Tag: sales

Don’t Play the Status Game

When I first started door-to-door sales one of my biggest motivators was to gain recognition for my work and become respected as a good salesman.

I had bought into the status game. It’s easy to do, because in the hierarchical nature of humanity, seeking status has benefits – you feel more important, and your self-image increases.

But the problem with the status game is that it is a zero-sum game. To rise in the status rankings you need to overtake someone else. There’s two ways to do that: you being better or other people being worse. In my job, I was always working to overtake the salesperson above me and stay ahead of the salesperson behind me. I was hoping to make more sales than them – if I made no sales, I would secretly hope that they wouldn’t make any either, or I would be further behind in the rankings. If I was doing well, I would distance myself to try to stay in the zone, instead of offering to help the other reps with any insights that I thought would help them.

Another problem of the status game is that it is relative. You could be doing very well by your own standards, but if everyone else is better, you can feel a little inadequate. You are low status in this high-performing team but if you were in a different team you would be the best.

The key: Stop playing the status game. It’s difficult because it’s human nature, but staying humble and not worrying about status, and building others up can create a better environment to live and work in. You start to tune into others’ needs instead of constantly thinking about your own. In an odd sense, you might still end up getting the credit and recognition you were looking for the whole time.

The Importance of Foundation

Entrepreneur and angel investor Naval Ravikant highlights the importance of learning the foundations in life.

Put simply, it’s becoming competent in skills such as numeracy, writing, reading, speaking, and listening. The better you are at these things, the stronger your foundation and the simpler you will be able to learn anything else.

In my own life, my speaking and listening was more of a weakness so I decided to work as a door-to-door salesman in the summers – there was no way I could succeed in it unless I learned how to speak and listen to a high level. In my off-season I spend a lot of time reading books and writing on this blog, in order to become more comfortable and competent when having to communicate and understand the world through written word.

These skills are not only useful in the world of work, but also everyday life.

The World Treats You the Way You Expect to Be Treated

When I first started off as a door-to-door salesman, I was nervous. My perception was that no-one ever bought anything at their door, and I would have people being rude and telling me to go away, slamming their door in my face.

In my first few weeks and months, this happened just as I expected. But it seemed like the other more experienced salespeople hardly ever had this happen to them. Somewhere along the way, I learned to visualize positive reactions out of the people I was meeting door-to-door. I began to expect a different, more receptive response when I knocked on people’s doors. And, slowly the responses became more positive, and it became rare that I was met with a rude homeowner.

I started to see myself as a good salesman, and then people were treating me in such a way too – they started buying from me. I started expecting them to buy from me too – and more people did.

It’s likely that simply expecting more isn’t the only factor at play here. Obviously, with time my competencies as a salesman improved, and naturally I became less negatively affected by rude remarks, so I was less likely to take things personally if and when they happened. If interactions did go sour, I would have strong boundaries and remove myself from situations I deemed unacceptable.

This concept of being treated the way you expect can translate to general life too. Some people are constantly embroiled in drama and toxic relationships, while others seem to be able to avoid it all. It’s hard to imagine that this happens by chance – it’s more likely that people who attract drama expect and are willing to accept unnecessary conflict instead of having healthy boundaries and picking the right battles to fight.

The world treats you more or less the way you expect to be treated. So start expecting more.

Dan Lok’s Wealth Triangle: The Three Steps to Wealth

Dan Lok is a Chinese-Canadian entrepreneur and business mentor, and one of his ideas is of the Wealth Triangle. It consists of three sequential pillars for someone to follow in their journey towards financial confidence and freedom.

Here they are:

1. High-Income Skills

Learn a skill that has the potential to make you over $10,000/month or $100,000/year. Lok’s idea is if you’re going to trade your time for money, you may as well trade your time for a high amount of money. A high income skill could be in anything, and includes copywriting, sales, consulting, and social media marketing.

This was a large reason why I chose to learn sales in a commission-only compensation structure – it would give me the motivation to up-level my skills as quickly as possible, while being rewarded handsomely for any success. I’m happy to say that I reached and ticked off this pillar on the wealth triangle after two years of learning and applying sales skills.

The ideal here is to develop more than one high-income skill and bring them together to create even more confidence in your earning power.

If you’re not already practicing a high-income skill and you’re unhappy with your financial situation, this is where Lok suggests you start.

2. Scalable Business

So what happens when you’re already earning five figures a month and you’re ready to go to the next level? Lok’s next pillar is to create a scalable business. Not all businesses apply to this – Lok recommends avoiding businesses like restaurants that create lots of overhead costs or infrastructure. Scalable businesses leverage other people, systems and technology in order to create income from other people’s work. The idea of scalable business is to create cashflow in addition to your income.

In the industry I work in, I was able to start up a team of salespeople in order to leverage their skills instead of only relying on my own sales for income. This involved plenty of training, running sales meetings, and holding progress reviews. It’s definitely more of a challenge that just being responsible for yourself, but it can be more fulfilling if you bring a team along to succeed with you. The reason why it’s scalable is that the team can grow and the more experienced sales reps can become managers who recruit more reps too. The top sales managers in the industry I work earn millions per year.

However, Lok highlights that not everyone is cut out to start a scalable business. There can be risks of losing money, or carrying debt. It can be stressful. According to Lok, creating a scalable business is not essential for building wealth, and it is possible to become a multi-millionaire just from a mixture of high-income skill and the third pillar.

Lok reminds us that as we move onto building a scalable business, it’s important to skill be working on our high-income skill and generating income that way. If you’re just starting off with a scalable business, it’s unlikely that it will be immediately making more than your six-figure income, so keep utilizing your high-income skills to have the confidence of paying yourself, no matter what happens in your business. In my case, that meant going out and making my own sales while also managing other salespeople.

3. High-Return Investments

Lok defines a high-return investment as an investment that provides at least a 10 percent annual return, year in and year out. This is the best way to build your net-worth after you have at least developed your high-income skill. One example Lok gives of a high-return investment is real estate.

As good as a 10% annual return sounds, Lok recommends thinking more strategically – would this money get a better rate of return if I invested it into myself in training a high-income skill, or if I invested it in marketing for my scalable business? In my own life, I took advantage of reinvesting my money hundreds of times over into matched betting, a high-income skill I learned in 2015. At the time, I was saving for a trip to New Zealand and within six months of starting this “high-income skill”, I had earned over £15,000 for my trip, and actually started earning more through betting than I did with my regular job at the time. If I had instead put the savings I made from my low-wage job into a 10% investment vehicle, I would have come away with a tiny amount in comparison. The matched betting provided me with 500+% return, although I did have to spend time actively betting on my laptop.

Lok says that if you master the high-income skill portion of the Wealth Triangle, and invest it wisely, you can create a million dollar net worth in seven to 15 years if you’re able to keep your expenses in check.

The biggest reminder of the Wealth Triangle is that it is supposed to be used sequentially. Lots of people think about investing and starting businesses when they haven’t even harnessed any of their earning power yet. According to Lok, if you’re earning less than $10,000/month, hitting this consistently should be the main focus if your target is wealth. Trading your time for high dollars gives you a foundation that you can then move onto the second and third pillars. Sinking all your life savings into a business idea, like we see on Dragons’ Den, is a result of these entrepreneurs skipping the first stage of building up their high-income skills. When the Dragons inevitably say no, they are emotionally and financially bankrupt.

In summary: Build up a high-income skill, then work on a scalable business to create cashflow, and then invest in something with high returns to expand your net worth.

The Problem with Goals

I’m little wary about the idea of setting goals.

In a way, having goals makes us focus on what we lack, and it’s easy to link our happiness to the achievement of goals. But not all goals get achieved – in that case we postpone our happiness indefinitely.

In my first two years in door-to-door sales, I was encouraged to set sales and commission goals by my managers, so I did. Both years, I fell way short of the goal. Even though I did relatively well compared to my peers, and made two to four times the amount of money as I would have done had I stayed at my previous job, having that goal and missing it by so much was demoralizing.

In my third year of door-to-door sales – partly because of the uncertainty of the coronavirus pandemic – I didn’t set any sales or financial goals. In fact, I was almost certain that I wouldn’t beat the totals I had made the year before because our selling season was shortened. But, I ended up producing more than I had done the previous two years, in less than 60% of the time. Not only that, not having a goal made the whole process more enjoyable.

Don’t get me wrong, I still felt pressure to succeed – it was my first year managing a team and I was determined to show the new reps how the job could be done, as well as keeping our technician busy with work. Some may say, if I set a proper sales goal I may have achieved even more! Although I’m reluctant to agree with that, I can’t deny that it’s possible. Giving up having a goal in sales made it easier to do my job with the right principles – instead of focusing on getting a sale at all costs, I was focused on whether I was truly helping the person sitting in front me as my guiding principle.

It’s not that I didn’t set goals at all that year, it’s that I viewed them more like systems. I would decide how many days of the week I would be working, how many hours per day, when I would be going to sleep and waking up. Not only did I view them as systems, I focused on actions I could take instead of outcomes like sales since there was no way I could truly guarantee that someone else would say yes to my offering – there’s an element of luck involved with that.

How to Fail and Still Win Big

Like anyone else before starting a commission-only job in sales, I questioned whether it was the right decision to try it. I’d had a few months experience of a lead generation job, but I’d never made a sale in anything in my whole working career to date.

So I played through a few outcomes in my head. What if I didn’t do very well? What if I made no sales? What if I came out with less earnings than if I just stayed in my current job working at the front desk of a hotel?

I came to the conclusion that it was reasonable that I would find the job very difficult, and there was a chance that some of those outcomes could indeed come true.

But even if I did “fail”, and earn less than what I would have had I stayed in my job at the time, in what areas would I still win? I would probably at least make a few friends, I would have travelled to new parts of the country, I would have learned at least a few transferable skills, and I would surely have practiced overcoming objection. Even if I made the slightly less money than before but still achieved the other things, I would still have counted that as a big win. At the very worst, I would potentially learn to never do a sales job again.

In the end, I did find it even harder than I thought it would be. There were whole workweeks where I didn’t get paid a single cent for my time and effort. At one point in the year, I went 20 working days without making a single sale – not a single commission. But overall, I had some better periods and I ended up making about 1.5x what I would have if I stayed in my hotel job.

What’s even better, as is the nature of commission-sales, I ended up getting better and better over time, meaning in my second year doing the job I ended up earning just over double of what I would have in the hotel. In my third year, I ended up earning about 5x what I would have in the hotel – I doubt the hotel would have given me a 4% increase in my pay within that time, let alone 400%!

The idea of putting yourself out there to potentially “fail” in order to still win big is sort of related to Robert Kiyosaki’s rule of “working to learn, not to earn”, but also can be applied outside of decisions at work too. Failing to hit a 45 minute goal for a 10 km run still means that you completed the race faster than the average runner, and you still get to reap the rewards of the fitness built up through weeks or months of training. Failing in a relationship, but coming out of it learning more about who you are or what kind of partner would suit you the best is still winning big in the long-term.

Which life situations have you flirted with failure and still won big?

Be a Go-Giver, Not a Go-Getter

The Go-Giver is a fable written by Bob Burg and John David Mann about a go-getter struggling to meet his quarterly target at work. He seeks the help of a mysterious man who connects him to people who have succeeded in the business world. He learns that being a self-motivated go-getter isn’t enough to succeed, and it’s making him unhappy at work as well as at home with his wife.

It’s only when he adopts a new approach to go-give, by proactively helping one of his competitors by giving him one of his prospects he couldn’t help himself – he ends up getting a big lead in return which helps him hit his quarterly target.

Being a go-getter is generally seen as a positive trait, especially in the world of work. But the whole purpose of business is to help people, and if we are only participating to help ourselves, it can lead to corruption, greed, or simply being ineffective. By switching to the mindset of giving and serving others, we not only get more in return since people will feel the need to repay you, you can also inspire others to use the same default mindset to give to others.

Practice Going First

I always say that I’ll go first… That means if I am checking out at the store, I’ll say hello first. If I am coming across somebody and make eye contact, I’ll smile first. Be first, because – not all times, but most times – it comes in your favor.

Gabrielle Reece

Sometimes we need to have the courage to go first. Think of all the friends and relationships you have made in your life. Did you go first? If not, you’ll be grateful that the other person decided to take the courage to put themselves out there for you.

Now think of all the possible ways in which you could go first going forward. If you work in sales, it could be actively prospecting instead of waiting by the phone for prospects to call you. Be the first to ask someone how their day is. Be the first to smile at someone when you walk past them. Your courage can turn into encouragement for others to pay that smile forward to the next stranger they walk past. Compassion has the potential to spread in this way, and it can all start from you going first.

What Door-to-Door Salespeople Would Say to Themselves if They Could Do It All Again

Working in door-to-door sales is always a rollercoaster of an experience. Almost everyone sucks to begin with, most people give up or get fired. Some people stick it out and get better and become very skilled at what they do.

So I recently asked a bunch of my friends who I’ve worked with doing door-to-door sales: If your current self could go back and talk to yourself before you started door-to-door sales, what would you tell him/her?

Here are the answers:

“Have some faith in yourself and others. Learn to be present in the moment and enjoy the process of the lows and highs. Shut your inside battles, the fear, the scarcity mindset. The best days of life as a D2D rep is when you are free-flowing, loving yourself, trusting others and yourself.”

“Believe in yourself because you can do more than you know and you deserve self-respect. Also attachment is an unnecessary stress. Money isn’t everything. Friends come and go. Sales go up and down. Focus on you and the rest will follow.”

“I would tell her focus on building yourself up, drink less, party less. Read all the books! Invest in yourself, and believe in yourself because you can be the best! Go young me!”

“Have more confidence with trying something you’ve never done before, even though the job sounds crazy as hell.”

“Be excited to be wrong, you were not born knowing how to do this profession.”

“Trust your instincts no matter what. Health is wealth. Continue growing even while you wander.”

“Trust your intuition.”

“Pay more attention to what you’re thinking and feeling than what you’re doing and saying.”

“Don’t be a follower, find your own way, find who you are and work on yourself for you and not for others.”

“This will be a journey of growth that will pay off in the long run. Effort and struggle must take place before you can become your best self.”

“Turn this into a career instead of a summer gig.”

“Think much bigger much faster and commit to mastery and being the hardest worker in the industry.”

“Work hard even when you don’t feel like it, don’t give up and settle for mediocrity.”

“Work harder.”

“Build a better system of habits – it’s important for success.”

“Try new things, find what you’re good at, focus on what you’re good at and repeat when things aren’t going as planned.”

“Study the sales system with more effort and read more door-to-door related books.”

“Enjoy the process, enjoy the people you’re working with, enjoy the people you get to meet. When you choose to enjoy the whole journey then sales will come, not the other way around.”

“Become more self-aware. Enjoy the moment.”

“No-one after you leave is going to remember you so give it everything.”

“Keep on top of every account and make sure you get paid correctly.”

“Don’t lend money.”

“Don’t do it.”

Although there was a surprising variation in the type of responses, there were some common themes of self-belief, trust in yourself, doing it as a career, working hard, and enjoying it as much as possible.

If you’ve done door-to-door sales, what would you tell yourself? Comment below!

The Three Ps: A Mental Framework to Deal With Your Problems

The three Ps come from research on happiness by Martin Seligman, described in Option B by Sheryl Sandberg and Adam Grant. Sandberg is the COO of Facebook, and a few years ago found her husband dead on a hotel gym floor. The book is about how she dealt with the trauma and grief, and strategies to deal with adversity.

And that’s where the three Ps comes in. When people inevitably come across adversity in life, there are three common things we say to ourselves which make things worse.

The first P is personalization. Personalization means that when things go wrong, you blame yourself. After all, you’re the common factor in all the problems you come across, right? And we’ve also been taught concepts like internal locus of control, and taking responsibility of our lives too. But where there is a misunderstanding is the difference between taking responsibility and placing fault or blame on yourself.

When I was first starting out as a door-to-door salesman, I rarely sold anything. Of course, the natural self-talk was to blame myself. “I suck, wow I’m really bad at this. No-one wants to buy anything from me. Oh God, I’m way worse than I thought I’d be at this.” As good as it is to take responsibility for your results, it is important to understand that firstly, you’re not the only one finding it difficult. Many people have gone through the same struggle you’re going through too, no matter what it is. Secondly, just because someone didn’t buy off you doesn’t mean it’s all your fault. To this day, most prospects still decline the product I’m offering. When someone declines my offer, my self-talk nowadays is: “They didn’t want it.” No blame on anyone, just stating the facts. Of course, I still try to improve at sales, but I try not to beat myself up when things aren’t going well.

The second P is pervasiveness. Pervasiveness means that a problem in one area of your life ends up pervading, or spreading, to every other part of life. Work problems get taken into your home, into intimate relationships, into aspects of mental and physical health and so on. But it doesn’t have to be that way.

During the same, harrowing period starting in door-to-door sales, I slowly began to realize that I was basing my value as a human being solely on whether I had made sales that day or not. And of course, most days I wasn’t making sales. So, my value was pretty fucking low. I didn’t want to speak to anyone after work, and I was getting into a deeper and deeper hole of low-confidence where it was going to take a gargantuan effort to escape. I even ate junk food to try to make myself feel better. But it doesn’t have to be like that. It doesn’t even make any sense. There’s a lot more to life than work. And there’s a lot of stuff that you’re actually pretty good at. Nowadays, as a sales manager, I always remind new salespeople that the amount of sales they make doesn’t equate to their value as a person. I’m also much better at compartmentalizing work problems as work problems, and not letting those issues infect other parts of my life.

The third P is permanence. Permanence means that you come to believe that the problem will always be there, and that how terrible you’re feeling right now is destined never to end.

As already mentioned, I became stuck in a vicious circle where self-confidence was going so low that I didn’t know if it would ever come back. Luckily, everything in life is impermanent. There’s nothing in life that isn’t impermanent, even life itself will end at some point. So having the grit to stick in there and understand that a bad period won’t last forever gives hope for the future and inspiration for the present moment.

In what situations did the three Ps play a part in your life? And how did you overcome it? I’d love to know, comment below.