You cannot "out-grump" somebody. When you get the call: SMILE! Act like the person that YOU would like to see in the mirror! You don't watch the news, you MAKE the news! Go get 'em today!!

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Episode Transcript:

I lead not follow. I believe, not doubt. I create, not destroy. I make the news. I don't watch the news. I'm a leader. I'm a force for good. I'm a force for God. I set the standard; I defy the odds. I stand up, I take charge, I win, and then I walk in.

Even just saying it to the microphone and envisioning all the listeners out there right now, it forces me to stand up straighter. It forces me to change my posture and my physiology to match what just came out of my mouth. And that's just physically, what could it be doing to your brain? What could it be doing to your head, to all the muscles and all that stuff that's makes you and that stuff?

It just makes a difference. You know, when people, where even you get a new suit. Or a new outfit and you don't get it fitted. I mean, it's this, it's the same suit actually. You do get a fitted, a fitted suit or a fitted outfit that you look really good in in the store, but if you're in a kind of grumpy mood or kind of downward mood, you don't even wear the same clothes the same way, and it's perceptible by everyone, by the way, including yourself.

The first person you need to impress on day one is yourself. Do I have routines for everything, but I have a routine. When I wake up in the morning, I wake up in the morning and I go into my, into the bathroom and on the in the bathroom mirror right there. That's where I keep my goals on the mirror. I'm forced to look at it.

And I have one little thing there. I have several things, but the one thing that makes sure it's square and center in my eyesight and that I can't miss it says act like the person you would like to see in this mirror. You can't read that without standing up straighter. I mean, nobody wants to get grumpy people.

 I've said it before, I mean. It's not like you're going to out-grump somebody when somebody's over by being, you know, more grumpy than, I mean, even grumpy people don't like grumpy people. You can't out grump somebody to them start to like you. Oh, you know, he's a decent guy, but I saw him really grumpy and now he's my best friend.

I mean, you're not going to out-grump somebody into friendship, but you can do the opposite. So, act like the person who wants someone. I look in the mirror, I say, what's the type of person I want to be today? And invariably his smile at it, and it's goofy. I mean, you laugh at yourself like, but I do that on the phone too.

I don't know what happened here. I got a phone call. And I was supposed to, I think I answered it. They might be hearing the podcast on my phone, call Mr. Producer, man, putting his head down as I'm doing this. So, this person's listened, but the call ended anyway. Then, you know, I once got a lead, I was a stockbroker and I cold called a wrong number, and they became a customer.

I mean, I got a customer from a raw number on a cold call. That's what happens when you're, you're in your, when you're in the zone, that's what happens when you're ready to go. He said, oh my gosh, I got the wrong number. The other day I called somebody and like, they totally didn't need my services and I was calling them on the phone, and I said, you know what?

This is how I ended. I said, you know, you seem like a really decent person. I like you a lot, but you're a terrible prospect for me. And the person, and I laughed a little that little, and the person laughed right back at me. And you know what he said afterwards? It was unbelievable. He says, well, tell me what you really do.

Maybe I know someone tell me what you really do. Maybe I know someone. I think everybody out there, if you're in sales for any amount of time, you've gotten leads and referrals from people who were never customers. When you try that, I'm just not going to get familiar. Maybe you can get somebody. Anyhow, I was talking about smiling and acting like the person you'd like to be, and here's a little tip of the day that you need to do is very important when your phone rings.

A lot of people, what they do is answer and say, who's calling am I answered? That is, who the hell cares? I don't want you to know. If you know who's calling you, you're immediately going to change your, your expression, your voices, your tonality, your enthusiasm, your physiology. You're going to change it all by the name of the person that calls you.

If it's a family member, you got one thing. If it's a prospect, you got another thing. If it says potential spam. You got another thing, a way that you're going to answer the phone. My thing is you do with all the same, the same way. Don't even look at it. What I want you to do is look at your phone and smile at it like a goofball.

Just like that. If you're watching here on the video podcast, of which there's none, you'd see me smiling right now. So, I'm smiling, I'm smiling right at my phone, and then you answer it. Your voice changes. Hey, this is Dan. How can I help you? Boom. Nine times out of 10 someone will stop and say, boy, you seem like in a good mood.

I'm so glad I called you today. No matter what it is, even if it's potential spam, it's the same thing. By the way, I've changed my whole mental state when I get a spam call now, right now I say, you know, I'm really not interested in what you got right now, but I do some sales training. Who would be the person I would need to speak with in regard to helping you guys sell more?

I mean, the quickest way to get somebody off the phone is to ask for money. Or ask for an opportunity or asked to speak to someone else and they'll just say, hell no. I know. That's all important. Asking questions is you completely turn the tables on people as far as who's in control of the conversation.

That's magic stuff. You know, you are listening to the podcast for enthusiasm and inspiration and motivation to help your day in your sales career, but once you just got was absolute sales magic. If you just take those two tips, a smile before you answer the phone, and when you get a spam call, use it as an opportunity to practice your prospecting.

It says, if that's all you get, that would be enough for the rest of the week, but good news for you. Here on your daily dose of the deed from the Southern command center here in beautiful Atlanta, Georgia. You have the opportunity tomorrow to up your game even more, and all you got to do is listen!

Go get 'em!