[E268] Sales Rebellion, with Dale Dupree (Part 3)

Jason: Hey, welcome back to the sales experience podcast. Welcome to the final segment of my conversation with the amazing, powerful, authentic, true, real Dale Dupree. Please. If you haven't, I'm going to say it again. I said it on the last episode, check out the other two episodes of this series and my conversation with Dale. Because it all just flows together. It goes through, it's so real, it's so authentic. And he shares a lot of stuff that I don't talk about necessarily on my podcast, just from a different perspective that hopefully will catch people in the right way and just shift how people view their sales role and what it means to be a professional at the deepest level. So here you go, part three, enjoy. Dale: The idea of sitting back one day and saying, what if I just wrote the check anonymously instead of trying to get some kind of recognition for it and being okay with that. Because we know the impact that it'll make on somebody else and seeing the impact that it'll make is much better than being recognized for it. Jason: Yeah, and when you're talking about locking arm and arm with the prospect and being on that journey together, the visual I've said forever, because I care about the outcome for my customer, right? Whoever that is, business to consumer, business to business, doesn't matter, is that I hug them because I care, right? My conversation, this transaction, me moving them, so I hug them because I care. If it's a good fit, we'll walk arm in arm across the finish line. Sometimes I've got to pick them up and carry them over the finish line because they can't get out of their own way. So I'm going to get them there together because I know what will help them in that situation. Kind of like someone who you know has, let's say, an addiction problem and you're literally going to put them in the car. Lock the doors, drive them to rehab, and make sure they go inside for help. Like, when you have that kind of feeling towards your prospective customers, because you care about them more than maybe they might even care about their own situation. Again, it could be copiers. It doesn't matter, right? It could be knives. It could be helping them get out of debt. When you have that kind of empathy and care and concern for somebody. Then it's a whole different game. We agreed. Dale: That's a level of empathy that a lot of people never get to either dude, because it takes a very selfless person to feel that way. But the thing, Jason, that I think is extremely true to form that a lot of people just don't talk about is that I truly believe that we are all made inherently that way, but it's one of the hardest things for us to tap into. Not necessarily because of that, but it just is. Jason: Yeah, and it's a challenge for people because they're afraid of doing that or maybe they got hurt doing that in the past by being vulnerable or being empathetic or giving to someone and then it isn't reciprocated. And then you pile on that this kind of sales persona, avatar thing that people think is how it's done. Obviously that's the path you and I are both on in our own worlds but also together in shifting. Dale: Yeah, I agree. It's a fine line at the end of the day, and it's an important one to recognize and to make sure that you're on for the right reasons. And again, because of what we're talking about, this idea of servant leadership inside of sales, love, bringing love back to the game, bringing hope back to sales, choosing legendary, building legacies, putting people before products. And back and saying that the community is more important than the commission check or even in people and experience instead of performing a pitch It's as simple as that sometimes but it's complicated at the same time too because it takes a selfless Jason: person Yeah, and it's always messy right because you're dealing with another human and so you can't always predict It's not always scripted and you might want to do relationships and experiences and then things go Sideways or don't work out and you just got to keep on keeping on. So what would you say is It's shifting a little bit because we're talking a lot about sellers and salespeople. What about the buyer side? What are you seeing as the trend of what buyers want most these days? Dale: I think that buyers have always wanted one thing because salespeople have always pushed the narrative, which is that buyers want whatever it is that they can get. So they want the best. That's all they want. They want what's best for them, what's best for what's going on with them. They want what's best for the company. They want. The cheapest thing, not the most expensive. They don't want the relationship, right? Because we've never sold it in the first place. We never have. We've never given them the option to have it to begin with. And so when it starts to come out, it's like you were talking about. It's this idea of that's too good to be true. This doesn't happen in six months after you sell me this. You disappear. I already know this game. So I think that buyers inherently have always been in that place of wanting more. No matter what. But they've been cultured by the sales profession to be where they're at. I don't know if anybody listening or even yourself have ever been to a procurement class. Or you've done a purchasing course that you defines and refines the idea of like how does a cfo or a purchasing department or procurement department? Interact with buyers right or sellers. What are the rules for those departments? This is a real thing people that are listening in case you didn't know so buyers are being cultured in their own way with their own tribe on how To do it in the first place. And what they do is they watch the Grant Cardone's of the world to watch the John Locke's of the world. They see the movies. They listen to the Wolf of Wall Street's podcast and they hear what it is that they're telling sales people to do. They're not idiots. But again, I think that inherently they want something bigger. They want something better. They want something more altruistic. Jason: And that's where it goes into your examples that you've had and. The woman in Australia and the cold call is when you do. And this is what I tell people. And I've told people forever is just do the opposite of what other salespeople do, whatever that is, it doesn't matter. Whatever you think is the narrative and the script and the play and what in the movies and the Grant Cardone's and the people, just do the opposite. It will first confuse and then freak out your prospects. And then they will appreciate it and go. Okay, this woman or man is completely different, so maybe they operate different. Maybe this will work out this time, right? Dale: Agreed. And so what you're talking about is a pattern interrupt. And inherently in our life, when the pattern is interrupted, we understand that it's a place, it's an unknown, and that it's a little bit uncomfortable. But we know when we inherently, when we get there, we know deep in our soul, even if we've never experienced it, that this is what everybody talks about. This is one of those moments where I have to follow this. Because I've been into the unknown. Or doing something that's uncomfortable is what truly creates growth and truly gets us the outcome that we desire and deserve. And so it's important to remember the concept of interruptions and how they work psychologically. Inherently and people. And so getting back to the basics of those things, more than anything, like we've complicated the hell out of sales, dude, we truly have. Jason: One thing I've seen is that salespeople worry about only being able to win if they use manipulation tricks. tactics and hard closes. So they end up struggling to close deals, make their quota or earn the kind of money that they want to make. If this sounds like your current situation, or maybe you want to make more money in sales without feeling like you're selling, then my upcoming book called selling with authentic persuasion will help in it. I'm going to take you on a journey to transform from order taker to quota breaker. If you're ready to become an authentic persuader, crush your goals, And create success in your sales career. Then go to Jason cutter. com again. That's Jason cutter. com and pre order the book today and the, do the pattern interrupt, but then also be careful because. This is where the authenticity piece comes in that you and I are both firm believers in. Is be careful not to try to strategically pattern interrupt where that becomes the new inauthentic sales mode. Dale: Exactly. It's this idea of seeing somebody else's playbook on how to do it. And basically just following it to a tee, expecting that you're gonna get sales. What you should do is you should see it, right? We have the rebel letter campaign people download the crumpled letter for free And then they end up buying the whole campaign because they recognize that oh, this is a cadence There's a science to this There's an art to this and then they also see they say as they go through it and they get the pdf package And I read the instructions they say These guys are telling us to be ourselves with this and not to use what they've even given us in the first place. They're saying, put it in a box with 800 other crumpled letters and tell somebody, yeah, you kept saying that you didn't weren't getting any of my emails or my phone calls. So I just figured I'd bring you 800 of these instead, you're bound to get one if I bring it by again. And that's a true story of a student and just a random one too, that like in the middle of nowhere that found my stuff through LinkedIn, it's the idea of people seeing this concept of being a pattern interrupter, being radical in the way that they're audaciously educating people about who they are and what it is that they want, but not in a sense of stealing it from somebody else, in a sense of literally turning it on for them, sitting back and saying, I can do this. And maybe this isn't exactly how I would do it, but I see the principles and I understand what this does for my buyer, it gives them an experience. It causes a sense of wonder, it instills hope back into the sales process. And if I take those principles and I use them as my guiding light, then I'll never fail and never become something that's inauthentic in the way that I reach out. Jason: Now, and that's true. Again, I hope everyone's listening to that. It's not just about going, okay I'm not going to follow this slick salesperson's campaign and playbook. So I'm going to follow this other person who's saying to be authentic. And then I'm just going to copy their playbook word for word, because then that's not authentic for you. You've got to find. What works best for you and there's no right or wrong as long as it's coming with a certain intention and whatever your goals are and your goal being what's best for the prospect and for the customer with you or without you. And then from there, whatever your style is. Agreed, bro. So Dale, I appreciate this. I also know that you are wanting to have your vacation. I appreciate you taking some time out as anyone heard in the background. The fun is happening and . Yeah, the part, and I wouldn't normally bring that up, except I love the fact that you are on this mission so much that it's not Hey, I've gotta do this thing and so sorry, I can't, and I'm not gonna record this podcast and have this conversation. It's about doing both. It's about life and this, and a mission and a purpose. And anyone listening to this, maybe they're sitting in a cubicle like These dudes are crazy and passionate and I can't relate to it. Just take what you can from it and just move towards that. And I just appreciate you and how much you want to share and how much love you have for the sales community. And I'm just so thankful that we got to chat and have gotten to know each other. Dale: I'm here, bro. This is a long time coming, right? We met last year, like March or April. When you first started to launch your podcast. And so it's a long time coming. I appreciate you having me on. To me, the time that you give is the most important thing. So my family's happy to share me. And I'm out here with my siblings and my mom and We do this once a year. There's 20 plus of us out here doing our thing. And because it is, this is what it is. So everybody in the cubicle listening right now, you want this life? Pursue it. There's a legacy in all of us. We shut it down constantly. We do things like separate work from life because there needs to be a balance. Guess what? The best balance is to love what you do. And to love your life as well, and to not be ashamed of being a salesperson, to not be ashamed of wanting to work hard, to not be ashamed of also finding joy in watching Netflix for a couple hours with a bunch of kids taking naps on beanbags, right? It's okay to be the natural, normal, authentic human that you were called to be. Salespeople have to start waking up to the fact that every day we have the opportunity to share the gospel of what it is that we can bring to the table to make people better, right? More than just provide a product and a service that will help, but what it is that we bring to the table on top of it. Jeffrey Gettemer says it the best. All things considered, people would prefer to do business with their friends. And start going out. So start going out there. Build that community. Create that legacy. And start treating your territory like a community. Jason: I love it. Perfect way to end. Dale, thanks for being here. Enjoy the family time. I love it. The message. For anyone listening to this, best way for you to reach out to Dale and to find him is the salesrebellion. com site. He has all the stuff on there. Especially if you love retro 80s looking themes. It's amazing. You'll love it. But his message is great. Please check it out. The stuff he's doing is so powerful. I love it. And then he's super active on LinkedIn, so you can find him there. That's it for another episode of the Sales Experience Podcast. Thank you so much for listening. If you find yourself on iTunes, can you leave the show a rating and a review? It helps other salespeople and sales leaders find the show. And please subscribe to the show and share episodes you find valuable with anyone you know in sales. Help me on my mission of changing the way sales is done. And if you're ready to work together, go to jasoncutter. com. Again, that's jasoncutter. com. To find out how I can help you or your company create scalable sales success. I will see you on the next sales experience podcast episode, and keep in mind that everything in life is sales and people will remember the experience you gave them.