Jason: Welcome back to the sales experience podcast. My name is Jason Cutter. You are about to listen to the final part, part four of four of my conversation with Adam Connors. We just had a really fun time and what’s funny is you mentioned that several time in the conversation if you didn’t check it out, listen to the first three parts the last three days and make sure to subscribe as always, iTunes, Stitcher, SoundCloud, Spotify, Google play podcasts on the website. You can find it all everywhere that podcasts are. But you know, he and I had a great conversation. We had spoke before this to see if there was a good connection and obviously hit it off and we spoke for like an hour and could have recorded that with a lot of goals. And then even with this conversation, even after we stopped, we kept talking and having a good time.

Jason: So hopefully you enjoy this fourth part. Hopefully you find it valuable, whether you’re in sales or you’re a manager, you’re recruiting or you’re an owner and you’re building a culture or you want to just build relationships, network in general. It doesn’t matter what your project is, whatever you’re focused on, however you found this podcast and these episodes, whatever it is that you’re looking for, all of life is about relationships and the network that you have and the value that you give to other people and how over time that will be valuable to you. So hopefully you enjoy this fourth part and here you go.

Adam: And also if maybe anyone that’s listening is a salesperson that’s looking for a job, these are the things that you need to be thinking about because if you’re also in sales, your buyer is going to be in the details. Your buyer is, they’re going to be looking for all the reasons not to engage your services or they’re going to be comparing you to somebody else and the person that goes that extra step is going to get this going to get that job or they’re going to get that sale because that’s where the, you know, that’s how competitive it is these days.

Jason: And I’ve, you know, I’ve put in various hoops, I’ve even made it where for a while there, incoming candidates, I would give them a anywhere between a half a page to a one page script, send them away and tell them to call back when they’re ready, when they have that memorized and schedule a second interview. And then we would start out the interview with them from memory going through that script that, you know, and they had as much time as they want. They, they, if they want. I had one person who’s like, well, give me 30 minutes and I’ll be back. I’m just going to sit in my car. I’ll literally, and that dude was amazing. And then if you’re like me and I struggle with memorizing stuff like that. And that capacity to, you know, I had somebody, you know, it’s like it took a week and then they called back.

Jason: I had other people who just never did it and it, and it was about the effort, it wasn’t about word for word exact, but it was about the effort. I’ve done other hoops where they got to do some research, sell like send me a recording, you know, make a phone call. That kind of stuff. And I, and I think that’s important and I think what’s interesting is a lot of times owners, managers, salespeople, they’re going to resist that and they say, well, we can’t do that. We don’t want to do that. Sales people were like, I would never jump through those hoops. But let’s just like as you’re talking, I’m thinking, which I’ve never thought before is let’s just say you really love sports. Let’s say you loved football and there was a dream job that you wanted working for your local football team, your heroes, like you had an opportunity to there and you’d be a part of the team.

Jason: Let’s say football every Sunday you can be on the field doing something and that was your dream. How many hoops would you literally jump through to get that opportunity that you really wanted? If I, I’m going to guess if it’s something you really wanted, you would jump through a lot of hoops. If you’re not willing to jump through hoops to get that sales job, then what is that an indication of? And in my mind, that’s an indication that you don’t really want it that bad where you don’t see that as either the right choice for you or a career that you’re willing to dedicate yourself. And if you’re not willing to dedicate yourself, you know, the long term chances of success in my experience are going to be slim. If you’re not even willing to push yourself hard.

Adam: Yeah. Oh, I agree with you 100%. You’re not willing to do that for your dream job, then who the heck, how are you going to do that for a client or, or sales? Then you take a lot of those steps that could be more, maybe not have the same type of reward as being aligned with your purpose or passion.

Jason: Yup. And you know, speaking to a lot of people who maybe sales isn’t their dream job or going to work somewhere isn’t their dream job like that’s not, but it’s what they want to do or they feel, you know, in the moment that they want to do or give that a shot. A lot of times it’s, I don’t know what I want to do. I did that for a lot of my life. I still kind of do that from time to time. It’s like I don’t know what I want to do but this sounds interesting. I want to go for it. And then I’m persistent and I’m pushing and you know, so it’s not just about like, Oh my passion and love life is sales and I’m going to go sell cars because that’s all I dream about all day. Right? Some of it’s like, Hey, I want to give that a shot, but I’m going to use that tenacity because again, to your point, if you’re coming at that job and you’re gonna use tenacity and follow through and persistence to get the job and jump through the hoops and do the follow ups and send the thank using and call and, and uh, respectively nag your way into, you know, their hearts and minds, then you’re going to be amazing in the sales role because it’s the same strategies.

Jason: Like I’ve even done it where literally if I’m recruiting for a sales job, I’ll have an interview, I’ll tell somebody, I’ll follow up with them in a week or two and then I just ignore them and I literally don’t do it and I want to see if they’re going to come to me and say, Hey, it’s been a week. You said Friday, I haven’t heard from you. A lot of times I’ll tell them to, I’ll say, Hey, if you haven’t heard from me, you know, follow up. And it’s interesting which ones do and which ones don’t. And then their trajectory once I do hire them, because I know they’re a persistent person and they’re going to go after it.

Adam: You know what two things by the way. So, so sorry to interrupt, I just didn’t want to forget this and there’s a horrible things. Number one, something that you said that I think is, I’m going to paraphrase it and I think that you’re, you’re really spot on. You know what you are saying, you know how you do one thing is how you do everything. Yeah. So that was the one thing that I wanted to mention. And the other thing, and I actually should introduce you to him as a gentleman that was on my, on my show named Fred and Fred. He is a global head of sales. And what he had told me on my show, and I thought this was great and this is what he does in his hiring. And it’s very similar to to what you’re talking about here and what Fred does is when he comes across someone that he really likes, he turns him down.

Jason: Yup, I’ve heard that too.

Adam: Wow that’s a ballsy move. And he’s lost some people, but some of the people that have come back that have fought for that job has been some of those, his best salespeople. So he purposely says really hard to do. I mean, like you said, he’s lost some people, but those people that have gone after it and come back have been some of the best producers that he’s ever hired.

Jason: And if you want a top notch salesperson or if you’re listening to this and you want to be a top notch salesperson, even if you’re not now, but you aspire to be, act the way you would in that sales role, which is nonstop. If you want that job and they say no, keep going for it. In the same way, if your prospect said no, but you know it’s a good fit. And again, this is where it’s a good fit, not just like I’m going to get it just to get it, and then you know, it’s not a good fit. But if you know it’s a good feeling and you know literally they’re wrong for not hiring you because you’re going to crush it and you’re going to love it and you fit the culture and you believe in their mission, like do not stop in the same way that once you’re in that sales role and your prospects as no where you literally know they’re making the wrong choice and their life could be better with whatever you’re selling, then you’re going to be persistent after the no. I mean like, yeah, I get that. However, I still think this is the best for you. So yeah, I’ve heard that from another person. I think it was on a different podcast where they said they specifically say no and then they just see who comes after them.

Adam: Wow. Yeah, I never heard that. Yeah, I never heard that before. But he’s a wildly successful guy and I’m a, his name’s Fred Jacobs. And if you want, I’m happy to make an introduction. Right? If you’re listening. No pressure.

Jason: That’s awesome. Well and again, for the salespeople listening, the question is, is how bad do you want something which will translate into how bad do you want it to be successful in the sales role? Because a lot of your sales life is just rejection and being told no or obstacles or overcoming barriers. I remember, I remember back in the day trying to sell to people who, you know, they needed to do like an electronic signature and literally they don’t have internet and I’m over the phone giving them directions to their post, to their library so they can go log into a computer so they can sign the documents and send them back. Like how far are you go to help somebody? Yeah. If you’re not willing to jump through some hoops in the job process, then you know, and this is going to hurt some feelings maybe, but you know the question would be is taking a step back and you know, how entitled do you feel? How enabled do you feel, you know, do you think everyone should just come to you or are you willing to put in the work and then reap the rewards?

Adam: Successful people begin their days where others end in failure.

Jason: There we go. Well, and now we’ve taken this long journey from network and relationships to crazy hiring tactics and telling people, telling salespeople know in interviews, which I love Adam, where you know, where is a good place for people to find you? The work that you’re doing, any great content, like where should people find you at?

Adam: It’s simple. It’s very right to the website. It’s networkwise.com N E T W O R K W I S E .com there they can find the podcasts. They can find. We put out a, I run a lot of articles and a offer, a lot of free materials to really kinda uh, Edify those on, you know, just what networking is all about, how to build these relationships or we’ve got all these products. I’ve got videos that we offer. How do you, you know, how do you, you know, the conference event playbook, you know, how to meet people and maximize, uh, you know, yeah. And I had a conference, I mean I could go on and on about some statistics about that and how to really meet people. We’ve got a thing called careers through connections. Like how to, how do you identify people that are already in your network and to getting for getting a job.

Adam: And then you know, what you talked about earlier, the certifications. So we’ve got a video, it’s a networking one-on-one. If you go through the course and then you follow through on the action items, you can become certified and that certification is something that’s going to credentialize your social capital and that will really position you to really excel, not just from a sales standpoint, but also within an organization. You know, how to become a good leader. You’d be surprised, you know, a boss’s has a title, a leader has the people and you know, this ability to connect with people and get them to build that trust. Ooh, that’s a force multiplier.

Jason: And a lot of that within an organization in my experience, is the same stuff that you started talking about in this conversation, which is giving and supporting other people. And when you’re in a leadership role, what I found the most success, you know, obviously there’s accountability and all these other factors and it’s a business, but servant leader, you know, where you’re there to help other people get what they want and help them get their goals and get to where they should be either in the organization or maybe it’s in a different organization if it’s not a good fit. But literally serving them and helping them win and then by default the company will win. Right? Like that’s always been my mandate in consulting or even within organizations is help everybody win, meet their goals, make a bonus or a commission, help them win. Because if everyone is winning, then the company is winning by default. Like don’t worry about how do we get ours, we get ours by, you know, everybody winning.

Adam: Yeah. Oh man. It’s so, so true. That’s so funny there. I forgot the volume in your podcast. Where if I’m regurgitating something that you already talked about.

Jason: Perfect. That’s right. Repetition is the mother of learning or whatever they say, father.

Adam: Yeah. So I think it was someone that said, you know, you know about the culture is not something that they talk about or it’s written down, you know, within the, you know, the company handbook culture is, is the people and how they’re acting. That’s the culture. So yeah, we’re not on your podcast today.

Jason: It sounds familiar. It sounds okay. I definitely believe in that. And so real quick on your podcast just so people can hear it and then they can find it. Your podcast isn’t just about networking and strategies for networking. You have a very interesting focus with your podcast and the kind of guests you have on there. So real quick, what is the podcast about?

Adam: Yes, thanks. Yeah, thanks for asking. So it’s called conversations with Connors and the idea behind the show is to show people that use relationship. So there’s three criteria to being on the show. Number one is that, uh, you know, kind of attendance to the foundation of networking is that I know like, and trust you, you know, and or admire you as the one cause there are other have been people that I didn’t know. The second one is that you are successful. And I define success. Success is very, it’s a subjective term. My definition is that you know, you’re living a life by design. Meaning, you’re, you’re doing what you want, when you want, how you want it or where you, and then the third criteria and most important is that you can attribute a cornerstone of your success to the relationships that you have built.

Adam: So, and it’s really interesting because of the, the eclectic nature of my guests. I mean, literally the one that launched today, her name is Casey Duke. She is a trainer to the stars are like Denzel Washington. She trains, you know, I’ve had the guy, Andrew Yang, he’s running for president. I had J yeah, I mean the variety of people. I’ve got a famous face reader. I’ve had, you know, Fred Jacobs who I talked about who’s a global host sales. I’ve had all of these really, uh, just really eclectic group of people and all of their successes at the fit, the cornerstone of their success has been the relationships that they’ve built. And they wouldn’t have gotten to where they had gotten if it wasn’t for the time that they took to build some authentic relationships. Obviously they’re very good at what they did, but that’s just a piece of it.

Adam: And you know, even with sales, you know, you’ve got to have the ability to build these relationships because people, if they, you know, if they know you, they’ll meet you. If they like you, they’ll spend some time with you. But if they trust you, that’s when they’re going to buy from you. That’s when they’re gonna hire you. That’s where they’re going to endorse you and the inner, and you know the saying about endorsing. If somebody refers somebody to you or if someone you know, you, you say your name, it carries so far someone blows your sending your name and carries twice as far, twice as fast. So relationships, relationships, relationships,

Jason: Cool. And everybody makes sure to check out conversations with Connors, which is awesome. I at one point I was thinking of coaching with Cutter, uh, as my thing. So that’s awesome. I love that combo, Adam. And again, for anyone listening, all those links, everything will be in the show notes on my website case you missed it. Adam, thank you for being here and being focused on relationships and just being a fun dude to, to chat with.

Adam: What a blast. Thank you so much. I really hope that, uh, yeah, I hope that your listeners get a lot out of this. Take a different perspective. I think your show is fantastic. I love the way that you cut things up. You’re doing great. Your clients are very fortunate to have you and I’m honored to be guest. Thank you.

Jason: Cool, Adam. Appreciate it. And for everyone else, make sure to go to cutterconsultinggroup.com you can find the transcript for our conversation. All of Adam’s links, all of the info there so you can get in touch with him, reach out to him, make sure if you find him on LinkedIn, you send him a personalized message or else you’re going to be dumped in the trash and floor. The way I like to leave it always is, remember heap in mind that everything in life is sales and people remember the experience you gave them.