James Smiley, B2B Funnel Secrets To Closing 5 and 6-Figure Deals

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00:00
welcome to funnel hacker radio podcast
00:02
where we go behind the scenes and
00:05
uncover the tactics and strategies top
00:07
entrepreneurs are using to make more
00:09
sales dominate their markets and how you
00:12
can get those same results here is your
00:14
host Dave Woodward welcome back to
00:18
funnel hacker radio I’m your host Dave
00:19
Woodward and you guys are in for a ride
00:21
of your life today I am so excited you
00:23
have the opportunity of of me and one of
00:25
my dear friends I just the opportunity
00:27
to spend some time with and this guy is
00:28
crushing it in the b2b space and it’s
00:31
one of the things I get questions about
00:32
all the time so right now I want to
00:34
welcome you guys and introduce you to
00:36
James smiley James welcome whoo b2b b2b
00:42
do you have to understand guys this is
00:44
James has has absolutely been crushing
00:47
it in the b2b space and in the business
00:49
business funnels all that stuff that
00:51
people always ask about but as far as a
00:53
little background here’s a guy basically
00:55
it’s done
00:55
staking it’s worked in the Silicon
00:57
Valley done IPOs has generated actually
01:00
taken to cut two separate companies from
01:02
zero to over 20 million dollars and has
01:06
worked with a tMT’s working facebook
01:08
this is a guy who’s just super
01:09
passionate about business and sales and
01:12
at the same time the father of four
01:14
haffley married 13 years and it’s just
01:16
an all-around awesome awesome dude so we
01:18
are so excited to have James with us so
01:20
James again welcome anything else you
01:22
want to say or introduce people to you
01:23
know man thank you so much I appreciate
01:27
that
01:28
throughout all the years I I still find
01:30
myself trying to just be a normal dude
01:32
put on my pants one leg at a time like
01:34
everyone else so just all about the
01:36
hustle in the heart you know well I
01:38
think the hustle of the thing we hear so
01:41
much about these days that Gary bass
01:42
probably made that real famous but I
01:44
think it’s the part that James I’m so
01:46
excited to see in what you’re doing
01:49
right now because the whole
01:51
business-to-business funnels and working
01:54
in that industry is so hard for a lot of
01:56
people and yet you’re out there to
01:58
crushing five six-figure deals literally
02:00
all the time so you know Mike let’s just
02:03
kind of dive right in and help people
02:04
understand when we’re talking to be to
02:07
be funneled what exactly is a b2b funnel
02:09
so it’s basically taking the concepts
02:12
and the philosophy
02:13
that you guys do and just applying that
02:17
into larger corporations and so what I
02:20
do and what I’ve done for a long time
02:23
even before I mean we this is even
02:26
before we even called them webinars and
02:27
all that stuff is we’ve been using
02:29
online technology and different
02:32
technology conference call technology
02:33
whatever to create funnels to draw
02:36
people in and to draw businesses and
02:39
executives in and using a very similar
02:42
concept that you guys do with lead
02:43
magnets and those kind of things it’s
02:45
the exact same philosophy but but we
02:48
draw these people in and then we stand
02:50
up in front of them just like you guys
02:52
do on a webinar or via a cell or
02:54
whatever and so we may use webinar
02:56
technology we may use in-person seminars
02:59
and those kind of things and we show our
03:01
stuff we show ourselves as the guru we
03:03
get them excited and impressed and then
03:05
of course they want to they want to work
03:06
with you and so when I met when I you
03:09
know got introduced to clickfunnels and
03:12
kind of a little secret was we were I
03:14
was working at a big company and I was
03:16
one of my Tiger teams was tasked to
03:18
track internet marketing and in the
03:20
industry and what it was gonna do in the
03:22
fortune ten world and how what the
03:23
impact was gonna be so we were tracking
03:26
like eleven internet marketers and one
03:29
of them was this kid named Russell
03:30
Brunson so it’d been you know so
03:35
personally I was following him and like
03:37
I was like this this guy is going
03:41
somewhere you know and then click
03:43
funnels came out and all that and when
03:45
when you guys started this movement with
03:46
click funnels it it streamlined in and
03:50
just exponentially increased everything
03:53
that I do and it I really believe it
03:56
made it so that the average person can
03:59
take these tools and go out there and be
04:01
successful with with what they know and
04:04
they can take that and be successful
04:05
with with businesses I love it I know
04:09
that I think the word average has never
04:12
been used to describe you at all it’s
04:14
been one of those things I look at the
04:16
stuff that you’ve done and I’m so
04:18
excited just to help people understand
04:20
one things you and I were talking about
04:21
before we started the recording
04:23
everything else was the small idea as
04:24
far as is the difference between you
04:27
know
04:27
basically staying in that I wants the
04:29
space you’ve been in working
04:30
business-to-business versus helping
04:31
others who want to get into that space
04:33
and one of the things you made mention I
04:35
think it’s really critical especially
04:37
when you’re trying to sell you a five or
04:38
six figure deal and that is that belief
04:41
in yourself if you don’t mind could you
04:42
kind of address that a little bit yeah
04:45
so you know I have I’ve had the
04:49
privilege of you know overseeing and
04:51
managing hundreds of sales reps hiring
04:55
hundreds and and then just speaking in
04:58
front of an enabling over 10,000 you
05:00
know when we ride TeleNav we were
05:02
touring the country and it wasn’t
05:04
uncommon for us to speak in front of
05:05
three to six hundred sales reps at a
05:07
time but what what I’ve seen is it
05:12
doesn’t matter what you’re selling
05:16
abilities or skills are it’s do you have
05:19
a belief in yourself in a belief in your
05:22
product you know like we’ve taken people
05:24
who are used car salesmen and in three
05:28
to four months they’re making Commission
05:30
checks of twenty thousand dollars you
05:32
know a couple years ago we took a kid
05:35
from from a retail store and in Fort
05:40
Worth Texas here and we found him we
05:42
were we actually went to a retail store
05:43
we’re in a b2b sales meeting we needed
05:45
to go buy something we went in there and
05:47
bought it and this kid just Florida he
05:49
was just amazing and we ended up
05:50
recruiting him and he became one of the
05:53
most successful people at AT&T; and he
05:57
led the country in sales I mean he was
05:59
what he was in a retail store I mean so
06:02
like people you know may look at what
06:06
they do and go I don’t know if I can be
06:07
successful in b2b but I think it’s it’s
06:10
having a belief in yourself and in your
06:12
skillset and in really valuing I think
06:15
you have to value what you do and and so
06:19
if somebody is that person where they
06:20
they just go you know they’re their
06:22
internal is internal self is saying like
06:25
I know that I am worth more than what I
06:29
get paid now and not that I’m you know
06:31
complaining I’m just saying I’m worth
06:33
more like if somebody has that kind of
06:35
fire then I think they can be very very
06:37
successful and b2b in an in b2b why
06:40
somebody would want to be successful
06:41
there I think is not everybody it’s not
06:44
for everybody but a lot of entrepreneurs
06:46
and digital marketers and those kind of
06:49
people are looking to have less clients
06:51
higher paying clients and they want
06:54
clients who appreciate them and they
06:56
want clients who treat them
06:57
professionally and they want clients who
06:59
don’t walk out on them you know and
07:00
that’s that’s that’s what happens in the
07:02
b2b space it’s just a more professional
07:04
environment you don’t have you know you
07:07
know you know it’s it’s just some
07:09
overall it’s more professional more
07:11
crystallized and and it’s it’s more
07:14
long-term relationships and the pay is
07:17
as good as it’s gonna get
07:18
by far I think that’s so awesome I think
07:21
especially just as we spend time working
07:24
with entrepreneurs at first you start
07:26
off you’re like you know what I’ll do
07:27
anything else just kind of earn a buck
07:29
and then you kind of go through that
07:30
phase of like you know what I’m not
07:31
enjoying the clients that I’m working
07:33
with and as you start raising that
07:35
ticket price you do start valuing
07:37
yourself and your time a ton more and so
07:40
as you taking a look at at working with
07:42
business owners and again you’re a guy
07:45
who’s sold you know what two hundred two
07:47
and ten two hundred fifty million
07:48
dollars in corporate products all before
07:50
you look at 3503 for 35 you’ve sold some
07:54
serious serious products how does a
07:57
person how do they get that kind of
07:59
belief they if they feel like they want
08:01
how do they actually develop that that’s
08:04
a great question so you know I grew up
08:05
in what people nowadays would call an
08:07
unprivileged neighborhood I grew up in a
08:09
minority neighborhood we were very poor
08:11
I tell a story often where you know like
08:14
I remember the first time I I was able
08:17
to buy a real Oreo cookie because my
08:19
whole life as a kid we never could buy a
08:21
name-brand cookie I mean we were poor
08:23
and so but I had a belief in myself that
08:27
I was here and that I was unique and
08:30
that there was something that I was
08:31
called to do that nobody else could do
08:34
and I think when I understood that and
08:36
when I really grasped that sense that if
08:40
I don’t go do this no one else can do it
08:42
because they can’t do it like me you
08:44
know and maybe somebody has the skills
08:46
or the the tools that are similar but
08:48
they cannot go and serve a customer like
08:50
me and I think when you have that belief
08:52
in yourself the sky’s the limit in terms
08:54
of what you can
08:54
do who you can be how much you can earn
08:57
what you know who you can impact all
09:00
those things and and you know I got on
09:02
the track really early even though I was
09:04
from a poor neighborhood I got on the
09:06
track really early of talking about
09:07
money and going after money because you
09:10
know I think I learned in life there’s a
09:12
lot of III call them like equity buckets
09:14
there’s a lot of equity buckets you can
09:16
build in your life money is one of many
09:18
but money is the one that’s easier to
09:20
count because it’s a number ya can build
09:24
equity in your family in your life and
09:25
your friendships and your spirituality
09:27
whatever but like equity is like you can
09:29
just look and know where you’re at right
09:31
and so you know and then what I’ve
09:33
learned through mentors and things like
09:35
this is it’s the person you become on on
09:38
the route to achieving any goal that
09:42
makes it all worth it you know so and so
09:44
money is an easy one to set a goal it’s
09:47
an easy one to to set metrics of how do
09:50
you get there and who you become and in
09:53
who you serve on that path and on that
09:54
journey is what makes it all worth it I
09:56
love that I think it’s awesome well
09:59
let’s kind of dive in and talk about a
10:01
an actual funnel and you know how you’re
10:04
doing this because you know a lot of
10:06
people I talk to understand the webinar
10:08
model as far as the webinar funnel and
10:10
they think you know most of time if I’m
10:11
selling on the webinar I’m selling that
10:12
product between five hundred bucks and
10:13
two thousand bucks that’s the typical
10:15
webinar model you’re talking again just
10:18
to clarify if anyone wants no $5 you
10:20
know five figures work that’s 10,000 and
10:23
above and off.you six figures is a
10:25
hundred thousand above so you’re selling
10:26
anything basically from ten grand to
10:28
almost a million dollars through the
10:31
funnel you know help people understand
10:33
how does it
10:34
what’s that funnel look like yeah so so
10:37
the very very high level okay is like
10:40
the most highest level strategic idea
10:41
here is you take funnels so you take
10:44
click funnels and you use that to
10:46
attract clients and then you sell them
10:49
funnels in the world like they don’t
10:58
even realize what I’m selling them is
11:00
what they’re in right now you know it’s
11:03
the same platform and so so anyway yeah
11:06
so
11:08
you know the biggest thing I found is
11:12
business executives whether they’re you
11:15
know half a million dollars 250 million
11:17
or 100 million dollar company a lot of
11:20
them especially the higher you get once
11:21
you get to like 10 million and up a lot
11:23
of these these men and women that are in
11:25
those positions they want to get to a
11:27
face-to-face meeting with you and so you
11:29
use the funnel you use an ad like
11:33
LinkedIn or Facebook and you drive them
11:35
into a landing page and what what the
11:40
things that we’ve found really
11:41
successful I split tested in tons of
11:43
companies and in my own personal photos
11:45
is when you drive into a landing page
11:46
you want like a mini webinar and you
11:49
want it completely open don’t make
11:50
somebody who doesn’t opt-in doesn’t have
11:53
that habitual habit of opting in don’t
11:55
make them opt-in just play it give them
11:57
the content right there and and
11:59
encourage them to book a meeting with
12:00
you right and and that is so simple and
12:04
it works you know anybody out there can
12:07
say you know I help people reduce their
12:11
cost per lead by blah blah blah and if
12:13
you want to reduce your cost per lead
12:15
and find out how I did it click below
12:17
and book a meeting with me I mean it’s
12:19
it’s the funnel is so simple like you
12:21
don’t need to opt-in you don’t need to
12:23
set up the email you don’t need to like
12:25
it’s ridiculously simple and it’s it’s a
12:28
it’s crazy how it works you know just a
12:31
week ago I would say ten days ago I had
12:34
a gentleman from LinkedIn I’ve never you
12:37
know I post content on LinkedIn and I’ve
12:39
never heard of this guy
12:40
but and he’s never messaged me but he he
12:44
clicked on on the link on LinkedIn or he
12:47
clicked on my ad he went to my funnel in
12:49
and saw my video and then he went back
12:52
to LinkedIn to message me like he didn’t
12:55
even
12:56
he’s not even tech savvy enough to feel
12:58
comfortable filling out the form he went
13:00
back to LinkedIn you know but but you
13:03
know we’re gonna fly there in a couple
13:04
days I’m bringing one of my partners and
13:06
and he’s paying us he’s paying two seats
13:09
five thousand dollars for a three and a
13:10
half hour session and he’s paying all
13:12
the expenses to get there so you know
13:15
that’s like a very small example but but
13:19
the key thing so once I get there
13:21
I mean is it all dock kids I gotta
13:23
interrupt here because I don’t think
13:24
everyone understands really what’s
13:25
taking place here so if correct me if
13:27
I’m wrong but basically what’s really
13:28
happening is you and your partner each
13:31
being paid five grand to go to his place
13:33
to really end up pitching him a hire
13:35
thing
13:36
correct yes beauty is I’m gonna give him
13:41
a free seminar on he and I’m gonna use
13:44
my expertise so you guys use your
13:45
expertise but I have expertise in AI
13:48
mobile apps a lot of technology so he
13:50
wants to know about some some some
13:52
things but I’ve had people hit me up
13:55
about soldiers like social media is
13:56
really hot is the most intriguing thing
14:00
for a business owner right now is to
14:02
figure out how do they monetize social
14:04
media how did they get lead so that’s
14:05
the one that I would encourage people to
14:07
go after executive coaching is really
14:09
big one business growth is really big
14:12
you know some of those but but but yeah
14:14
so essentially kind of reeling back what
14:16
we’re gonna do is we’re gonna go there
14:17
we’re gonna give him a free seminar
14:18
we’re gonna stand up in front of him and
14:20
probably six or seven of his people and
14:22
we’re gonna completely wow them with
14:24
what we do people we know and things
14:28
like that and at the end we’re gonna ask
14:30
them if we can be the ones to help them
14:32
do this whether from a consulting
14:34
standpoint or we can do done for you so
14:37
one of the things that I that I kind of
14:38
teach with entrepreneurs who work with
14:41
me and I you know I’m we help enable
14:43
them in this is I teach them kind of the
14:45
three packages the three basic packages
14:48
one is do-it-yourself so do yourself is
14:52
kind of like what we’re gonna go do here
14:54
with this with this gentleman Tony we’re
14:55
gonna we’re gonna we’re gonna go show
14:58
him some stuff but he has to do it
15:00
himself right so these are kind of quick
15:02
easy hits and but he has to do it
15:06
himself
15:06
then there’s done with you which is more
15:09
like a hackathon or something like that
15:11
where three four days project and we’re
15:15
gonna help enable his team to learn
15:17
funnels to learn webinars to learn
15:19
they’ll buy a click funnels account
15:21
though buy a funnel scripts account
15:23
they’ll do all those things so we kind
15:26
of reveal all of our secrets and we
15:27
enable them and we train them now those
15:29
those will be you know 25 to 80 thousand
15:32
dollars right typically they’re gonna be
15:34
in that
15:35
and then the high-level one is done for
15:38
you so there’s there’s you know do
15:40
yourself done with you are done for you
15:42
and done for you that’s where you can
15:44
easily charge 100 and 120 to you know
15:47
about a quarter million dollars you know
15:49
those are those are the easier ones to
15:50
get and you know there’s ways you want
15:53
to go about pricing those and
15:54
structuring those deals so that it makes
15:56
sense for them and that’s kind of some
15:58
of the psychology that we go through in
16:00
our training in our courses and in our
16:02
you know we have free consultations and
16:03
stuff like that that we will help people
16:05
understand like how do you go about
16:07
pitching two hundred thousand dollars
16:09
without scaring the crap out of somebody
16:11
right I think you wanna
16:12
so there’s psychology things that I’ve
16:14
learned and you know I learned when I
16:17
was a young kid I I would always go to
16:20
the best salesperson and I would say hey
16:22
can I can I do ride-alongs with you and
16:24
it was amazing what I would learn you
16:26
know and so I learned all these things
16:28
about you know positioning so that when
16:31
we position the price me and the client
16:34
are on the same side of the table like
16:36
we’re both fighting for the same thing I
16:37
sold him on it we’ve anchored on a
16:39
result he wants the result or he or she
16:41
wants a result and now we’re both ready
16:44
and excited so now the only thing left
16:46
to do is how do we pay for this you know
16:48
how do we work together to pay for the
16:50
so let’s get creative let’s think of
16:51
ideas that’s maybe restructure the deal
16:53
it’s do half up front and payments over
16:55
six months or you know you know so so we
16:58
can work with them on that and but yeah
17:02
but you know so that’s some of the
17:04
exciting stuff that we’re you know
17:05
starting to share with with your guys
17:07
community and in the entrepreneur
17:09
community is how do they go out and do
17:11
that you know I just think that it’s so
17:13
awesome this is one of the things and
17:15
why I was so excited to have you on this
17:17
podcast is because people don’t
17:18
understand the opportunity that so I
17:20
mean nothing frustrates me more than I’m
17:22
sitting there talking to person they
17:23
feel like well I have to start off with
17:25
a $7 tripwire that then is going to lead
17:28
into it they’re going up this they think
17:31
that they this sales ladder basically
17:33
caps out at $1000 I’m like are you
17:35
serious
17:36
I mean the opportunities that exist for
17:38
a person who really understands and
17:40
funnels in that I think one things that
17:42
you’ve just done an amazing job at James
17:44
and that is helping to really understand
17:47
the need that really exists
17:49
in the typical business world that you
17:51
so much greater so much greater than it
17:55
is in the you know online world that we
17:57
hear so much about and I think I really
17:59
hope that you know those people who are
18:00
listening this podcast are understanding
18:03
that really the biggest market is taking
18:06
people from online to offline and
18:08
dealing in the offline world which you
18:11
just crushed it for four decades yeah I
18:13
think it’s awesome yeah and it’s like
18:15
it’s like the funnel is like a
18:16
combination of using online technology
18:19
and online automation which is
18:21
clickfunnels and in an in-person phone
18:24
calls and those kind of things right
18:25
it’s and based on what you do you kind
18:28
of can come up with your own you know
18:30
funnel but but those are the kind of the
18:31
general ways that it’s structured in the
18:33
one of the biggest things I would
18:36
encourage you know just kind of a gives
18:39
it give some people who want to get into
18:40
this space like a uh you know just they
18:43
can take this and they don’t have to
18:45
learn it for over the next ten years so
18:47
in business somebody taught me when I
18:50
was 22 they said James don’t ever go in
18:54
there and do that again and I said what
18:56
we just want to deal we just want to do
18:58
and he said you don’t ever want to go in
19:01
there and sell him your features and
19:02
your functions he goes businesses don’t
19:06
buy that and I said well he just bought
19:08
it and he said he he said you bought it
19:11
because he solved the problem in his
19:13
mind that you’re solving a problem and
19:16
he said businesses buy solutions to
19:19
problems so they’re either gonna buy a
19:21
solution to a problem when you hear
19:23
about solution selling and those kind of
19:25
things the solution solves a problem and
19:28
so they’re either buying a solution to a
19:30
problem or they’re buying a system to a
19:33
problem so so then the reason I
19:35
delineate that is I think in the
19:38
internet marketing world and some of the
19:39
entrepreneur spaces and coaching spaces
19:41
you can actually sell people your
19:42
philosophy like you can sell them an
19:45
idea but businesses don’t have like a
19:49
way to ROI to the board your philosophy
19:55
yes it’s it’s so like unless you’re Tony
19:58
Robbins or you have some massive
20:00
established brand
20:02
that your philosophy rocks the world
20:05
they can’t pay for that but if you if
20:08
you change it into a system now they’ll
20:13
buy it and so when I saw that it just
20:16
changed my entire selling perspective
20:19
and it changed how I position things
20:22
online and everything and I learned this
20:26
from from from being a Jim Jim Rohn
20:28
student Jim Rohn was the guy who
20:30
mentored Tony Robbins but but Jim Rohn
20:32
used to say that you know selling is
20:35
about heaven in hell and he would say
20:38
that hell is where your customers live
20:41
[Laughter]
20:43
he’s like if you if you don’t realize
20:46
your customers are in hell then you’re
20:50
not you don’t really believe in your
20:51
product and I was like that is a great
20:54
point so it’s like you got to realize
20:55
where what does Hell like for your
20:58
customer without you without your
20:59
product what do they feel what are they
21:01
sense right and then you need to show
21:03
them heaven you need to say hey heaven
21:07
is this right like lower cost per lead
21:10
more leads more streamlined lead
21:13
Automation you know you know all those
21:17
kind of all the same those same value
21:19
propositions that in internet marketer
21:21
reviews right so so that’s heaven and
21:23
then the system is the 12 steps or three
21:27
steps to get you into heaven I was like
21:32
this is the and I’m telling you I’ve
21:34
used that for almost 15 years when we’re
21:37
preparing how to present something it’s
21:39
funny I’ve worked for small startups you
21:41
know six employees at telling AB before
21:44
we got big an IPO the company some small
21:47
little teeny companies all the way to
21:48
AT&T; and it’s funny how when we get
21:51
these big marketing MBA managers and all
21:53
these people telling us how to sell and
21:55
I look at all their stuff and I go no no
21:56
no I go we’re not gonna present it this
21:58
way guys I go we’re gonna talk about
22:00
heaven in hell and how to get to heaven
22:04
and so and you know obviously we don’t
22:07
come in there and say hey I think you’re
22:08
in Hell right physically say that but
22:11
that’s the psychological psychology when
22:14
you’re trying to sell a solution
22:16
or whatever you do to a business is that
22:19
you know they’re they’re in a serious
22:20
serious state of need and you you know
22:24
you so you don’t want to go in there and
22:26
you know like you want to hit on your
22:28
results that’s huge right but your
22:29
results is you have to understand your
22:31
results is like the Utopia
22:32
it’s the heaven so if they don’t
22:34
understand the contrast it’s gonna be
22:36
really hard for you to sell your value
22:37
oh I love that I’m just taking some
22:41
notes here as you’re talking about I
22:42
think that’s amazing
22:43
I’ve you know honestly it’s it’s so
22:46
funny because I I hate people talk about
22:48
you know you know competitors and
22:50
competition all this time and and we
22:52
were joking in the office of the day
22:53
nothing excites me more than a good
22:55
fight as far as I love to having
22:57
competitors out there but at the same
22:59
time I also I don’t really see other
23:01
companies as quote-unquote competitors
23:03
because I live in that that world you
23:05
just described as far as heaven and hell
23:07
I truly believe that without quick
23:10
funnels and what we do that they
23:12
literally anybody I talked to you any
23:14
entrepreneur any best small business
23:15
owner is is truly living in a life of
23:18
hell and here is our ticket out for him
23:21
and I just I think that is such an
23:23
amazing analogy I love that so thanks to
23:26
Jim Rohn and not most importantly thank
23:27
you for sharing that again I think
23:29
that’s awesome yeah and I remember you
23:31
know I teach this to a dozen sales reps
23:34
I’d sit along we’d we’d walk them
23:36
through their system or entrepreneurs
23:37
we’re teaching this too and I’d you know
23:39
coach them through and I I go make sure
23:41
at the end it’s so clear what are the
23:45
four steps to heaven to whatever your
23:47
utopia is right like they have to see
23:50
that clearly and that that system is
23:52
what they buy you know that’s awesome
23:55
that is so cool
23:57
I think that’s why as you mentioned
23:59
earlier as far as the importance of
24:00
really believing in what you do if you
24:02
don’t believe that you really can’t take
24:04
your clients from Hell to heaven it’s
24:06
really hard to sell that yeah yeah I was
24:09
with a an entrepreneur after the funnel
24:13
hacking live event here in Dallas and
24:15
you know this this gentleman had a
24:18
really good system of getting in with it
24:22
with executives and he thought he could
24:23
you know he thought he could sell kind
24:26
of his ideas and I kind of met with them
24:28
and I just said you know I don’t really
24:29
you’re don’t I just said you know I
24:31
don’t think me and you are perfect fit
24:33
and then at the end he closed this
24:36
folder and I said what’s that what’s in
24:39
the folder and he said oh it’s just my
24:40
notes and I said well it looked like you
24:42
had more than notes that I said because
24:44
I saw like a bio of you and what is that
24:46
and you didn’t give me any of that what
24:47
is it and he brought it to a one-on-one
24:49
meeting I was like you know he’s asked
24:50
him and he said oh this is my system and
24:53
I said show me that so it shows me that
24:57
and he’s got a bio of me printed out a
25:00
bio of him printed out a talk track of
25:05
the you know he had like a six-page
25:08
system and I said sit down
25:10
let’s talk about this again what you
25:14
just showed me right there we can sell
25:16
because I guarantee you businesses want
25:19
their people to know about that right
25:21
like all the philosophies and stuff it’s
25:24
just it’s hard to ROI that right in
25:27
businesses and people have been burned
25:28
by that but if you present it as the
25:31
system or the manual the playbook or
25:33
those kind of things now you you have a
25:36
real shot a very good shot I love I
25:39
totally love that fact I’ll also love
25:41
the word playbook I think a lot of
25:44
business owners understand the
25:45
importance of the playbook you know I I
25:46
know you were a college football player
25:48
and yeah and it’s funny a lot of the CEO
25:51
is a lot of a lot of the top high-end
25:53
people I’ve dealt with in consulting
25:56
everything else I’m always amazed how
25:58
many of them have been athletes yeah
26:00
some sort of no it’s just
26:01
and I’ve jock around about this all the
26:04
time with my kids and yeah I’m a huge
26:07
believer in sports and the importance of
26:09
it I just think you learned so much but
26:11
part of that is it’s the competition but
26:14
it’s also the playbook and yeah I know
26:16
that you’ve got your own secret playbook
26:18
as far as you know how to go through
26:19
five to six figures you know be to be
26:21
sales help people understand what what
26:23
that PlayBook is and and obviously how
26:25
they get it and all that kind of stuff
26:26
yeah so um so what what I’ve done is I
26:30
put out you know kind of the the key
26:33
pieces of my playbook which is what’s my
26:36
best funnel to get people in what’s my
26:39
best presentation so
26:43
so I give I give away a template that
26:45
has 70 slides a number of years ago we
26:47
paid a marketing company seven thousand
26:49
dollars to build this 70 slide
26:51
presentation now you don’t need 70 but
26:53
you use the template and based on your
26:55
presentation you just pick the two or
26:57
three slides you want to use based on
26:59
the graphical layout and it just makes
27:01
you look like a total rock star like
27:03
these companies are like who made the
27:05
PowerPoint there they always say that’s
27:06
like a beautiful slide I mean it just it
27:09
gives you instant credibility so so I’m
27:11
giving that away as well so I’m giving
27:13
away my the best funnel for free it’s
27:15
the whole script of how it works the
27:18
best PowerPoint template we’ve ever used
27:20
and I’m also giving away the the script
27:23
of how do you present a five to six
27:26
figure price tag so how do you go about
27:28
pitching the price how do you do the
27:31
price drop how do you anchor off of
27:33
certain value propositions those kind of
27:36
things so so all those things are we
27:39
just kind of put together it’s kind of
27:40
the the meat and potatoes of the
27:41
PlayBook that we use and it’s at James
27:43
smiley org if people want to go download
27:46
it for free they can get it there and I
27:50
actually I had somebody recently because
27:53
I was on Stephens podcast and I had a
27:54
couple people asked me they said what’s
27:57
a playbook and I said I said have you
28:00
ever played sports and so they you know
28:02
anybody who’s ever played any kind of
28:04
sport knows like you might have a
28:07
hundred plays right if you’re in junior
28:10
high you go to high school there’s
28:11
thousands and you go to college there’s
28:12
maybe hundreds of thousands of plays in
28:14
combinations but if you’re like in a
28:16
third down on the two yard line on the
28:19
right hash you don’t need to know all
28:21
the plays you only need to know like
28:23
three plays there’s only three plays you
28:24
run in that situation right like and so
28:27
that’s what a playbook does is it lets
28:29
you know by scenario what do I pitch a
28:32
customer or what do I do in a certain
28:34
scenario right so it it helps kind of
28:37
simplify it helps to simplify what you
28:40
should pitch what you shouldn’t pitch
28:42
where you should go with the
28:42
conversation where you shouldn’t that
28:44
kind of thing so that’s what like a
28:46
playbook and business would be I love
28:48
that again James I totally appreciate
28:50
the analogy and I think anybody who’s
28:53
listening this if you don’t have a
28:54
playbook first of all you have to create
28:56
more
28:56
and the other thing I’d highly recommend
28:58
is go ahead and check out James he’s
29:01
giving away from for you guys basically
29:03
for free you just go to James smiley org
29:05
and on the very top there you can see
29:07
the free b2b funnel secrets playbook my
29:09
secret playbook to five six-figure b2b
29:11
sales the exact playbook he used to
29:13
getting hired by 48 of the fortune 500
29:16
scale sales of up to 300 million dollars
29:19
from Silicon Valley sass company IPO and
29:21
trained over seven thousand six-figure
29:23
b2b sales reps so guys if nothing else I
29:27
highly recommend you guys to go to James
29:28
smiley org check out its funnel because
29:30
as soon as you click on download the
29:32
playbook now the next thing you’re gonna
29:34
run into is a really cool form basically
29:37
that he’s using to go ahead and capture
29:39
exactly what he just talked about where
29:41
a prospective clients paying in five
29:44
grand to go out to Benchley pitch up so
29:45
I just I love ID okay I’m not giving
29:49
away your secrets here as far as no but
29:51
I think it’s so awesome James it’s just
29:53
yeah it’s so cool for me to see people
29:55
who are actually implementing things
29:57
that truly work and aren’t just talking
30:00
about philosophy and you’ve mentioned

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