Hello, I am Joseph Rockey. I know that sales will heal the world. I say this for a very important reason, so many of the negative societal tendencies that politicians claim get eradicated when sales are done correctly. Negative societal claims like racism, sexism, and xenophobia, to name a few, the point is that correct sales will overcome them all. And when I say sales are done correctly, it's not the 1960s sales method that we are so accustomed to experiencing.
The 1960s sales method is most exampled by the used car salesman, ‘You're only getting off this lot if you buy the car I want you to buy.’ That's not sales done correctly. That's the 1960s stain all over this world.
Joseph Rockey, Elite Business Conversations
Sales done correctly is, ‘I have a product that I know you will benefit from and I want you to get it because you are experiencing the problem that I solve.’ Boom! That is sales done correctly because now I have just made your world, as my client, better. Then since the client compensated me, I can then go do this for three more people, thus the multiplier effect takes off.
You very quickly realize I'm only looking at people’s problems. I'm not looking at them through any demographic data. There is no capability of ageism, sexism, racism, or any of the other ones sneaking in. Because we're strictly looking at the problem that you as the client have and we're solving it in our unique, special way. That is how sales will heal the world.
The problem is, most people do not sell correctly or even know how to!
Personally, I have spent my life trying to address this problem. I have gone through a lot of different industries to get to this place in my career. I have created over 17 different entities. The way that we sell as a people, as a species, is mostly wrong and horrible, whether that is in person or digitally. There are so many better options to sell that are not entertained. The truth behind why sales are done so impersonally and ineffectively comes down to one common emotion – fear.
When you sell correctly the foundation of your results are your relationship abilities. Yet, well over 97% of people do not know how they form relationships; let alone how to teach someone else how to naturally improve their relationship skills.
I have spent my sales career bringing humanity into the sales process and teaching other professionals how to engage in relationships to be successful at sales. When done correctly you won’t be selling just with features and benefits on a crude surface level. Rather you will dive into your clients emotional ocean to solve the true hidden problem deep within. True and lasting relational impact is made in the depth of your client’s emotional ocean on the surface of the water.
For example of how this would work, let’s look through the eyes of a typical procurement officer. “I purchase iron ore for my steel factory. Well, the reason I choose this supplier is so that my boss doesn't yell at me. I don't want to have extra stressed my life. Do the particulars of the product matter? Well, not as much as avoiding the boss’s wrath.” As a salesperson, you can show up with any quality iron ore in the world. It will not matter, because you are not solving the buyer’s real problem – “‘the stress I absorb from my boss.’”
That's a completely different sale and a completely different conversation than the composition of ore. That is a difference that changes lives.
That also radically enhances the recidivism rate of your sales. For that, when you're dealing with the client’s true needs, you immediately stand out in their world. You will not have a problem with clients clicking re-subscribe or with future orders getting bailed upon.
When you are engaging in sales correctly your client will be irrevocable better off, and you will love your career.
Sales will heal the world.
The fact that sales will heal the world is the ultimate mission behind what I do, and I do want to help as many people as possible. That is why I wrote Casino Sales Master: Proven System to Beat the Odds in Sales and Life.
The sales industry is the ticket to take you from anywhere in the realm of capitalism to anywhere you want it to be in life. The freedom of the economic profitability of being elite in sales makes you industry agnostic because every company in the world needs to be able to sell their product.
If you are elite at sales, you are unfireable. Or said another way, you will always be able to have a job. You have freedom of your life. Once that fact is established, you also have the ability to make more economic dollars and cents than any other position with zero requirements as a starting point.
The way that we teach in Casino Sales Master, is that you, regardless of your starting point, can do this. You were born with all of the relational traits that society has tried to beat out of you and ignore while only focusing on the logic side. You already have the traits and the skills, we just need to bring them back out and show you how to perfect them.
Sure, in the sales process there are certain specific steps and a specific order you need to take them in. That's a fact. But the majority of the training that makes Casino Sales Master so important is that its relationship based. You will learn relationships in a way that's not a dry textbook.
In addition to the book, Casino Sales Master: Proven System to Beat the Odds in Sales and Life, we also made video coaching courses. In those coaching courses you will watch and instantly improve both yourself and your company.
We are all about making a difference. Sales will heal the world, and healing the world is about the biggest difference that we can do right now.
If I could change one thing about my industry, what would it be and why?
It's a loaded question because I think there are a lot of things in the sales industry that are not being done correctly. But the one thing is the starting point in which so many people are failing across this country. It is still being taught wrong in MBAs across the world, and it is a gigantic issue. That is the way that people identify their ideal prospects and clients.
For so long it has been taught that you need to go off the demographic data, this race, this age, this income bracket, this educational level, and so on. Well, I have to tell you, no matter what your metrics or models are, you're 100% wrong. That is not how you go about identifying your ideal prospect or client.
For a lot of reasons, first of which, when you try to go into just these categories that are easy to click boxes for and therefore much easier to do the old style data analytics, you are putting yourself in a scenario that is only limited to those priorities. Now most people try to tell themselves, “I'd be willing to accept anyone.” But the reality is that it does not come to pass. Your entire company is going to be geared towards demographic based data, you are getting away from the truth.
The truth is your company exists to solve a particular problem, That is the only truth that matters. When you start blurring the lines with demographic type information, you end up getting caught into a stagnation mindset.
At the end of the day, it does not matter what a person looks, smells, taste or sounds like. What matters is, does the client need my service and does our solution solve their real problem? When I say real problem, I mean do the emotional and the intellectual problem that my products solve, line up with the problem that this prospect is experiencing? Because if the solutions and true problem are not in line, you were going to be putting prospects through your company's sales force that are not good fits. Thus by definition your sales force is going to have to adjust, bend or alter. What used to be a straight pipeline of success now has more kinks and turns in it like Doctor Seuss drew it. Your revenue pipeline ends up with different size pipes, bends, clogs, and holes – things aren't working.
Why are my clients and employees upset? Why do I have turnover and less repeat business? Because your starting point was putting the wrong prospects in your pipeline. Ultimately demographic data doesn't even know how to look for the right prospects.
Success in any industry requires a successful revenue pipeline. Like any other pipeline the correct contents need to flow through it. Demographic data of any type, including the one that your new spiffy AI is coming up with, will not generate consistent long term success. If you are experiencing poor client conversions, or high employee turnover, wouldn’t it make sense to look at the root of your problem?
What makes Elite Business Conversations different and what sets us apart?
I'd like you to step into a personal world right now, outside of your business, into your personal space and your friends and sphere around you. I want you to think about that one person who started dating someone and basically disappeared. They have no time, money, or energy, for any of their ‘old’ friends.
Well, very often in life, business owners end up doing this with their business and often don't even see that that's what they're doing. At Elite Business Conversations, we help those business owners that are not getting what they want out of the relationship with their business, by changing the business so that it will work without the owners.
Normally the business owners are spending far too much time in their business. And by the way, if you're spending more than 40 hours a week in your business, that applies to you.
At Elite Business Conversations, we ultimately do a complete evaluation of a company looking at every element of the revenue pipeline, the workplace culture, management structure and the ownerships roles. In the revenue space, we start from the beginning; the prospect has no idea we exist through the actual sales where money is getting exchanged for future goods to the good being delivered and the post-sale engagement. We look at everything internally with the company. How are you incentivizing your employees? How are you motivating your employees? And when need be, how are you disciplining your employees?
This is a radical approach that produces beyond working just when the consultant is here but rather we create permanent results. To do this we change the way your managers operate and approach your employees. So many companies are trapped in this sticky, grimy blah from the 1960s. The 1960’s way people sell and treat each other has ruined society and its residues will not leave. It is worse than that stain and the couch. It will not go away. That is the residue of the 1960s method that has permeated business across the world. We cut this cancer out of your company!
Elite Business Conversations transforms your former time sucking business that you serve into a company that works for you. Given that many of our clients start from a point that they no longer want to engage in their business and have thought of shutting the whole thing down, we are proud in our mission to save people’s jobs by keeping the firm’s doors open even if it is with a new ownership group. Roughly half our clients ultimately choose that option.
The other half of our clients re-fall-in-love with their business. They love being in a space of owning a business that doesn't control their life anymore. They are making an impact with their product and their service. And yes, there is certainly the capability of staying in the business, but they won’t need to. Now their company provides a liberating freedom and there is no mental long run anguish of, “I want to break up with my business, I don't know how, so I'm going to close it. And as a result I just fired all of my employees.”
The clients of Elite Business Conversations do not have that feeling. The clients of Elite Business Conversations have the freedom of knowing everything was done correctly. We hate seeing businesses that do not need to die getting boarded up. That is the problem we solve. We prevent your business from dying and we do it in a way that is the most beneficial for everyone involved – the business owner, the employees and the customers.
How does Elite Business Conversations view the latest trends and developments in the business world?
Looking at the future, we're hearing podcast and seeing articles every single day that the future is now, AI is here and there's really a question of how should it be used, how should it be utilized. And that's incredibly important to address.
I want to give you a giant caution point before you dive all in to the AI realm. If you think back to the generation of World War One, the way that people of that era received information was from a radio, more commonly through a newspaper, but mostly through talking to each other.
When you look at that pyramid of distant voice, regular words, or in person communication, what you see is it's really easy to detect a lie. And it's almost impossible to have a robot talking to you when I'm talking to someone face to face.
Essentially, each subsequent generation since then has had a new barrier of technology introduced to them that depersonalizes a connection. So there is less face to face communication, there is more room to question, ‘Who am I actually talking with?’
TV news went from Walter Cronkite, the most trusted person in America, to now there's three different networks that are all saying different things, not even talking about the same stories. “What is real?”
Then the Internet blew up. You can get any answer you want and there's no real way of knowing if it's true or not. Now we're dancing into social media where anyone can say anything, but now we don't know if it's even a person. When Eli Musk bought Twitter, we saw how many bots were already infected in that organization, and that was half a decade ago.
So for everyone out there who thinks that they're going to use AI as this personal great connecting marketing bot, it's not going to work.
Each generation has gotten better at detecting falsities. If you recall, roughly 10 years ago, one of the biggest stories in the sports world didn't even involve activities on the field. It was a linebacker from Notre Dame who thought he was dating someone in real life through the internet, but it really turned out to be a fake person. The story showed a clear stark contrast in this country that is ubiquitous to people under a certain age. Those older could not grasp that this could happen, while those younger are constantly aware of that potential reality.
And the younger each and each person is, the more attuned they are to detecting lies and fraud and dismissing things that could even potentially be on that impersonal radar.
So yes, AI is going to have potential. It can help you through writer's block. It can help you rephrase a sentence here and there. AI is not a marketing solution.
AI is not a communication solution.
Because all you are going to do is put yourself on an ever growing generational divide that says “I can't trust you. I don't want to be a part of this.” There are great solutions to go about this other than AI that I discuss with my clients all the time.
But at the end of the day is if you think you're just going to give a couple prompts and come out with a great marketing platform, you're sadly mistaken. You just don't know it yet, but your business will die as a result of that decision.
