Building Sales Systems That Serve, Not Pressure with Jeremy DeMerchant

Hello everybody, welcome back.

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This is the Collaborators Unite podcast, Chuck Anderson here, your host.

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And this is the show where we serve big impact experts and that's you, if you and your

business and your work, your desire to make a big positive impact in the lives of your

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clients, your community and even the world is what drives you.

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And we know that because from conversations, we know that most people uh in our community

prioritize impact over profits.

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Now you have to be profitable also to make a bigger impact, but it's not the pursuit of

money, let's put it that way.

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Now, as you are making your big positive impact, an inevitable part of that is sales.

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And we're gonna talk about sales today and specifically sales systems.

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Because what if you could have a sales system that made it easier?

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You didn't even feel like you're selling in a lot of cases and really brought you that

consistency so that

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you can make a bigger impact.

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So today I have an expert in this, Jeremy Demurchant, uh which I've known for many, many

years.

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And I am thrilled Jeremy that you're finally on the show.

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So welcome.

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Yeah, so we're gonna dive deep into this.

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I think a great place to start is tell everybody a little bit more about yourself and how

did it come to be that you do the work that you do with sales and sales systems?

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Yeah, so first of all, thank you for having me.

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I appreciate it and I'm excited to chat with your audience.

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So for me, I fell in love with sales at a very young age.

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I was working at a convenience store when I was about 14 years old and one day there was

this $1 scratch ticket.

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um And here in Canada, we've got a pool hall or billiards hall called Dooley's.

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And so this scratch ticket had the Dooley's brand on it and I wasn't a very athletic

person.

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I'm still not, but I enjoyed playing pool.

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And so I saw these and get really excited, but I was still too young to buy them myself.

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Wink, wink.

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But what I did was when people came in, because I was excited, I said, hey, have you seen

these?

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You should buy one.

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And the first person bought two.

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And the next person came in and I said the same thing.

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Have you seen these?

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You should buy one.

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And he bought two.

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And it continued throughout the weekend.

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And over the two shifts that I worked on a Saturday and Sunday at this convenience store,

I sold out of these tickets.

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And I realized that

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If I could share my excitement with somebody else about something, it can significantly

impact whether or not they take action on that decision.

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And so from there, in some cases, it kind of became a game.

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I'm not sure that, you know, selling lottery tickets or scratch tickets is necessarily

something that's good for someone's health or a great habit to get in, but it was fun at

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that point.

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And then as I continued through my career, I was in the call center scene, learned how to

become a coach.

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in the call center world and also realize that sales is like having a superpower and just

like Uncle Ben said with great power comes great responsibility and so there's the ethical

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side of sales as well you're influencing people you can influence what people do and you

got to play nice uh because you know karma will come and get you basically you know and

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from a business perspective if you're doing things that are only self-serving

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your career is going to be really short.

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And I'm happy to say my career has been pretty long so far.

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So those lessons kind of stacked up and uh fast forward to my last real job as I call it.

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I was uh director of admissions at an online university where we were helping people

enroll in $30,000 online degrees in a single phone call.

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And then when I left there, I thought, you know what?

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I've helped people make millions of dollars and I've got a little ditty-ditty piece of the

pie.

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What if I went off on my own, helped a lot more people?

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make millions of dollars and maybe I'll get a little bit more piece of the pie.

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And that started my journey for my consulting group and my own business back in 2014.

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So here we are, I guess almost 12 years later at this point and we're still going.

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One piece that I will also mention is that started as a sales consulting company.

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I had this vision if you're a fan of things like

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Well, I liked the show Boston Legal way back in the day, really dating myself here.

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But uh the show Scandal or uh even Suits, for example, the idea that a whole group of

people can come around a table and solve a problem.

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That's what I saw my business being.

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so legally, my business is called Permission to Self-Consulting Group.

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Now, I'm basically the group, but I wanted it to be more.

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And this is the beauty of technology now is that

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It's the world is so small, thanks to technology, so I can bring people in from different

expertise.

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And it's kind like what you're doing in the podcast here, right?

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Bring people from all around the world.

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And in an instant they can be there to just support anyone that needs it.

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and so as the consulting side of things grew, I also ran into a challenge where people

were asking me what technology they should be using as part of their sales process.

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I was really good at helping people with sales conversations, but on the tech side, was,

go try.

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active campaign for your emails, go use ClickFunnels for your landing pages.

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And I was just referring people to all these different places and most of them were good

at that one thing, but I found that there was just this gap.

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And like I sent them off to some other company that I had no influence over and sometimes

they'd come back and go, I'm really struggling.

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And I didn't, I wasn't really in a place to be able to help them.

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So a few years ago, along with the sales coaching, I added in the technology side and

really got to dig into

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what we can put in place from technology, so automation and now AI, what can we do to

support people's process so that it shifts from, I really hope someone shows up on the

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sales call and maybe I'll close the sale, to a repeatable process that I'd like to compare

to McDonald's.

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McDonald's systems are so successful all over the world because they're so structured and

simple that a 15 or 16 year old can do it.

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And we tend to put so much pressure on salespeople.

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And if you're a solo printer, that salesperson might be yourself.

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And it can be tough.

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Great salespeople can struggle if the system's not set up properly.

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And so people that don't consider themselves great salespeople, the problem's even bigger.

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And so that's kind of where I like to play now is how do we design an architect the ideal

structure for someone's process so that they create this buyer's journey?

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that takes people from point zero in the experience all the way through to this phenomenal

respect and authority for your brand and what you do and show them that this is what's

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gonna solve your problem, if indeed it does.

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Yeah, I love that.

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And that's a great, that is a great foundation for this conversation as well, because when

we talk about big impact experts, so many of them, I mean, there's different beliefs for

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sure, but uh most of them, when you talk to them, don't, they will say that they don't

love sales.

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So there's that.

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And I always look at it as an inevitable uh part of that.

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But the other thing too is that when we surveyed our audience just recently for an event

that we did, the number one answer that we got was in terms of what they need or what they

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want or what they're struggling with is the lack of consistency in sort of like acquiring

new clients.

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And so...

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uh

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Let's speak to that a little bit.

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mean, there's the belief side.

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mean, the sales, mean, let's address that.

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And then, you know, I think the systems probably are going to what's going to add to the

consistency.

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But, you know, and but I but I think there might they might be interconnected because the

beliefs are are really going to be foundational, right?

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Like that's going to kind of drive everything that you do from that point forward.

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So what's your experience with that?

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Well, so when I started this whole sales consulting journey, I called the company

permission to sell consulting group.

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I mentioned the group part, but the permission to sell portion came from realizing that I

live in Atlantic Canada.

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I'm in New Brunswick and we're like, so in the East coast, we've got this reputation for

being, I mean, as Canadians, we're known as being really nice.

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Always saying sorry for no good reason.

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And especially in the East coast of Canada,

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we're known for just being way too modest and being like almost paranoid to talk about the

things we do that are great.

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And when I first started this journey, I started calling myself the startup sales

strategist.

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I thought I could come in, help startups grow their sales because sales is sales is sales

for the most part.

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And I realized that startups fell into one of two categories.

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They were broken bootstrapping it uh or they had just gotten

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a chunk of money from an investor and I was too small to be considered a proper person to

help them.

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So, either way, that wasn't going to work for me.

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But in this startup space, I was finding people that were coming from a job.

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Maybe they quit because they didn't like their boss.

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Maybe they got fired.

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Maybe they saw that something was going on in the company that they would do differently

and wanted to prove that they could do it.

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But none of those scenarios is a great formula for sales success.

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It just means that you're a good, ideally a good executor um on the actual delivery of a

product.

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But if you can't make a sale, there's nothing to deliver.

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And so with, when it comes to the mindset of sales, it's first giving yourself permission

to sell.

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Like you need to give yourself permission to sell before a prospect ever gives you

permission to sell to them.

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It starts with you.

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There's a story that Zig Ziglar shares in

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probably multiple books, but I've heard it probably in, well, at least a few audio

recordings.

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And he tells a story about, about doing sales to someone who just came out of a fire and

almost lost their home.

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And it's the mindset shift where the person he's telling the story to was like, well, I

didn't dare want to make them, you know, offer them to buy this because they didn't want

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them to spend the little bit of money they had left.

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And he turns it around and says, no, no, no, but look,

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what you're offering them could completely save the little bit they do have left if they

put it in place now.

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Because if this next level of urgency happens or disaster happens, there's no more backup.

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And so I forget the details, but something like I'm selling a smoke detector or something

like that.

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But the idea is that you can look at

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almost any situation from two or three or four different points of view.

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And the one that you need to focus on is the one that's going to help you actually make an

offer to somebody.

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Sales isn't about pushing something down someone's throat.

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It's about making sure that you do everything in your power to show them the vision you

have for them.

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Hopefully get them to see it.

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If you think it's actually going to help them and then let them decide.

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So

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If you go and make the decision ahead of time, I'm not going to make an offer to these

people.

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You might've just stopped them from getting something that could positively change their

life, all because you were nervous to ask for money.

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And this is a little controversial, but I look at it this way.

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If you're giving into your insecurities as a sales professional or as a business owner and

making that decision upfront, and that's what it is, right?

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You're too nervous.

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You don't want to have somebody dislike you if you make an offer at the wrong time.

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That's selfish.

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You're serving your own insecurity and not even giving the person that you claim to want

to help a chance.

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So we got to shift that.

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I want to always be putting the decision in someone else's hands, ideally in a scenario

where I truly see what the outcome could be, the value of that outcome.

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And my goal is to just show them.

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If they don't see it and if I try, you you can't help everybody.

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But if I go into a conversation, I don't want to just...

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sell somebody for the sake of selling.

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That doesn't help anybody, right?

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It wasn't too bad for a $1 scratch ticket when I was 14.

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But if we're talking, you know, $100,000 programs or, you know, systems that are going to

impact multiple levels of your business, we got to be clear on what that outcome could be,

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what that beneficial outcome is going to be.

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And then we need to show that to the prospect.

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And the moment we start to make a decision on

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whether we move forward or not purely based on our insecurity, I don't want to upset them.

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I don't want to call them now because they might get mad.

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It's just being selfish.

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We're feeding the wrong beast and it doesn't help anybody.

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Yeah, and you know, if you think about this desire to make a big impact, it's out of

alignment with that.

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And so if we say we want to make a big impact, but at the the on the other hand, we uh we

don't want to, you know, sell that uh confidently than where it's definitely an alignment

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conversation.

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So what I heard, what I really felt and what I heard when you when you were saying that

was

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you know, it's that belief level in how does the product or service that you are offering

benefit someone?

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And I love the Zig Ziglar story as well.

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It's like, how could that save them?

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Not just change, we always look at gain, but what could it save them from as well?

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And if you're really grounded in the impact that your thing makes, then I think we're...

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we can sort of tick the box there.

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like, I love what you said, that permission to sell.

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love the, now I see the connection with the name and I didn't get that before.

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And that's really cool.

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That's a great way to say it.

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Like give yourself permission to sell confidently.

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And so now if you are giving yourself permission to sell confidently, what is the thing we

hear the most, at least recently is,

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the lack of consistency, right?

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So if we've addressed the mindset part of it, now what do we need to do?

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And you mentioned systems, like what do we need to do to really kind of like drive sales

so that they are consistent?

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And I would also suggest uh there at some point be a point of scalability, but consistency

first, right?

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So.

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Well, you know, as we sit here in 2026, we're in an economy of attention deficit.

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And it's so easy for people to just blow by the things that are important and focus on the

shiny objects, the dopamine hits.

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And so we need, and that's not just our potential customers or prospects, it's us as

business owners, as salespeople.

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It's so easy for us to go and want to chase the big

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big sale.

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Like I was, you know, had in the past life I was in the insurance business and I spent so

much effort and months and months into one client who I was sure was going to be a big

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deal and was going to be a big commission check.

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And it was a guy I knew really, really well.

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I was like, he would never, he would never back out on this.

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And he did.

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He backed out.

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So I lost essentially two months of work and zero commission and I didn't have anything

else to focus on.

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So we get focused on what we think is going to be the best for us in the short term.

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But when we put systems in place, it allows us to be consistent across the board.

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number one is actually just deciding on some rules for how your business is going to run.

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there's no set rules of what this has to be.

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You just need to decide.

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Do you want to make sure that you're really giving every effort and somebody submits

information to you, whether it's an opt-in, they download some kind of free gift.

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Do you want to make sure that if there's any chance at all that you can help them that

you're doing it?

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If that's the case, great.

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What would the ideal activity be if you're doing it yourself and not worried about

automation or systems in this particular context, but think of it from a procedure.

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What's the procedure that should be done and think of it as you've got an employee that's

going to do it.

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What would you tell them to do?

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So take your concern of, I don't want to make the phone call.

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I take that out.

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So if you've got someone that's going to do exactly what you tell them, what are the steps

you want them to take?

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And then once you've got that mapped out, then we can look at, okay, how can we systemize

it?

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How do we build some technology around it to help?

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Because it's one thing if you're gonna block off an hour a day to call people that opted

in from the day before.

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I would love if people did that and most people aren't going to.

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But if you can have systems around it, whether it's an automated email, whether it's AI

doing outbound calling, somebody opts in, there's no reason in 2026 why they can't have an

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immediate experience with your brand.

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after that happens.

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And I don't have the numbers right in front of me, but statistically, the value of

increasing your speed to lead, as it's used, know, buzz terms, makes such a difference in

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your results.

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In the past, like I mentioned, the online universities...

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We were in a scenario where they would buy leads from a single source and multiple

universities would go from the same source.

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they would, someone would opt in and say, yes, I want to learn about online education.

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And the leads would go to multiple schools like that.

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And the first person to get ahold of the prospect was usually the one that got the sale.

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And being in that environment, if the focus is to help, like a lot of people, if...

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in the moment when they make the decision to look for more information or get some kind of

support and again back to the free opt-in and they're to watch a webinar or whatever it

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is.

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That's the point where what I refer to as their momentum is the highest.

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That momentum, I use that word to describe when someone's enthusiasm to get the end result

you're promising is kind of moving towards its peak.

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So as that momentum grows, the likelihood of buying grows and

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Purchases are made when someone's momentum is at a peak.

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Like I use a scale of like out of five or out of 10 and they've got to be like a five out

of five or 10 out of 10 before they're going to say, yes, let's move forward.

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And so when we're mapping out a sales process, the most dangerous thing, the most, I guess

the kryptonite to us helping people is time.

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I opted in for something.

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Maybe an email came back and it landed in my junk mail, so I forgot about it.

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And I missed the webinar that I might have been signing up for, and it never crossed my

mind again.

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But in the moment when I clicked, there was a problem that I felt like I could solve, or

that I should solve.

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And now it's gone.

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The problem didn't go away, though.

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Just my attention to it went away.

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And so maybe three months down the road, I'll see another ad that might solve that same

problem, and it's back to being prevalent in my mind at the time.

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But there's not many problems in your business that are going to be easier to solve six

months from now than they are today.

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And for your customers, even if you're working with consumers, time ends up causing more

problems and less if there's something that's broken.

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If it's I need to figure out my money challenges, maybe you're a finance coach.

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I promise you, getting a hold of somebody today is going to be much more effective than

getting a hold of them six months from now.

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That can literally change their life.

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So there's almost no scenario where time works in your favor in the sales process.

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And one of the most powerful things is shortening that process as much as possible.

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So on the front end, that speed to lead, as soon as somebody opts in or shows interest,

you want to be able to have a conversation with them or engage them in some way as quickly

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as possible.

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And then on the other end of things, when you're in those conversations, cut your follow

up.

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We have such a horrible habit of saying, I'll give you a call next week.

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And Chuck, I hate to tell you, next week is where sales go to die.

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Like they're gone, right?

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That momentum drops because when you get off a call or whatever that interaction is, they

start thinking, oh, well, I forgot to ask Jeremy this.

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Hmm.

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He should have just told me, maybe I don't trust him.

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Or talking to a friend.

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Oh, you know what?

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was talking to this Jeremy guy and

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He's in a sales system, I've heard about sales systems.

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This AI stuff's just taking over the world.

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You should avoid it.

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Oh, okay, and the momentum drops.

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And then before you know it, they're less interested in what you have to say than they

were before they even opted in or before you had that first conversation.

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And so it just, the deal goes to die.

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And the more important issue is that the person's problem never gets solved.

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Now, if you can shorten that window of the follow-up and...

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Your audience might think I'm nuts for saying this, but I promise you there's a lot of

things I talk about that are like, you know, theoretically, this is what I believe, but I

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will tell you statistically, this makes one of the biggest differences.

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And it's if your follow up from a sales call can happen within 48 hours, it changes

everything.

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And if you can make it within 24 hours, it like you'll almost double your conversion.

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And it's only because there's been less room for other people's opinions to get in the

mix.

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There has been less time for people to forget that they had this problem.

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And if you say, oh, know, I'm busy.

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Call me back next week.

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You know what, I appreciate that.

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I understand we're all busy.

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But look, is there really anything that's going to change between tomorrow afternoon and

next Friday?

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Probably not that's going to work in your favor.

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So why don't we just get this decision checked off your list and make the rest of your

week a whole lot lighter?

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I got time tomorrow at 3.

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How's that work for you?

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Like it doesn't have to be a pushy conversation.

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You just need to truly believe that it's valuable for them to do it.

285

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Back to that mindset.

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If you come across going, well, I've got a spot tomorrow at one, would you be free then?

287

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No one's going to feel the confidence because it doesn't exist.

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You feel like you're pushing somebody, like you're trying to be salesy.

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But if you truly believe that if you can keep the conversation going and the momentum

going and minimize how much drop off they have in momentum, then not only is it going to

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be much easier sale for you,

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It's an easier adoption for them.

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Help them change their life.

293

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Help them fix that problem.

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Forget about your insecurities and let's make processes and systems that make it really,

really easy.

295

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Now, you just saying, let's follow up within 48 hours or 24 hours is such an easy thing to

do, but it gets overlooked.

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You don't need technology for that.

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I mean, a calendar, say, I've got a time tomorrow too.

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Book it your calendar manually if you don't have the technology that'll do it, but it can

be so easily done.

299

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I love the tech because it makes it really scalable once you've got systems mapped out,

but you don't need all the tech.

300

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You just need to make decisions and stick to them around what that standard of your

delivery is going to be, what the level of execution is going to be.

301

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But as humans, and especially me, I'm someone who's got ADHD, so I fall victim every day

to what I call emotional discretion, which is just a fancy sounding way for me to say, if

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I don't want to do it,

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I don't do it.

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Like I do what I feel like, you know?

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Emotional discretion.

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But we've got to cut it out because that's what kills the consistency.

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We don't feel like making the calls.

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We're nervous about the fallout.

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We tell ourselves a story about this lead that shows up in our system that we realized

they popped in there two weeks ago and we missed it.

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Well guess what?

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Waiting a day is not going to make it any better.

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So call them now.

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I love that you said that next week is where sales go to die.

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And next week is almost the default on both sides of the conversation, both on the

prospect and the person who is the service provider or doing in the sales role.

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And it's like, you know.

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My takeaway from that is like, let's stop letting that be the default.

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And I really like what you said is that the best time to follow up is within 48 hours.

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And that really shortens it.

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And all the reasons you mentioned are great.

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ah I love everything we're saying.

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And I wanna make sure that before we run out of time, that we give people some thought,

what should they be thinking about looking at?

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What are some of their next steps?

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And I know you've got...

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something that will help them with that.

325

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everyone who's resonated with this, what do they do next to really take a look at their

sales process and what can they do to improve it?

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So I would suggest that you want to think about what's the best experience you can create

for a prospect.

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take yourself out of it, pretend it's not you having to do the delivery, because that's

going to give some of your own inhibitions and resistance around what you're doing.

328

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So if this was a multi-million dollar company that had just had raving reviews for the

experience that it created for their prospects and clients, what would it do?

329

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Would it be an extra phone call?

330

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Would it be outreach within minutes?

331

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Would it be a thank you package when someone comes on as a client?

332

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Would they mail a leather binder with the logo, whatever you want it to be?

333

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There's no rules except for the ones that you set, but I encourage you to put yourself in

the position of the client.

334

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And what would be the ideal scenario?

335

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Because there's points for the sales process.

336

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I call them conversion points or some people call them decision points.

337

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Anywhere that someone has to make a decision and not just to buy, it's a decision to

answer the phone.

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next time you call.

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It's a decision to jump on the Zoom call when it's scheduled.

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It's a decision to actually say, yes, I'll have another conversation with you.

341

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And so what can you do?

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Like, just as a quick example, when it comes to sales pages, you should always have a chat

bot on a sales page, because that's the point where people are gonna be most likely to

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have questions that haven't been answered.

344

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They're considering it, they see a price, go, oh, I didn't think about this, I wonder.

345

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but there's a little chat widget right there that can talk to a person or AI or whatever

you want.

346

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Like you want to be there to maximize those conversions.

347

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But think about it right from the get go.

348

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The first time they see you, is it through an ad?

349

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Did they stumble upon a Facebook page?

350

00:27:26,965 --> 00:27:33,069

Is it they're searching something on Google and your Google, your business profile pops

up?

351

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What does that look like?

352

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And if you could, like if money didn't matter, if resources didn't matter, what's the

dream deliverables that you would like to give them along that journey so that even if

353

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when the sales conversation happened,

354

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The answer was no, I don't think it's the right fit.

355

00:27:48,060 --> 00:27:52,242

They're still so excited about the experience, they would love to send you referrals.

356

00:27:53,343 --> 00:27:55,205

That's what I would challenge everybody to think about.

357

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when you're doing it, think about what that would look like if you had somebody hired that

could do the work of that delivery.

358

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It's not you, because take yourself out of it.

359

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And when you do that, you've got the dream scenario.

360

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You're not going to create it overnight.

361

00:28:08,634 --> 00:28:12,276

But once you've got it mapped out, that then becomes the standard that you're reaching

for.

362

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And now you can go back and go, OK.

363

00:28:14,560 --> 00:28:18,692

What's the simplest action I can take to get a little closer into one thing at a time?

364

00:28:18,692 --> 00:28:30,897

Like just having an automated on a responder when somebody opts into your to your website

or making sure that if somebody calls your phone number after hours, there's it's not a

365

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voicemail that they leave.

366

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They can actually talk to somebody, even if it's a eye that can go ahead and book the call

with you for the next morning so that they're not stuck waiting.

367

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So I would just say map it out first.

368

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pretend it's like a dream board of a client experience and go step by step, what would you

do?

369

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And then you can document it as a process and then you can put technology behind it.

370

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But that's the first step.

371

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You don't know how far you're missing the mark if you don't know what the mark is.

372

00:28:59,659 --> 00:29:01,430

Yeah, that makes total sense.

373

00:29:01,430 --> 00:29:06,962

Well, I know you also have an assessment that helps people figure out where their gaps

are.

374

00:29:06,962 --> 00:29:16,557

You want to tell everybody a little bit about that and where they can find that, because

that seems like a next logical step in learning more from you and potentially working with

375

00:29:16,557 --> 00:29:17,247

you.

376

00:29:17,710 --> 00:29:18,650

Absolutely.

377

00:29:18,650 --> 00:29:27,250

Yeah, so this is a sales execution diagnostic and the idea behind it is The problem that

we run into is the execution.

378

00:29:27,250 --> 00:29:35,090

It could be the systems It could be processes, but ultimately we're not executing the way

we need to to create the results that we want to so instead of Taking as much time as it

379

00:29:35,090 --> 00:29:44,510

probably takes to map everything out in your business You can first just see where the the

gaps are and so you can complete this diagnostic is totally free.

380

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It's 12 to 15 questions

381

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probably take you 10 minutes max to do.

382

00:29:49,707 --> 00:29:53,268

And when you come out, you're gonna get a customized report to show you, these are where

the gaps are.

383

00:29:53,268 --> 00:29:56,769

These are the things that you really need to focus on, because they're the biggest needle

movers.

384

00:29:56,769 --> 00:30:01,070

And then if you wanna move forward and work with us, there's a button, you can click the

book, call with me, but you don't have to.

385

00:30:01,070 --> 00:30:03,730

There's steps that you can take after that as well.

386

00:30:03,891 --> 00:30:12,013

So if you'd like to go ahead and complete that, you can go to salesedge.io forward slash

chuck.

387

00:30:12,593 --> 00:30:17,126

And uh click that link, complete it, and either way,

388

00:30:17,126 --> 00:30:20,427

You're going to get value from it even if you don't move forward to the next step.

389

00:30:20,567 --> 00:30:23,328

The reports, they're customized to you.

390

00:30:23,328 --> 00:30:27,099

I've got AI built into it to make it matter.

391

00:30:27,099 --> 00:30:29,390

I don't want a template that you can get from a quiz.

392

00:30:29,390 --> 00:30:34,931

This is about, much like I'm explaining, you should do in your own sales processes.

393

00:30:35,371 --> 00:30:37,052

What's that experience that you want to create?

394

00:30:37,052 --> 00:30:44,554

I want to give you the opportunity to get some of the benefits of me doing a full

assessment without you having to have me there face to face to do it.

395

00:30:44,554 --> 00:30:45,734

So how?

396

00:30:46,252 --> 00:30:54,804

how far can we go using the technology, but respecting your time and knowing that maybe

you need to check off a few boxes before you know time one-on-one with me is gonna make

397

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the most sense.

398

00:30:57,303 --> 00:30:58,923

Yeah, that is really, really great.

399

00:30:58,923 --> 00:31:07,126

Well, if you're listening to this on video and you, uh the link for the assessment is

right beneath this video.

400

00:31:07,126 --> 00:31:14,728

And if you're listening to this on podcast, just open up your phone and the link to

Jeremy's assessment is right there.

401

00:31:14,728 --> 00:31:18,429

And that sounds like a very logical next step to me.

402

00:31:18,669 --> 00:31:23,471

Not only for just the awareness, but yeah, you're gonna learn a lot too.

403

00:31:23,471 --> 00:31:24,501

uh

404

00:31:24,501 --> 00:31:27,873

in just in asking yourself those questions for sure.

405

00:31:27,873 --> 00:31:29,494

So Jeremy, thanks for that.

406

00:31:29,494 --> 00:31:31,635

And thank you for everything that you shared.

407

00:31:31,635 --> 00:31:41,361

I know that this topic of sales and how that leads to making a bigger impact, we could

probably launch into a three or four hour workshop on that right now.

408

00:31:41,361 --> 00:31:43,122

And perhaps we do that one day.

409

00:31:43,122 --> 00:31:52,127

uh So as we wrap up, any final piece of advice or words of wisdom you wanna leave our

audience here with today.

410

00:31:53,166 --> 00:32:03,111

I think that the main thing is just if you're in a place where you want to make a big

impact, sometimes you got to step outside your comfort zone and your comfort zone is

411

00:32:03,111 --> 00:32:06,783

listening to the voices that say, I don't want to do that.

412

00:32:06,783 --> 00:32:08,434

I don't want to offend somebody.

413

00:32:08,935 --> 00:32:18,930

And I look at it as we've got two wolves inside us and there's this uh story that talks

about the good versus evil and the two wolves are always battling and which wolf wins?

414

00:32:18,930 --> 00:32:20,161

What's the one you feed?

415

00:32:20,161 --> 00:32:22,830

Well, it works the same way when it comes to

416

00:32:22,830 --> 00:32:26,830

listening to your insecurities versus the version of you that's to help people.

417

00:32:26,830 --> 00:32:35,190

If you continue to create momentum with the version of you that's destined to help people,

to make a difference, to make that impact, that will continue to grow.

418

00:32:35,190 --> 00:32:42,170

So whatever the step is that you can take today that maybe makes you a little

uncomfortable, but you know is the right thing to do if you really want to make an impact,

419

00:32:42,170 --> 00:32:46,030

it's going to help make that next step even easier.

420

00:32:46,570 --> 00:32:47,610

So feed the right wolf.

421

00:32:47,610 --> 00:32:52,250

Feed the one that's helping people, helping companies, the world.

422

00:32:57,859 --> 00:32:59,980

Great words to end this episode by Jeremy.

423

00:32:59,980 --> 00:33:00,540

Thank you.

424

00:33:00,540 --> 00:33:06,684

And thank you for your generosity and your wisdom and everything that you've shared here

today.

425

00:33:06,684 --> 00:33:09,826

And to our audience, I want to say thank you as well.

426

00:33:09,826 --> 00:33:11,627

I want this to be time well spent.

427

00:33:11,627 --> 00:33:15,229

If you're listening to my voice right now, it means this resonated with you.

428

00:33:15,229 --> 00:33:22,522

want you to take an action step, something that you heard us talk about, something that we

reminded you of.

429

00:33:22,522 --> 00:33:25,434

Maybe it's that follow-up call that you scheduled for next week.

430

00:33:25,434 --> 00:33:26,955

Go do it tomorrow.

431

00:33:27,423 --> 00:33:29,405

even better today.

432

00:33:29,405 --> 00:33:31,746

so, but take an action step today.

433

00:33:31,746 --> 00:33:35,549

Maybe it's something like that, or maybe it's to go and take Jeremy's assessment.

434

00:33:35,549 --> 00:33:40,933

know, go and really analyze your sales process and learn where your gaps are.

435

00:33:40,933 --> 00:33:45,876

Whatever that is, take an action towards that and then keep moving forward.

436

00:33:45,876 --> 00:33:48,468

That is how you overcome the obstacles.

437

00:33:48,468 --> 00:33:55,303

That's how you lead yourself to be making the big impact that you wanna make.

438

00:33:55,303 --> 00:33:55,991

And you...

439

00:33:55,991 --> 00:34:02,256

might be just one collaboration away from a big breakthrough that you need to make that

big impact.

440

00:34:02,256 --> 00:34:05,648

And perhaps Jeremy is that person to collaborate with.

441

00:34:05,648 --> 00:34:08,360

We are big on collaboration and partnerships here.

442

00:34:08,360 --> 00:34:11,483

So remember, there's no obstacle too big to be overcome.

443

00:34:11,483 --> 00:34:14,965

uh You might be just one collaboration away.

444

00:34:15,125 --> 00:34:22,889

And your big impact, that big difference that you want to make, please go confidently make

that in the world because we desperately need it.

445

00:34:22,889 --> 00:34:25,228

And remember, the only way to fail is to quit.

446

00:34:25,228 --> 00:34:28,178

So keep moving forward everyone, and we'll see you on the next one.

447

00:34:28,178 --> 00:34:29,088

Thanks.