Salesforce Checkup: Are Your Companies Sales Healthy? -Update-

Show Transcript:

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Announcer

And now America's Healthcare Advocate, Cary Hall.

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Cary Hall

Hello, America. Welcome to America's Healthcare Advocate show Broadcasting Coast to coast across the USA. Our producer, Mr. Darren Wilhite I'm your host, Cary Hall. This is your show, America. Thank you for joining us and making us one of the most listened to and now one of the most viewed talk shows across the United States. We appreciate all of you out there. That podcast number for the last 90 days was up to 186,800 of. Yeah, I mean, that's pretty remarkable. Okay. So it just keeps growing. We post every one of these shows on all the podcast platforms so I can name them all day. But we have two new ones, The Audacy Platform now, and also on Rumble, that's a brand new one that one as well. So now I think we're on 14 of those. So all the podcast platforms were up on and of course YouTube and the numbers on YouTube just keep getting bigger and bigger and bigger. The number of minutes is all of you are watching these things on YouTube, so we greatly appreciate all the listeners in the audience. We also appreciate all of you that follow us on YouTube.

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Cary Hall

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Cary Hall

All right. In studio with me once again, Dan Stalp, welcome back.

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Dan Stalp

Thanks for having me back.

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Cary Hall

Well, we're glad to have you back from the Sandler Institute. We're going to talk about your Sales Health today. I have to give my producer, Dave Thiessen and credit because he coined that phrase. I kind of like that kind of dialed in to America's Healthcare Advocate. This is your Sales Health. And so I thought that was pretty good.

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Dan Stalp

I love.

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Cary Hall

It. I thought it was great. So you and I talked about having one of your clients. Come on. So joining us in studio today is Brett Eckinger. Thank you, Brett, for coming in today.

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Brett Eckinger

Yeah, thank you for having me. I appreciate it.

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Cary Hall

You're not just a one time student of the Sandler Institute, you're a two time student of the Sandler Institute.

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Brett Eckinger

That is correct. Two different companies at that, too. Yeah.

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Cary Hall

So we're going to talk about that today and we're going to talk about you. I just wanted you to hear and Dan and I talked about this from somebody who actually had gone through this program. How much did it help them? What did they gain from it? What you know, what what what was the outcome after they did this process?

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Cary Hall

As you know, I talked about this on the last show. We've got two of our salespeople in this for the one year program, the 13 month or 12 month program, and it's made some we've made some impactful changes that have come out of, you know what my two guys are learning going through the Sandler Sales Institute program. So let's just recap for everybody a little bit, Dan, about Sandler, what you do here in Overland Park and how easy it is for people to get involved in the program.

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Cary Hall

And, you know, there are different ways to do it. You can do it, you know, remotely by Zoom or you can do it in person. Let's talk about.

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Dan Stalp

That. Yeah, you bet. So Sandler training, first of all, it's a proven process and there aren't a lot of proven processes out there, but there's more than one. We're not the only one. But the other thing that's different about our program is that people come in weekly and they stay with us on average just over four years. So the reason that's unique is that just going to something doesn't mean that you're going to do it.

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Dan Stalp

And just doing something once in a while doesn't mean you're going to master it. So what we're really looking for is people actually change their behaviors and form new habits as it relates to sales.

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Cary Hall

You know, it's funny because you see these you get these email blasts and you get these these advertisements about motivational speakers are coming to town today and you can learn how to sell Zig Ziglar or whatever, you know, whoever it is, Right? Yeah. And you go in there and you've got 2 hours of yippee today and jumping up and down, you walk back out and then what do you got?

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Dan Stalp

Well, for a few days you got something and in 30 days you're back to normal.

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Cary Hall

Yeah, it is. It's exactly what it is. Yeah. I mean, they're kind of like feelgood things, but, you know, hey, if you like that, you want to do that.

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Dan Stalp

It's better than nothing. I would I wouldn't shy away from that. But we call it a mental lollipop.

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Cary Hall

Yeah, it's a mental lollipop.

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Dan Stalp

It tastes good for a while, but it doesn't have any nutritional value.

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Cary Hall

I going to use it. That's a great that's a great it's a great line for radio. A mental lollipop. That's good for a while, but doesn't last real good. So. So kind of walk through a little bit about the Sandler Institute and you know how these programs work. So we've got our two guys in there. Yeah, Stephens’ there and Vince is in there.

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Cary Hall

This started really well. I just saw the evaluation of Vince the other day. Let's talk a little bit about more about that.

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Dan Stalp

Yeah, and I might have Brett jump in on this too. So we're not only do we train and coach people, but we also help with selection, you know, through an assessment. It's basically like an X-ray of the person before you hire them. And we're able to run that based on their quadrant of of sales, like the type of sales that they're doing.

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Dan Stalp

So but normally when we start with a company, like when we start with Brad, you know, they already had sales people on on the bus and we assess them just to get an idea of where they were and also, you know, how we could coach and train them. But at the end of the day, if we can do that before we hire them, we can have even more of an impact because sometimes, you know, a zebra was hired, but we needed him to do giraffe work and so we can train and coach him.

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Dan Stalp

But that next just never going to be long enough.

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Cary Hall

Yeah, that's interesting. That's a great way of putting it. So, Brett, talk a little bit about your experience with that in this evaluation process. How how has that worked for you?

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Brett Eckinger

Well, I kind of just like how he said. So when we're hiring people, we're finding out how inherently they are, right? So you can learn different traits and tricks to any kind of sales program to help better yourself. So it kind of shows you where their weaknesses already are. So you have a starting point on where to coach.

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Brett Eckinger

But then as you start going through the system using like we have a tracker that we do with all our sales people, then you can start finding out where they're effective and where they're not effective and use those points to help start training them to really what I say, increase your batting average right.

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Cary Hall

But that's, that's a great way of putting it. So can you talk a little bit about Dan, how you know what that process is like when you do that evaluation? I mean, do they come in and sit down for an interview? Do they fill out forms? How does that all work?

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Dan Stalp

Yeah, so it's all web based, which is nice. So it takes 15 minutes for them to take it. It's pretty easy. And then they can take it 24 seven. We don't recommend taking in 11:00 at night after a night of drinking, but you do want to take it when you're in, you know, in your gear in a good place, you're not interrupted.

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Dan Stalp

And then we review the assessment with the candidate or the employee, and then we also review it with their the person they're reporting to. So it allows us to get like a more objective view of the person.

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Cary Hall

So you've you know, as I said, we've got Vince and Steven in the program. You know, we had an in-depth on Stephen, which I thought was fascinating and pointed out some of his strengths and some of the areas he needed to improve. You just did one on Vince it Talk a little bit about that because, you know, Vince has been in a program for a month, month and a half weeks.

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Cary Hall

Yeah, not very long. Maybe if you've already got and we've already done like an evaluation. Let's talk a bit about how that works and, and why you do that and how that helps the supervisor, the employer, the manager, whatever the case may be.

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Dan Stalp

Sure. So what? You know, a lot of times when people are having trouble with a salesperson, they're already talking about the symptoms. You know, this isn't happening, that's not happening, whatever. And so by having the assessment, it us to look at what's causing that. So a lot of times people say, you know, I just I just think he's lazy.

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Dan Stalp

And it turns out, you know, I hear that a lot, actually, and some are, but some aren't. You know, it's more that they overthink things. And so because they overthink things, they're not doing things and then they're perceive as lazy. But that's not that they're lazy, they're overthinking things. So then we can start to coach and train, you know, how to shorten that a little bit or how to maybe say, What can you do now?

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Dan Stalp

Rather than waiting for everything to be perfect before you take action? Like, what can you do now to learn something?

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Cary Hall

Yeah, it was interesting for us because I remember as we were going through the process of how we were doing this and how we presenting the products for the my company Neurologic, we were focusing on outcomes, patient, all the rest of it, and we reversed that focus and we changed that focus to revenue generation upfront and then we got into the rest of it and it had a remarkable appeal.

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Dan Stalp

Yeah, Yeah, I know. It's nice to think that people just do things out of the goodness of their heart, but that's becoming increasingly less common. And, you know, at Brett's first company, we had someone that didn't score very well and I said, you know, you can put him in the training. But what I would suggest is let's just put him in and not charge, because I just don't think it's going to take.

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Dan Stalp

And so I do remember that one at all. Who that were me, that was with Andy. But then the net net was they decided they did that. And then within a few months, maybe a couple of weeks, maybe three earnings by two months, he says, You know what? I think I got this on now. I'm good. And then he was gone within a month.

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Brett Eckinger

Oh, yeah, I know, I know.

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Dan Stalp

Yeah, I knew I knew it would click in your but you know, but I mean it's not, it's not gospel.

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Cary Hall

Some people it works for some people it's just not their cup of tea to be in sales.

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Dan Stalp

Of anything in 90 days.

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Cary Hall

All right. We're going to be right back after the break. You're listening to America's Healthcare Advocate broadcasting coast to coast across the U.S. When we come back, I'm going to ask Brett to talk about what is his business doing, Why does this apply to them? Stay tuned. We've got more. We'll be right back with more after the break.

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Cary Hall

Welcome back. You're listening to America's Healthcare Advocate show broadcasting coast to coast across the U.S. to find out more about us by going to the website for the HIA Radio Network, America's Healthcare Advocate dot com. My producer, the always perfect Mr. Darren Willhite. I'm your host Cary Hall. In studio with me, Dan Stalp, CEO of the Sandler Institute here in Overland Park, Kansas and Brett Eckenger with Sethmar Transportation we're talking about Sandler we're talking about this, their sales education program. That's the best way I think I can describe this is teaching people the art of selling because that's really what they do. All right. So I thought it would be helpful today to have somebody come in who had actually gone through this program. You know what? What were their results? How did it work? That's why Bret's here. If you want to know more about Sandler, maybe you just want to find out what it would be like to go to one of these classes.

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Cary Hall

You can do that. You can call him at 913 451 1760 or the website stalp.sandler.com, so you can observe a class you call it crashing in class. I took the crash out and just I changed it to observe.

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Dan Stalp

Okay that's okay.

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Cary Hall

So if you.

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Dan Stalp

Want a crash class, you.

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Cary Hall

Can you can see the classes are 815 to 915 on Tuesday. You can do it remotely on Zoom or you can go, okay, but this should give you a chance to get a feel for what this thing is like and how it works. I think it'd be worth your while to check it out. Once again, the website is Stalp dot Sandler dot com. All right, so Brett, talk about your business. What is it you do? And then we'll talk about how did that apply to this? Let's just start with what you do.

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Brett Eckinger

Yeah, absolutely. So I'm the director of Wine, Beer and Spirits at Sethmar Transportation. And Sethmar is an asset based third party logistics company. So we basically specialize in freight of all kinds throughout North America specifically. So my group only does wine, beer and spirits. So we're one of the only vertically integrated teams that we have. So as long as it touches wine, beer and spirits, whether it be bottles, labels, you know, grapes that grow on the vines to a crusher, we can handle and facilitate the transportation of those goods so raw to finish goods.

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Cary Hall

So like the Budweiser trucks that we see are those you guys that are doing that well.

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Brett Eckinger

So Budweiser trucks that you see, some of those are actually owned by Anheuser-Busch. Okay. But, yes, we do help with them. When they subsidize their transportation, they do outsource it to logistics companies like us.

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Cary Hall

And then when you I assume when they're moving large quantities of of of these goods from, let's say, Saint Louis to Chicago, that's not going to be the local Budweiser truck. That's going to be you guys in a tractor trailer, correct?

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Brett Eckinger

Correct. So they they are most of the stuff that you see with their names on it going down the road are going to be delivery trucks that are going to an actual store. Right. Or anything like that. Yeah. Yeah. Same with the distributors that we work with. They subsidize everything coming in through logistics companies like myself, but everything that gets delivered that you purchase on a shelf is done by them.

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Cary Hall

Okay, so you guys get it from the manufacturer to the distributor. Basically, it's what it amounts to.

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Brett Eckinger

Yes, sir.

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Cary Hall

So do you actually transport? You've piqued my interest with the grape thing. Do you actually transport in northern in California grapes from there? There are a couple of wineries up in Northern California that I have that I that I'm very fond of, that I spend time in. When I go to Northern California, you actually transport grapes from from the field out to the wineries.

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Cary Hall

We sure.

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Brett Eckinger

Can. So if we can contract it out from the actual field to a crusher, who will crush the grapes, then take it from the crusher to the bottling facility where it gets bottled if it's not on site. And then we can take it from there to the warehouse and then from the warehouse to a DC that gets distributed out to.

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Cary Hall

So those are like the big tanker trucks. Yes.

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Brett Eckinger

Yeah.

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Cary Hall

Okay. That's fascinating. So, all right, so, so so we call that bulk. Bulk liquid bulk. Yeah. That make. Yeah. Okay, that makes sense. So so how does that tie in to the sales process and what and what dad does and. Yeah. Yeah. That's interesting. Yeah.

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Brett Eckinger

So the first time that we used Sandler, I was actually a director of sales and so I led a sales team while doing my own thing on the side with doing just wine and spirits. And so how it ties into us, because the best thing about Sandler is it's not a one vertical kind of thing. Like it's so general that you can use it in any industry no matter what, if you're doing any kind of sales.

00;15;55;16 - 00;16;06;03

Brett Eckinger

And so that's kind of what piqued our interest and plus, I'm a very process driven guy when it comes to sales. And one of the things that they teach is if you don't have a process, you really don't have anything to sell with, right?

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Cary Hall

So, so so that's interesting. So because this is, you know, obviously, you know, as I talked about, you know, my company, Neurologic, you know, that's a medical equipment company. Here you are. You are with the company. It transports grape grapes, the product on the service, in other words. Yeah. Yeah. So so what what are you selling when you go to talk to a client?

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Cary Hall

So you're talking to Budweiser. You're talking to cause you're talking to you're talking to a winery up in Northern California, Salem-Otts winery in Northern California. How how, how does how does all that work?

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Brett Eckinger

So what we sell, again, is the service aspect of it, right? So we have warehouses in California, New Jersey, Kentucky that we do consolidations. So for California, a lot of them consolidate and warehouse because not just not all distributors are buying full trucks. Right. So we could have 50 different pose on a truck that could be anywhere from a pure having one case to 400 cases. Right. So we consolidate and ship it out, but then we do direct loads with everybody. So when we're talking with a provider, we're really just trying to understand what issues that they're having at that time, how their business is functioning and does it fit with the services that we offer? Right, Because again, what I learned mostly and Sandler is we're not for everyone and everybody's not for us.

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Cary Hall

And yeah, and that and I think that's important for people to know, you know, regardless of what your product is, you're not for everyone typically, okay? And everyone's not typically for you. And if you think that, then you're probably going down the wrong path. I mean, it's just it's.

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Brett Eckinger

Almost sales, in my opinion. That's how old traditional sales was done.

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Cary Hall

Yeah, that's exactly how it was done. So the value proposition that you all bring to your clients is we do it faster, better, less expensive than you trying to do it themselves. Okay, Sometimes. Okay. All right. So. So the fine print, the price thing.

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Brett Eckinger

Is it goes back and forth almost every almost everybody that has ever done sales, it always comes down the price, right?

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Cary Hall

Yeah, that's what. But now I too.

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Brett Eckinger

But now you have to define what your value is to have that price. So I may not be your cheapest carrier, but where we separate ourselves within our industry and specifically my vertical and where we've had success over the last eight or nine years is our communication, our ability to maneuver within and like you said, agnostic earlier, we're mode agnostic so we can do there's a lot of companies that can't do grapes that go to a crossover.

00;18;29;26 - 00;18;35;15

Brett Eckinger

So we have those contacts and stuff that we've established over over the years that can provide those services that not everybody can.

00;18;35;28 - 00;18;38;10

Cary Hall

So you've got a wider range of services.

00;18;38;25 - 00;19;06;28

Brett Eckinger

And again, the thing that we leverage a lot is we're vertically integrated. So again, a lot of people in big names out there in the logistics industry, you can say they move beer, they move wine, but do they really? Do they have the consolidation facilities Because most of them don't understand that part. They'll call a distributor and say, hey, we want to deliver your final mile, not knowing that they deliver to a store. Right. Most people think it's going to another delivery site or something like that, right? You're not thinking, I'm going to go walk into a liquor store and stack these cases up for you?

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Cary Hall

Right.

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Brett Eckinger

So I had I had time in a liquor store working part time to help pay for a wedding.

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Cary Hall

And so you understand the process.

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Brett Eckinger

I understand the ground up. Correct.

00;19;18;10 - 00;19;56;25

Cary Hall

That's a big difference. All right. So now that we've kind of got through that, we come back from the break and I'm going to ask Brett to talk about what what happened when he went to Sandler. He's done this twice. What you know, he's got people in the program from Sethmar, how did it work and what was the outcome? In other words, what was the ROI? That's what we're going to talk about. So we come back from the break. You're listening to America's Healthcare Advocate broadcasting on the HIA radio network Coast to coast across the USA. Once again, the website for Dan is Stalp dot Sandler dot com. The phone number 913 451 1760, stay tuned. We've got more right after the break.

00;19;56;27 - 00;21;03;17

Cary Hall

Welcome back. You're listening to America's Healthcare Advocate, broadcasting coast to coast across the fruited plain here on the radio network. You can find out more about us at the website America's Healthcare Advocate. You know, I get a lot of people to send emails. If you have a question about something at a lady with a 91 year old mother in a nursing home was having a lot of problems trying to figure out the coverage, we can help give us a call or, you know, go to the website America's Healthcare Advocate dot com. There's a form up there. Just shoot me a quick email will be happy to help you. My producer, Mr. Darren Wilhite, in studio with me Dan Stalp the CEO of Sandler Insistute here in Overland Park, Kansas had one of his clients, someone who's been through the program twice, Brett Eckinger from Sethmar Transportation. If you've got beer or wine or any spirit that you need transported, Sethmar transportation can do it. You can reach out to them at Sethmar dot com or you can reach out directly to Brett at 913 686 6498 You know, I know you listen to this all over the country so I don't know if you're up in Northern California, you be in Walla Walla, Washington, you've got a winery. You might want to give them a call. 913 686 6498.

00;21;03;19 - 00;21;10;20

Cary Hall

All right. So you so you found Sandler. You win in the program. Let's just go through the process.

00;21;11;19 - 00;21;31;05

Brett Eckinger

Yeah. So when we first started, I think my first stint was about a year and a half, maybe two years, and then I dropped out for six months. We were letting other people slide and then I went back. You know, it's kind of a crash course at the very beginning. I have these notebooks still to this day where I just wrote down, you know, we do every class.

00;21;31;05 - 00;22;12;21

Brett Eckinger

You write down what you learned, what you want to stop and all that. And so it's really hard to dive deep into all those and master all those things. So I have wrote them all down and wrote them all down, and then I'd focus for three weeks doing those critical task right to try to get better at it. And so through that and doing that experience, you know, on a specific side of it, I mean, my batting average, I was I guess I think I might have been up in like the 16 to 20 calls a day because Dan has a formula that you basically reverse, reverse it. Right. And you figure it out versus.

00;22;13;05 - 00;22;18;29

Dan Stalp

Yeah, like what you what you want and then what behaviors you need to do to do it. And he was very good at tracking that.

00;22;19;03 - 00;22;25;05

Brett Eckinger

Yeah. And so I think I moved from 16 to 20 cold calls a day down to .5 or .7.

00;22;25;05 - 00;22;41;10

Cary Hall

And that's really funny because I remember I was I was I was all over you about Stephen needs to do more cold calls need you. And we went through the project. You know, actually, he doesn't need to do more cold calls, Cary He needs to do more of this or more of this or that because he's just wasting his time.

00;22;41;13 - 00;22;43;17

Dan Stalp

Yeah, I mean, it's better than nothing, but. Yeah.

00;22;44;03 - 00;22;47;06

Cary Hall

But it's not much better than nothing. So that's really interesting. Keep going.

00;22;47;12 - 00;23;24;01

Brett Eckinger

So it it really taught me to be more effective. Yeah, right. So you can make all the calls you want in the world. And again, we don't care how we get to our goal as long as we get there. But me, I'd rather make less calls and get there faster because then I can just use the rest of the time to build on top of that momentum. And so that was really key for us and that increased my business year over year. I mean, I think at one point I was my first year is 116, I 250 is about 600,000. And then on my fourth year, I was the first person in the company from scratch to hit $1,000,000. So that's I mean, it's just it speaks for itself.

00;23;24;01 - 00;23;25;06

Cary Hall

But again, yes, it does.

00;23;25;06 - 00;23;42;09

Brett Eckinger

Like he said, it's you can take all the training, you can go those one day seminars, but it's how you implement and what you do with it. Right. I can sit through a class. I can go to every class that he does, and we've had employees that do it. But if you don't take the time to implement what you're learning or try and give it a valid lifespan to try it.

00;23;43;12 - 00;24;19;17

Cary Hall

Yeah, I mean, it is funny, I, I do a lot of I watch a lot of YouTube, especially when I work out. I have my own gym in the house and so I and I've watched a lot of motivational speeches and there's one by Denzel Washington that he does at Denison College where he goes through a whole series of why he is what he is. He talks about God and the whole nine yards. But but what he says is people that are successful have discipline and they work hard. Yeah. So and I'm listening to him and I'm going this guy's discipline and he's working his rear end off. Okay, So. So let's go down. Well, I was just.

00;24;19;17 - 00;24;22;14

Dan Stalp

To say, you only have to be disciplined to form the habit.

00;24;22;23 - 00;24;24;20

Cary Hall

Correct. Which is not a form to have.

00;24;24;20 - 00;24;41;06

Dan Stalp

Yeah. So he's formed some new and that's why you can't just get that in a one day session, you know? And even if you've heard it before, that doesn't mean you're doing it. There's there's way more in there than you can possibly do. So our goal is just what you know, at every session he mentioned, what are you going to do or stop doing?

00;24;41;17 - 00;25;00;20

Dan Stalp

Sometimes what we need to stop doing is answering every question that the prospect asked us. Sometimes we need to stop doing proposals that give all of our information to them when they haven't done anything to commit to us, you know? So sometimes it's doing something, sometimes it's stopping something, Sometimes it's asking open ended questions instead of closed end of questions.

00;25;01;02 - 00;25;19;22

Dan Stalp

And so a lot of times the people that need it the most don't want it. And the people who need it the least want it. He didn't need it, but he still wanted it. And he went from what was 116 to 1 million. Yeah. Aren't 116,000 to 1 million but it's but it's not just because you showed up to class.

00;25;19;25 - 00;25;22;16

Dan Stalp

It's doing what he said he was doing in between the sessions.

00;25;22;16 - 00;25;22;25

Cary Hall

It's.

00;25;23;06 - 00;25;24;11

Dan Stalp

It's forming that habit.

00;25;24;11 - 00;25;43;15

Cary Hall

Correct. It's the discipline of doing what you need to do and and it I always think when I think about those kinds of things in sales because I've been doing this all my life as well is doing things you don't want to do so and get those done first and then go to the other things. Okay? But you've got to learn the process, right?

00;25;43;20 - 00;25;57;07

Cary Hall

And you've got to figure out, just like Bret said, I'm speaking 16 to 20 calls, but I wasn't getting the results I needed. Now I'm making five calls, seven calls, ten calls, whatever it is. Okay. And getting the results that.

00;25;57;07 - 00;26;12;18

Dan Stalp

Are down to one a day. Yeah, less than one a day. And he was getting even more than he. So the point of that is is doing it. Sometimes when you're uncomfortable, you need to do it anyway. Sometimes you're uncomfortable because it's not the right thing to do. And so if you don't know, if you don't, what's it if you can't discern it?

00;26;13;01 - 00;26;21;09

Dan Stalp

Sometimes we're just working hard, but we're not working smart. So when he went from 16 a day down to one, he's still working hard, but he's working smart.

00;26;22;04 - 00;26;40;04

Cary Hall

So what do you have? So now you're in charge of the sales division. You have been in charge of sales before. You're enrolling your people in this program. And you as a manager, how how is that piece working? Because there are a lot of people out there that are managers, salespeople and, you know, how is this a benefit to you as a manager?

00;26;40;15 - 00;26;57;13

Brett Eckinger

So how when I was a director of sales, the best thing that you can lean on is, again, we do these monthly conversations with him and he kind of gives you a breakout at everybody that's participating. And we even did the numbers of people who weren't in the program. You know, that said that said that they were really good at.

00;26;57;13 - 00;26;59;04

Cary Hall

Sales, the ones that are in the process.

00;26;59;04 - 00;27;18;24

Brett Eckinger

That they're really good at sales. And this wasn't for them because they knew it. They knew how to do it, of course. So we actually would do a monthly meeting with him and he would break everybody out on it. And so but it shows everybody with their goals and it works again, reverse down all the way down to their attempts and the people that weren't in it, they said they know everything had really high attempts based on their numbers and success.

00;27;18;24 - 00;27;38;20

Brett Eckinger

But you can take that. So you're the you're the prospecting call. You have an intro call first, second appointments, voicemails and all this stuff. So what we were able to dial into was, okay, anybody can pick up the phone and make a prospecting call, right? So now you're doing 16 prospecting calls, but you're only getting one intro call.

00;27;39;12 - 00;28;31;24

Brett Eckinger

Okay, Out of that one intro call, you're not even getting a first or something. So increase that number, right? So now we can say these guys are doing 40 intro calls, they're doing five or 40 prospecting, five intro calls, one appointment, and they're only landing business maybe at a close ratio of 5%, 10%. Okay. Well, you're making a lot of prospecting calls like I started out doing. You're not really that's not effective. So now we can go back. Okay, let's let's redefine. How are you making these calls? What's your preparation like when you get somebody on the phone? What are you saying? What value are you bringing? Are you just spewing at them? Are you listening? Controlling that conversation, staying behind them so we can kind of dial in and tweak to make them more effective on the front end to say, now we can lower your prospecting calls because you're bringing in more business on a consistent basis. Yeah, that's how I use it as a manager.

00;28;31;24 - 00;29;05;13

Dan Stalp

So that we're working with you guys on. Hmm. That's, that's they're not going to have to do as many because that's more about the prospect versus more about you guys. Yeah, because people just frankly don't want to hear about you. They want to hear about their own stuff. So if we can get them talking about that quicker, people are more engaged, that they're more engaged, they share more with you. If they share more with you, they're more likely to meet with you. So it's just all these little things that basically all go up to your goal and in. But a lot of people think, Oh, that's not that big a deal. Those little things are a big deal over the course of a year.

00;29;05;19 - 00;29;47;22

Cary Hall

Yeah, it's doing the little things that gets you to the point where you're able to accomplish the big things. But now you've got to do the little things right to get to the point where you actually have an opportunity to sit down with someone and say, Hey, here's a value proposition. We're going to move your wine and your beer from point A to point B, We're going to get it there on time. Okay. And here's the cost. And and we're going to be here when we say we're going to be here and we're going to be there When we say we're going to be there. Yeah, I got to believe that's got to be a big part of what you have. The value proposition you have to deliver to your client is reliability. And knowing that you guys are going to follow through and not going to be chasing down, where the hell is my load of beer or where's my I got I got four liquor stores and I'm out of beer, Where's where's my truck?

00;29;48;01 - 00;30;00;04

Brett Eckinger

And you don't want that because as soon as your products are gone on a shelf, the consumer is going to switch products because that's what's there right now. And then it's a 5050 toss up the next time they go back in, if you're in stock. Well, I just tried that and I liked it. Okay, I'll go get that.

00;30;00;28 - 00;30;04;23

Brett Eckinger

So it's a it's a it's a game. On when it comes down to the wine and spirits side of it.

00;30;06;03 - 00;30;25;16

Cary Hall

So that reliability and and that and that and that being consistent is a critical part of that. That's part of your value proposition. Yeah. Yeah. I'm doing this for a reason. I'm trying to illustrate to you out there as you're listening is I don't care what you do if you've got a heating and air conditioning company, if you've got a software company, I don't care if you sell pizzas, it doesn't matter.

00;30;25;23 - 00;30;51;00

Cary Hall

The point is there's is to learn how to do this and do it better. And that's that's what they do with the seller institute. And if you want information, the website is stop dot salary.com stop, dot, salary.com, the phone number 913 451 1760. We'll be right back after the break. Wrap it up. You're listening to America's Healthcare Advocate broadcasting coast to coast across the USA.

00;30;51;03 - 00;31;50;19

Cary Hall

Welcome back. You're listening to America's health care. Have a good show. Broadcasting coast to coast across the USA. Here on the HIA Radio Network. You can find out more about us by going to our website Americas Healthcare Advocate dot com. Also, as I tell you, each and every week, these shows are up on all the podcast platforms, The newest one Audacy and Rumble. We are now on Rumble and Audacy also on YouTube. So, you know, maybe you're hearing this and you're the manager. You want to tell, hey, maybe you want to tell the owner, you know, we to look into this thing. This might make some sense for us. Well, you can do that. Go listen to this. Tell them to go. Listen to the show. Watch the show on video. It's all these are all videoed and posted up there so you can watch the show listening to show whatever the case may be, and they can hear exactly what went on here today in the studio. Might be helpful to them. All right. In studio with me, Dan Stalp Sandler Institute, Brett Eckinger from Sethmar transportation. They move wine, beer and spirits across. I just have to ask if any of that stuff ever like fall off the truck or...

00;31;50;24 - 00;31;53;17

Brett Eckinger

Ever really off the truck. But a forklift has hit several.

00;31;53;17 - 00;31;57;09

Cary Hall

Before and then. And then those wind up not going out, correct?

00;31;57;09 - 00;31;59;17

Brett Eckinger

Correct. Yeah. Once it's damaged, we have to buy it.

00;31;59;18 - 00;32;04;12

Cary Hall

Okay. So. So then it gets distributed to your favorite clients. That works out pretty well.

00;32;04;12 - 00;32;05;21

Brett Eckinger

Yeah. And employees for sure.

00;32;05;21 - 00;32;34;09

Cary Hall

Go and see. There's there's some upside to this. So if you want more information on the sale arrested it. It's stalp.sandler.com. The phone number 913 451 1760. And by the way, if you've got wine and spirits and you want to move it, Sethmar does it. You can go to the website. Sethmar.com and you can connect with with Brett there if you want to chat with him or call him at nine on three, six, eight, six, six, four, nine, eight.

00;32;34;11 - 00;32;57;23

Cary Hall

All right. So you have an interesting phrase, and that is the cost of doing nothing. We've kind of used that over on the neurologic side when we're talking to medical providers over, you know, here's what you're losing on the income. If you do talk about that, because that's that that was new for us, a new concept for us to go in and approach from from here's what you're leaving on the table because you're not paying attention.

00;32;57;23 - 00;32;58;01

Cary Hall

Yeah.

00;32;58;01 - 00;33;08;05

Dan Stalp

And it's not only new for most, but even when people go, that makes sense. It's not easy to get. So, for example, you know, why do you think people always ask the price so quickly?

00;33;08;20 - 00;33;24;22

Cary Hall

The first thing to do, whether it's whether, you know, 26 years of doing health insurance, the first thing they wanted to do and it would go right to price that I would tell my people over and over again, you better sell benefit and you better sell customer service and then talk about price because everybody's competing on price. Yeah.

00;33;24;26 - 00;33;29;19

Cary Hall

And when you get to the other part of it and it's not working, then you're going to have a big problem on your head.

00;33;29;20 - 00;33;45;18

Dan Stalp

That's right. So the reason they ask is because it's tangible. Now what $1,000 means to you, to me and the brat can be different, but we all know what $1,000 is. So the reason they ask that is because it's tangible. So what we're suggesting is don't give them that. If they don't know what they're getting first to what to what you just said.

00;33;46;02 - 00;34;16;08

Dan Stalp

But if you're calling on business to business like bread is, there's not only an emotional cost of doing nothing, you know, like, it bothers me. It's frustrating. I'm tired, you know, I'm overworked. But oftentimes there's a financial cost of doing. Yeah. And so, you know, you mentioned earlier that it's $20,000 and, you know, that's a lot of money. But what if they don't realize that's going to make them $175,000? That's like saying, okay, it doesn't cost you $20,000. It makes you $155,000. Yeah, but to help.

00;34;16;15 - 00;34;24;17

Cary Hall

You just reverse the process right there. Yeah. What you what you're getting here is $175,000 worth of income that you didn't have before you walked in the door, right?

00;34;24;19 - 00;34;42;21

Dan Stalp

Yeah. So I know what Brett talk about is, but, you know, depending on how that gets to where it's supposed to be, they have laypeople that are unloading or moving or transferring. And then, of course, it's harder now to get those kind of workers. So there can be a lot of cost there when they don't have enough workers.

00;34;42;21 - 00;34;55;00

Dan Stalp

And then they depending on how that the transportation drops it off. So but let him talk about how he gets to even though he's more expensive, sometimes it's actually cheaper. So I'll let you jump into that.

00;34;55;07 - 00;35;21;18

Brett Eckinger

Yeah. So we do a lot of bids and stuff like that. And even sometimes it's not even because it's just trying to get in the door and doing spot movements for a customer. A lot of times a lot of these shippers and receivers have had established relationships for a long time and trust me, I love it, right? I'm one of those who value partnerships, long longevity and all that, but also at the same time they could have something better and they just don't realize it or want to go through the hassle to do it.

00;35;21;23 - 00;35;22;21

Brett Eckinger

So what seem to.

00;35;22;23 - 00;35;40;22

Cary Hall

Have changed, what I'm comfortable with, what I've got. We use that all the time with h.r. Directors i think is a better provider. I really want to deal with. I don't have to go through all this with these employees. Yeah, well, you could improve their health insurance by x and the cost to be less or whatever the case may be, but it's hard to get people. And sometimes. Well.

00;35;41;04 - 00;36;46;02

Brett Eckinger

Where Sandler has really taught us is go into the intangible right? Everybody can see a tangible but the intangible. So learning about who you're discussing, doing business with, so learning. Okay, so outside of this, what would this affect? How would this affect your day? Oh, okay. So if I can move to something that creates more efficiency for me on the transportation side, I can do this and this and this. Okay. So what value does that bring to you? Not only emotionally but tangible? What what are those values that you can kind of go? And as you have these conversations, you're writing down all this information. They're giving you their tangibles. You can take those tangibles and at the end of that conversation say, okay, here's what I what I think I understood from you. It can save you 2 hours a day doing this. You can focus on other revenue generating opportunities on this that help benefit you all by switching a carrier. But you don't know that because all you're going to look at at the beginning is price. All right. So now now we've kind of separated the two. I might be higher price, but now look what you're getting on the back end. You're freeing up more time. You're being able to generate your own revenue. That puts money, more money in your pocket.

00;36;46;02 - 00;36;57;07

Cary Hall

It's more efficient. You have less headaches chasing down what didn't happen. It should have happened. Yeah. Or why is that? Why is it why is that beer sitting in Iowa when it's supposed to be in Nebraska? Okay. Or whatever the case, I.

00;36;57;07 - 00;36;59;24

Dan Stalp

Didn't even get called that. No, it was in the wrong state. Yeah.

00;37;00;05 - 00;37;17;02

Brett Eckinger

That's that's the best thing about it. So you take their words and their numbers and you can turn it around and then you say, okay, so if you don't want to move forward or anything, here's what you've mentioned. The cost of doing nothing is going to do to you. And so then they can see that when it's put in front of you and it's your words and not my words, it's a whole different ballgame.

00;37;17;04 - 00;37;17;13

Dan Stalp

Mm hmm.

00;37;17;17 - 00;37;24;29

Cary Hall

Yeah. So to wrap it up here, Dan, with, you know, with that thought and with, you know, a little bit of more. But as we come to the close here.

00;37;25;26 - 00;37;55;04

Dan Stalp

Well, first of all, our prospects never argue with their own data. That's what I'll leave aside. And so basically what's happening here is Brett is getting their data and he's using it to help them make better decisions. Now, I could tell them all day long that they're wasting time and that they should be frustrated that they're, you know, shipment's in Iowa and then Nebraska or whatever. But they're like, Well, wow, it was okay. It's just one time, you know, they'll start to fight me on it. But if they tell me, like, I can't believe this, it was in Iowa and I'm supposed to be in Nebraska.

00;37;55;08 - 00;37;56;09

Cary Hall

That's happened five times.

00;37;56;09 - 00;38;08;02

Dan Stalp

And it's happened five times. Then when I say that back to them, they're like, Yeah, damn right, Yeah. You know? And now they're they're agreeing. We're agreeing on what we need to agree on, but some people just don't qualify and that's okay.

00;38;08;03 - 00;38;27;06

Cary Hall

Yeah. So yeah, I hope that, you know, as you're listing is out there, you're a business owner, you're you're a manager, you're a salesperson, you're listening this your understanding, this is a very, very different approach than what you get. Typically in-house training, whatever the case may be, or no training. Yeah, or no training at all. And Sandler. Sandler works.

00;38;27;06 - 00;38;46;23

Cary Hall

If you want to learn more, maybe you just want to sit in an observer class. You can do that any Tuesday from 815 to 915. You can zoom in, you can show up at their facility. The website is stalp.sandler.com The phone number 913 451 1760. Thank you both for being here.

00;38;46;23 - 00;38;47;17

Dan Stalp

Thanks for having us.

00;38;47;17 - 00;39;13;19

Cary Hall

Thank you. I think people are going to get a lot out of this. And now I leave you with this thought from Albert Einstein, the one who follows the crowd they usually get no further than the crowd. The one who walks alone is likely to find himself in places no one has ever been. Remember, friends. It's a funny thing about life. If you refuse to accept anything but the very best, you most often get it. Thank you for listening to America's Healthcare Advocate Show Broadcasting Coast to coast across the USA. Goodbye, America.