This #1 Sales Trainer Has Trained 1.5M+ Salespeople | Daniel G 🤑 EP115

0:00Yeah, that's where we're at now. Did a couple million salespeople online and offline. and probably well over 700 events at this point. We live on the road. Pick a vehicle that you can have a lot of reps in very early on. You can't talk to a lot of people about a very luxury item. Now everybody's just in this aggression to close money. But before there was great sales reps, like when our parents, you know, were in sales, when they were car sales, real estate sales, older people that you meet that done billions inside of real estate, they were like lambs. They were very calm, cool. They would ask you, how's your family?

0:30What's new with life? now we don't have people that can create conversations anymore when when you're in sales you should sell like a lamb and that's the person's like yeah don't even worry what else what do you guys got going on for the holidays and i think that's hard for people nowadays because they're they're they're just thinking about the commission but they forget that it's personal on their end ladies and gentlemen welcome to the money mondays typically this podcast takes place in an RV motorhome, but we're in Miami. We got Daniel G here. There's all these events going on. So I want to catch him because this guy speaks at over 50 to a hundred events a year.

1:08He's spoken over 700 events. I think the number is higher than that, by the way. And he's trained over 2 million people about sales. That is his expertise. He lives and breathes it. And you can see it through his social media. It exudes from him because he loves it. He's passionate about it because there's the thing. If you believe in what you're selling, it's rude of you not to sell it. and so this is the person that exemplifies that so Daniel G give us a quick two minute bio so we get straight to the money yeah I mean I started sales since I was young I by the way I didn't start sales because um I wanted to become a salesperson like some people probably look at me now and they're like oh man that guy must have been passionate about sales since he was young you know I started sales because just like everybody else it's one of those professions you kind of fall back into you're not passionate about sales and then sometimes just like myself you find products that you like it turns into love it turns into passion like i almost found my passion in sales at 14 when my parents split up you know i had nothing else to do but you know knock on doors and sell products so i started direct sales at the age of 14 years old um never stopped since like i took a i had a bad six month period inside of my life which was college and university i always say that was like my bad period um but but you know after that i dropped right out at 18 and a half, got right back into B2B sales, did it for about six years, found a gap in the industry very early on.

2:27I was always training sales. Like when people look at me now, I was doing this since I was like 14 in a warehouse training new sales reps because we had the ability to build a sales team. And I was 14, kind of like Stormy's compensation plan that you were just interviewing. So I was, you know, I had the ability to train salespeople when I was young. So I was already great at training sales. So this was what I'm doing right now is like my passion project that just now pays me. Like I didn't even expect to become a sales trainer. When I opened up my business, I opened up a sales agency because I found a gap very early on, kind of maybe when I met you guys 2016, 2017, I said, oh, this coaching space is gonna blow up.

3:02Nobody has sales reps. Let me start training my sales reps and get these young guys sales jobs. So before this whole high ticket space was even, I think there was probably one guy beside me back in Canada that had an agency and we started training outsourcing sales reps. And now, you know, like I said, just because I love what I do, you know, the training thing has just picked up steam because I used to do all the events for free, travel for free, speak for free. And yeah, that's where we're at now. Did a couple million salespeople online and offline and probably well over 700 events at this point.

3:31We live on the road. Live it. Yes. Yeah. And so now after speaking for free, because a lot of people want, aspire to be a speaker and don't realize that a lot of people actually do speak for free because it helps the personal brand or maybe they have products or maybe they have services or there's other reasons for speaking because it levels them up. but you're getting paid people are paying you 25k 50k 100k sometimes more to speak at their events or their corporate events talk about the transition of when you decided okay i've spoken at a couple hundred events now for free i built up this personal brand i'm not going to speak for free i'm going to charge 25k 50k 100k etc you know the the first thing that's interesting that you said that because there's a lot of people that probably come up to you and me and the question is like how do i become a speaker and i almost stop people and i say wait wait wait you're almost starting with like the end in the beginning.

4:11And that's like almost saying to somebody like, Hey Dan, um, you know, what sport should I pick if I want to become famous? Right? It's like, wait, what do you do? And what value can you offer? Because people hire Daniel G. Yes, I get it. I have great energy, but the end of the day, like I narrowed down just sales. Like I never moved anywhere else. I'm, I stuck with sales training. I show sales training on my social media and people hire me to solve a specific problem. Hey, I got the sales company. Can you come out and train? we have salespeople, we have a sales audience, et cetera. So going back to the question, what was the transition?

4:44Just, I guess when, when people started asking, like, how much do you charge? And I said, oh, now you're ready to pay. The real transition for me was, when do you go from charging the hourly rate of what a professional gets paid, which is a thousand to$5 ,000 an hour. If you're doctor, lawyer, engineer, cause that's your money beliefs inside of life. It's like, okay, a doctor, lawyer, engineer is getting paid a thousand, two thousand, three thousand if they're great lawyers per hour. So that's what I was trying to help. Oh, an hour keynote, let me charge$3 ,000. Let me charge$2 ,000. And, um, that was, that was like, and I love that it's, you know, the money mindset, money Mondays, because that was my trauma.

5:26I said, I'm only going to charge based off the hourly rate and not the, the problem that we solve and Nate, the money, that event or that company is actually going to make. I never had that thought process. So I was always like 5 ,000 an hour, or I'd get super happy when I tell my guys in my old office, like 2021, this wasn't too far out of 2022. I'd be like, man, I just charged him 8 ,000. And they said, yeah, for one hour, you start doing this math breakdown. First of all, you got to travel. You got to take time off the office. We lose money when we travel, which people don't know as well. Right.

5:55And then you start thinking like, shit, what that's, what's that company going to make after I train their salespeople? It's only can take a couple sales. So I was charging based off the hour and my trauma with money, not based off the result that I can actually provide them. And then it's, you know, I had to go through a lot of money trauma and ask myself, why do I charge that number one? And then number two, you know, what's the result that I can actually provide to them and give that person a logical ROI as to why I'm worth this. And then the universe also tells you, and the marketplace also tells you what you're worth.

6:24Like, you know, a lot of people, Dan, they also say this, You know, they also say, oh, my keynote fee is 50 ,000. I say, that's great. But how many times do you also speak per year? Sure. That's like the most, your keynote fee could be 50 ,000 when you're in demand. Right. But your keynote fee cannot be 50 ,000. Just be like, oh yeah, but you're charging 10. Cause I always got ripped on in the industry. I'm like, yes, but I'm speaking right now. And if anything, if anybody knows anything about branding, cause I mastered my branding part. I said, you know, your online game is just as good as your offline game.

6:54The more they see us with people offline, the more the online game trusts you. So in the beginning stages, I'm just trying to get in front of people. I didn't care who it was. Like that was the most important part that social media, if they just see us on podcasts, they're not gonna really trust us anymore. So yeah, I just, I let the marketplace, when you send an invoice and you tell them, you know,$15 ,000 for the hour and they're like, send it over and it gets paid right away. You say, okay, wait, now I got it, you know, increase it a little bit, right? Yeah. On the sales side, there's a lot of questions I have there because there's a lot of people that are out there that are now considering getting into sales or maybe they're scared to pick up the phone or they don't know what product to sell.

7:31How does someone decide and get the confidence to go sell a certain product or maybe selling for a coaching, you know, a coach, et cetera? Yeah, that's a great question. I think, you know, the first thing is in sales, it's almost what we talked about at your pop-up. It's like the confidence part. And I always tell somebody, you know, pick a vehicle that you can have a lot of reps in very early on. So let's say, for example, whether it's high ticket sales or selling a low ticket product, I wouldn't go to luxury where the product is two, three million dollars plus because you can't get like the pit out of your stomach.

8:03You can't talk to a lot of people about a very luxury item. So that that way, like when you're in a lower ticket bracket, five thousand dollars under, you could talk to a lot of people. You can make a lot of cold calls. You could shake a lot of hands. I want a product that can serve a lot of people. That way I can get in the reps of just approaching, you know, dealing with early on objections. so anything that is very low ticket number one number two where you actually resonate either with the vehicle or the pathway like some people you know they pick things where it drains them to sell it's almost like content when people are creating content I say hey does your content feel like it's draining you and it's a literally drain or do you feel like it's a fountain and you could be pouring into it so it when you're looking at a product figure out something where number one you can get a lot of reps in very early on this is like for the first year to two years something where cold calling's heavy, right?

8:52Even if you're working for an entrepreneur, ask an entrepreneur, hey, by the way, do you have untouched leads for the last three years? Door knocking, very heavy. Something like Stormy's business where you could shake people's hands. Something where you could talk a lot of people. So someone's going down the rabbit hole, they're searching around and they find, okay, this is the one. I wanna go sell for this coach or this product or this service or for roofing or solar insurance or all the different options, but I wanna stand out. How can I stand out in the office or how can I stand out in the group chat to be one of the better salespeople?

9:21Yeah, I think everything, you know, Dan, some people say, you know, well, I made the calls just to say they made the calls or they show up to work just to say I showed up to work. And I was speaking about this last night. I said, there's one sales rep that just does everything to say they did everything. And then there's one sales rep that while they're doing it, it's not the, you know, we've heard this line inside of sales, you know, fortunes in the follow-up, right? And I said, fortunes in the amount of times you attempt on the first conversation. Fortune is all in the attempts. It's when you're on a conversation and that entrepreneur that you're working for or that company or yourself, and you're a salesperson yourself, you did all this work to generate a lead, harvest the lead, brand marketing, prospecting.

10:00You got them on a booked meeting. They told you, no, thank you. I'm not interested. I need to send me over some information. I need to think about it. And you gave up after the first attempt because somebody told you fortune's in the follow-up. And by you programming your mind where you're like, oh, I just got to follow up with this person a lot of times, then you just quit on the first call because somebody told you fortunes in the follow-up. And I said, a great sales rep, they stand out when they know all their money is made on the third and fourth attempt. It's always done one more time. Like all the money in sales is made on the off hours, number one, six to 12 o 'clock at nighttime and on the weekends.

10:31And it's made in all the attempts on one conversation. When we get a phone call comes inside of the office, the stat in sales is you got to follow up with somebody six to eight times before they buy a product. And I've been studying sales since I was young. Brian Tracy, Tom Hopkins, Zig Ziglar. And I said, why does nobody ever talk about the stat of how many attempts should you be doing on the first phone call, which would lower the amount of times that you have to follow up with that customer. And the rule of follow-up is, I don't wanna get too deep here, but the rule of follow-up is you only follow up on the true and tried objection of what they give you on the first phone call.

11:01So majority of sales reps follow up on the wrong objection because they haven't attempted enough time to get the bare naked truth on the first phone call. So realistically, that, like, if I go look at a sales process, I say, huh why is it taking you guys on average six weeks to close out a deal or four weeks well that's just the follow-up process and then i go look at what the reps following up with hey by the way did you get the money did you get the funds did you get the funds and i say ah here she is following up with the wrong objection because they didn't attempt so many times to get the bare naked truth when you attempt three to four times on one objection even if you don't close out the deal on the first call it actually shortens the follow-up process because now you're following up with the real fear, the real barrier as to why, you know, the deal doesn't happen.

11:41So I think it's just, you know, one more time. Everything for me is like, try one more time. Did you go back in one more time to try to get, you know, the truth of the objection? Cause usually the objection moves, right? Like I have this, I have this one thing where I'm like, if you're an amateur sales rep, you never trained in sales and we can't, you know, go through objection handling right now. But I said, imagine somebody tells you, um, I need to speak to my spouse or I'm not interested or I need to think about it, or I don't have the money. Right. Um, it's kind of like a brush off. It's like if a guy approaches late and she's like, oh, I have a boyfriend, right?

12:10Sometimes that's the same lady that goes home and is like, oh, I wish I had an amazing boyfriend, but they know that's the easiest way just to get a guy off, right? Same thing with customers. We are customers, by the way. We are prospects. We tell people this 24 seven. So I said, even if you're not trained in sales and you wanna see how objections move and you can attempt one more time, because the goal of a sale is just stay in the conversation. The goal is just to stay in it. Like you don't have to be a great closer. As much as my brand is like world-class closer, where I'm like, you have to be a world-class conversationalist.

12:37Stay inside of the conversation. That's the best salespeople in the world. So one day on social media, I was making this video with Steve and I was about to go into role play with one of my guys at the office. And I was about to, I can't remember what objection was. It was like, okay, I need to think about it. And something happened in my mind where I said, you know, forget about this. And I scrapped it away and it was live. I said, what if you guys just said two words to get back inside the conversation? Like you could say, yeah, think about it. What else? I'm like, just two words. usually the prospect will be like, yeah, and last time, you know, one of my friends, just by tour, just by being like, what else?

13:10Because you're not putting gasoline on the first objection that they give you. And a goal of a great salesperson, when you stand out to go back to your questions, the person that can stay in the conversation longest. So usually when you're just like, yeah, don't worry about it. So what else do you got going on? They will talk. The objections will always move. And the greatest salespeople in the world, I mean, now it's harder when I look at the sales market prior before to now. Now everybody's in this aggression to close money. But before there was great sales reps, like when our parents were in sales, when they were car sales, real estate sales, older people that you meet that done billions inside of real estate, they were like lambs.

13:47They were very calm, cool. They would ask you, how's your family? What's new with life? Now we don't have people that can create conversations anymore. So I say the goal of becoming a great sales rep, right now I'm in lion mode. That means like I'm in real aggression mode because the cameras are on, we're training. But I think when you're in sales, you should sell like a lamb. And that's the person that's like, yeah, don't even worry. What else? What do you guys got going on for the holidays? And I think that's hard for people nowadays because they're just thinking about the commission, but they forget that it's a person on the other end.

14:17So I say, you think like the lion, but you sell like the lamb. That's the best line inside of sales. And I've created that because I said, everybody's, back then when you look at old salespeople, they were always lambs. Like I meet some of my friends now, 65 years old done a billion in real estate I met this guy two months ago and now I know why he sold a billion in real estate because I could see the way his language is he's like so how's your mom doing tell your mother I said hi I said this guy doesn't even know my mother right but like just the level of how they build report is just so simple it's it's like a lamb because you could stay in the zoo with the lamb you can't stay in the zoo you can't stay in a conversation with lions gonna eat you right so I say learn how to be relaxed because you know the moment you raise your aggression, that's when they know you need them.

14:59And the moment they know you need them, they don't need you anymore. So this last year on social media, we finally seen in particularly that people are hiring more and more and more for sales groups, hiring people that have sales companies, hiring individual salespeople. And I'm seeing people post about left and right, because it's finally becoming a common discussion. Obviously sales have been around forever, you know, hundreds of years, but the last few decades, there's been sales groups and sales programs and sales training. But now I'm seeing so many that are looking for that one sales rep.

15:28I think they're taking a high risk by just hiring one, right? Because sometimes they come and go, sometimes they get a better offer, sometimes they leave you because they're getting a better, you know, someone's approaching them to, or poaching them. So when someone's getting, how do I say this, approach to want to go work for them, there are a lot of options. There's base salary, straight commission, which most of the time is straight commission. What would you say that they should be looking for if they're going to go work for me, for example, and they're going to go work for me? What would you say to that person, that salesperson?

15:58Like, Hey, this is what you should ask Dan for. Yeah, a hundred percent. Well, I mean, I'd always go straight commissions. The, the, the moment somebody comes in and asks for a salary, what they're saying is I don't believe in my sales skills. Number one, or I don't believe in my consistency. Number two, we never hired anybody off a base salary inside of sales, but I think it's more so of number one, you know, I look at two things. If I'm a sales rep and I'm going into high ticket sales and just even me, if I'm going to service as an agency, a client, I'm looking at two things like either a, do they have good marketing or be good branding?

16:30It'd be amazing if they have both. Right. But what's the longevity of like, how long have they been running their marketing for, you know, what's their branding look like? And also like, how do they invest as an entrepreneur? Because here's what happens. Sometimes you will be a sales rep and you'll go work for this fancy the entrepreneur online and maybe that entrepreneur doesn't like they don't really care about the software they're just trying to do a one-time launch so sometimes it's good to know about the past and ask them questions about like hey where do you want to be in the next five years because the way somebody invests their time and their dollars right now is a reflection of where that entrepreneur wants to go in the future so if that entrepreneur has four million watches and four million bugattis but then maybe you don't see infrastructure that signals a red flag for me because I'm like, okay, this person spends more on themselves than they spend more on their business.

17:16So the longevity of the business, what he's basically showing his company or her company is, I don't care about the longevity of his business based off the way I invest my money right now. Not like every single action and every single investment an entrepreneur does right now is a reflection of where they wanna be inside of the future. Even for myself, sometimes I'm like, why do my personal expenses outweigh the business expenses? Would I even go work for myself if I was a salesperson? Because I got caught up in that when I was young. I love when you made the videos, just like last week, you posted a video.

17:42where you said, you're like, buy one watch, buy one car. Like people don't get this because like after a while, it's just like us doing a stage. You become desensitized. It's just like the car, but that entrepreneur thinks like seven cars is gonna fulfill them, right? And then they go crazy on personal expenses. When in meantime, most people that you see that have those things, those are just a by-product because they spend so much inside of their business. So I think for me, again, going back to the question is just look at the past of that entrepreneur. look at the way the investor dollars right now and look at their branding and marketing.

18:15And a good point that you also brought up for sales leaders when they're hiring salespeople, the reason why you don't wanna hire one person from the other perspective is because then you don't know if it's ever a process problem. If you just hire one person and Sally comes in and sells for you and then Sally does amazing, then you think you got a good sales process because Sally's doing amazing. But maybe Sally's like somebody like Daniel J and they have 15 years of building blocks and they can sell plants or they can sell ice to an Eskimo. it's great to hire three people because then you know, oh, Sally's shitting the bed and these people are doing amazing.

18:49Sally, we have a problem because maybe you can never really figure out your process just based off one person if you're serving off one person and you can never point fingers either. You can never be like, hey, you're doing bad or you're doing good, right? So I think it's very important from a safety aspect and at the same time to figure out your processes, to figure out if you actually have a good process and you're not basing off of personality. The worst thing you could do as a leader is to hire and run your company off somebody's personality because personality is not duplicatable inside of the business.

19:19So what I do is called free, cheap, affordable. Holy shit. Free is podcast, social media, things like that. Cheap is aspire tour, you know,$50,$100 tickets, elevator nights. People can buy little programs for$100, books for$20. affordable is$6 ,000 for operation black site 20k for different things 5k 10k type things and then holy shit is$100 ,000 right 100 million mastermind one-on-one coaching things like that and the reason for the different price points is you don't know where people are in their journey or their trust in you along their journey they might be able to afford 100k but they might want to jump in the 20k first or the 6k first or maybe you just buy your book for 20 bucks and so we have an ascension model in theory but there's other people that just want to skip right to the 100k They just want the most expensive thing.

20:06They walk into a store or they walk into a restaurant or they walk into a nightclub and they just want the most expensive car, the most expensive bottle, the most expensive thing. And so for someone that has products, that has coaching, what would you say to them about thinking about their price points of what they should be offering so that a sales rep can have the most success working for them? I think, you know, looking at the price points, I love how you, I love how you pan it out because what it does, it's like, just like you said, you never know based on where somebody's at if they're just trying to figure out trust with the person, right?

20:37Like for me, I'm that person. Like I'm that person where it's like, okay, they have 100K mastermind, but how fast can they deliver the book to me? Because that's how I am. I just judge off of speed and delivery. And I think that's important. So I think for everybody, they should all have the models where, you know, some people think they should just go high ticket right up front and just charge a$50 ,000 package. but at the baseline, it's like, how much brand building did you do on the front end to break that barrier of trust? So you could have a$50 ,000 package if you start off, but how much did you give for free?

21:06And I think some people are scared to give for free. And I think if you're scared to give for free as an entrepreneur, like do a lot of low ticket things or completely free, like you and I do, pop-up events, build relationships at events, and we still do it till today, right? A lot of free things. It's that means that I don't think you have enough value to give on the backend. And that's something to check yourself on. Like when people are like, oh, but you're giving way too much. let's say we have like a school community and it's super super cheap and my whole team is like man but i think we're giving too much i'm like don't even worry about it because when they come in the mastermind i have more i have more advanced psychology stuff that i can talk about sales so give this all to them i'm not scared right because if you give them and you know this dan for being in the industry for decades if you give so much good information on the back end they want to peel back the curtains regardless that was like my social media 101 i if you know i tell people when when we have people call us in and they want to buy sales education i tell my sales guys and sales girls 24 seven.

21:57I say, guys, if they can't don't twist nobody's arm, come to go back to Daniel G's Instagram. It's like a sales university. Like I, I attest to this. A lot of the bullshit that is sold online through 95 % of people that are sales trainers, what are the cases? Or they're selling some programs go back to my Instagram. I can guarantee you could figure out the whole sales process. If you really dissect the last thousand videos, I did it all for free. Every single objection, every way you prospect, every way you make a phone call. You know, how do you close out deals, the difficult objections? How do you build confidence inside of sales?

22:30Because I know I can go deeper on the back end, right? So I think some entrepreneurs are scared to give away for free. And then it's like, I think they got to go back to studying and making sure like they're actually passionate about giving away because when you're passionate about something, you're a fountain. Like, you know, I love like when we were at the pop-up event, I'm watching somebody like Gary Breck on stage and I'm watching this guy. And I said wow finally somebody like you could tell when he speaks he's a nerd about it he loves it he loves it and that's what makes him so good where he's just a fountain talking about it it's very hard to like kind of get me to listen to a speaker because i'm like they really just don't believe in it he can geek out about it and he the reason why i know that is because the moment he got on stage he went to people right away and it's like what are you guys facing with right now.

23:16Like, forget about my talk. And I'm like, ah, finally somebody that's in it to solve a problem for somebody. And the only reason why I could do that is because he prepared because he's a geek about it, right? Most people can't talk a lot about their business because they don't know a lot about their business, right? So I think the level of your preparedness equals your brand, the way you market, promote, and give your offers. And that's a$100 ,000 speaker that came for free for us because we're just giving back to the community. Right, wow. You know, like he just landed at 4.30, came over there and spoke at 6.30.