It’s Up to YOU to INSPIRE Those That You Require to Work with You

Audio Transcription

Speaker 1:
Consistently. I am asked by great people like you. How do you transfer your enthusiasm and your inspiration and your passion for your product, your service, your mission, where your organization into your team? Well, you do it by bringing the fire that is required and the practical training that your team needs on a daily basis. Because if you can’t make your team work, you can’t make the dream work. Again. If you can’t make your team work, you can’t make your dream work. So on today’s show, I’m providing you with rare access to behind the scenes audio of me actually training with one of my sales teams. And please remember this. As a trainer, you must believe that there are no bad students. There are just bad trainers and bad teachers. Remember this, as a trainer and as a leader, you must believe that there are no bad students. There are no bad audiences, there are just bad trainers and bad teachers. If you want to take your sales team to the next level, this is the show that you need to hear.

Speaker 2:
Ready to enter the thrive time show

Speaker 3:
bottom. Now what on the top, top knew the systems to give what we got come Dixon’s on the hooks. Coppertone the books. Who sees Brigitte’s some wisdom in the book as the father of five. That’s why I’m a dive. So if you see my weapon kids, please tell them how it’s a seat and seat upon your rate. D O and now three, two, one. Here we go. Yes, yes, yes and yes. And now into the doughnut

Speaker 1:
Joe of mojo. We go.

Clay Clark Sales Training :
Well Travis, how was uh, your, your haircut today? Great. I loved it. Awesome. Is this your first time in? Yes, it was. Well, how familiar are you with our memberships and kind of how it works here? Not at all. Well, basically every single week we turned down hundreds and hundreds of people cause we only have the capacity for 4,000 members. And so when you’re a member with us, all it allows you to do is to use our facility more often at a discounted rate. You know, because we don’t like turning down haircuts. But basically your first package, you get the month to month, no contract, you’re gonna get the beverage, the consultation, the tailored haircut, shampoo, massage, that conditioned massage, the hot towel, the face moisturizer and style right there, boom. And it’s 32 bucks with a membership, 37 with that. So again, you’re saving a little money, but you’re also guaranteed you can get it.

Clay Clark Sales Training :
The next package includes everything in this package has, plus you get to choose to add on items or the third package is unlimited, however much you want to come in. And we have a lot of doctors, lawyers, attorneys that come in every week. Um, which package is the best one for you? I think I’ll pick the middle one is the deluxe. Okay. And the way it’ll work is it’s month to month. So you’re just prepaying for the next hair cut at a discount. And I wanted to use a debit card or credit card. Do you wanna put that on this one? Now, in order

Speaker 1:
to train a sales team, you need a proven sales script and you must roleplay, roleplay and roleplay again with your team until they absolutely cannot possibly get it wrong. There is no other way. You must have a script and you must role play, role play and role play until the team cannot possibly get it wrong.

Clay Clark Sales Training :
And that should happen like 75% of the time. But if we do like Garth from Wayne’s world, I know it’s kind of older movie, but if we’re like, Hey, have you heard about her memberships? Like repels money? I don’t think anybody here does that. I’m just saying we need to have confidence that we understand that this is allowing you to save money and at a discounted rate. And I know you guys can all do that, but selling is just the transfer of enthusiasm from my body into your body. That’s all it is. So if I come across as confident, I mean I’m just telling you this, um, when I hired you to work here, King did I come across as though I was confident that I was going to actually pay you every week. Would you ever ever worry that I’m not going to pay you?

Clay Clark Sales Training :
I’m just saying I’ve worked for bosses before who I worry if they’re going to pay me because they don’t pay me. Have you met these people if you ran a boss like this, have you? I ever, I’ve had bosses in the past. You’re lucky. I’ve had bosses where he’ll go, well guys, I did landscaping for a while. We’re gonna meet on Monday, around Monday, around 10 let’s meet around 10. So you’re like, so should we meet at 10? Well, I’ll let you guys know. I’ll try to, you know, Oh shit. And then Monday at 10, no text, no call, no show. And then it’s like, Hey clay, did I short you on the Jack? Yeah, my bad. I’ll try to make that right. You know, and you’re just always wondering, am I going to get paid? Are we going to be on time? We want to be like confidence inspiring Marina.

Clay Clark Sales Training :
Yeah. Workers show up and they weren’t getting paid. Exactly. 85% of contractors. That’s true. A lot of these hair places that’s want you to understand there are hair places in Tulsa. If you don’t believe me, go mystery shopping. They will send you home if they’re slow and I’m just saying think about like Lauren out there. She’s a great lady. She’s a mom. He raising three kids. I don’t know how that would, to me, I would feel like a complete jerk if I had to call her up and go, Hey, sorry, we’re short today. You want to go home for 12 hours this week and figure out a way to make money but stay available in case we need. You know what I’m saying? So like on a, on a level, why do we want to sell memberships? You got your big three reasons. One is for our employees.

Clay Clark Sales Training :
It gives them the consistency and peace of mind of knowing they have a job that they can count on that income. But two, it allows people to get their haircut at a discount, right? And three guarantees it gets them in and that’s it. But we’ve got to have that enthusiasm, that swag, you know what I’m saying? You got a little swag deliciousness that you have to know that you’re really, really, really good. Here’s a scene, a basketball player who has all the tools but just cannot play with confidence. You’re seeing this or you ever seen someone who’s like a good dancer but they just can’t dance with confidence. Like they’re good, but they just can’t put on a show. It’s that it factor. It’s that little, it’s the it. It’s like the confidence and it’s got to come across as like, you guys are confident. This is, it’s like you can’t even understand how someone could not want this because I can’t, I mean, I’ve been to the other hair place does. I mean, and we turned down, you’ve worked on the phones, Tim. I mean, anytime y’all, you’ve done the phones there, when you, I usually you’ve done the phones. When you turn someone down and tell them they can’t get in, how does that go over?

Clay Clark Sales Training :
Yeah, yeah. You know, but I mean you gotta have that mindset that like you guys are the home of the best team in Tulsa and you guys are, I think you know that if somebody sucks, we definitely fire them after we try to encourage them and fix them. But they’re not willing to get better. They get out of here. So we don’t have any mopey, stupid stylists running around. We’ve got a great team, we do a great job, we’ve got great decor, great atmosphere. We do everything we can possibly do to make it the best it can be. And it’s definitely worth it. But it’s got to come from you guys that that’s the thick it has to like there’s be a look in your eye that like people know that you actually believe this is awesome. And Tim, when somebody calls wants to cancel, do we have, do we make money?

Clay Clark Sales Training :
We charge him one more time and have them charge a weight cancellation fee. No, but you know what happens when you call almost anybody else and you cancel any other company where they do got one of my clients today who has talked to him as my six o’clock meeting this morning. He’s had a longterm relationship with an accounting firm and they have a service. It’s month to month. They say it’s month to month, thousand bucks a month, we’ll do your account. It’s month to month. So he cancels because the service wasn’t getting done and they’re like, well we didn’t have it. You have to get a 60 day notice, you know, find PR. So he’s got to pay two more grand to get out. We don’t do that. But people think we do that. Does that make sense to you guys? So when somebody says, I need to talk to my wife, you go, well absolutely.

Clay Clark Sales Training :
And that’s why we built it this way. It’s month to month. There’s no like gotcha collage. You’re just pre-booking in a discount if your wife ever wants to, you know, cut that. But you know, I get it, but it’s month to month. All you’re doing is pre-book in the next hair cut at a discount that just has to be somehow communicated at a stronger rate that it’s being done. Yeah, they still, what I still want to talk to guys that booked in haircut, not the discount rate and still want to go home and talk to them. Oh yeah, yeah, no, it’s like it’s like this. If you were to shadow me for this month, I can’t do that for buddy. But if I could, I would. But I used to, if you spent a whole day with me, I not like I’m a genius now. I’ve just worked at that skill and gotten really good at it and I just want you guys to work at the craft and get to be where you are, the absolute best version of you you can be.

Clay Clark Sales Training :
Does that make sense? You just want to go for it. But if you come across with confidence and you know your stuff, I have found that and I wish I could. I wish Katie would be here so you can meet her. But she’s yay tall every single week as God is my witness. 70% 80% 90% 70 80 she never asked me what’s the average, you know what I’m saying? Like watch TD Jakes into your head explodes. I mean that guy, if you, have you ever watched TD Jakes? Here’s our watch. That guy Tim, you were watched him. I mean, man, if you, if you’re going through like a, he’s never nervous up there. No, and he’s hammering it. I mean, he was herring. He tell you the competency yet he has a servant he just put out three weeks ago called master builder and he was talking to you, watch that thing. He was talking about how God has called everybody to be building and we’re supposed to work as unto the Lord. But he kept saying master builder. He said, we were built, we were built to build. He probably said it 50 times. And if you pull the transcription on YouTube, you go to YouTube, you click on it, you can look in the transcription. I’m not kid. He probably said that thing 50 times

Speaker 5:
just to three minutes. And you gotta build it. [inaudible] if you want to hop the home, you got build it. If you want a successful marriage, you gotta build it. If you want your children to have, mind you, you gotta build it. If you want to be economically stable, you got to build it. I ain’t nobody gonna will it tell ya I ain’t nobody gonna give it to you if it’s gonna happen. Swipe your brothers. Have a master builder. I’m a master builder. I’m a master builder. I’m a master builder. I’m a master builder. I’m a master builder. I’m a master builder. I feel a praise about the breakout in this place. I’m a master builder. I’m a master bill. I’m a master bill. Say it again. Say it again. Say it again. That whatever you’ve been praying about, whatever you’ve been asked you for, whatever your reason is, whatever your dream is, whatever God put in your spirit, I want you to understand your responsibility. He does the designing, but you must do the construction. Get your hard hat and get your tool box and gather up your stuff. Cause you got some building [inaudible]

Speaker 3:
and if you do not build it, you cannot live in it.

Clay Clark Sales Training :
So today what I want to do is I want to show you guys a brief video that kind of hopefully can articulate this better than I can, but I’m just trying to make sure this is a transference of the emotion. Does that make sense? Yes sir. You guys filming? Let me go pull that up real quick. If you guys want to follow me, we’ll go over here to the screen. Cool. Now you guys can

Speaker 3:
check it out. Alright. Um, I’m going to show you two examples. Um, so work with me on this. It’s too esoteric. I apologize. I’m trying to give you real examples. You guys can graph. So again, if you took the transcript of me doing a conference and had somebody else read it without passion, it wouldn’t work. The exact same words. Does that make sense? And I’ve seen you at moments, you in moments where you’ll bring a lot of passion. And I’m like, yes. And that’s what I do every single time. You know what I’m saying? Like, Oh, you know what I mean? But if you look at this servant, watch the passion he’s bringing.

Speaker 5:
It’s your friends, your trade, your address, your change, the phone number. You change the songs who say you’ll change everything else but you didn’t.

Speaker 6:
You change your mind. There is nothing as powerful as a change. Mine changed mine. Oh, I changed mine. Whether you do in 12 steps or one step a change my, Oh God. Y’all hear what I’m saying?

Speaker 5:
A trained mind. There’s some, there’s some people in here right now that that used to do drugs, all kinds of drugs, crazy drug strung out on drugs. People wouldn’t believe who you used to be. Your Oprah is never thought you would ever get away. But one day you got sick and tired of being sick and tired and you said, wait a minute, I’m not just gonna change my clothes. I’m not just going to change my address. I changed my mind. I completely trade.

Speaker 6:
Yeah.

Speaker 3:
Can you see the homies like 20% who are enthusiastic that even the most enthusiastic person in that room, he claps for himself.

Speaker 5:
There’s some women in this church right now. You used to be easy. All they had to do with tell you you were cute. You were easy. One big, my daddy rolled up on you and said, baby, I ain’t never say nothing. If I said, wait, wait, wait. I changed my mind. Let me tell you something. If you change your mind, I don’t care what comes up against you. I don’t care who you fighting. I don’t care how big that off. I don’t care how tough there is. Nothing as powerful as a change.

Speaker 3:
He gets himself so fired up.

Speaker 5:
Oh, I’m a preaching here in a minute. I feel they’re nodding on the holiday ghost.

Speaker 3:
He’s going to start preaching in him. Man. He’s not even going yet, but that’s what

Speaker 5:
you want. To touch somebody and tell them. I changed my mind.

Speaker 3:
I mean, it is a travesty if you guys come here and don’t become great at communication. That is what we’re doing and not care about memberships. I care about you becoming the people who can influence other people. You know what I’m saying? On the social media. It’s like this guy’s an influencer. That guy’s an influencer. How many followers they have, I don’t care about. I’m talking about can you actually change the mind of another person? We’re not working at taco bell, taco bell. It’s like, what do you want a burrito? Do you want some chips on a burrito? Great. Awesome. That’s the order take. Our job is to actually compel someone to do what they were not going to do previously. That’s like Obama

Speaker 7:
and if I can change the room, that can change

Speaker 8:
and if I can change a city, it can change a state and if it can change the state of can change, a nation can change a nation, it can change the world for. I just have one question for you. New Hampshire. Are you fired up? Do you go burn up? Where’d you go? Where’d you go?

Speaker 3:
That’s like truck tastic level.

Speaker 7:
We’re going to win with every single facet. We’re going to win so much. You may even get tired of winning and you’ll say, please, please, it’s too much winning. We can’t take it anymore. Mr president, it’s too much. And I’ll say no it isn’t. We have to keep winning. We have to win more. We’re gonna win more.

Speaker 3:
Bringing that enthusiasm, you know, looking in the eye and just bring it home. It makes sense. You guys, I guess the only on this. Yeah, I just wanna make sure that everybody here feels very confident. Now this is obviously your first week out there, but I’d like you guys to stay off for just an extra 10 minutes today and just role play with manna on the memberships one more time each, but it just gotta be, do you know what I’m saying? If somebody asks me, do you believe that Christ was real? [inaudible] you have to believe this. Have you said, is it real? Is Christ real? I’d say yes.

Speaker 3:
Really? Yes. I could see your point. Maybe. I’m not sure. I thought, I don’t like that. You know what I mean? And you want to be content, like it’s just you getting this idea like good. I was talking to a person like pretty close to me and he was like, do you feel like your marriage might not work out? No. That’s a stupid question you need to put, ask me that question. It works because you have to make it work. We ask them that question, get focused and some people are like, well, I’ll see if it works. I’m not going to see if it works out and make it work. I’m going to make the sacrifice changes my change my calendar. I’m going to do what I have to do. I’m going to apologize faster, quicker. I’m going to be a better husband every year, but you can’t say, I’ll see if it works.

Speaker 3:
Does that make sense? What’s happening right now is we’re going out there, we’ve got the best haircuts and Tulsa the highest reviewed, the most reviewed, the best team. I mean we got a great experience, a great atmosphere, great people, but if they not, they’re not going to get in. We just got to have that energy. You guys are all smart people, but I just want to see a little more like a little more like 30% more fire. I want to hear that you guys are just like, I want to hear that you, you know Drake, the whole drag energy before 9:00 AM and we got it. You know, I want to hear, hear this. Woo. I mean I want to hear, you know what I’m saying? So if you need more ongoing, I’ll send you an audio file of this stuff. But if you need to get yourself fired up, go watch TD Jakes. You got to have that mindset. We’re going to go out there and download that. Sound good? Okay. So work with math and let’s role play already one time through and uh, John, can you listen in on and make sure they sound good before you guys leave? I believe in you guys. You can do it. You just got to bring the dragon. Cool. Alright, let’s go do it. Make it happen. You guys can’t do it. We’re going to do it. Forget about it, Nick. You’re good man. Okay, awesome.

Speaker 1:
Is up to you to train your people. You have to inspire the people that you require to do sales for you. And now without any further ed two, three, boom.