Rediscover the magic of talking to people in person with using a little bit of humor. Gain your customers' trust faster and build a stronger bond. You will get more YESes and less people backing out of the deal last minute.
In this episode of Close It Now, Sam interviews Umar Hameed, host of No Limits Selling podcast, a world renowned keynote speaker and an NLP coach and trainer where they talk about how we can serve customers in a way that they get what they want, they get their problems fixed and we get to be the heroes that do it .
Mindset Strategies To Next Level Your Sales This Year
Sam: Alright well welcome back this Sam wake filled with close it now I know it has been a little bit of a gap of between the last few episodes and this one but if you're listening now and in the future you won't even recognize that or realize it but for all of you faithful fans out there everyone who's been listening since day one basically what happened you know that sometimes things change when you have a service that doesn't always keep up their end of the bargain so basically the service that was hosting the podcast it turned out to have some glitches and some issues so I had to make a change so that explains why all of you wondering that explains the delay in a kind of podcast gap so to speak that happened but we are back better than ever in fact everybody so the new schedule moving forward is I'm really excited about it it's going to be Mondays will drop my solo podcasts with just like we've always done mostly with my just me on here thanks for listening can we talk about the things that are important to sales before the sales philosophy important to the a track and just you know I'm selling and trades industries and then every Friday moving forward we're going to drop an interview which is awesome so that is what we're doing today I'm really excited to bring our guest today real quick before I introduce him make sure to go join our Facebook group it is just search close it now in groups on Facebook it will come right up or HVAC sales were one of the top Facebook groups and fastest growing on on Facebook and so they're joined Facebook group there's been some really amazing discussion lately it's also a place that you can go to yet when you when you hear a podcast and something picture interest something you have more questions about you can go in there and start it's just a over 1000 like minded sales people just like you comfort consultants comfort visors project managers selling techs that are in there it's it's not like the other Facebook groups and this is 100% positive support improve if somebody comes in with attitude or is demeaning like some of the other groups happen we check him at the door so don't said don't worry about that it's a completely neutral space but errantly exist to lift each other up and train each other and so we all have a better experience and we go and crush it you know it's that's at the end of the day it's about making the you know serving others making a sale that we can only serve others by them giving us money and making sale and then you know go home and living a better life because of it how many people can we touch and help today so I am so excited about our guest today this person we just happened I love the beauty of LinkedIn and the beauty of social media because sometimes the people you connect with are completely unexpected but unexpectedly amazing and this is this gentleman is definitely exactly that we got on the phone the other day and had instant connection he he thinks very similar to me but I think they're going to really appreciate his insight because he comes from a completely different perspective by my yesterday his tagline which I love so much it says become a fear list salesperson and double your sales this year by retraining your brain for success raise your hand if you would like to double yourselves this year by retraining your brain absolutely so quick intro for him he is 18 years ago he went from high tech to brain tech he has been a keynote speaker in 14 countries author of three books with one more that will be coming out to be determined here in soon I know he's working on it super hard for everybody as soon as you hear him speak you're going to want to pick it up as soon as it comes out he also hosts the no limits selling a podcast which is his big mile market that just hit over 200,000 downloads which is fantastic add congratulations left to introduce you this is Omar Hamid that he is an NLP coach and just trying out so let's have a row really fantastic conversation today tomorrow thank you for being my guest and take a couple of minutes and fill us in a little bit about why in the world did you go from high tech to brain tech how did you make that transition and why
Omar: so hey everyone thank you so much for inviting me saying this would be really cool is clear interesting what you were doing that intro back in 1990 I run a small computer consulting company here in Toronto where I am right now and one day somebody was saying you know do I get better you should go see someone that doesn't mean it's like what are they doing this like well they help you get unstuck in I just taken up the game of squash which is super addictive so everyone listening never play squash you become addicted it'll become a lifelong passion but I sucked at it and but a couple months later I got better and three months later I got better so it was like plateau plateau plateau but in my business was posting on one day it was like wait a minute how come on posting in my business and improving and squash so much my passion for both add drive for both have love for both I work harder to both why is one succeeding and not the other and remember the NLP thing so I want to see this woman called new Elliot I'm not sure what voodoo she did but whatever block was in my business life she removed it and I just felt it in my heart of hearts and as I was walking out of that session it was like I wanna learn this someday and so ended up moving from Toronto to Silicon Valley went into the high tech world and NLP’s birthplace is Silicon Valley so i became a practitioner master pack became an instructor and in 2003 left high tech went to brain tech because I realized my purpose in life very much is to help people breakthrough the barriers that they become awesomer and Sam I know it's not a word yet but if we keep it up it will be and so
S; we use awesomer all the time I love it looks great
O: and so I did something insane about four or five days ago I sold my house in Baltimore MD I got rid of all my possessions and I decided to go hit the road and go see the world as the pandemic is kind of winding down I'm fully vaccinated and ready to go so first step was Brooklyn second step was my sisters house in Brampton Ontario Canada were in I'm in quarantine on day two of a 14 day quarantine but back in Toronto where it all started my journey with NLP and now this is another journey where I'm actually going to from here going to Athens, Greece and basically what I realized was just meeting people and talking to people and realizing what insights they have sometimes of the insights that I need and also what we all need to understand that we are one people does matter where in the world you're from what really counts is how can I do better I'm gonna make a better world for my kids how can I have safety how can I have happiness and so that's my mission now not Kung Fu Kwai Chang Caine walk in the world the invitation and yeah it if we can get people to understand how the human mind works so just right pass it over to you Sam here's one vision of I have in my mind of Einstein this probably never happened but I could see him in this large auditorium with 21 blackboards of ugly horrible math that would give a mathematician and Nosebleed I would die on the spot and he took that ugly man and came to the other side of it with a simple equation E equals MC squared any kid in elementary school can figure out energy or matter from that equation with a calculator they don't need to know the ugly math so now the human mind has been this ugly horrible mess that we don't understand in my mission is how do we and NLP really helps a lot condense it down to a simple little formula that we can use to get the insights and the breakthroughs that we need and so that's where I am right now and that's my mission then that's why I'm so privileged to be here with you to get to evangelize it and also show some of you people before we finish today some tools that can use right now today to get the change they want so they kind of go holy crap Sam that really work
S: absolutely I love it and I'm so glad that you mentioned that two things here in just about actually for the listeners because everybody knows that I mentioned NLP alot neurolinguistic programming but from an expert's perspective one of just it does have to be a long but just a take a couple of minutes here in a second and just kind of give us a quick overview of what that actually is you know from from coming at it from a very laypersons side of things I know of what NLP is just from experiencing it and all of you know read dozens of psychology books and you know books however I'm not taking the courses like you so that's the first thing I would love for you to take just a quick second and break it down but the other thing I just wanted to mention I'm glad you mentioned this is you know we everyone listen this podcast knows that just about every single episode, im all about let's let's cut away the cut away the flock cut away all of the extra all the extra junk all the extra bullshit and just let's get to something that we can apply immediately so I love that we're on the same path there because as I know is you know with you NLP it does it doesn't have to be a big long process I'll most changes happen in an instant and then you're completely different so give us a quick overview of what’s in your mind and from the experts point of view
O: I'll give you little bit of history in the beauty of NLP and it's Achilles heel kind of the thought process when they started it was John Brender ran Richard Bandler formed it and this was kind of the philosophy was look there's people out there in the world doing exceptional frickin things that sometimes they don't even know how they do it like sometimes you can ask a tennis player you know that sort of is kick ass amazing how do you do in the guy goes well let me tell you I do it I do these five steps and I get this amazing start well sometimes they say I don't know I just do it but if they give you the five steps of how to do a kickass amazing serve then you go to somebody that's gonna like mediocre at it guilty and you ask Omar how do you do your amazingly average serve and then I go oh well that's easy you do these five things and it's like wait a minute how can the world's best person be doing the same five things that you're doing and this totally different results and John found was that a lot of what we do happens at an unconscious level within us and so they said why we go into the smartest people in different areas from tennis to psychology to wherever and figure out what they do that essence so we could teach that essence to other people and then be able to do it as well and because of that they said in LP is always evolving and changing 'cause if we find out that some medicine man in the jungles of Africa is doing something kickass amazing and they're doing a bunch of like dogma like but what they do is this process in the middle why don't we clean that process and we could use it everywhere so NLP was expanding and changing as it went that was the whole idea when you have something that's always a moving target is hard to define it and a lot of people that take NLP and teach NLP from my point of view which could be jaded it's like NLP is the only way it's the best way and if you don't think it's the best way you're wrong and that wasn't the intent of NLP's like this is the best way we know now but we're probably wrong but we'll find a better way to do whatever that is so here's my definition of NLP. NLP is understanding how the mind works at an unconscious level and understanding that change happens in an instant as what you said so good example of that is somebody that goes to first grade and the teacher says Sam could you read the next page to the class and Sam goes OK and then you mispronounce a word and the teacher gives you a look and the other kids snicker and Sam decides im never speaking public again and he could stay in that it went from being OK to an instant being stuck and then Sam gets to a retirement community at the end of his career and he's in this community and the people that are running out doing such a bad job one day gets pissed off and says those damn people are screwing this place I'm going to run for president even if he meets I'm gonna have to speak in public and in the instant that the Republic speaking just disappeared so somebody went from 60 years to get to that breakthrough or you can have somebody that goes to a psychiatrist for six months to get to the breakthrough NLP is all about why don't we get to the change point today get rid of all the bullshit let's just get down to what's the essence of change and that's boiling and NLP is is EM equals MC squared but for the mind how to do simple techniques that create change immediately
S: oh I love it I love it I love it this is something that is so influential with what we do as sales people as well because obviously we’re are you know our mission our goal is to in fact in most cases walk into a house basically as a blind date and in 45 minutes to an hour be leaving that house with a fully committed marriage proposal of 20 thirty 4050 I mean I've I've I've done that with $100,000 projects and so forth to in an hour to hand somebody $100,000 or $50,000 set up big trans
O: can I correct you Sam?
S: yeah absolutely
O: no phrase you know walking away with a marriage proposal your consummating the marriage if you're getting up every $1000
S: which is even better right if one step further yeah that's really the whole goal of the marriage anyway right
O: yeah it is it is amazing I've got some clients that actually do door to door vacuum sales which I was like that's still a thing she told them he walk out there were like $8000 orders and it's like it's magic that's like sales where it should be, door to door, person to person who are you hi
S: no in fact door to door knocking is a it's a massive industry now so many so many industries especially like solar alarm systems pest control they still embrace it like this is the one of the main business models for a lot of companies even still an so in fact there's a whole door to door knocking conventions that still happen I know a lot of people in my team are really embracing it and rediscovering the magic of just talking to people in person at the cold like that
O: so a friend of mine does his name is William Sullivan he works for Aris and one of the things he does is went to the house and purchase then he basically asked you you know, how’s your arm? And he go it’s fine, I didn’t twist it too much did I? Are you sure you want to buy this and I didn't like pressure you in anyway and that's what that's what he does an it's so he's not forcing anybody buy anything it's just connecting and it's his last check to make sure he hasn't stepped over the line and 'cause that's not what we do when we go and do that is how can we serve the customers in a way that they get what they want and they get their problems fixed and we get to be the heroes to help him do it
S: I love it Oh my gosh let's pause see real quick and unpack that for a second because that is that's that's powerful everybody did you hear and understand what Omar just said because wow how because I get a lot of questions of how do we prevent cancellations you know we get a lot of people in homes that will make a sale and then you know if it's not well there's two kind of philosophies and especially in the heating and air industry one is once you make the sale get it installed as quickly as possible to not give him time to back out which is definitely one way of doing business I've always been a firm believer that people choose you for merit not because you convince them and then hurry hurry up I got it in there and didn't give him time to make a make another decision I wanted to choose me because it really is better right what you just said to lock that in wow because now the second that they when we double verify basically you've got him all the way through the sales that's all the way through the close all the way into enrolling in your program or signing the paperwork and then to double check and be like you know do you twist that didn't hurt too bad did it you you really do still want to do this man that double confirmation is powerful
O: and The thing is if you do that lying with like a stealthy line I don't wish harm right it's like you know excuse my language but but if you do it with a little bit of humor and human basically cuts through to trust best than anything I know you do a little bit of humor but the intent is I just want to make sure you're OK Sam you do that and you will build a stronger bond and you'll get more yes and less people backing out last minute
S:right I love it I love it OK back on track that's hope everybody right making notes there and that use that immediately that something those little things you can use right away that will make a big difference for you but back on track so keep going
O: so the question is oh what the I wanted last word 'cause you know where a PG program is like sometimes we want something so badly and it could be in sales that was curious if you have some people that Omar I can talk to strangers no problem but I can't talk to anybody that knows me cause their going to think that you know I'm using the relationship or I'm needy or I'm starving or something and there's other people is like you know hey I can talk to people that my friends be scake strangers Oh my God I could never do that so yeah the heart of who we are as human beings is where we hold our beliefs and we have anywhere from 50 to 100thousand beliefs that define who we are that wasn’t the exact number for it but it’s a large freaking number and how do we get those beliefs, mostly by the age of 7 somebody in authority says seems believable they could be a mom or a dad or an uncle or grandparent or teacher, somebody in authority says something from and then we go as im good, ok, and it just goes on the unconscious and it guides us, from there on in that thought so let's say the the thought was mistaken example of a family going to buy a new car one Saturday morning little Sally's in the backseat she’s 5, and mom and dad are in the front and pulled in to the dealership and mom turns to dad and says sweetheart if you really like a car don't let the sales person know or they'll force us to buy it all the cars next are the best, little sally is in the background hearing this conversation and goes don't trust salespeople becomes a belief that you cannot trust those crazy winkers that will force you to buy something there’s a really good chance that she'll become a salesperson but you'll reach a certain plateau I won't go beyond it 'cause somewhere in our unconscious mind is if I become a really good...