The Chris Voss Show - The Chris Voss Show Podcast – Sales Mastery: The Ultimate Skill for Business and Life Success with Luke Jorgensen

Episode Date: June 27, 2025

Sales Mastery: The Ultimate Skill for Business and Life Success with Luke Jorgensen Lukejorgenson.com About the Guest(s): Luke Jorgensen is a seasoned sales coach with over a decade of experience in the challenging door-to-door sales industry. Known for being in the top 1% of personal sales in his field, Luke has led sales teams for nine years, emphasizing ethical sales practices and fostering outstanding team culture. Passionate about helping individuals and businesses enhance their sales performance, Luke offers coaching and training that leverages his extensive on-the-ground sales experience. His approach is characterized by practical, proven strategies that aim to make selling effective and ethical. Episode Summary: Join Chris Voss as he delves into the dynamic world of sales in this fascinating episode of The Chris Voss Show. Captivating discussions set the stage for an engaging exploration of selling strategies with expert sales coach, Luke Jorgensen, who's at the forefront of the door-to-door sales industry. Celebrating nearly 17 years and over 2,400 episodes, the show continues to bring forward-thinking ideas to its listeners with renowned guests who are leaders in their fields. In this episode, Chris and Luke discuss the intricate art of sales, examining it not just as a business skill, but as a fundamental life ability that everyone implicitly engages in. Through vibrant storytelling and insightful perspectives, they explore how mastering sales can open doors to vast opportunities. Luke shares his expertise through the lens of his "Smooth Selling Framework," providing listeners with actionable steps to refine their sales techniques, regardless of their level of experience. Additionally, they share anecdotes from real-world experiences in the demanding landscape of door-to-door sales, illustrating the resilience and adaptability required for successful selling. Key Takeaways: Sales as a Universal Skill: Discover how sales techniques are applicable in everyday life, enhancing both professional and personal interactions. The Importance of Frameworks: Luke Jorgensen emphasizes the value of a flexible sales framework that can be adapted to various scenarios rather than a rigid step-by-step approach. Learning from Rejection: Door-to-door sales experiences demonstrate the tenacity and learning opportunities presented by frequent rejection. Emotional Intelligence in Sales: Understanding customer needs and motivations is key to closing successful sales and maintaining ethical standards. Coaching and Continuous Improvement: Success in sales is bolstered by continuous learning and having a coach to guide personal and professional growth. Notable Quotes: "If you want something, you gotta be able to sell it." "Good salespeople are hard to find." "A framework instead of a step-by-step is flexible enough to work in literally every type of situation." "Sales is about helping people's lives by solving their problems." "If you can follow a framework, it'll cut a lot of those mistakes in half."

You wanted the best. You've got the best podcast, the hottest podcast in the world. The Chris Voss Show, the preeminent podcast with guests so smart you may experience serious brain bleed. The CEOs, authors, thought leaders, visionaries and motivators. Get ready, get ready, strap yourself in. Keep your hands, arms and legs inside the vehicle at all times because you're about to go on a monster education roller coaster with your brain. Now here's your host Chris Voss. I'm Chris Voss here from the Chris Voss Show.com.

There you go ladies and gentlemen, the earliest things that make this show official. Welcome to 16 years and nearly 17 years actually in August, two more months, a month and a half. 17 years and 24 hours of episodes of The Chris Voss Show bringing it to you all the time, every day, two to three times a week day, bringing you the most smartest people, the most brilliant minds, the greatest stories, the lessons you can learn in life, things that will improve the quality of your life and all that good stuff. And if you're not referring this show and your family, friends, or relatives, darn it, shame on you. No, I'm just teasing folks, but no, really. Anyway,

go to GoodRisa.com for it says Chris Voss, LinkedIn.com for it says Chris Voss. Chris Voss won on the TikTok and Ian on those crazy places on the internet. Opinions expressed by guests on the podcast are solely their own and do not necessarily reflect the opinions of the host or the Chris Voss show. Some guests to the show may be advertising on the podcast, but it is not an endorsement or review of any kind. Today, we're going to be talking about sales and sales is skills that you can use not only in life, but in business and making money, et cetera, et cetera. But you know, we're always selling, everyone's always selling. You're selling your wife to stay with you

every day. You're selling your girlfriend or boyfriend to be interested in you. You know, everything is sales. We're always selling ourselves. Even the clothes you wear, the things you buy, the things you drive, you're selling an image of yourself. And we do that a lot too, and branding on social media. I'm selling the Chris Voss Show right now to you. He he he he.

Anyway, we're gonna get into it. We have an amazing young man on the show with us. Luke Jorgensen joins us on the show. He's a sales coach who has spent the last 10 years in the door to door sales industry. And I laugh a little because I know what that industry is like. That is a hard, tough industry to not only survive in, but to have that sort of any length of period in. It's tough.

It's hard. Luke is in the top 1% in personal sales in the industry. He led a sales teams for nine years. Luke and his teams were known for selling the right way ethically as well as having amazing team culture. He helps salespeople, businesses, entrepreneurs, and others step up their sales game so they can consistently hit their goals. Welcome to show Luke.

How are you? Thanks for having me, Chris. Glad to be here Hey for talking about cells or basketball or baseball. I'm your guy. I guess we're talking about cells today though. What about football? Show me on the Tom Brady doll where football are you? That was a good joke, I think I came that was That was good. That was there. You know, no one cares. Anyway, I'm just shitting on my own jokes at this point. So Luke, give us all your.com. Where can people find you on the interwebs?

Um, my main website, lukedrogenson.com. That's a good place to fall. Um, Instagram at Luke or sorry, Instagram at coach underscore lukej. That's on Instagram. And my main course, you want to get a little introduction to me and selling and how to sell and do it in a quick, quick, easy way. That is at smoothselling.co. There you go. Now, so give us a 30,000 overview of what your offerings are on your website. And, uh, I know you have some sales style quizzes, some courses, some other things people can take advantage of.

Yeah, there, I mean, there's so much to learn in sales, right? So we pride ourselves and be able to take it, take it to be able to apply easily like that, I think is a key. There's a lot of good things out there, but you just can't apply it and they just literally don't work. So everything that we're teaching has been proven, it's proven. I've used it like literally taught it to my teams. Now basically teaching my teams for nine years, how to do things, how to do it the right way, to get great results, doing it properly, where you can sleep at night,

all those good things. Now we're just taking it to the world. So that's the idea here and there's good stuff on there. So you'll, you'll get results from what we're doing, but it's not just for sells people, it's for anyone that, I mean, we're selling, like you said, we're selling every day, right? There's things you can improve. I meet people and they're like, I hate sales. I hate doing sales. I'm like, you're,

you're doing it now. You're trying to sell me on how you hate sales. Yeah. Yeah. And you're doing it bad, right? So yeah, yeah. You want to get a raise. You got to be good at sales. Like you, you want something, you got to be able to sell it. Yeah. It's very true. I mean, even as like a CEO in the C-suite, I'm constantly selling. I'm, you know, people always ask me, they're like, how come you get such a big mouth, Chris? I'm like, I'm constantly selling. I have to sell the vendors, the stockholders, the investors.

I have to sell the employees on the vision. I have to sell, you know, all the different people and ask me to support the directors. Yeah. I have to sell customers. Um, you know, you're constantly selling and you're, you're to support the directors. Yeah, I have to sell customers. You know, you're constantly selling. And you're pitching out the vision. You're trying to make sure everyone's on the same page.

And yeah, everything's about sales. I mean, you know, most people, you know, they're selling in a relationship. Why? Someone's just stay with them. You know, same thing with, you know, when you're dating, you're selling each other to each other. You know, that's what dating is. You know, you're like, hey, I like puppy dogs and daffodils. So what do you like? And, you know, then people find, you know, their similarities or whatever

they're attracted to. So yeah, everyone's always selling. Yours is really unique and probably one of the hardest, I would say door to door is one of the most hardest sales jobs in the world. Am I correct there or what do you think? Yeah, I think that's pretty true. Um, it's, it's the only cells I did before that. So, I mean, I can't compare it to a lot of different things, but other people in the industry have said like, Hey, this is, it is, I mean, it's tough. I mean, just, just bitch.

I just have people visualize this for a minute. So imagine someone sitting in on their couch, watching TV, they have no idea that you're coming. All of a sudden there's a ring or knock at the door and you got to take that person from, Hey, I was having my Cheetos on the couch to now, Oh wait, what's going on? And now become like, listen to you now get interested. Now. Oh my gosh, I'm actually buying this thing. And so, and we didn't, I mean, we sold solar energy, so we weren't selling just like a $20 product, right? We weren't selling like some soap. So it's like a big decision, right? So, and, and there's a lot to that, but the idea of those people in that industry, and I was lucky enough to learn from some

of the best and then lucky enough to become one of the better people in that industry and do it quite a bit longer than 99% of the people out there. So there's a lot to learn, but that's basically the vision. And then doing that day in, day out and getting a lot of rejection and trying to overcome that, figure out what works, trial and error. There's a lot that goes into selling. So I've been pretty much in every type of sell situation.

There you go. Yeah. I mean, I've done sales all my life. I did door to door for two days. I was working, the story's in my book, I did door to door. My CEO, he wanted to test something. He goes, I want you to see if, you know, we did tall marketing, we had huge tall marketing things.

And he goes, I want you to see if you can go door to door and get people to buy our product and maybe we need to create an army of door to door salespeople to sell our products. And so here I was in this executive suit out in the hot sun, wearing holes. Literally, I wore a hole in a day and a half in the bottom of my expensive leather shoes. Probably something I should have learned about door-to-door sales and wearing appropriate shoes for that. But then I think I wore a hole in one of my feet. But my feet were just wrecked from walking. But yeah, it was hard,

man. I couldn't get, I couldn't get most people to answer the door because they were just like, you'd see them looking through the window and half of them. I did it in Utah, but I don't know that I want to do it in Texas or the South because they got guns. But it's tough business. It is tough. And you're right. You have to take... On Amazon, if you want to sell something or on a website or someone clicks on your Facebook ad on Facebook, they have some sort of interest and they're looking for resources, they're looking for whatever their problem is that need to be solved. But you're right. If you're just sitting on your couch, naked eating Cheetos or for me, it's a bean bag. I stole that joke from a comedian is, and, uh, you know, someone interrupts you.

Well, you know, you're like, Hey man, you're in after my show. Hey, you're entering whatever stupid shit I'm doing in my life here. What's going on? Yeah. So we got to grab people's attention real quick. Right? So you get one shot and you got to be able to nail that shot. But luckily, I mean, we sold in the way that, you know, we treated people with respect and a lot of times if you do that, they'll reciprocate, right? So there's definitely ways to do that. And a lot of these principles, a lot of these philosophies, a lot of these techniques, now they work in

other aspects and other, other, because if you can do it there and that they can somewhere from totally cold to getting your product. And now all of a sudden you're, they're calling into you because they're interested in booking a call. We work with a lot of people that, you know, have inbound calls that come in and we try it. I'm like, dude, this is easy. Like they're already halfway there.

Like this is easy stuff. Like you just gotta stop. Like you gotta stop shooting yourself on the foot. This is easy stuff. I can show you how to do it. So anyway, it's, it's, uh, it's interesting. Do you have any stories you want to share from, uh, the road? There's so many that were overcoming objection that where maybe you, you

took a guy who was full tilt going. I never going to buy from you in a million fucking years to where you close the sale. Yeah. I mean, there's a bunch of those from the cat lady that you got, you know, 15 cats in there and you're like, Hey, can we do this on your porch? You know, can we talk on your porch please? Like, you know, my eyes are burning, but yeah. Fucking cat. Nice. So, you know, you never knew what you're going to get, but I would say most people are, are really pretty normal and down to earth, but, um, I would say the guy that,

um, you know, he's like, no, I'm never, I'm never getting that. And then all of a sudden, you know, and over the course of about six months, you know, all his neighbors, I was able to get solar. And now all of a sudden he's calling me, you know, yeah, he's calling me back and I'm like, yeah, I don't know if I can meet with you on Tuesday. That doesn't work for me. You know, yeah. So, so that guy was pretty cool.

You know, we ended up helping him out, but that happens a lot where people, you know, there's a lot of reasons people do things. And one of the reasons is people do things because other people are doing it. Oh, and it is a hundred percent true. And using the name dropping, name dropping, the other people are doing it, using our service like that literally works. It sounds so cliche, but it literally works. People do things cause other people are doing them. Yeah.

Well, you know, you got to keep up with the Joneses. Got to make sure the wife's happy. The wife, you know, you get, if the next door neighbor's got a boat, you got to get a boat too, you know? Yeah, we see that a lot. Yeah. And so, uh, I imagine so, you know, the fear of missing out, the FOMO, you know, what, Oh, everyone's doing it.

You know, I, I mean, I just, it's, it's wild how people are motivated by everything they're motivated on. So what are some of the sales courses? I see you do team coaching sales courses and event speaking. Tell us about some of the courses and what they, what do you feature and what they deliver? Yeah, probably the basic course, which probably most people want to take that just to start and then see if we, you know, we can help them out. But the basic course is my smooth selling framework.

And so what we've seen is, I mean, I've known this for years, just like, oh my gosh, good salespeople are like hard to find, like, like, it is hard to find them. Like you go out by a car, like any type of service, like even your waiter is like, Oh my gosh, like anything where you're, you're in a position where you need to communicate value, this basic course, it's a framework, right? So a framework instead of a step by step, step by step can get a little bit, um, a little bit static and it might not work exactly, but if you have a framework, basically you can hop in different steps and the steps might need to be repeated, but this framework within a framework, you have the ability that it's flexible enough, but it works in literally

every type of situation. So it can work from your boardroom. It can port work from like a quick elevator pitch. So that that smooth selling framework, we teach that and the way I describe it is like, Hey, if you wanted to buy me buy me lunch for, you know, go to go with me and buy me lunch. That's basically the price that you're going to get. I'm going to teach you some good stuff. You will apply tomorrow and get better sells. So that's a good words. Good for the price of to start. Yeah. For the price of a lunch. There you go. Yep.

Yep. Buy me lunch and buy yourself lunch and basically that's what it's going to cost you. You know, years ago I had, I didn't know how to sell and I was trying to sell cars and I was bombing hard because I was just a kid, man. I didn't know shit about sales. And my salesman came to me and he goes, man, look, I'm going to loan you, I think it was like 10 bucks or 20 bucks or something. I think it was 10 bucks, I think it was 4.95 back then. I lived in a different age, folks. And he goes, I know you're broke,

you're living on top ramen. I know you're just a kid trying to make it. And he goes, I'm going to give you 10 bucks. You can't spend this 10 bucks on food because I know you're broke. But he goes, I need you to spend to give you 10 bucks. You can't spend this 10 bucks on food because I know you're broke. But he goes, I need you to spend this, to go get the book, Closing the Sale by Zig Ziglar. And I need you to read it tonight and tomorrow night and do everything you can, because you're probably going to not have a job

by the end of the week or within a week. And I'm trying to help you here, so don't fuck this up. That was basically the message. So I followed his orders and went and bought the book and I sat down and I consumed two days over two to three days closing the sale. And I learned enough to get good and then work on it from there. And that changed my life. That moment changed my life. There are times where I shudder when I ponder it over what my life had been without that charitable contribution, without someone deciding that instead of firing me, they should try and educate me.

And I rose to the moment and I just can't think of what my life would be like. I'd be, I don't know, maybe in a trailer home somewhere with a gun in my mouth. I don't know where I'd be if it hadn't been for that. Because I never would have probably learned sales. They probably would have fired me and I said, well, sales isn't for me. I should just go work for the man. And there's nothing wrong with working for the man if that's your gig. But I just think of all the great things I've had in my life that come from the opportunity of sales.

And, you know, I tell people with sales, you know, if you can master sales, I just think of all the great things I've had in my life that come from the opportunity of sales. And, you know, I tell people with sales, you know, if you can master sales, you can master just about everything in life. And you can get shit done in life if you can sell. Because you can sell a woman to be interested in you or a man to be interested in you. You can sell, you know, an image or brand that you're trying to build on social media. You can sell if you're a CEO, you know, even if you're trying to build on social media. You can sell if you're a CEO, even if you're just an employee, you got to sell yourself on why you should

get promoted, why you should get lifted up, et cetera, et cetera, and all that good stuff. So anyway. Yeah. Sell your ideas to other people, other coworkers, right? Sell yourself to your boss. The bosses need to sell themselves to the employees. I'm glad you talked about that because I hit on that a lot. I'm like, in the C-suite, you're selling every which way. You're selling up, down, sideways. You're selling a lot. It's interesting because I've seen some of those people, they don't have basic sell skills,

which is shocking that they've gotten so far, but they could go so much further with just having some basic sell skills. And honestly, it's not, it is super hard, but it's a lot like golf. Like you can go learn some basic things and be decent at golf, but it might take years and years to get mastery at golf. Like some people don't need to be masters at selling, but they do need to get some basic skills. And so I think anyone needs to have a coach and whatever it is they're trying to

prove, they need like my big thing is like, get a coach. Like, I don't care what it is you're trying to improve on. Like you need someone that's going to coach you. It's going to develop you. That's going to basically take your trial and error and shorten it. Right. Just like that guy. And, and that story is powerful. I mean, someone taking their time instead of just, you know, getting rid of you to like try to help you. And I'm the same way. Like I've been, I was, I was lucky.

I just like showed up to this office, but this office had amazing, they all had young college kids that had been selling for years. But I'm like, just teach me. I'm here. I don't know nothing. Like I was a teacher before this. Like I don't know anything. Just teach me.

And I literally just followed these guys because they had done it. They knew what they were doing. And so a lot of times I, and after I became a trainer, now all of a sudden I'm seeing people that think that they know it all. And I'm like, what are you talking about? Like, you don't know nothing. Like just shut up and listen for him in a nice way. Right.

Yeah. The, the people that were coachable succeeded. The people that were not time and time again, they, they, they were done. Like they didn't succeed. They left, they quit, whatever. So being coachable and having a good coach is, is key. Yeah. You know, it's funny.

I, uh, I, I, I used to, there's something about learning the hard way, like learning through, you know, one of the things I did the car business for a year and the experience that you learn, especially in the used car barrises is insane, but it will shape you, educate you and do things if you're, like you say, you're amenable to sales and learning. Um, but it'll shape you in ways that, that few things else will. In fact, I used to joke about how I wish we could afford to send any new employee salesperson to a training camp where they would have to go sell used cars for three months and hang out with the used car crew, you know, yeah, it would help a ton.

You want to be exposed to the Glenn Gary Ross people. What was that one movie years ago that car dealerships loved to play? It's the one with Kurt Russell, I think it is. They're selling slick sales, car sales on a car lot. I would have guys come in from college that had sales fucking masters or whatever, or bachelor's degrees. And they couldn't sell their way at a paper bag. And so sometimes, you know, that action of being in the live fire in the most

heinous environments or harshest of environments, you know, like door to door sales, you're going to learn some shit. You're going to learn some shit fast. Yeah. Yeah. You're either learning or you're sinking. You sink or swim. Yeah. Like throwing a baby into a pool.

You're going to sink or swim. Yeah. Yeah. Yeah. The, uh, just don't, just don't throw the baby in with the five pound weight on them. Anyway, uh, that's bad. Uh, judge says I can't do that anymore. Anyway, I just alienated half the female pound weight on them. Anyway, that's bad. The judge says I can't do that anymore. Anyway, I just alienated half the FIMO audience. So talk to us about this W

method. You have this thing on your offering called the W method, smooth selling framework and instant sales upgrade. Pete Slauson Yeah. So it's just teaching a basic framework to people that they can follow and it gives them an idea of, and I'll just give it to you real quick. So it's a hook, right? Trying to get someone's attention. So you got to be able to grab their attention, no matter what it is. And you got to be able to show them that there's a problem. Often, I see a big problem with people that try to sell, they jump right to a solution, which is the

next one. So instead of talking about the problem, instead of discussing that there is a problem, instead of discussing the fact that, Hey, do you see maybe they don't even understand that there is a problem. They go right to solution. Well, why should we have a solution if there's not a problem that we're solving that makes zero sense? And so people will often talk about the solution, the benefits, the features like right away. And that's not the way you do it. You got to set this thing up. Right. So that's kind of like the way I described that is like trying to, you know, you meet someone on a first date and all of a sudden you're trying to,

you're going in for a big, big long kiss, right? Like that's not the way it works. You got to spend a little bit of time and set the thing up a little bit. So you got to hook a problem a solution. And then we like to talk about the takeaway. So takeaway is something that they might not be able to get because of scarcity because of time, because of it might not be the right fit for them. And it might not be the right fit for you. There's a little bit new. It's very nuanced in that takeaway and then transition. And so I, I often, I was, I was messaging the other day of transitioning, basically

getting someone from this part of the cell to the next step. What is the very, very next step, not the end, but just what is the next step. And so for us at the door to door, the very next step at the door was to get inside their house so we could sit down more comfortably and have more time to kind of explain what we're doing. That was the next step. Then where we're in there, the next step was to get them a design build out. And so we could come back, set up another appointment so we could show them the design, show them more, a little bit more specific to their home and their needs

and all that. And so what is the next step in the process? And that's the transition. So the other day I was, I was messaging, I was looking for actually a service and I was messaging someone on Instagram and literally like, Hey, like going back and forth and I literally text them like, Hey, now's the time you need to get me to the next step. What is the next step that I can buy this? Like I literally am asking this person. And they're, Oh, okay. Here's the link. Like I'm like, yeah, I have to,

like, I had to ask them like three times, like I had to ask them like three times, like, okay, what do I need to do? And they kept asking me questions. I'm like, no, no, no, I'm ready to buy like, this is like, send me the next step. And so I, I just see a lot of mistakes like that all the time, time. I mean, there's, there's a thousand and one ways that you can mess up a cell. And I get that, but if you can follow a framework, it'll, it'll cut a lot of those things into in half. So you might not mess it up.

Oh, you know, at least half the time, if you follow a good framework. Yeah. I mean, I mean, he, at least got like a, a good framework and understanding of what you're doing and how you're doing it and all that good stuff, you can, you can complete it. Uh, so you also do speaking on your website, uh, some speaking engagements and work with teams. So if people want to do a sales team coaching and things like that, you're available for that as well. Yeah. Yeah. So we do we do. I love training teams. Like I did that for years and years. And I love

taking teams and getting people to apply some techniques and get immediate results. And that's what we're all about. We're all about getting results, right? We don't just, we don't just talk about stuff to talk about stuff. If it doesn't get results, like we're not going to talk about it. So we offer that we offer, um, we can do from this, we can train from the stage if you'd like me to do that, or we can train in person or do online. There you go. There you go. Get that training in folks. Uh, one more. Have we talked about that? We need to seize out about what you do and how you do it and how you can utilize people. What, what sort of, I mean, what's the minimal, so does someone need to tease out about what you do and how you do it and how you can utilize people. What's the minimal, does someone need to have a minimal net worth or spend if they want to do business with you or small, medium, large corporations, et cetera, et cetera? Who's your

target customer? So our target customer is literally anyone that wants to get better at sales and serious about it. So there's got to be some dedication on your part. There's got to be some commitment on your part, but it's all a cart, right? So we'll get to what you want. We have some options available that we like to do, but if that doesn't quite fit, we can customize it to what your needs are. So there you go. From Hyde Lowe, we offer a lot from Hyde Lowe.

So yeah, there you go. So let's see here. Anything more we want to discuss before we go out? Um, no, I mean, I think the biggest thing is for salespeople to realize that it's a process. And so if you can treat it like what you did, like you spent some time learning, you spent some time applying because the results are there. You know, if you can get good at this, the results, I mean, the sky's the limit and in business and life, and these are skills that literally won't stop where you're at.

Like they will keep going to the next thing. So they'll keep going to the next position. They'll keep going to your next business. So these skills are our lifelong skills. So it's worth the time and effort. And if you want to get good at something, you know, you got to spend some time, you got to spend, so spend a little bit of money to get good. And if you look at yourself, like I treated our team kind of like athletes. So if you want to get good, you got to have some dedication.

You got to, you know, be serious about it. You got to train, you got to practice, you got to get coaching. Like just think of yourself in that as an athlete. Like if you look at any athlete out there, any great athlete, they have coaches. Like Tom Brady, you talking about Tom Brady the other day, like he had a, he had a training coach, right? It was specifically to train his body and he had, he had quarterback coach. He had, you know, offensive coordinator coach, you know, he had head coaches.

Like everyone has coaches. You look at all these guys that are great athletes because if you what's, what's the worst case scenario is think about if you're selling, think about the price tag of your item. And when you miss a sale, what does that equal? How much does that equal? I mean, is that thousands of dollars? Is that millions of dollars? And if you compound that over the years, you're talking for most people just in general, like

sales position, you're talking about millions of dollars over time. Yeah. And I tell that to young people when I counsel them. I mean, if you learn sales, you have a marketable skill you can use for just about anything. It will change your whole life if you master sales. And like I said, I talked to a lot of people like, hey, I don't like sales. I feel like selling is pressuring people. I don't like sales.

And I'm like, you're selling me on the fact that you don't like sales so that I don't like sales either. You're selling a product and service right now. Your ideas, you're selling, and we're constantly selling our ideas on social media posts and things we talk about, things we converse. We're constantly selling ourselves. And even if the car you buy, the car you drive, the pants you wear, the clothes you wear, you're, you're, you're, you're presenting an image to the world that you want them to, you're trying to sell to them that you are whatever this person is that you're framing. It's a life skill. And if you can learn to master sales, it's, it's like a, uh, it's like a unit tool for anything you need to

do in life. Really. it'll help you with relationships. And then the other thing you learn from sales, I think that's really important, is you learn a lot about human nature. And if you haven't learned about human nature, you really have to. And what motivates people, you know, how to appeal to people, how to, you know,

breed different characters, you know. A lot of my great sales people, they've almost been like shape-shifters. Like they can talk to a 20 year old and sell them on what's important to someone from an aspect at the age of 20 to talking to a 50 year old, you know, I've seen so many sales people on the phone. I get after about this because I don't like them to mislead people, but they'll be like, yeah, I'm 52. And I'm like looking at them going, yeah, 50 or like 30. But you know, they're building rapport and they're, you know, but they're good salespeople

at being able to understand what people at that age are looking for. And usually most great salespeople have that dynamic. They can appeal to everyone and they know how to motivate and touch hearts and minds of everyone. Yeah. Yeah. Yeah. If you look at, so, most people in their mind, I think they think of someone that's good at sales as like the super outgoing person that's got tons of energy, right? That's actually not the best salespeople. Like, it's been proven time and time again. There's tons of study on it. It's actually the person that's, so, not a super

extrovert. It's not a super introvert. It's actually someone that's more middle because of that fact, Chris, you can, you can approach, you can relate to more people to one side and the other side. And you have more flexibility there because if you're super, super extrovert, you're going to turn off a lot of other people that are not extroverted. And if you're super introverted, you're not going to be able to communicate well enough to get a lot of the other piece. So the people that do really well in sales, and luckily the majority of people are in

the middle. So you can be good at sales because you're in the middle, just like most other people. So you don't have to be, and that's like a super huge misconception. You don't have to be the super energy guy that's like bouncing off the walls. Cause I'm not that guy. And you can do really well at sales because you can be good at sales and be yourself. As long as you can relate to other people and meet them where they're at. And the one thing about sales is you're, you're relate to other people and meet them where they're at.

And the one thing about sales is you're trying to help people with their lives. I mean, being an entrepreneur is a sale, is selling. You find a product that you maybe innovated or invented because you couldn't find something better on the market or you tweak something to customize it to be better. And then you realize that there's other people that can utilize that product as well. And so really all sales is, is problem solving. So you're solving problems of people

who they have issues with something and you help them solve those issues so that they can, so they won't have problems. And that's really all you are is a problem solver. People are looking to you for issues. One thing you did mention in the show that I wanted to expand on about halfway, I think it was for those who are paying attention,

you talked about how not only are you problem solving, but, damn it, escape me as I segued. So there went that. But, you know, I don't know what I was trying to get to. Basically with sales, you're problem solving. You're helping people resolve their issues. Oh, that was it. That was it.

Now it's come back to me. So a lot of times people are looking for, they know what they want or they know the problem they want solved, but they're looking for somebody who can sell it to them and make it make sense and make them feel good about it. And so, I used to see that with a lot of people in sales where they would come to the dealership and they would shop around the different salespeople on the floor, trying to find that person who could sell them what they wanted to buy. And you know, a lot of sales guys would come, mishandle them and, you know, and mislabel them. Sometimes they'd avoid them. You know,

I remember I used to do well as a salespeople cause I would take the people who drive on the lot that showed up some shit car that, you know, the salespeople would cherry pick them and go like, Oh, those guys don't have any money. And I remember one of my clients that came on in this like 1970s, just old piece of crap car. They came out looking like they walked in off of a trailer park. Nicest people in the fucking world, not pretentious in any way, shape or form. And that was just their MO. And I remember they cruised the whole lot. No one would talk to them.

I was the only one that would talk to them, like all the other sales people wouldn't hit from them. And you know what those guys were walking around with? They're walking around with cash. They dropped like 20 grand cash on a car. They've been saving for all these years driving their shit box car and not living high on the hog with fashion and buying fancy things. And they were paying cash for a car. And they were, I forget what we call it,

the sales business, but they were, they were one of those perfect sales. They paid full price. They didn't negotiate. They just appreciated what you had. And I was the only one who would talk to those people. And so yeah, a lot of times they're looking for the right sales people to sell them

on what they need and solve their problems. And a lot of times that's why they're bouncing around. If they go to another salesperson and buy from them, I always feel kind of stupid because I'm like, whatever I was selling, I didn't sell it right because they still bought what I was selling. They just bought it from someone else. Yeah. Yeah, that happens.

Yeah. And smooth selling is part of our philosophy is making sales smooth for you and the buyer. As a buyer, do you want this to be a hard process? Do you want this to be high pressure? Or do you want it to be easy where you show people a path that you're like, oh yeah, that's what I want. Oh my gosh, he's listening to me. And when you do that, you make buying easier and smoother for the other person. They're more likely to do it. Right. But sometimes it's just getting out of our own way, knowing what, what to say,

what not to say. And so you bring up a good point because you want it to be smooth for you and you want it to be smooth for them. And that's a key. Yeah. Yeah. Yeah, that's good. Yeah. You got great stories, Chris, man. Pete I've seen a couple. I like you. Luke Those are awesome. Pete You got better stories than door to door stuff.

Luke Oh, we got some crazy ones. Pete Crazy stuff. Luke Cops and all kinds of stuff. Not on me, but yeah, guy with a knife. Pete Oh, man. Luke Guy with a knife like running down the street like, okay, yeah, he's shouldn't be. Pete Sounds like my dating life. Anyway, well, thank you very much, Luke, for coming on the show. Give us your dot coms.

Where can people find you on the interwebs? So lukejorgensen.com is my website. You can find me there or you can find me on Instagram at coach underscore Luke J. There you go. Well, thank you very much. I certainly appreciate Luke for coming on the show. Thanks Chris. Thanks to Manus for tuning in.

Check out his websites and all that good stuff. Be sure to go to Goodreads.com, ForchessCrisposs, LinkedIn.com, ForchessCrisposs, Chris Foss one on the Tik Tok, and Chris Foss, Facebook.com. Thanks for tuning in. Be good to each other. Stay safe. We'll see you next time. And that should have us out as we like to say.