Unknown Speaker 00:00
But the key is, right practice like a jigsaw puzzle. Start with the edge pieces first, do the introduction, just the intro clip, nothing else, don't even bother with the rest of your presentation. Do that intro 50 times, you run your sales scripts 50 times you look at the question the objections that clients bring up physicians bring up, why aren't you applying that methodology in presentation? Do the exact same thing that made you successful in sales? Okay, if they bring up this objection, smile, say this, do this response, do the same thing. And presentations 50 times the intro, then do the same thing with the conclusion. What's a great movie with the terrible ending, terrible movie, then tackle the middle?
Claire Davis 01:02
Confidence and mindset are 90% of the battle in almost everything we do in performing in an interview in being competent in front of a physician and being able to say, I don't know
Unknown Speaker 01:16
100% clarity, you know, what I would say is the fear is a bit different. Because what you'll find interesting clear, is when somebody is really young, let's say three years old, five years old, seven years old. And this is why I encourage people who are listening to this to do the random word exercise with their family, kids, nieces, nephews. And the reason is because they'll always do the exercise better than you will. Because they don't care. They just go Oh, yeah, bananas. Yeah, bananas are the adult is over his over thinking they're going what banana? What type of thing? What's the possibility. But as they get older, when they're 10 years old, usually you see a shift. They don't really they're scared about their communication. Because at that point, they get to a place where the education system has kind of boggled them into believing that communication is a chore. So how does this play into everyone listening? We talked about the random verdicts. So doing that more gives you more internal confidence. And the same way with me. I didn't start coaching CEOs of healthcare companies and all these other people. I started with 15 year old girls, and boys and I worked my way up over time. And that's really the secret.
Claire Davis 02:32
Do you think that there's an amount of prep that people should do when they're going to be doing? You know, this exercise? Do they talk about, you know, a variety of topics? Is it the same one until they perfect their banana message? What does it look like?
Unknown Speaker 02:49
Yeah, so I looked at the random word exercise, my philosophy, but then I'll give you a specific prep for in general, for presentations, is the idea that you don't get points for how well you do it, you get points for how many times you do it. So for anyone who's done the exercise less than 100 times, which is everyone listening to this podcast, unless you've heard me speak before, is just do it. Do it over and over again. And until you've done it 3000 times, like me, we're not at the level that we can be. But obviously, you don't have to do it 3000 times. Just do it 100 times. But the other piece of that clear is the question around prep. What is something that we can do for making President's Club and a sales organization, we're giving informational workshops, were helping our community of other sales reps to show our process. And that situation, how do you want to prep? I call this the jigsaw puzzle methodology. So you know, those puzzles used to do as kids, Claire, you know, those toys. So here's, here's my question for you. When you work on puzzles, which pieces do you start with first? Yeah, so the trick question.
Claire Davis 03:58
Well, I feel like I'm cheating, because I've heard you talk about this before, but I would start with the edges.
Unknown Speaker 04:05
Absolutely. Why? How would you answer it? Because it's easier because I know the answer. So it's like, so Right? Because because he's there to pick out the box. Absolutely. And then we work the winds in the middle. But in communication, we don't do that at all. We're busy sales wrap. Okay, we made president's we gotta give this workshop next week. So what did we do? Crap, I got a workshop in three days, I didn't prepare for it. So I'm just going to shove a bunch of content in my slides. I'm going to start with the middle first Sub Sub Sub Sub Sub, and then you get to the presentation. And you go and you ramble throughout the whole thing. Yeah. And the last slides on something like this. Yeah. Thanks. Not the right approach. So instead, practice like a jigsaw that was filled you could give this you can like interview yourself. Like God bless The key is, right practice like a jigsaw puzzle. Start with the edge pieces first, do the introduction, just the intro clip, nothing else, don't even bother with the rest of the presentation. Do that intro 50 times, you run your sales scripts 50 times, you look at the question, the objections that clients bring up positions bring up, why don't you apply that methodology in presentations, do the exact same thing that made you successful in sales, okay, if they bring up this objection, smile, say this, do this response, do the same thing. And presentations 50 times the intro, then do the same thing with the conclusion. What's a great movie with the terrible ending, terrible movie then tackled the middle? Here's what I would say to simplify it, write it out. But let me be very clear with what I've made clear, do not write out the whole speech. So if your keynote is 30 minutes, you're only writing out the first two minutes. That's it. So let me give you kind of a contrast, A versus B. So person, a, Claire is more like, Okay, I'm going to spend 45 minutes writing the whole thing. And then I'm going to spend another two hours practicing the whole thing two to three times. So after a few hours, what happens, you're tired, you're exhausted, you don't see a lot of momentum, because you presented the whole thing like twice, and then you get lunch and you don't look at it again until the day of and you go Oh shit, I got a presentation. Again. It's kind of scenario A, which is typical with busy professionals. What's Scenario B, Scenario B with let's see, with three hours, first two minutes, 10 minutes, whatever, write out just the introduction, it takes like a few minutes, it's not hard. And then you're going to spend the next hour just repeating that sucker over and over and over again, that after only an hour of practice, you'll go, Wow, this introduction is solid, I am so good at communication. And then you can have a momentum that, oh, I've never seen myself present really, then the second hour, you do the same thing with the conclusion you spend 10 minutes writing the conclusion? Not forget about the content, forget about the middle, just a conclusion. You're reading out the conclusion. And then you spend the second hour running that sucker over and over again, boom, boom, boom, second hour, practice your intro, and your clothes are perfect. And you're getting lunch. And you're like, Yeah, I can't wait to get back from lunch. I'm actually excited to get back from lunch. So now I can spend the rest of my time figuring out the middle. Okay, so
Claire Davis 07:20
you've got these the capstones, so to speak, of your speech? And then do you feel like mostly people know what they're going to say in the middle? I mean, do they even really need to outline it in depth? All you need is
Unknown Speaker 07:34
the key. What's the key idea? What are you trying to drive in this presentation? And your your content is just what are the three boxes, the three tools, the three stories, the three analogies that you're going to share to defend your point of view. That's it. And then you could write out a bunch of ideas and figure it out. But the key is experimentation. But let me take on a bigger challenge that I think a lot of the top sales professionals don't really think about, especially the context you gave, which I'll repeat for the audience, which is you get into presidents, and you give a workshop explaining your sales process at a national convention, or to people in your own sales teams. That's very typical. I agree. And I was coaching somebody in President and I just asked him a simple question. Because they were super nervous. It's out there. We're gonna die in this presentation. And let's call her Jennifer. Let's say, okay, so you're worried about this presentation, I just asked her simple question. What's the worst thing that's going to happen? Let's say you bomb, what happens? And she responds immediately with, they're going to fire me. I was like, let's, let's think about that. Let's really think about that. Jen. Out of all, how many sales reps are there your company? She might say? Let's say 300? What number are you out of all 300? She goes for? She's number four. And she won like number one or something last year? So she's like, top five? If you if you screwed up your presentation, do you think the seals really wouldn't fire you? Is that really realistic of a thought? She goes, Yes, it is. It's like are you sure? She does? Probably not. Why? Oh, because I bring in millions of dollars of business. I'm like, No shit, Sherlock, Jo the price to realize that you're the prize. If you sound like a clown, and these presentations, the CEO can't do ship to you. Because they don't want to leave it for another medical sales. In fact, the CEO I'm sure is already shaking your head by you $200 steaks, massaging your back for you. Because people like you are hard to find. I know I would if I had a great sales rep like that bringing me millions of dollars of business and olives to give them as a percentage and a trip to Cuba with their family. Yeah, that's a pretty good deal. If you screw up your presentation at the national convention. I'm still gonna clap. I don't give a shit. But the problem is, is that you give a shit. That's the problem, right? The problem is you're too worried about what other people think of You win, you have to realize that hey, and that's what the rent award exercise get does for us clear. If you do it so many times. The goal, the real goal of the written word exercise is that it removes the fear of judgment. Because after you do it 100 times, you're like, Well, I don't even care if I get lemonade. I'll just do it. And then when you apply them to presentations, my God, will you be beautiful.
Claire Davis 10:23
I read once that once you back to when you were talking about this shift that you see when kids turn like 10, to 12. And I heard that that's when, you know, psychologically, our psyche shifts where we start paying more attention to what other people think about us than what we think of ourselves, we start feeling the intensity of judgment and taking it in. So I really love what you're sharing. Okay, so I want to go back to those three exercises you talked about. So
Unknown Speaker 10:55
I'll give you four. So I'll give you like an extra bonus. So the third one is questioned drills, though a lot of sales reps are probably already doing this. And these are the top people in the field, but I'll just explain it really quickly. A lot of us when we're giving presentations, were very reactive to the questions from a crowd, rather than proactive. So let's say we're standing there, and we asked, we're presenting, then somebody goes, what about this and you think about it. But we don't have that problem in our sales process, because we know all of the objections that our customers are going to ask us. But we don't apply that mentality in our presentations clear. So questions are super simple, every day for five minutes. Reflect on one question, that you think people will ask you about your presentations, and write out the answer. And do that once a day. If you do that for a year, you'll have answered 365 questions about your field with only five minutes of work every day, and you'll be absolutely unbeatable. And that's part of the reason why I'm decent at podcasting stuff a lot more to go. But the reason I'm decent is not because I'm special or unique or any of that stuff. I've just done the question drill exercise like 800 times, I have people and you know this in my community who drill me on like the hardest questions about things, I don't really know the answer to you like, what about this? What about this? And I was like, oh, I should probably think about this. So because I'm going through all of these questions, you become invincible in your industry? Because there isn't a question you don't know the answer to anymore. And then the last one is so simple that no one does it. Video Messages, My God, just make a list of people that you care about. And that's also good for you as well, Claire, take the top 15 clients in your business, the amazing work that you're doing with sales, medical sales professionals to send the video message though, I'm sure you already do it, because I'm sure I've already told you to do it last time. And it just drives so much business for you. Oh my god, it's like free money. Most people don't.
Claire Davis 12:53
But really, you're so right. And when I started implementing video messages, it changed the game. Because even though this stuff has been around for years, no one's using it. So going back to what you said about if you do these kinds of simple, we're not talking about, you know, take a complex course and implement, you know, principles from Plato and Socrates. We're talking about Smith, send out video messages, write answer questions to yourself, and most people aren't spending the time there. And if you do, my God, how much you can set yourself apart. It's truly incredible. And you see if you really see it, once someone's been in the field long enough that they can start getting comfortable in that or when the when the physician looks at them and says, Hey, Joe, this isn't working, what's going on. But you've already answered these questions for yourself. Many times over, there's that comfort level, which builds trust with your customer to figure it out on the fly. And I mean, the sky's the limit from from there. So and something you mentioned that I don't want to gloss over was ask yourself a question, and then answer it in five minutes. You like I'm doing right now. And sometimes it's about getting those sound bites together in a short amount of time do you think most people have? Do you think it's easier for most?
Unknown Speaker 14:26
So so it's expanding in the sense that there's a lot of questions that will get after we just didn't think about. So when when that happens, we get very long winded as we come up with an answer. But once we have an answer, a lot of us also settle for that answer. Hey, well, I know that question. And I know the answer to that question. So I'm just going to keep reusing my long winded answer, versus what the best communicators in the industry do is they don't settle for the average answer just because they have one. I'll give you an example. So let's say through all the questions that you've asked me Obviously, I could ask the same questions over and over again, no one's gonna ask me what my favorite color is. And it's blue. Color. Good. Dark. And I always say, Hey, answer this question better. So for example, the most important one that you asked me today, how can people get started? My past answers weren't good. But I feel the answers that are given our lot better, because they're easier to apply. So in the past, when I got that, well, how would you get started, I might say something like, oh, you should go to Toastmasters. If you can't afford a coach yet go to an accountability group. And this bad tips. Or I would say something like, implement the for silence drill, get a partner force them to put these all legitimate tips they work. But the problem with them is they're not instantaneous. Whereas the tips that I share now, video messages, random word exercise, and question drills, there's no excuse, you don't need a partner, you don't need a coach don't have any another human being in the room, you can literally do that, like the second, the episode ends. So even, even if I give good answers, I'm constantly never settling for those good answers. And I'm always pursuing, what is the excellence that I can deliver on a podcast that no one in my industry is willing to go after. And that's really that, that willingness to be the best. That's what really pushes you and we're all doing that in sales to people are listening to this. We're just not doing it in every other area of communication outside of the sales process.
Claire Davis 16:40
So this seems like something everybody can do. Now, I have a question for you. Because I know you have seen speakers have all different, you know, strength styles, and they've got your favorites. But when you are looking at two different speakers up on stage, can you can you anticipate before they even begin, which of those speakers is just going to nail it in is like in the zone ready to deliver? And which one is like, Oh no, we're in for a ride? Like, can you tell the difference is there like a physical confident
Unknown Speaker 17:18
I would need to hear them for 30 seconds to make the assessment. And the reason is really simple because the best communicators are thoughtful about every second, because for the best in the industry, every second is worth a million dollars. So they make sure that every little syllable that comes out of their mouth is worth something to the audience. So it's obvious when somebody gets into me. I mean, we know that all those people are in our companies. They come in they're like, oh, what's the update? John? Oh, yeah. We sold like, it's obvious versus Hey, Julie, how much should we sell today? Yeah, so this quarter, we had XYZ, these are the metrics that we hit this objective, this is the next steps. Boom, it's like that person is like ready to go. And the the the the see every sentence that comes out of them as a reflection of the personal brand, they take it as seriously as that. So yeah, it's pretty obvious at that point.
Claire Davis 18:07
So someone is trying these exercises, you know, they're they're, they're doing the random word. They're, they're thinking about it like a jigsaw. They're doing the video messages and all of those things. Let level one right. And so they're getting more comfortable with their message. What's the next tier? What's the next level for people who want to say, Okay, I don't only want to speak on stage, I want to inspire on stage. Because one thing I hear frequently from my, from, from my clients who have to go on and speak at a sales meeting, is they get up there, but they don't know how to say or they don't, they're not sure what they have to share is profound. Do we need to be profound?
Unknown Speaker 18:50
It always starts with what's the end game, especially when you're already really good at what you do. Because if you're a top 1% sales person in the medical field, you're doing really, really well for yourself financially. So the question now becomes, what do you actually want to do with your life? And once you figure out what you want to do with your life, you can then figure out what type of communicator do I need to be to achieve that life? Because there's different types of salespeople, and I don't judge, right, because everyone's different. It's all about understanding what your goals are. So everything we shared so far, this will I mean, God, I don't know anyone in the field who's who does all of us, and especially CEOs in health care who don't even bother doing this because they're worried about getting FDA approvals for things they're not really sending video messages to clients. Right so the key is, is just doing that gets you far but then there's different types of salespeople. There's some are like, You know what, I'm doing half a million in commissions like I'm happy, and that's cool, like, be happy. And then there's other people who go, I want more than just that. Like I really want to inspire my team. I want to create other millionaires. I want to teach what I know I want to create own mess The sales team I want to create this probably will impact more people. So for people with the bigger dream, you need to first sketch out that bigger dream. And that ask yourself a few questions. Number one, what is that dream be as specific as possible? Is it to be the number one sales rep in your industry? Is it about sharing your products, millions of people get really specific, but the goal is, number two, ask yourself who has already achieved that goal? Because there's only somebody who's gotten that goal. But the third question that nobody thinks about, and this is where I added my little Brendon, seasoning on top, is, don't just ask yourself who that person is. Don't just ask yourself what their targets were their business processes with the sales process was their impact dial ups were ask yourself, what type of communicator are they? How are they showing up their communication? And what's the gap with their communication skills versus yours? It's kind of like technology CEOs don't just look at the tech CEO you want to be look at that person and go, how are they communicating, and communicate like that person right now. And that's how you really start to focus in on transitioning from being an informational speaker, to being an inspirational speaker. So when you get to that point, now you're doing very different drills. Now you're going okay, now I need to listen to an hour keynote of that inspiring medical sales person who's crushing it in in health and saying, Okay, what can I take from them, and start copying their strategies and implementing some of them to again,
Claire Davis 21:34
do you have a favorite speaker out there, and it was some time if you guys aren't already following Brendon, by the way, his content is absolutely phenomenal and inspirational itself. But one thing he does really well is, as an observer, he will look at a speaker and break down three significant things about their speaking style, which I really appreciate. I don't think there's enough of the observer content on LinkedIn. So I'm really glad that you do it. But
Unknown Speaker 21:59
the key that I want people to take from this is pick your own speakers that inspire you. So for me, those three people, there's a bunch I mean, I love Brene Brown, I love Marissa Pierre, but also my top three, Gary Vaynerchuk, Seth Godin, and Scott Harrison. But let me be very specific as to why I chose these three people. So people can understand how detailed my thought processes with Michael's Gary Vaynerchuk because I think he's the best speaker in the world on relatability. He's the one of the few people that I've seen in the space, I actually can't even name another person who's able to relate equally to the seven year old woman, because the CEO of Campbell Soup to the seven year old girl, I think it's crazy, that he's able to just quickly relate to all of these types of people. And it's weird, he's like on a CEO call, and a seven year old girl comes up because he saw she saw him on Tik Tok. And he's able to quickly switch into talking to that seven year old girl, and I want that relatability because I want to attract more people towards my mission. So that's what Seth Godin is, because his mind just works. It's just a fascinating way he's able to package information in a way that's so unique, that you go like Hmm, I've never really seen in that white painted wall. And that way before, and that's really what sets gift is, so I try and emulate it that way. And I've listened to pretty much 95% of his podcast library because I'm always paying attention that and I try and emulate that. So you can kind of feel right my aggression from Gary, my packaging like Seth and the third one is Scott Harrison, the CEO of Charity Water The reason I like Scott a lot is because he's a great example of high stakes communication. So for us you know if we don't get our next sale and medical okay, we might not hit president's we might lose a bit of commission we might lose a few 10s of $1,000 in commission doesn't suck Yeah. Is it the end of the world? No, but Scott's a different game clear. If he screws up on stage, millions of people die That's literally how it works. He doesn't raise Yeah, it's nuts. And I try and apply those stakes tests I go I my mentality is if I don't serve people die so there's my detailed answer
Claire Davis 24:29
so that's pretty good. I love how you took the pressure way off earlier and now we are on the other end of the spectrum guys, but you know what you've achieved so much in your speaking career, right? I mean, from your early days and if you guys don't know this, I hope you don't mind me sharing but your roots in competitive speaking, you know, you've achieved a level where that's where you can go now. Right, you now are going for impact and impacting more and more people around the entire world. You know, most of us are hopping up on stage to talk about how we, you know, we're able to get more sales this quarter other than last. And that's a wonderful thing. But I love how you put that into perspective because I think that sometimes we need to have that high stakes feeling that that risk to drive us I know I do. It's gotta be, it's gotta be Do or die for me, I'm either going to do something 100% All the way. Or I'm probably going to pass or think about it. And think about it. So I'm really glad you shared that. Awesome. Well, I know that I could talk to you for hours. It's I'm so grateful to have you here. Thank you so much for being here with us. And I know that probably everybody listening is like where can I get more of these tips from Brendon.
Unknown Speaker 25:46
The first one is the YouTube channel. Just go to master talk in one word, and you'll have access to hundreds of free videos on how to communicate ideas effectively. It's live, it's interactive, it's free. It's super fun. And if you want to register for that and see me in action, you just gotta go to our website, Rockstar communicator.com.
Claire Davis 26:06
I've sat in on one of these and they were phenomenal. It was as it was as informational as it was fun. So if you guys if you have some time and you really want to improve your speaking style, your confidence and not go it alone, do it in a group with Brendon as your guide. This is definitely something I encourage you to go do. Well, thank you so so much for being here. It's been such a pleasure to talk to you again and until next time.
Transcribed by https://otter.ai
