mind and happiness. If you are a closer you will be in high demand. If the economy gets bad (really bad) you can stay mobile and move to find better opportunities and lower living expenses. You can survive by changing the products you sell and not by begging for a raise or another job. Salary employees will face grave hardships and have no viable options.
Should I work commission-only?
If you are not very good at sales you may be advised to work for somebody on salary. As you master sales your risk may eventually be zero. You can enjoy the vastly increased commissions you get from taking on the risk from your employer.
Do I need to work a certain number of hours to be a success?
When on a commission pay plan you decide how much time to invest. If the return on your investment is high you will be happy to put in more hours. There are many factors involved. If the basic setup is good then the better your skills the more you will earn.
What job is best for me?
You want to make the most money for every hour you work. You also need to be capable to sell the product. A product you believe in will be less stressful and easier to sell. Search until you find a product or service that is viable in an economic downturn ( a necessity or appeals to the rich). Be sure you can work as an independent contractor remotely so you can retain your freedom and not have income capped arbitrarily. The opportunities are constantly changing. For example AI related services didn’t exist a few years ago and now are in demand. Keep at it until you can recognize the patterns. One good gig can set you up for a great life. That gig is out there.
Do I need a salary?
Salaries give the illusion of security. If you don’t hit your quota you can be fired suddenly without recourse. Nobody needs a carpenter that can’t hit a nail or a sales rep that can’t sell. You can’t force people to give you money. If you are willing to be paid for what you produce you will find yourself in demand. If you apply for a salary job you can be at the end of a very long line. As a top commission rep companies line up to sell you. Salaries are guaranteed poverty since employers take all the risks and want to hedge their bets. Your pay is held back by all the other reps that are only marginal performers. We provide realistic training that can boost you into the Top 1% of reps eliminating your risk.
How is it possible to earn in 10 hours a week what used to take me 40 hours?
If your sales skills are marginal you may close 10% of your presentations. With better skills you may close 40%. Say you earn $1,000 per sale and $8,000 in 40 hours. Your hourly rate is $8,000/40 hours = $200. If you can do the same number of sales in only 10 hours a week your hourly rate would be $8,000/10 hours = $800 per hour. The higher your close ratio the more you would earn per hour. You will have the freedom of earning the same amount in just 10 hours a week. Or you may decide to keep working 40 hours a week and earn four times the commissions. How can you do this? By learning how to close 4 deals out of 10 instead of just 1. This does not require that you get 4 times better at sales. You just need to get a little better to tip over 3 more sales out of 10. An example is golf. Say you improve your putt just enough to sink the ball 3 more times out of 10. This can apply to any sport. You are not starting from zero. You already know a lot about sales. You just need to get a little better at some key skills.
What do I have to do to accomplish this miracle?
Miracles are not required. Any serious rep can do it. All they need to do is listen, learn and apply what was learned. Practice as often as possible to learn the nuances, master the process and form new habits. I have trained thousands of reps and every single one that did the above greatly improved their close ratios and commissions earned. Reps that couldn’t park their fragile egos and were too lazy inevitably failed and quit sales broke and in shame.
Should I work 10 hours a week or go for more money?
If you absolutely need more money you can continue to work 40 hours as before. But consider the possibilities if you can work just 10 hours a week to make what you do now working 40 hours. You will have the freedom to pursue activities that were not possible before. You can go mountain climbing, travel, go to college or join a band… anything you want that you don’t have time for now. In other words, you can make a living but also have a life. What is that worth to you?
How can I learn to increase my close ratio?
Most sales training is useless. You need to find a talented instructor and method that is more than mere sloganeering. We offer realistic proven sales training. This is available with our 5-Factor Sales Mastery™ program that includes weekly Live Training sessions where you get rigorous tactical role play and group support. You will share and learn from others that are also dedicated to succeed. You get specific coaching for your product and sales challenges. Your odds for success are greatly enhanced. Going it alone or under the guidance of incompetent sales managers can cost you hundreds of thousands of dollars and derail your career.
Can I really learn to sell more in just 10 hours a week?
Yes. There are many common misconceptions, counterproductive methods and bad habits that prevent success. I can help you overcome these in just a few minutes. It then takes more time to reinforce changes to become new habits. An example is learning karate. When I started I was very serious. I never missed a class. While doing the white belt kata one day I was confident that my form was good. It wasn’t. My Sensei, a 5th degree back belt, calmly pointed out 18 specific things I was doing wrong. My head was too far forward, my stance was too narrow, my rear rear leg not locked, my rear foot not at at 45 degrees, my right fist was not tight or pulled high and far enough, my wrist not straight and so on. I was stunned. My first reaction was to defend myself. Then I quickly realized he was of course completely correct. I vowed to own my mistakes and to fix each and every one. This required effort but also a detachment from my ego. Two weeks later I was promoted to green belt. Others who were less dedicated or had fragile egos soon quit. I went on to be promoted to Shodan (black belt) in less than two years. I taught new members what I painfully learned. When I started there was a green belt who was still a green belt when I was promoted. By the way, anybody willing to pay the price can learn karate (or any other sport). The same goes for sales.
I am surviving in a job I hate should I wait to see if it gets better?
Corporations are increasingly ruthless and don’t care about you. AI is aiming at your job. Politicians all lie and make promises they do not know how to deliver and quickly forget about. Let’s make this perfectly clear. You are on your own. Nobody is coming to save you. Whether it’s capitalism, socialism or communism you are going to be pushed to the bottom and end up with nothing. You must be your own hero. Stand up and declare your individual sovereignty. The trajectory for the remaining years of your life is up to you. Once started on this path happiness and joy naturally follow. You will have real hope when you create your own reality and live your own authentic life. A chance at freedom is worth more than a lifetime of slavery and hopelessness.
BUILDING TEAMS
How can you help us build a team?
My focus is to help startups and early stage businesses build a winning sales team. I help them to avoid the trap of thinking they must offer salaries to reps and hire a sales manager. Squandering resources (time and money) that can be better deployed in product development and operations. Many have found that the savings allow better products at lower prices accelerating the ramp to market share and profitability. I can work with existing companies only if they intend to convert to an entirely commission-only team and if no salary reps will participate.
Building sales teams with commission-only reps is completely different than with salary reps. Salary reps take no risk so motivation is low. They stay if they can pay their bills. Commission reps are entrepreneurial and at risk all day and every day. Salary reps are like dependents. Commission reps are independent and act that way. Commission reps readily quit for a better deal.
Entrepreneurs may be scared about the legal liabilities of contract reps. If you don’t know how to set up a team of independent reps you should be worried. You risk being prosecuted for breaking the firewall between W2 employees and IC reps. Your contract reps can in the eyes of the law in fact employees.
You would be liable for back taxes, penalties and even failure to pay minimum wage. Hiring reps as employees is actually the greater risk. Wrongful termination, harassment and other claims make you easy prey to vulture lawyers who can extort faster than prove a claim in court.
I have learned how to be mitigate to these risks. The methods are not widely known. Employment lawyers deal with employment law. They are generally clueless and have no experience dealing with IC commission reps. They will advise you to put them all on a W2 salary. This way they can get bill you until you bleed. Contract reps fall under business contract law. There must be a firewall that prevents forced reclassification of your reps from IC to W2. The regulations are vague and the unwary and ignorant get crushed. Governments hate IC arrangements as they lose control. They want to intimidate and bully you to comply. They want you to believe that surrendering is the way of least resistance. Indeed if you are not going to learn the game you should quit. I have never had any of the teams I built get reviewed and reclassified. They have their game and I have mine.
What does the training include?
The training covers every aspect of creating commission sales teams.
Here are a few highlights:
Recruiting
⭐︎ Crafting job posts that sell
⭐︎ Screening, how to recognize a closer
⭐︎ Why AI is worse than useless and will screen out closers
⭐︎ Beyond interrogation, learning to pitch the job
⭐︎ Commission reps are sold and not selected
Training
⭐︎ Only the company can do product and admin training
⭐︎ Why you should never let sales managers do training
⭐︎ Why sink-or-swim doesn’t cut it anymore
Managing
⭐︎ Pay plans must be seen as fair
⭐︎ Never let an accountant create pay plans
⭐︎ Reps are not managed, they are supported and convinced to stay
Can you help us train salary reps?
No. The training I provide would give your HR Director panic attacks. The rules of engagement are completely different for W2 employees. IC reps are businesses you contract with, not hire. Salary reps line up and compete for free money. You place your bet and hire one. You take all the risk. IC reps must be sold since they take the risks and can get a job anywhere. It’s a competition for talent. Routine hiring paradigms don’t apply. HR hacks are unprepared for this and clueless. Commission reps won’t put up with endless forms and interviews.
What makes you the big deal?
I have built 145 sales teams over 30 years . All for client companies that don’t have the experience, desire or time to do it. Over 20,000 commission-only reps recruited, trained and managed.
Contrast this with the typical sales manager. Rarely built a team from scratch instead brought on to babysit an existing team. Demands a high salary. Seems like extortion but you feel you have no choice. Spends big money running endless job posts or contracting with recruiters. Pawns off responsibility on some Magic AI software. It doesn’t take much to scan resumes and grill desperate candidates. He guesses who will be a performer. If he goes to Vegas he will ride the bus back.
Likely was promoted from top rep but is clueless how he got there. The company lost a closer to gain a mediocre at best manager. He can’t clearly define or articulate how he made more sales than the other reps. Has no talent for training so puts on little bs cliche-ridden sloganeering performances to aggrandize his ego and show off. He waves a stick around in a lame attempt to assert dominance and justify the job title and pay. He blames the reps if they can’t close. Easy to replace when you are handing out free money on a street corner. Salary reps stay as long as the free money flows. Commission reps bail.
Is the price fair?
My fee when I built teams for clients for over 30 years was $5,000 per month. I provided a turn-key complete outsourced service. I would recruit, train and manage the reps. Orders went direct to clients and after products were delivered and paid I got the agreed commission and in turn paid the reps. The rep’s IC contracts were directly with me so clients had virtually no legal exposure. The greatest benefit was my knowing how to sell jobs to reps, design pay plans that are considered as fair and deliver realistic training that made selling as easy as possible to maximize pay. I no longer offer that service and focus on consulting and training so client can do the required tasks in house. My objective is to build you a winning team with the least time, expense and headaches for just 5% of my former fee. Have fun finding a better deal.
Can you train my reps too?
Your reps can register individually for the Advanced Sales Training program at the price shown. The reps can pay via credit card or you can pay. Either way is fine. You will get the best possible outcome by structuring a commission team as your reps are trained to be Top 1% closers. Hopefully your competitors won’t find out.