On this episode of the playbook, I have an incredible sales training that I did for the team here at Clarity Experiences.

The producers of my TV show and multiple events, virtually and in person, and we talked about how important it is to get people to call you back.

Learn how to utilize the five-to-thrive, tweet me at David Meltzer, your favorite part of today's episode, and check the show notes to see how you can contact me at any time.

This is Entrepreneurs the Playbook.

I'm going to get specifically into selling, and I believe that you need to break your selling down into five parts.

And the first part's the most essential to change your trajectory of sales.

And the reason I was successful in sales, I made over a million dollars right out of law school selling, selling legal research online.

And the reason was, is I looked at things differently, and I looked at the most important part of sales is the stimulate interest.

So I decided that being 24 years old, right out of law school, with most of the sales people that were selling books and all the old stuff, were living on six-figure incomes and families, that there was no way I was going to be a better sales person than they were after being their 30 or 40 years, but where I could beat them was just numbers.

Being more productive, accessible, gracious with my time, but feeling my pipeline with more people.

For example, I'm a 100-hittered baseball, but you allow me to get 100 at bats, and we're going to see who gets the most hits, I'm going to do pretty well.

So I changed the paradigm, not how many people I would close, but I wanted to practice and focus on how many people I could get interested in what I was doing.

And what I found was that the more people I could get interested, that it was a lot easier to close for several reasons when I had a lot of people in my pipeline.

I had less fear, less resistance, I had more practice, I continually gave myself more and more, and you guys have all played, and everyone here has played sports before, it's amazing how much better you get at the golf range when we practice.

And so how do we stimulate interest better? Only two things happen when you stimulate interest.

Somebody is available, and somebody's not. When you are asking in person on the phone via email or media, social media or traditional media, you guys do all of those to get people stimulated or interested in what you're doing, well, you only have two choices.

They are there, they're not there. And if they are there, you want to be an expert at only one thing, getting them to call you back.

You want people, the expertise of what I do still today is I'm focused on getting people to call me back.

Wanted to why? Because 80% of the people you reach out to, whether they're already interested or not, whether they know you or not, 80% of them never get back to you.

Imagine how much time that is. If you truly are productive eight hours a day, think about 80% of your eight hours a day, 6.4 hours a day are wasted completely, completely wasted if they never get back to you.

So how do we get people to call us back? Instead of trying to sell them, instead of trying to teach them, instead of trying to share a vision initially, as anybody ever got somebody on an answering machine,

or a message that's selling you the whole thing and you don't even know who they are, right? I mean, nobody ever buys.

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