“You have to get lots of reps in where you suck”

0:00Here's a piece of sales advice I give my 18-year-old neighbor. I walked in on my 18-year-old neighbor when he was taking a sales call. I listened to him and he hung up the call and I was like, "Did you close the deal?" I already knew he hadn't closed the deal. He was like, "No, I think he said he's going to think about it. Why don't you think I'm closing deals?" And I was like, "Dude, have you heard you? You sound like a stoned 18-year-old. I was like, no one's going to buy from you." I was like, "Dude, you need to learn how to sell." He was like, "Well, how do I learn how to sell?" And I thought there for a second, just join my sales team. We'll show you how to cold call. We'll show you how to close. 12 months later, kid's making $200,000 a year as a 19-year-old. You actually have to learn the skill and the only way to do that is through volume. Before he joined my company, he was taking like one or two calls a day.

0:30As soon as he joined with us, he was doing 200 calls a day. 100 times the effort, 100 times the result. You have to get lots of reps in where you suck. So, if you have the opportunity to go and get lots of reps in somewhere. Sometimes it's great to be an employee because those are the skills that build the foundation to do what you want to do eventually.