Jason Gillett reveals tips and strategies for becoming a great salesperson in today's market. Thanks for listening!
[00:00:08] Welcome back to another episode of The Vision Pod, where guests are hand-picked to bring
[00:00:12] value to your everyday life. Enjoy!
[00:00:28] Episode 2, Here we go! Jason Gillett, The Guest Cowboys fan!
[00:00:32] This cowboys fan of all its NFL opening weekend and you didn't tell me we were going
[00:00:36] to be on video so yeah I'm wearing some swag.
[00:00:39] Yeah um so you built a big client base at your at Hansen 4 that's where you work and so how
[00:00:46] you keep them coming back and how have you created that?
[00:00:49] Yeah that's definitely one of the most challenging things to do is even if your clients
[00:00:55] love you we are in an instant gratification society so a lot of times you know sparkly
[00:01:03] things will catch their attention and they may purchase those without reaching out to
[00:01:08] somebody they trust just because they've already been captivated by whatever the marketing
[00:01:12] is or the product is so the best way that I have found to retention for for attention
[00:01:18] of my clients is to make sure I am in their faces. I've used social media mostly for
[00:01:25] that depending on the area the world you're in you know one maybe more better than the
[00:01:30] other or depending on the product you're working with you know tip-talk maybe better
[00:01:34] than Instagram maybe better than X maybe we would have been Facebook or YouTube whatever
[00:01:39] you like but I just find that social media does a great job of keeping me in front of my
[00:01:45] clients it's like the old bus bench at it when you just drive by the bus bench is just
[00:01:50] subliminally always in your face that you know it's it's latent marketing yeah so you know
[00:01:57] that's that's how I keep my connection with people is an active on social media very active
[00:02:02] personally and professionally and it helps you know clients that I maybe haven't been
[00:02:09] able to get in contact with maybe their contact information is changed or they've moved
[00:02:13] or whatever's happened social media bridges that gap and allows us to stay connected
[00:02:19] so years down the road they may reach out to me because they do see me so often right yeah
[00:02:25] and definitely makes you hard to forget for sure yes exactly so I find that's my strategy
[00:02:33] and I don't know if it's a strategy it's just I like doing it that way not everyone likes
[00:02:38] to be public and you know people like to be private I have no problem being public right so
[00:02:45] you know I don't have a problem posting all kinds of information whether it's personal or
[00:02:50] like a safe professional so yeah so what do you do with social media like what are your main streams
[00:02:55] my main stream is well now it's time for a plug yeah yeah yeah that's very nice check on my
[00:03:01] channel Jason Gillette J.S.O.N.G.I.L.L.E.T. I do main walk around videos on vehicles, car reviews,
[00:03:09] tips and tricks also do some travel content, some motorcycle content but mostly vehicle related
[00:03:15] which is my industry so those work really well together so that is one way to keep you know
[00:03:22] ask my clients to subscribe for my channel so that pops up on YouTube a lot for them I also have
[00:03:28] strong influence on Facebook where I live Facebook and also the average demographic I'm targeting
[00:03:36] is probably let's say 30 to 50 year olds not that I don't target you know 20 to 30 or above
[00:03:44] those ages but that is prime automotive clientele 32 you know 50 is probably your prime you're
[00:03:53] cycling out of vehicles quite quickly and those those stages of your life generally so Facebook
[00:03:58] works well as that's the main demographic for that platform I still use Instagram I see used Twitter
[00:04:03] I used TikTok just not as much and I may adapt you know I'm I'm always a big fan of
[00:04:12] you have to change or die yellow pages is one of the biggest businesses in the world at one time
[00:04:18] blockbuster was one of the the premium entertainment content they are not anymore that's right
[00:04:23] they refuse to to change so I use those platforms now talk to me in 10 years if I'm still doing this job
[00:04:30] and I may have transitioned to a different style yeah yeah for sure yeah a lot of adapting the
[00:04:36] sales industry for sure you see that this sales process change can you give me an example of that
[00:04:41] yeah so I used to use mail you know I used to use a lot of Canada Post used to spend a ton of
[00:04:47] money in postage and send out a lot of mail and that medium is not as well received anymore so people
[00:04:55] don't they don't pick up their mail they don't read their mail which comes in the mail I mean some
[00:04:59] things you do but it's not as you know whereas so we transitioned to social media even
[00:05:05] mail this on bits so these those are the things that I used to do that I no longer do yeah I
[00:05:12] used to do a newsletter and now whether it's good or bad some people like newsletter still I don't
[00:05:16] know it's probably still a place for them but instead of putting my focus into creating a newsletter
[00:05:23] developing a newsletter now I put my focus into making a TikTok video hmm yeah cool so
[00:05:29] another thing I recognize you really good at creating personal relationships with people
[00:05:35] right away do you want to yeah so I mean I have never had a problem talking to people so if you
[00:05:43] are a social person I always give the example like when somebody needs to order pizza there's not
[00:05:49] a lot of times you have a room full of people if ten people and you're like hey can somebody
[00:05:53] order pizza there's like probably maybe eight people that aren't super stoked to get on the phone
[00:05:58] talk to another person I was always that person okay I was like I'll look at the pies guys
[00:06:02] give me the phone let's go I'll get I'll get this stuff going um as well as like events and things you
[00:06:07] know I always found I was social that way so having those social skills probably you know maybe
[00:06:14] give you an a leg up and say sure especially eagerness to get on the phone that's uh yeah I'm
[00:06:20] eager to speak with someone I enjoy human contact hmm so you know depending on your you know
[00:06:29] your your character and it's introvert extrovert things like that yeah although I don't think
[00:06:35] there's a hard line now there's many times are very introverted so many times where I will watch
[00:06:40] three movies in a row by myself I don't want anybody with me I don't want anybody
[00:06:45] trooping my time so that's time when I'm not social yeah but then there's many times where I can't
[00:06:52] sit still and I want to go sit at the bar in a lounge and just make friends yeah okay cool yeah that's awesome
[00:07:00] you see a lot of people going out of the sales business do you know what like the main the main
[00:07:07] problems are or problems they see would be yeah I mean okay so a couple of things again back
[00:07:14] instant gratification everybody wants to instantly be successful and instantly also make money
[00:07:23] and a lot of it so in sales a lot of people get into it because they've heard that you're going
[00:07:32] to make all this money right and if you get into it and you make not all that money then it you know
[00:07:38] it can turn you off. Also it's very hard to get emotionally mentally so maybe you do have some
[00:07:47] success you start and you do really well. Right away a lot of what else people do because they're
[00:07:53] eager you have positive attitude right again it's very little about how to sell something or what
[00:08:00] you're selling it's way more about your enthusiasm and your mental state okay so when you start a
[00:08:06] it's like the high moon phase you're excited to be there you love all your co-workers. You know all your
[00:08:12] clients you love this new product you love all of it then what happens is is a thing start to
[00:08:20] boring to your mind and chew away at your energy and your emotion whether maybe you know after
[00:08:26] you are successful you're not quite as successful maybe also in your co-workers or rubbing
[00:08:31] you the wrong way you had a client review the wrong way the product had a failure that was a
[00:08:36] challenge to difficult like to to deal with and these things start to eat away at your energy
[00:08:43] then you start to not sell as much as you did when you first started and before you know it you're
[00:08:48] not making any money and things aren't going well and three months later you don't do that job anymore.
[00:08:53] Yeah yeah that's right how do you deal with the rejection you face because sales and
[00:08:57] rejection. I was blessed and cursed with an incredibly short memory so I can very quickly forget
[00:09:11] how terrible something was I can also very quickly forget how great something was which is always the best thing
[00:09:19] but it's great when you're doing a performance job and sales is like any type of job that's
[00:09:26] performance based so with your professional athlete and your jobs is score goals on a hockey team
[00:09:33] and you make an error the quicker you can forget that error and get back to scoring goals the better also
[00:09:39] you can't ride too high so even if you score three goals in a game the next game you need to forget
[00:09:46] that you are so successful because you're back at ground zero and you score goals again that's right
[00:09:51] you have to have a really really bad memory or be able to just focus on okay the next thing
[00:10:00] you know and I'm not perfect don't get me wrong there's been times in my career where I've wrote
[00:10:05] two high where I've wrote two low but I'm the most successful when I really just keep it even
[00:10:12] forget the lows for get the super highs just keep that even kill. That's right yeah I remember
[00:10:18] when I first started you were telling me quite a bit using analogy of Patrick Mahomes no matter
[00:10:23] how good he is he still has to practice so how do you practice with your job? Absolutely so and that's
[00:10:30] that's another trap to avoid as you become successful in sales or whatever you're doing
[00:10:36] is getting an ego and thinking you're amazing I've been humbled many many many times in life
[00:10:42] and in professional business or someone who is not as experienced as I was comes in and does
[00:10:49] something better than me or gets better results or is it's very successful and I look at that
[00:10:56] and I just stop and I go here is a moment an opportunity to learn cool so you have to just keep learning
[00:11:04] from from everyone around you so I mean whether it's wow I you know one point time I didn't know
[00:11:09] anything about Facebook or TikTok or whatever right so I had to I had to learn those things and
[00:11:15] the other part of that really is is your product you really should be a professional even though
[00:11:25] that's not the driving reason people necessarily purchase things from other people
[00:11:30] a lot of times they already know the product very well that is looking for someone to help them
[00:11:36] you know your craft you should know it. For a musician unless you have a disability you should
[00:11:42] know how to read music yeah it tastes high man ever to learn that but you should know if that's
[00:11:48] going to be what you do for sure yeah 100% what keeps you motivated through the slow seasons
[00:11:54] there's a lot of fast and slow seasons in the all right sales industry yeah that's a tough thing
[00:12:01] when you're in an industry that has peaks and valleys and and the automotive industry has a lot of that
[00:12:08] you know trying to keep yourself motivated is is difficult I have a couple of things that motivate
[00:12:17] me so my main motivations are a little greedy I do love money okay and that's kind of a good
[00:12:24] thing to have if you're if you're a sales person because if you if you think you can live off
[00:12:32] of a dollar a day and you really don't need money I found it's not the greatest quality in a sales
[00:12:38] person because they aren't necessarily interested in hitting the highest target levels because they
[00:12:45] don't need the money right you know if you you know all I need to do is sell the bare minimum of
[00:12:51] product in order to make the bare minimum of money which I am totally comfortable in making
[00:12:56] then it gets hard to push yourself so the money it can be very motivational and then the other
[00:13:02] side of things is is just are you competitive with yourself with your co-workers and you know
[00:13:10] a Dale Carnegie is a very well-known person for you know his motivation and how to build friends
[00:13:20] and not work and influence other people and do things like that and one of his roles role number 21 is
[00:13:25] Dueling Guns which is find someone to be competitive with whether it's yourself or someone else
[00:13:30] and let that competition push you through the Lex levels. That's right yeah yeah for sure yeah I know
[00:13:39] for me like what keeps me motivated is like God has given me like a skill set in different gifts
[00:13:46] and how can I be the best steward of those gifts that he has given me that's personally where
[00:13:51] where it comes in from me perfect yeah yeah and everybody has to find different motivation I mean you
[00:13:56] have to find motivation the world is a hard place so just to get out of bed to overcome
[00:14:04] tragedy which is always going to happen to you know overcome all kinds of things you have to
[00:14:12] find things to keep yourself moving forward so find what works for you again there's certain
[00:14:18] things I find in in sales they'll work and that may not be the same thing that works in sales may
[00:14:24] not be the same motivation that works in a podcast or build a home for sure or whatever you know
[00:14:30] like if you work in a hospital and your job is to treat trauma patients there might be a different
[00:14:37] motivation than then competing with your peers or monetary gain for sure yeah so cool control
[00:14:47] controlling the situation in sales you don't want to lose control so how what are some tips that
[00:14:53] you'd have to maintain control throughout the process okay so there's lots of books written on
[00:15:00] these subjects how to maintain control of a customer how to keep things on track and I mean
[00:15:07] some people are pretty natural at it but there really is techniques and you can really study these things
[00:15:14] and I always encourage that I've done a lot of you know a lot of learning on these kind of things
[00:15:21] and the more you practice them the better they get but you know this it comes out of some
[00:15:29] really basic basic principles to be honest like okay it's really basic so much like politicians do
[00:15:36] you know acknowledging peoples requests and then and then bridging that and moving on to what's
[00:15:43] what's important yeah and not being afraid so I think a lot of times the reason one person or
[00:15:50] another maybe has control and it's it's a really negative way to look at it to say control because
[00:15:55] who wants to be controlled right I don't want to be controlled as a buyer you know I want to dictate
[00:16:01] things on my terms however if I'm dealing with somebody who's good at their craft I do want
[00:16:09] to have trust that they're going to walk me through the process they should sell this product more
[00:16:15] than I purchase it so if I'm trusting them then I do want to follow the way they they want me to do things
[00:16:23] yeah and that's another thing is as if you are good at your craft having the belief that this is
[00:16:28] best not only for myself and getting the result I'm looking for but for my client if they really
[00:16:36] follow what I'm going to lead them through they're going to have a much more pleasant
[00:16:40] pretty big experience they're going to see more value for what they're purchasing they're going
[00:16:45] to be happier and I'm going to get them the right product yeah so not being fearful because when
[00:16:51] you're afraid if somebody says something to you and you're afraid instantly of rejection
[00:16:56] you're going to lose your your possible sale or you're going to scare this person away
[00:17:02] then you may not have the the fortitude to look them in and I and tell them the bad news
[00:17:10] for sure or you know get into a little bit of confrontation I don't mean big confrontation but I just
[00:17:16] mean not always being a yes person in a other situation in some situations saying
[00:17:23] Judah I understand where you're coming from but let me explain something and see how that goes
[00:17:30] yeah and that I mean that also comes to your people skills delivering news back and forth
[00:17:35] how good are you at doing that yeah and on how good how good are you at stopping somebody
[00:17:40] from the direction they want to go giving them pause giving them time to consider and changing that
[00:17:47] yeah I do think it does take time for sure like you're not going to be a natural out of right away
[00:17:51] yeah and those situations when you're dealing with someone who is maybe a little bit
[00:17:57] you know they're controlling or they're abrupt or whatever when you're new it's not always the
[00:18:02] easiest to do it takes time but you know what you can still be really successful in your new because
[00:18:06] again attitude enthusiasm emotion will carry you through 90% of your clients there's only 10%
[00:18:14] you really need to learn deal with the drill like that yeah I think your your hard work and your
[00:18:21] like attitude sets you apart from other people how how were you brought up oh okay well
[00:18:30] I was raised on a hobby farm okay so you know we had a quarter section of land we're kind of
[00:18:37] in somewhat in the middle of nowhere okay that's all relative yeah anyways we had horses and we had
[00:18:44] dogs and cats and we played outside a lot and we wrote snowmobiles and yeah so I was
[00:18:51] raised I was raised in this area which gives me good connection that's where I like that that's how
[00:18:57] connected my clients a lot of times through yeah being a local but yeah that's where I was raised cool yeah
[00:19:06] so I think that's pretty much it thank you for awesome awesome yeah follow us again time yeah
[00:19:14] I want to do this podcast at the very time so cool cool thanks cheers