In this episode, we sit down with Spencer Burnett, a former seduction coach turned operations executive. He helps rapidly growing companies create systems and processes to ensure things don’t break apart as they expand.

We talk about the fundamentals of operations, how to help people maximize their efficiency (while actually working less), what it’s like to go from a business owner to an employee, and much more.

Growth is key to any business, but sometimes you need to take a step back to ensure your company is built for long-term success rather than just short-term profits. If you want to learn how to do this, watch the full episode!

0:00 Intro
1:20 How We Met Spencer
3:45 What Makes Someone Good At Managing Operations
9:00 How To Extract Information From People
12:00 Spencer’s Story About His Seduction Coaching Business
14:30 Sales, Persuasion, And Influence
16:20 Being Unattached From A Sale
22:00 Difference Between A $50k/ Month $1 Million/ Month Company
25:40 The Hardest Part Of Going From An Owner To An Employee
31:40 How Spencer Freed up our CRO’s time
37:00 How To Do More By Doing Less
43:10 The #1 Thing Spencer Wants To Achieve

See omnystudio.com/listener for privacy information.

For our sales folks out - ever wonder about the process a lead goes through BEFORE it gets to you?

For our marketing folks - ever wonder what happens to a lead once it’s sent to the sales team?

Today, we’re answering both. Once you understand the optimal way to handle each part of the process, both your commissions and your understanding of business will skyrocket.

Take a seat and enjoy!

1:30 Relationship between marketing & sales

3:41 The 5 stages a prospect needs to go through

7:00 What is a good lead

12:00 Why it’s okay to talk to “bad” leads

18:30 Using data to make changes to your marketing process

24:00 How marketing affects sales

29:00 Why sales & marketing need to be aligned

37:30 The problem with application forms

40:00 The two things you don’t want to hear as a salesperson

42:15 an ideal sales process

48:00 Lessons from selling fitness

57:00 The REAL reason we made the Closing Code group

1:04:30 The importance of branding

1:06:30 We’ll shut down the podcast if this happens

🙏 Thank you for being here! Please remember to like, comment, and subscribe.

Check out the Merch Store: https://tinyurl.com/mr3bvaxd
Download a live sales call: https://tinyurl.com/hrawn8ru
Listen to the podcast: https://tinyurl.com/58f4rzyp
Closing Code Facebook Group: https://tinyurl.com/59j66xwz

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FIND ME OTHER PLACES!
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Website: https://salessniper.net
Instagram: https://tinyurl.com/yckruc83
Facebook: https://tinyurl.com/2p83dhh9
TikTok: https://tinyurl.com/573szbjj

See omnystudio.com/listener for privacy information.

Whether you’re brand new to sales or you’re a 10-year vet, there are certain sales principles that will guide you to success time and time again. In this episode, we’re taking it back to the basics today with a Sales 101 session.

We talk about how to overcome the most common objections (that still stump even the best salespeople), a visualization technique that will have prospects happily handing over their money, some unique comparisons between the Special Forces and sales, and much more.

So pour up your coffee… schools in session with Matt and Pat!

0:00 Intro
4:30 Why Matt decided to go into sales
6:20 What makes someone good at sales?
16:50 Reversing the “partner objection”
22:08 The importance of knowing your numbers
25:30 Lessons from being on the receiving end of 100 sales calls
31:55 Why Matt doesn’t start calls like everyone else
35:00 Getting to the true root of people’s motivation (it’s not money)
40:00 Using visualizations in sales
45:57 The two main schools of sales
45:50 Stories from the military
55:50 Difference between military and business

See omnystudio.com/listener for privacy information.

Do you use Facebook to help promote your business? Are you utilising groups to their fullest potential? In this episode of Coffee Is For Closers Matt Ryder and his regular guest Pat Stuart discuss the utility of Facebook groups and how they can be used to help nurture and grow your potential clients.

About Our Guest:

After his 12-year career in the army, Pat Stuart began training dogs full-time, mentored, and coached by the best trainers in Australia and the world. He is a certified NePoPo instructor as well as an active competitor in the PSA. A former special forces K9 Handler, he now has a business called the Operant Canine dedicated to helping dog owners, handlers, and trainers handle and train their dogs better. He also hosts his show The Canine Paradigm.

Resources:

• Sales Sniper Website
• Closing Code (Sales Coaching Training)
• Visit our FREE RESOURCES page and find just what you need to boost your sales game!
• Join the Closing Code Facebook group today!
• Download the Sales Sniper’s holy grail—the Objection Handling Matrix
• Visit the Sales Sniper merch store!

Connect with Matt and James:

• YouTube
• Facebook
• Instagram
• Email
• LinkedIn

If you liked this episode, don’t forget to subscribe, tune in, and share this podcast! Thanks for tuning in!

See omnystudio.com/listener for privacy information.

See omnystudio.com/listener for privacy information.

How do you identify non-buyer language? What other skills should you learn that will help you become better at selling? And what does “future-pacing language” mean?

These are just some of the questions that we tackle in today’s rapidfire Q&A with some of the members of the Sales Sniper team!

In this exclusive group Q&A session with my team, they shoot all sorts of questions, be it sales or business, with a little bit of roleplay on the side.

Come join us in this fresh, mind-blowing, highly educational episode of the Coffee is for Closers!

Episode Highlights:

1. Hey, guys! What’s up? [00:00]
2. What do you say if your prospect is asking for a guarantee? [01:06]
3. When is the best time to ask the impact question? [03:58]
4. What else can you do to optimise a client’s marketing? [07:06]
5. What should you do in a strategy call if the triage call wasn’t able to take the prospect to your desired outcome? [09:41]
6. A quick roleplay on handling a partner objection [11:01]
7. How do you find the right peers so you can succeed in your business? [12:11]
8. What qualities do you look for in an outstanding sales rep? [14:10]
9. What do you do when you’re selling a 2-week challenge? [16:25]
10. Are there other techniques for handling a partner objection? [19:32]
11. How do you address a trust objection? [20:50]
12. Should you pre-handle a partner objection during the ‘Solution Awareness’ phase? [23:07]
13. How do you use the “heavy is the head that wears the crown” saying in your call? [24:59]
14. How do you remain unattached from your calls when you’re having personal issues? [26:55]
15. How do you identify non-buyer language? [32:10]
16. What does “future-pacing language” mean? [34:35]
17. What other skills can help you become better at selling? [42:57]
18. How do you create urgency in your sales call? [45:55]

About Our Hosts:

Matt and James are from Sales Sniper, a sales consulting agency dedicated to helping companies increase close rates, build sales systems, and conduct sales training. They generate millions in sales for their clients every month and easily get the top done for your sales agency.

Resources:

• Sales Sniper Website
• Closing Code (Sales Coaching Training)
• Visit our FREE RESOURCES page and find just what you need to boost your sales game!
• Join the Closing Code Facebook group today!
• Download the Sales Sniper’s holy grail—the Objection Handling Matrix
• Visit the Sales Sniper merch store!

Connect with Matt and James:

• YouTube
• Facebook
• Instagram
• Email
• LinkedIn

If you liked this episode, don’t forget to subscribe, tune in, and share this podcast! Thanks for tuning in!

See omnystudio.com/listener for privacy information.

See omnystudio.com/listener for privacy information.

Who says being a sales savage has an age requirement?

This week, Yash Gajjar, one of our youngest, most successful Alphas, joins me today to share his success story as a teen sales rep! He talks about his experience starting a business at age 15, why having experience is instrumental to your success as a business owner, and how the Closing Code (and Sales Sniper, in general) helped him become a sales legend in just a span of 2 years.

To all aspiring young sales reps and entrepreneurs, grab a cup of coffee and tune in to this inspiring episode of Coffee is for Closers!

Episode Highlights:

1. Hey, guys! What’s up? [00:00]
2. Applying as a 15-year old sales rep [01:40]
3. James and Yash’s business experiences as teenagers [06:02]
4. Realising that there’s more he needs to learn to successfully run a business [11:35]
5. Mastering sales upon joining the Closing Code [14:43]
6. Joining the Sales Sniper team full-time [17:42]
7. How to avoid getting complacent with your work [19:50]
8. Succeeding as a teenage sales rep [23:08]
9. Yash’s key lessons he learned throughout his career [29:50]
10. His advice to teens and young adults on becoming successful [31:53]

About Our Guest:

A 17-year-old sales rep at Sales Sniper, Yash Gajjar started selling at 9 years old. In November 2019, he co-founded his own coaching business called The Manifested Entrepreneur. After meeting Matt in 2019, he joined the Closing Code Facebook group to hone his sales skills. Eventually, he got absorbed as a full-time sales rep into Sales Sniper and now, he’s one of the top performers in the organisation.

Resources:

• Sales Sniper Website
• Closing Code (Sales Coaching Training)
• Visit our FREE RESOURCES page and find just what you need to boost your sales game!
• Join the Closing Code Facebook group today!
• Download the Sales Sniper’s holy grail—the Objection Handling Matrix
• Visit the Sales Sniper merch store!
• Grab a copy of Think and Grow Rich by Napoleon Hill here.

Connect with Matt and James:

• YouTube
• Facebook
• Instagram
• Email
• LinkedIn

If you liked this episode, don’t forget to subscribe, tune in, and share this podcast! Thanks for tuning in!

See omnystudio.com/listener for privacy information.

See omnystudio.com/listener for privacy information.

The reason why the talk on creating the “best workplace culture on earth” has not yet been put to an end is that there isn’t a perfect solution.

What’s crucial is finding a way to keep employees happy and tethered to your business.

This week, we dive in on good leadership as a key to creating a winning culture in the workplace!

We share what we learned over the last couple of years leading and building Sales Sniper from the ground up. We talk about what the ‘train set’ syndrome is and how you can avoid it, how to prevent conflict between two leaders within the office, and so much more!

So saddle up and get ready for another mind-blowing episode today on Coffee is for Closers!

Episode Highlights:

1. Hey, guys! What’s up? [00:00]
2. Fostering the best culture in the workplace [00:53]
3. The difference between leadership vs. management [07:02]
4. The ‘train set’ syndrome [08:19]
5. How to avoid the ‘train set’ syndrome [13:09]
6. Dealing with split leadership [21:18]
7. Is it better to be feared? Or to be loved? [25:15]
8. Why promotion is better than recruitment for higher positions [29:59]
9. Rewards and punishment in the army and the corporate world [35:18]
10. The formula for a good culture in the army and the workplace [40:25]
11. How you can be a good leader [48:54]

About Our Guest:

After his 12-year career in the army, Pat Stuart began training dogs full-time, mentored, and coached by the best trainers in Australia and the world. He is a certified NePoPo instructor as well as an active competitor in the PSA. A former special forces K9 Handler, he now has a business called the Operant Canine dedicated to helping dog owners, handlers, and trainers handle and train their dogs better. He also hosts his show The Canine Paradigm.

Resources:

• Sales Sniper Website
• Closing Code (Sales Coaching Training)
• Visit our FREE RESOURCES page and find just what you need to boost your sales game!
• Join the Closing Code Facebook group today!
• Download the Sales Sniper’s holy grail—the Objection Handling Matrix
• Visit the Sales Sniper merch store!

Connect with Matt and James:

• YouTube
• Facebook
• Instagram
• Email
• LinkedIn

If you liked this episode, don’t forget to subscribe, tune in, and share this podcast! Thanks for tuning in!

See omnystudio.com/listener for privacy information.

See omnystudio.com/listener for privacy information.

People desire wealth. That’s why selling sales courses on how to double or triple your income in just a matter of days is so easy!

This week, we lock in on a particular sales guru who has been one of my favorite topics in my YouTube channel over the past few months—the High Ticket King, Dan Lok.

What’s wrong with Dan Lok? And what is it about him that just rubs people the wrong way?

Let’s all put him under the microscope and examine the good and the bad on everyone’s favorite sifu.

Stick with me ‘til the last minute as we announce the lucky winner of Dan Lok’s autograph!

Tune in now!

Episode Highlights:

1. Hey, guys! What’s up? [00:00]
2. Matt’s problem with Dan Lok [01:08]
3. Note: it takes time and effort to be an excellent salesperson [07:55]
4. The issue with sleazy “sales and business gurus” [19:38]
5. What they don’t tell you about working from home as a sales guy [25:01]
6. The abundance of sleazy marketing of sales courses these days [27:12]
7. Making promises only when it’s actually doable [34:25]
8. Autograph winner selection! [36:29]
9. The main gripe with sleazy sales gurus [41:14]

About Our Guest:

After his 12-year career in the army, Pat Stuart began training dogs full-time, mentored, and coached by the best trainers in Australia and the world. He is a certified NePoPo instructor as well as an active competitor in the PSA. A former special forces K9 Handler, he now has a business called the Operant Canine dedicated to helping dog owners, handlers, and trainers handle and train their dogs better. He also hosts his show The Canine Paradigm.

Resources:

• Sales Sniper Website
• Closing Code (Sales Coaching Training)
• Visit our FREE RESOURCES page and find just what you need to boost your sales game!
• Join the Closing Code Facebook group today!
• Download the Sales Sniper’s holy grail—the Objection Handling Matrix
• Visit the Sales Sniper merch store!

Connect with Matt and James:

• YouTube
• Facebook
• Instagram
• Email
• LinkedIn

If you liked this episode, don’t forget to subscribe, tune in, and share this podcast! Thanks for tuning in!

See omnystudio.com/listener for privacy information.

See omnystudio.com/listener for privacy information.

These days, you rarely see any business icon without some sort of social media presence—The Wolf of Wall Street Jordan Belfort, Grant Cardone, Ryan Serhant, and even our favorite sifu, Dan Lok!

Social media is now the key to growing and scaling your business.

But because there are literally millions of channels and accounts present out there, how do you start to make big waves in the vast ocean of social media?

This week, repeat guest and host of the popular show The Canine Paradigm, Pat Stuart, joins me to spill the best-kept content creation secrets that will level up your business and get your name out there for everyone to hear!

We talk about livestreaming against setting strict publishing schedules, why business owners need to start dipping their toes a little in content creation, and the one key you need to succeed in your own space.

To all our listeners and viewers who want to get some social media exposure, join us for today’s fireside chat on content creation for businesses and salespeople!

Tune in now!

Episode Highlights:

1. Hey, guys! What’s up? [00:00]
2. Pat Stuart’s claim to fame in the podcasting and dog training spaces [01:34]
3. Getting more clients through the power of content [04:45]
4. Note: It takes time, money, & effort to get good podcast traction [06:27]
5. Livestreaming content on the fly vs. publishing on a set schedule [10:31]
6. Why you must record your coaching sessions [11:23] - snippet?
7. Exerting the effort to create and release quality platform-specific content [15:51]
8. Creating content suited for your specific target audience [21:24]
9. Why asking for non-account-specific scripts is dangerous[24:41]
10. Why businesses and salespeople need to bank on content creation [27:12]
11. The need for investing in high-quality equipment [35:24]
12. The essence of having multiple cameras [41:06]
13. How to start making a name in the podcasting and content creation spaces [50:07]
14. The one key to succeeding in this industry [57:33]

About Our Guest:

After his 12-year career in the army, Pat Stuart began training dogs full-time, mentored, and coached by the best trainers in Australia and the world. He is a certified NePoPo instructor as well as an active competitor in the PSA. A former special forces K9 Handler, he now has a business called the Operant Canine dedicated to helping dog owners, handlers, and trainers handle and train their dogs better. He also hosts his show The Canine Paradigm.

Resources:

• Sales Sniper Website
• Closing Code (Sales Coaching Training)
• Visit our FREE RESOURCES page and find just what you need to boost your sales game!
• Join the Closing Code Facebook group today!
• Download the Sales Sniper’s holy grail—the Objection Handling Matrix
• Visit the Sales Sniper merch store!

Connect with Matt and James:

• YouTube
• Facebook
• Instagram
• Email
• LinkedIn

If you liked this episode, don’t forget to subscribe, tune in, and share this podcast! Thanks for tuning in!

See omnystudio.com/listener for privacy information.

See omnystudio.com/listener for privacy information.

What does it take to be a top one percenter in sales? Is it mastering objection handling? Being an NEPQ jedi?

Ladies and gents, we finally give you the episode that you have all been waiting for. This week, we release part 2 of this two-part series on The Secret Sauce to Joining the Top One Percent as a Salesperson!

Pull up a seat and join me and my good friend, Pat Stuart, as we sit through 55 minutes and talk about dealing with prospects who get sidetracked during a sales call, the value of good decision-making skills, how junior sales reps are doing in the industry, and more.

Are you ready to be a top one percent salesperson?

Every word that we spit in this episode has value that will stay with you for the rest of your life. So stick with us right through the last minute!

Tune in and prepare to get your mind blown!

Episode Highlights:

1. Hey, guys! What’s up? [00:00]
2. A quick recap of the last episode [01:11]
3. Matt’s light bulb moment when he finally understood NEPQ [02:48]
4. The key roles that IQ and EQ play in being a top one-percenter [07:39]
5. Why making great decisions is essential to being successful [09:46]
6. Note: don’t get derailed by external factors! [18:50]
7. A quick tip on how to get your prospect back on track [26:53]
8. What urged Matt to grow his business and expand his niche [28:33]
9. Understanding the value of each lead [34:18]
10. Placing junior sales reps on outbound calls [36:28]
11. The impact of the exposure to technology to young sellers and setters [40:43]
12. Is it bad to be addicted to selling? [45:25]
13. What makes a top one percent salesperson? [50:51]

About Our Guest:

After his 12-year career in the army, Pat Stuart began training dogs full-time, mentored, and coached by the best trainers in Australia and the world. He is a certified NePoPo instructor as well as an active competitor in the PSA. A former special forces K9 Handler, he now has a business called the Operant Canine dedicated to helping dog owners, handlers, and trainers handle and train their dogs better. He also hosts his show The Canine Paradigm.

Resources:

• Sales Sniper Website
• Closing Code (Sales Coaching Training)
• Visit our FREE RESOURCES page and find just what you need to boost your sales game!
• Join the Closing Code Facebook group today!
• Download the Sales Sniper’s holy grail—the Objection Handling Matrix
• Visit the Sales Sniper merch store!

Connect with Matt and James:

• YouTube
• Facebook
• Instagram
• Email
• LinkedIn

If you liked this episode, don’t forget to subscribe, tune in, and share this podcast! Thanks for tuning in!

See omnystudio.com/listener for privacy information.

See omnystudio.com/listener for privacy information.